SSAA LEARNING EVENT OF THE YEAR

MONDAY 8 MARCH 2021

1:00-2:00 pm – COFFEE, CHAT & CONNECT

Ever tried to log into an online event and couldn’t? The video or sound didn’t work? Or just unable to submit your questions? We’ve got it sorted…! In readiness for the Online Learning Event of the Year, between 1:00 pm – 2:00 pm AEDT, the event technical team will be on standby to answer all your questions and ensure you are event ready. It is essential to check that you can access the online system without any technical glitches before the event. During this 1-hour online interactive session you can explore the virtual trade area and schedule meetings with exhibitors. In addition, you will hear from Susan Phillips, CEO who will take you through all things #LEOTY

TUESDAY 9 MARCH 2021

10:00 am – INTRODUCTIONS – Andrew Klien

10:10 am – SESSION 1

TOPIC – Leading, innovating and thriving amidst transformative times. FORMAT – Recorded presentation/live Q&A SPEAKER – Ashley Fell MODERATOR – Andrew Klien DESCRIPTION – When times of crises are forced upon us, how do we respond, adapt and lead for the better? In this session, Ashley Fell will explore the megatrends transforming Australia, discuss the key implications of these changes and how the storage industry, through collaboration, innovation and adaptation, can thrive in these times of change.

10:40 am – SESSION 2

TOPIC – Innovation - Managing your customers digital expectations. FORMAT – Studio interview / live Q&A SPEAKER – Guy Wilson & Keith Edwards MODERATOR – Susan Phillips DESCRIPTION – Global companies such as Apple, Uber & eBay are training your customers to expect an extremely smooth & efficient digital experience. If you are not investing time and effort into making your customer interactions quicker & easier, you are not meeting your customers’ digital expectations. Listen to how Fort Knox Self Storage and All Secure Self Storage have managed to meet their customers’ expectations yet maintain a personal approach.

11:10 am – COFFEE BREAK 11:20 am – SESSION 3

TOPIC – State of the Industry 2020: Practical insights and opportunities for your business FORMAT – Recorded presentation / live Q&A SPEAKER – Makala Ffrench Castelli MODERATOR – Andrew Klien DESCRIPTION – Join Makala Ffrench Castelli as she journeys through the research from State of the Industry 2020, uncovering practical insights for you to consider in the context of your own business. Taking her cues from the metrics and measures highlighted throughout the report, there will be opportunities to explore for operators and suppliers alike.

11:50 am – SESSION 4

TOPIC – One simple tool to increase your self storage sales conversions. FORMAT – Recorded presentation / live Q&A SPEAKER – Jacqui Scott MODERATOR – Andrew Klien DESCRIPTION – In this session Jacqui will guide you through a high impact way to open any conversation with a potential client on the phone, email, or face to face. Using this tool will give you control of the sale, make them trust you quickly and let them know you are ALL about them and that you know what you are doing! This has increased conversions not just in the self storage space but in hundreds of other industries. At the end you will have the chance to ask Jacqui questions so you can hit the ground running when you get back to work!

12:20 pm – SESSION 5

TOPIC – Pricing Pioneers: exploring real-world opportunities in revenue management. FORMAT – Live Presentation / Q&A SPEAKER – Warren Lieberman / Jim Mullin MODERATOR – Andrew Klien DESCRIPTION – Join Dr Warren Lieberman and Jim Mullin as they discuss three key areas of revenue management for operators of every size, including common misunderstandings that get in the way of maximizing profits. All the way from California, Warren and Jim will be sharing their decades of self storage revenue management expertise, having worked with a range of operators in the USA and here in Australasia implementing proven revenue management systems. They will explain the practical analytics and approaches they use to help their clients make profitable decisions.

12:50 pm – VIRTUAL FACILITY TOUR WITH STEEL STORAGE / LUNCH BREAK 1:15 pm – VIDEO PRESENTATION

TOPIC – SSAA Member Benefits FORMAT – Pre-Recorded Video

1:20 pm – SESSION 6

TOPIC – Economy 2020? – Our most challenging year. FORMAT – Live Presentation / Q&A SPEAKER – Craig James MODERATOR – Andrew Klien DESCRIPTION – 2020 was a year like no other. The economies of every country around the globe experienced significant negative growth. Hear from CommSec Chief Economist, Craig James as he discusses the particular challenges that were faced in Australia and New Zealand and how we fared on a global scale.

1:50 pm – SESSION 7

TOPIC – Launching R6SMI: The Storage Marketing Indices FORMAT – Recorded presentation/live Q&A SPEAKER - Michael Dogger & Makala Ffrench Castelli MODERATOR – Andrew Klien DESCRIPTION – Hear from Michael Dogger and Makala Ffrench Castelli as they launch the R6SMI - Australasia’s first storage marketing index designed to monitor digital marketing trends across the industry. Explore metrics you should be measuring to benchmark your marketing and help you compete online. In addition to R6SMI, they will be sharing practical insights to help you understand the success of your digital marketing efforts.

2:20 pm – SESSION 8

TOPIC - Self Storage of Tomorrow FORMAT - Live Presentation / Q&A SPEAKER - Jes Johansen DESCRIPTION - Let us take you on a journey to Singapore and meet the GObots at StorefriendlyGo and see how they help to transport customer’s storage cabinets into safe, no-man zone areas where they are safely locked away. Then explore the specifically tailored storage solutions they have developed for business customers which allow users to store and work.

3:00PM – CLOSE OF DAY

WEDNESDAY 10 MARCH 2021

10:00 am – INTRODUCTIONS – ANDREW KLIEN 10:10 am – SESSION 1

TOPIC – From Dorm Room to Board Room, Chuck Gordon's unique view on Storage’s past, present and future. FORMAT – Pre-Recorded / live Q&A SPEAKER – Chuck Gordon MODERATOR – Andrew Klien DESCRIPTION – From founding the marketplace SpareFoot out of his dorm room over a decade ago to now operating the storage technology leader Storable, Chuck Gordon has a perspective on the industry like none other. Join him as he shares his unique take on the past, present, and future of the industry. Whether a large operator or one just getting started, there will be valuable insight for everyone.

10:40 am – SESSION 2

TOPIC – The Power of Story Telling FORMAT – Recorded presentation/live Q&A SPEAKER – Ashley Fell MODERATOR – Andrew Klien DESCRIPTION – In an era of message saturation and digital disruption, it can be difficult to cut through the noise and capture attention. In this session, Ashley Fell will show how, even in our world of screens, social media and ever-emerging technology, it is the timeless power of storytelling, harnessing the unmatched visual platform that is the human mind, that best informs, instructs, involves, and inspires people.

11:10 am – COFFEE BREAK 11:20 am – SESSION 3

TOPIC – The Power of Good Communication FORMAT – Live Presentation / Q&A SPEAKER – Rebecca Smith MODERATOR – Susan Phillips DESCRIPTION – How the way you engage and communicate with your customers has the capacity to influence your reputation and with it the potential to take your storage facility from unremarkable to exceptional.

11:50 am – SESSION 4

TOPIC – AFP and the Self Storage Industry, working together to keep us safe. FORMAT – Studio Interview / live Q&A SPEAKER – Jarad Heath & Daniel Rodriguez MODERATOR – Andrew Klien DESCRIPTION – We are joined by the Jarad Heath where he reminds us that criminals do use self storage and what signs to be on the lookout for. How should suspicious behaviour be reported? What are your privacy obligations? Fellow AFP Officer Daniel Rodriguez from the Cybercrime Division will alert us to the most recent cybercrime activities and what you can do to prevent being caught us in the web and potentially being scammed.

12:20 pm – SESSION 5

TOPIC – Hot Topics from the Legal Desk FORMAT – Studio Interview / live Q&A SPEAKER – Darryl King & Tony Raunic MODERATOR – Susan Phillips DESCRIPTION – Join Tony Raunic (Hunt & Hunt) and Darryl King (Jackson Russell), our legal experts as they discuss contactless move-ins, storer ID, electronic locks and more during this informative roundtable discussion.

12:50 pm – VIRTUAL FACILITY TOUR / LUNCH BREAK 1:15 pm – VIDEO PRESENTATION

TOPIC – New Logo Launch FORMAT – Pre - Recorded Video

1:20 pm – SESSION 6

TOPIC – TBA FORMAT – TBA SPEAKER – TBA DESCRIPTION – TBA

1:40 pm – SESSION 7

TOPIC – TBA FORMAT – TBA SPEAKER – TBA DESCRIPTION – TBA

2:00 pm – SESSION 8

TOPIC – A New Dawn FORMAT – Live Presentation / Q&A SPEAKER – Craig James DESCRIPTION – Will 2021 prove to be our year of recovery? Craig James, Chief Economist from CommSec will share his forecasts on the future and the reasons why we can look ahead with confidence.

2:30 pm – SESSION 9

TOPIC – What’s Next? FORMAT – Live Studio Presentation SPEAKER – Linda Sharkey DESCRIPTION – Following the record year that was, Linda Sharkey will talk us through what we can expect to see unfold in 2021 across the industry.

3:00PM – CLOSE OF DAY

All details are correct at time of printing and subject to change. Please check the SSAA website for all current speakers information.

GOLD SPONSOR PLATINUM SPONSORS

SESSION SPONSOR

OUR MAJOR PARTNERS

AFP

The AFP's role is to enforce Commonwealth criminal law, contribute to combating complex, transnational, serious and organised crime impacting Australia's national security and to protect Commonwealth interests from criminal activity in Australia and overseas.

ASHLEY FELL

Ashley Fell is a social researcher, TEDx speaker and Team Leader of Communications at the internationally recognised McCrindle. As a trends analyst she understands the need to communicate with the emerging generations to effectively engage with them. From her extensive experience in media and communications, Ashley advises on how to achieve cut through in message-saturated times. Her expertise is in how to communicate across generational barriers. With academic qualifications in communications, an ongoing role in deploying and analysing national research studies, and with her position leading the communications strategy at McCrindle, Ashley brings robust, research-based content to her engaging presentations and consulting.

KEITH EDWARDS

The CEO of All Secure Self Storage, Keith has used his considerable business acumen to help All Secure grow into the nationwide company it has become today. Keith is married with two children and began his business career after retiring from the Police Force with the rank of Detective Senior Sergeant. Following his retirement from the Police, Keith established a leading alarm installation and monitoring company in Lower Hutt. Following the sale of this company to a major multinational company, Keith used his extensive security experience to form All Secure Self Storage in 1999 – and has overseen its subsequent growth into a nationwide company with facilities across New Zealand. Keith has an overriding responsibility for Project Management.

MAKALA FFRENCH CASTELLI

Makala Ffrench Castelli has more than fifteen years’ experience in strategy, marketing communications and corporate affairs. Makala works creatively and analytically across a range of industries, with significant experience in self storage, property, funds management and the social impact sector. She loves customer-centric businesses and purposeled brands where experience drives advocacy.

Having held a range of senior roles at National Storage, including General Manager – Marketing and Corporate, and later Strategy and Innovation, Makala now consults to storage industry operators and service providers on growth strategy, marketing and customer experience.

An experienced non-executive director, Makala is a Fellow of the Governance Institute of Australia and has also spent more than a decade in board and committee roles in the notfor-profit sector. CHUCK GORDON

Chuck Gordon, CEO of Storable, is focused on building the leading integrated technology company in self storage. Chuck originally started SpareFoot with his co-founder Mario Feghali and has since overseen its expansion to become the leading aggregator in storage. In 2018, Chuck helped the company acquire other self storage tech companies SiteLink and storEDGE and now leads a team of storage loving people toward delivering a comprehensive all-in-one tech solution for self storage operators.

CRAIG JAMES

Chief economist Craig James has a knack for making economics user friendly. He is currently chief economist at CommSec, interpreting ‘big picture’ economic and financial trends for customers, clients and staff. As well as providing presentations to staff and clients and commentaries on financial and economic trends, Craig appears regularly in the electronic and print media. Craig currently does around two to three regular TV crosses a day, ad hoc radio and newspaper interviews and writes regular commentaries as well as presenting to staff, clients and external organisations.

DARRYL KING

Darryl is a partner in Jackson Russell’s Business Law team. His areas of legal speciality are mergers and acquisitions, franchising, securities, and general corporate and commercial law. Darryl has over 20 years' experience of advising on, structuring and negotiating commercial transactions across a range of industry sectors. He specialises in contract negotiations, franchising, mergers and acquisitions, derivatives and securities, and general corporate and commercial law. Darryl is focused on providing effective commercial solutions in a New Zealand and international business environment. Darryl works with companies across a range of sectors, including food and beverage, retail, manufacturing, derivatives, business services and import/export sectors. His clients range from privately-held and family-owned business and investors through to subsidiaries of NZX listed companies, private equity owned companies and subsidiaries of multi-national companies. His international experience includes working in the London office of leading global law firm Allen & Overy. Darryl is an active member of the Franchise Association of New Zealand and is a member of the Association's Legislation and Government Liaison committees.

ANDREW KLIEN

Virtually an MC, Andrew is one of Australia’s leading Professional Conference MCs and a Pitching & Presentation Skills speaker, trainer and writer, working on conferences (back in the ‘good old days’ when OS travel was allowed!!!) around the Asia-Pacific region as well as the US and South

Africa. Since March 2020, he now works from his home office or local studios! As an MC, Andrew brings his casual yet corporate style to proceedings and is well-known on the conference circuit for his revealing speaker introductions, his improvisational skills and ability to adapt to different audiences. He is now very comfortable to say he is ‘Virtually an MC.’

WARREN LIEBERMAN

Dr. Warren Lieberman is President of Veritec Solutions. Veritec provides pricing and revenue management software and consulting.

Warren is a well-known expert in non-traditional revenue management, having worked in more than 30 industries. He works with small self storage operators and those that own or manage hundreds of stores. He is a co-inventor on a patent application with Jim Mullin for a dynamic pricing method for self storage.

Warren has published numerous articles on dynamic pricing/revenue management and has a Ph.D. in Operations Research from Yale University.

JIM MULLIN

Mr. Jim Mullin has over 25 years experience in designing decision support systems. Jim began his career in management science at Decision Focus Incorporated, a consulting firm that was one of the pioneers in using data science for more disciplined and effective business decision-making.

Jim has led operational planning groups at Sun Microsystems, Amazon.com, and Safeway. His recent work at Veritec Solutions is focused on data analytics to develop new pricing tools for the self storage industry. Jim received his MS degree in Operations Research from Stanford University.

TONY RAUNIC

A lawyer advising in local Government, property and construction, wills and estates, and self storage. The greatest skill Tony offers his clients is his natural ability to present often complex commercial issues in an easy to understand manner. Just as importantly, he quickly grasps the essential details of an enterprise or document, unravelling them in simple and easy to comprehend terms. This is not surprising, given Tony’s diverse career history involving 20 years’ experience in property and commercial law, owning and operating successful legal and financial services businesses, coveted local government insight, serving as an elected councillor and Mayor for several terms. Tony’s approachable manner and friendly disposition has seen him develop a longstanding and loyal client base who seek his help with many issues including: • Statutory and local government authorities for advice on general property, commercial, environment, governance, probity and town planning matters, developers, vendors and purchasers regarding residential and commercial sales, leases, subdivisions and off-the-plan transactions • Assisting corporates and other entities successfully navigate their dealings with Commonwealth and State

Government departments, statutory authorities and local governments.

JACQUI SCOTT

Director & Barrier Removal Specialist – The Great Scott Company before starting her business – The Great Scott Co in 2000, had a background in customer service, telephone sales and sales management of 30 staff. She has created a Sales Psychology from her experience, that works not only in sales, but leadership and at home – and has helped thousands of people all over NZ and Australia to WOW their customers, communicate better and sell more.

LINDA SHARKEY

Linda Sharkey is Divisional Director of Self Storage Valuations and Advisory at Cushman and Wakefield. A Certified Practicing Valuer, Chartered Valuation Surveyor and registered Expert Witness, Linda is an expert in valuing self storage assets across Australia and New Zealand.

Working for all major self storage owners and operators, Linda has unique insight into the financial performance of self storage assets, the investment metrics underpinning the current market and the evolving drivers of demand for self storage. Her team is regularly engaged to undertake market research briefs, provide supply & demand studies and assess the feasibility of proposed self storage facilities.

REBECCA SMITH

Rebecca is Founder and Managing Director of That Comms Co. She has extensive experience in advising executives and boards in Australia and in Europe with their communication needs, and has worked across a range of different businesses and sectors including technology, banking and finance, aviation, education, property, luxury goods, government and food and beverage.

Prior to That Comms Co., Rebecca headed up the communication function of ASX listed Treasury Wine Estates (TWE) where she oversaw its demerger from Carlton & United Breweries (CUB) with outstanding results. Whilst based in Europe she led external communication for Berkshire Hathaway owned NetJets Europe and worked agency side for the likes of Microsoft, BSkyB and Chorion.

GUY WILSON

Director – Fort Knox Self Storage Guy Wilson has been involved in the self storage industry since 1999, when he joined the family business at their first self storage site in Moorabbin, Melbourne. Since then, Fort Knox Self Storage has grown rapidly and now have just 10,000 storage units across 10 large facilities throughout Melbourne. Guy is very involved in the day to day management of the business and has worked closely with his team through the COVID-19 daily challenges.