This article was updated in December of 2024.
Sure, rates might be down, move-ins might be down, and overall revenue is dipping, but...
Where was I going with this again?
Moving and packing supplies can help shore up your revenue stream even if rentals aren't going the way you had hoped! In this article, we'll cover why and how you should sell moving supplies at your self storage facility.
Before you order ten thousand boxes wholesale, be warned - stocking and selling moving supplies is labor-intensive. You'll need to find a supplier, keep track of inventory, update prices, and have a full Point of Sale system in place.
But once you've built those processes, packing and moving supplies are a great way to bring in extra money from your existing tenants and leads.
Here are some tips on what to sell, choosing a supplier, how to market effectively, and why you can probably charge more than other retailers in your area.
What To Sell
The most commonly sold retail items at self storage facilities are:
- Boxes of various sizes (small boxes tend to sell best)
- Picture boxes
- Wardrobe boxes
- Wrapping paper/plastic wrap (to wrap around items to protect them)
- Bubble wrap
- Tape
- Tape dispensers
- Markers
- Mattress covers
- Battery powered lights
- Locks
- Moving blankets
If there are other items that are commonly requested or specifically useful in your area, and your supplier sells it, consider that as well.
Picking A Supplier
When selecting a supplier for your retail items, there are other things to consider besides price. Partnering with a well-established supplier can offer you several benefits, including:
Good quality boxes
If you’re selling boxes, you want to make sure they are good quality. According to Inside Self Storage, you should look for a manufacturer’s certification stamp and an edge-crush-test figure of 32 pounds per square inch or better.
You might also want to consider printing your facility’s name on the boxes. This gives you another marketing tool - especially since your high-quality boxes can be reused later.
Your facility can donate branded boxes to be used at a community food drive. This is a great way to build connections to the community and get your name out to potential customers.
Discounts on bulk purchases and shipping costs
By partnering with a supplier, you’ll be able to negotiate discounts and work out shipping costs that benefit you in exchange for your long-term business.
Assistance with inventory management
Keep your inventory to low, manageable levels. You don't want your entire office to be used up storing boxes and tape!
Track your sales to determine what works for your storage facility. Your supplier may be able to help you with that, but keep in mind that your supplier has an interest in selling you as much as possible.
Of course, you want to make sure you have enough boxes on hand to sell. However, at the same time, you don’t want to become overwhelmed with stacks and stacks of unsold boxes.
How To Sell Effectively
It isn’t enough just to have retail items for sale. Your staff also needs to know how to display and sell the items effectively.
Here are some tips for accomplishing this:
After renting a unit, ask customers “What else do you need—tape, boxes, a lock?”
This is called suggestive selling. After all, if they rented self storage space from you, chances are they will need moving and packing supplies too.
Display retail items attractively
Don’t just stack boxes in a pile or expect tenants to ask about supplies. Instead, display them in a pleasing way that will appeal to customers. Put them in a prominent spot and draw attention to them.
Anne Ballard of Universal Storage Group likes to have a pyramid of different size boxes on display labeled with prices and uses (e.g., Small Boxes, Ideal for Packing Books, $1.50 per box or 5 for $5.00).
Consider investing in a few retail display units to showcase other items for sale. You don’t need to have your entire inventory on display—just enough to show customers what is available.
Be sure to ask your supplier if they have ideas or suggestions for product displays.
Demonstrate what customers will need for different uses
While boxes and packing supplies will hopefully net you some revenue, they're also a great way for you to improve your customers' experience. You can help them plan out how much they're going to need, offer discounts, and provide general storage advice.
This can help you sell more boxes, but it also gives you (or your manager) an opportunity to connect with the customer.
If you have the space, another idea is to provide a “sample” set-up. For example, buy some clothes cheaply at a yard sale and display them in a wardrobe box along with a few other size boxes that would represent what it takes to pack up a typical bedroom.
Seeing such a display will allow customers to imagine their own belongings packed up and help them decide on the number of boxes they might need.
Pricing Supplies
When pricing your retail items, you can probably charge a bit more than other retailers in your area because you are offering a convenience that they can't.
After all, the last thing someone wants to do when they are packing up a house is run around looking for packing and moving supplies.
Having the supplies on hand will make customers more likely to buy them from you. Also, moving boxes aren’t an item most people buy regularly.
Leaning on Anne Ballard again, she formulaically prices goods: simply multiply your cost by 2.125.
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