27 Oct 2025
The following article is reprinted with permission from Inside Self-Storage, the premier magazine of self-storage professionals. For information, visit www.insideselfstorage.com.
Over the 20 years that I’ve lived in my neighborhood, it’s gained quite a reputation as a can’t-miss Halloween destination—so much so that, in recent years, we’ve seen an increase in traffic from other areas. It isn’t uncommon to see the cul-de-sac by my house filled with SUVs, golf carts, minivans and even the occasional 15-passenger van, all carrying in families seeking a great experience.
Who can blame them? Trick-or-treaters know that when they come here, they’re going to find homes scarily decorated to the nines and friendly, costumed residents giving out the best candy. It just goes to show that the right offerings will draw people from quite a distance. The trick is to give them what they want! In the self-storage world, this means having an alluring selection of ancillary products and services that meet customers’ needs.
Much like the perfect trick-or-treating strategy, a successful approach to self-storage ancillary sales must address these key elements:
The costume. Invest time to make your management office—particularly your retail area—attractive. Just as a great Halloween costume transforms an ordinary person into something memorable, proper facility presentation can turn basic services into premium offerings. For example, a wine-storage area with upscale furnishings, vineyard-themed decor and a comfortable tasting area is much more appealing than a stark room with no flair.
The trick. Offer products and services that customers may not even know they need. For example, most renters don’t immediately realize that they need boxes, bubble wrap, tape, a moving truck and tenant insurance.
The treats. Providing useful add-ons won’t only meet your self-storage customers’ needs, it’ll expand your brand reach and boost facility revenue. When people can get everything they need in one location, they’ll pay a premium for that convenience. It’s the same reason people buy overpriced snacks at movie theaters when they go to see “Friday the 13th Part 23.”
When you keep your customers coming back for more, you get to enjoy the sweet profit margins! While self-storage units generate steady income, profit centers often deliver the extra jolt that can make the difference between surviving and thriving.
Not all self-storage ancillaries are created equal. Like Halloween candy, they have levels of complexity and value.
Fun-size favorites. These are your easy revenue wins that deliver immediate returns without scary upfront costs. For example, packing supplies offer substantial markups over wholesale costs. Tenant insurance generates consistent monthly income. Truck rentals can add significant revenue per transaction with minimal overhead. These are like the popular “fun-size” candy bars trick-or-treaters expect when they knock on a door.
Full-size surprise. Offerings like boat/RV storage, wine storage and pack-and-ship services fall into this category. They require more initial setup but command premium pricing. Wine storage, for example, can generate substantially higher rent than standard units while attracting affluent customers who value quality service and usually stay longer.
Don’t forget about land leasing for things like cell towers and billboards. These long-term contracts can generate significant passive income with minimal ongoing management. Now, that’s a treat!
Just as trick-or-treating is about amassing as much candy as possible, real magic can happen in self-storage when you offer multiple ancillary products and services from a single location. Any customer renting a unit might also need insurance, packing supplies and a truck rental. Someone storing a boat or RV might benefit from maintenance or cleaning services. Each additional offering increases customer satisfaction and facility revenue.
But these cross-selling opportunities don't just appear out of thin air. They require careful planning, much like a neighborhood Halloween display. A self-storage facility that perfects its ancillary offerings becomes indispensable to tenants and other community members. The key isn’t just to offer more; it’s to understand your customers’ needs and position your business as a convenient, reliable solution.
Once you achieve that reputation, customers don’t just spend money with you; they become loyal advocates who drive traffic to your self-storage facility. It’s like those families who travel across town to my neighborhood for a premium Halloween experience. Master this approach, and your revenue streams will multiply, ensuring your profits never disappear like a ghost in the night.
View the original article here
Ron Matejko is associate editor at Inside Self-Storage. To reach him, email ron.matejko@informa.com.
