Differentiate Your Facility!

“PERMANENT STORAGE REVENUE”

Do you want to know how to implement a Simplified records storage service within
your self storage company?

2 DAY Records Storage TRAINING EVENTS

single most practical decision. This training will enable you to develop your
operating and sales plan with ease. After attending this training you will leave
with the following materials and tools and a breath of possibilities.

Components:

• The State of the Industry: Its challenges and opportunities, make-up, resources, associations, and service providers.
• Defining your market: Building a Marketing Plan based on Size and Scope, Business Model, Capital and Operating Strategy.
• Performing a Market and Competitive Analysis: The essentials and the tools.
• Fundamentals of Records Management: An RM Primer
• Principles of Commercial Records Management: The basis for best business practices
• Outsource Resources: Managing the Outsourcer and “The Principle of Strategic Outsourcing”, Resource Partnering,
• The Services Hierarchy: Building a “Book of Services” and “Product Sheets”, selecting the right service level, rolling in services and “Services” as the key to long term profitability and client relationship.
• Indexing and the Importance of Standards: Box, file and document indexing and when to apply them.
• Contracts and Agreements: Sample contracts, dos and don’ts, terms, strategies and limitation of liability and much more
• Pricing: The reason for a Schedule A and a Schedule B, “Price v Yield” in Records Management: How to maximize revenue
• Boxes: The importance of box selection, selling strategy and services related to boxes.
• Facilities: Industry usual and norms, optimum and other opinions
• Security and Disaster Preparedness and Management: Security is an important issue for records center, disasters must be planned for, manages and require a written disaster plan
• Warehouse Safety: policy, methods, training and supplies
• Insurance: What do you need, what can you afford, and who should you get it from? The PRISM insurance initiative.
• Racking: Catwalks v pickers and the argument goes on, balance between cost per square foot and cost of labor
• Technology: Software, Hardware and PowerTools ... Lions and Tigers and Bears! And the “Principle of Effective Use of Technology”
• Imaging and the “Paperless Office”: Myth v Reality, “Opportunities above the radar”
• Delivery and Couriers: The real truth, options aren’t what they always seem
• Personnel: Four staffing options, roles and responsibilities, the “Principle of Personnel Abatement”, and managing ... people – process & technology!
• Confidentiality and Bonding: Confidentiallity is on the top of the agenda for most clients, you must have policy, process and control to insure compliance.
• Internal controls: Critical importance, purpose, implementation, utilization and monitoring
• Bar Code Magic: Tracking, prompting and productivity measurement and the standard data gathering process
• Financial Considerations for New Business Acquisition: There are several issues that you may want to consider relative to charging or financing new account acquisition, financial considerations and pricing initial work.
• Bringing in New Business: the work process, careful control methods and importance of reconciliation.
• Implementation Strategy and Client Training: Managing the process to the plan, the polished “Hand-Off” from the sales rep, training the client(s) and the client user manual.
• Running a Commercial Records Center: Day-to-day operations, the work cycle, “batch processing”, policy, work practices, exception control and clearing, monitors and management reporting
• Developing a Marketing Strategy: What works and what doesn’t and ... Why?
• The Usual Suspects: Developing your prospect base, “Act” a tool for sales cycle control, some unusual suspects
• Basic Sales Training: Sales hierarchy, selling requirements, selling strategy, the FileMan “7 Step Consultative Selling Method”, “Hunter” v “Farmer” selling model, Nothing happens until the sale is made, The “Grizzly Bear” and the truth about the differences between operations and sales, Plan, Performance and review and the DSM -The distance sales manager
• Client Needs Assessment (CNA): Method, Tools and Strategy
• Clarification: Another run through – One more time
• Action Plan: Developing your next steps, timeline and requirements to get to the start-up
• Consultation after Engagement: Up to six weeks using your 20 hours effectively, methodology and DOM – the Distance Operations Manager
• FileMan Start-up Manual (over 300 pages plus over 100 other resource documents and studies)
• All other FileMan materials developed over the next 12 months relative to new start-up operations.
• Introduction to all other FileMan Products and Services: Information about Sales Training, DOM, DSM, Client Fast-Start Symposium, PowerTools, Strategic Retention Quarterly Review and Annual Audit, 7-Year Exit Strategy.
  

Training Schedule

The FileMan Commercial Records Management Client Executive Education & Start-up Engagement provides a fast track for an entrepreneur, investment group or an existing related business (self-storage, moving and storage, document destruction or courier service) to understand the nature and extent of the Commercial Records Management Business, strengthen focus on the development, design its business processes and organize its business plan, sales and marketing strategy. FileMan provides a collection of services that targets improved revenues and decreased operating expenses which includes the following analytical and training components.


Day 1: Understanding the Business at its Base

• The State of the Industry
• Defining your market
• Performing a Market and Competitive Analysis
• Fundamentals of Records Management
• Principles of Commercial Records Management
• Outsource Resources
• Indexing and the Importance of Standards
• The Services Hierarchy
• Contract sand Agreements
• Pricing
• Boxes
• Facilities
• Warehouse Safety
• Security and Disaster Preparedness and Management
• Insurance
• Racking and Equipment
• Technology
• Imaging and the “Paperless Office”
• Delivery and Couriers
• Personnel
• Confidentiality and Bonding
  

Day 2: Operating a Commercial Records Center and Selling & Marketing its Products and Services

• Bar Code Magic
• Financial Considerations for New Business Acquisition
• Bringing in New Business
• Implementation Strategy and Client Training
• Running a Commercial Records Center
• Developing a Marketing Strategy
• The Usual Suspects: Developing your prospect base
• Client Needs Assessment (CNA)
  

After Engagement: On-Going Support

• FileMan Start-up Manual
• All other FileMan materials
• Introduction to all other FileMan Products and Services
• 30 day Consultation after Engagement

If you feel after reading this you are still not ready to move to the next step Please, I would like to invite you to have a 90 minute conference call with me to discuss Commercial Records Management and any questions that you may have. Please email me @ fileman@fileman.com or call 1-877-FILEMAN to set up a time for that discussion.

Additional Downloadable Content:

• FileMan CRC Revenue Estimation Calculator (pdf)
• FileMan RM Fundamentals (pdf)
• Fileman RS-Lite Product Sheet (pdf)