1. Positioning for the Future Michael T. Scanlon, Jr. President & CEO

2. SSA Polling Survey: SSA does owner-operator polling twice each year We survey SSA members and non-members alike We use these surveys to keep current with trends in the marketplace We use these data to develop educational programs and convention session topics We targeted this particular survey toward the future, in line with our Fall Convention theme of “Positioning for the Future” This particular survey was conducted August 4, 2011 Surveyed 400 self storage owner-operators Margin of error is less than 5%

3. SSA Industry Survey In what region of the country to you own / operate self storage facilities? Northeast17.3% Mid-Atlantic 5.3% South25.3% Midwest31.8% West17.5%

4. How Long Has Your Company Been in Operation? Years in service: – Less than 5 years 7.8% – 6–10 years24.5% – 11-15 years20.8% – 16 or more years43.3%

5. How Many Facilities Do You Own, Operate and/or Manage? Number of facilities: – One facility63.5% – 2-9 facilities23.8% – 10-24 facilities 2.5% – 25 or more 9.3%

6. Physical Occupancy Trend Over Trailing 12 Months? Occupancy: – Occupancy INCREASED29.5% – Occupancy DECREASED18.5% – Stayed the same49.3% – Not Sure/Refused/Other 2.8% NOTES: 41.1% of those with 2-9 facilities showed an increase; 40% of those with 10-24 facilities also showed an increase.

7. Have You Raised Rents on Existing Tenants in Previous 6 Months? Raised Rents? – NO83.5% – Yes, less than 2% 3.8% – Yes, 2% to 5% 7.5% – Yes, greater than 5% 2.8% – Not sure/Refused/Other 2.6% NOTES: 85.8% of those with 1 facility did not increase rents; 20% of those with 10-24 facilities DID increase rents by 2-5%

8. Growth via Acquisition, Development or 3 rd Party Management? In the next 10 years, how many facilities do you think you will add to your current total (via 3 rd party management, acquisition or development)? – Will not add any more68.0% – Will own/operate FEWER 1.0% – Will add 1-4 more facilities11.5% – Will add 5-10 more facilities 0.5% – Will add more than 10 facilities 2.3% NOTES: 22.1% of those with 2-9 facilities will add 1-4 facilities; 8.7% of those with 1 facility will add 1-4 facilities in the next 10 years

9. Development Do you plan to develop a new ground-up facility in the next 24 months? – YES 5.5% – NO85.3% – Unsure/Other 9.3% NOTE: 6.3% of those with 2-9 facilities plan a ground-up development in the next two years.

10. Expansion Do you plan to expand a current facility in the next 24 months? – YES15.3% – NO73.5% – Unsure/Other11.3% NOTE: 24.2% of those with 2-9 facilities plan to expand a facility in the next two years.

11. Acquisition Do you plan to acquire an additional facility in the next 24 months? – YES 7.3% – NO80.5% – Unsure/Other12.3% NOTES: 16.2% of those firms with 25 or more facilities plan to acquire in the next 24 months; 10.5% of those with 2-9 facilities will do the same.

12. Third Party Management Is/are your facility(ies) currently managed by a third party? – YES 5.0% – NO87.3% – Unsure/Other 5.3% NOTES: Only 3.1% of 1 facility owners use a 3 rd party management firm; 7.4% of 2-9 facilities owners do.

13. Future 3 rd Party Management In the next 10 years do you think you might have another company (3 rd party) manage one or more of your current facilities? – YES 3.3% – NO78.3% – Unsure/Other13.5%

14. Yellow Pages vs. Internet/Web site What percentage of your new customers come to you via the Yellow Pages vs. the Internet / Web site? Yellow PagesInternet/Web – Less than 10%35.8%41.8% – 10-20% 10.3%12.8% – 21-40%10.0%12.0% – 41-60%12.5% 7.3% – 61-80% 4.0% 3.5% – More than 80% 3.8% 2.3% – Unsure/Other23.8%20.5%

15. Social Networking Which of the following social networks do you use to promote your business? – Google51.1% – Facebook25.3% – YouTube 3.8% – Linked-In 7.1% – Twitter 8.2% – MySpace 4.4% NOTE: Smaller firms tend to use Google more than larger firms.

16. Social Networking Budgets How much of your total marketing budget do you spend/expect to spend on social networking today vs. 10 years from now? TodayIn 10 years – Less than 10%71.3%53.0% – 10-25% 3.8% 6.8% – 26-50% 1.3% 2.5% – 51-75% 0.5% 2.0% – 76-100% 0.3% 0.5%

17. Size of the Entire Industry In the future do you expect that the self storage industry will: – Contract in size/be smaller 7.3% – Be about the same size29.8% – Will grow by 10% in 10 years38.0% – Will grow 20% or more in 10 years10.3% – Unsure/other14.8%

18. Debt Are you currently re-financing debt? – YES 5.8% – NO80.0% – Unsure/Other14.3% NOTES: 5.1% of 1 facility firms are in a re-fi; 9.5% of 2-9 facility firms are in a re-fi.

19. Extended / Modified a Loan? Have you extended or modified an existing loan in the past 12 months? – NO73.0% – YES, modified 8.8% – YES, extended 1.8% – Unsure/Other16.6% NOTE: Roughly 18% of firms with 2-9 facilities are modifying or extending a loan.

20. Raising Capital/Equity? Are you actively raising third-party capital or equity for new acquisition? – YES4.3% – NO77.0% – Unsure/Other18.8% NOTES: 2.8% of one facility firms are raising funds; 9.5% of 2-9 facility firm are too.

21. Business Attitude Which of the following statements best describes your business attitude? – Very positive about the future of my business54.0% – Somewhat positive28.5% – Not sure about the future of my business10.8% – Somewhat negative 2.0% – Very negative about the future 1.0% – Unsure/Other 3.8% NOTE: The above percentages are consistent no matter the size of the company.

22. Thank You. You can download these slides from the SSA Web site upon your return home. Go to: www.selfstorage.org Right hand column under “Public Information”