Now’s the Time for the Evolution of IOS

Traditional industrial outdoor storage has its merits. The typical IOS business, characterized by low ongoing capex, involves triple-net, multi-year leases to a single tenant. Given that much of the IOS space available today is dwindling and communities are not inclined to zone new sites for such land use, low supply and growing demand from the likes of logistics companies, construction firms, and others are expected to drive profitability in the sector for many years to come. Unfortunately, in most cases, this business model leaves potential dollars on the table for the owner or investor in the IOS property, and much to be desired when it comes to technology and efficiency. 

Underutilized assets in a fragmented marketed

Many sites are underutilized and, most likely, underpriced. The target tenant for most larger IOS owners remains limited to businesses with the resources to lease the entire site, whether or not they use all of the space. These tenants most often include enterprise fleets for local logistics firms or national trucking fleets for both cab and trailer storage. A fragmented market for parking and storage creates inefficiencies for large enterprise fleet owners who operate ever-changing routes across the country.

The model also leaves a vast swath of the IOS potential user base out of the picture—from single owner-operators to smaller businesses that may only require part of the lot but are willing to pay for storage. The challenge of meeting the micro-demand for IOS stems from the ability, or lack thereof, to properly parcel, price, and manage IOS assets in a way that maximizes every available square foot and ensures the provision of additional future services like EV charging. That is what Next-Gen IOS looks to address.

Today, most long-haul trucks in the U.S. are self-owned by operators that need to rent parking for their rig and trailer. The remaining are owned by mid-sized and enterprise carriers that manage more sophisticated networks of regional and national routes. These carriers require flexible asset storage models that can accommodate shifting customer demand. The enterprise trucking industry, meanwhile, continues to navigate its own transition, with many large carriers experiencing restructurings and seeking ways to better manage costs and demand. Growth trends in e-commerce and a shift to “hub and spoke” logistics models only point to increased trucking traffic but for shorter distances. More rapid inventory cycles result in higher trailer utilization with idle time at each stop, requiring storage. While only a part of the overall logistics equation, IOS is a critical component due for innovation.  

Leveraging technology to unlock value with Next-Gen IOS

Next-Gen IOS recognizes the value in IOS properties that are currently rented in their entirety to single users may be more effectively realized if the site is divided among multiple tenants, or across an ongoing rotating array of tenants through the implementation of technology that maximizes every opportunity to rent the space. Like the Uberifcation of taxis, food delivery, car rental, and certain aspects of financial services, technology now gives the IOS real estate investor ways to capitalize on the individual needs of IOS renters— from enterprise fleets to owner-operators—in ways that were not possible even just a few years ago. 

From GPS locating to machine learning data analysis, technology can help the investor identify the logistics routes, specific IOS sites, and even freight or population trends to establish improved pricing models. These advancements can also allow potential customers—whether a long-haul owner/operator or an enterprise fleet operator seeking long-term trailer or cab storage—to locate and rent a single space (or more) where there is existing capacity.

With technology, enterprise fleet owners can benefit from access to a distributed but digitally connected national network of physical space. Furthermore, the electrification of the U.S. trucking industry, though in its infancy, continues to advance. Electric trucks take longer to refuel, and the provision of electricity for charging can create an additional revenue stream for the IOS owner. Combining the required space and time needed to charge becomes a potentially powerful revenue model. Additionally, with connected mobile apps and site operations driven by technology, the IOS site of the future becomes highly efficient, moving tenants into and out of the property as they need it, maximizing the revenue-generating potential of every square foot of land.

Next-Gen IOS is not a mom-and-pop-oriented industry. The combination of technology and proper scale invites opportunities for the institutional investor. We established GreenPoint to bring concepts like Next-Gen IOS to fruition, and we are on a mission to deliver on a highly disciplined investment strategy dedicated to revolutionizing how IOS properties, in a period of declining supply but growing demand, can serve as a compelling opportunity and generate superior returns for real estate investors.       

Chris Green is CEO of GreenPoint Partners.