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Problems Fail to Daunt Public Storage : Warehouses: B. Wayne Hughes Sr., who led Public Storage to domination of the $3-billion self-storage industry, says new investors can be found.


Wayne Hughes is not a household name, but his trademark is commonplace: Those bright orange signs denoting Public Storage self-storage warehouses, where people rent garage-size rooms for $60 or $80 a month to store furniture, clothes and who knows what.

Since co-founding the Glendale-based company in 1972, B. Wayne Hughes Sr. has built Public Storage Inc. into the nation's biggest chain of self-storage facilities, with 1,000 locations in 38 states and Canada, and 456,000 tenants who spend $350 million a year in rental fees. Public Storage, which also manages 51 business parks, has developed 63 million square feet of storage and office space, making it one of the biggest U.S. developers.

Hughes also is a major realestate syndicator, having convinced investors to pony up most of the $3 billion the company has spent to build or buy Public Storage's sites. The company earns fees on each new deal and gets up to a 26% cut of the sites' rental fees. As 75% owner of the company, Hughes, 56, is worth at least $50 million on paper.

Because of that success, Hughes and Kenneth Q. Volk Jr., co-founder, chairman and 25% owner of the company, spawned a self-storage industry in which thousands of small-time operators opened mini-warehouses in the 1980s. The industry now has 20,000 buildings nationwide and more than $3 billion in annual revenue.

But Hughes is finding the business less friendly lately. Public Storage has struggled to attract investors to recent projects, owing to the sagging real estate investment market, lower yields on Public Storage's deals and investor nervousness over Public Storage's issuance three years ago of $135 million of junk bonds. The surge in competition also has made it harder for Public Storage to find new sites and to raise rental prices.

"I'm not saying all the yields are equal and everything is working perfect, because it's not," Hughes said. Indeed, yields on Public Storage's partnerships and other investment products have always varied. Generally the yields were 20% a year, or higher, on funds going back several years, and they have dropped on more recent deals.

Robert Stanger & Co., a partnership research firm in Shrewsbury, N.J., said it found that among the 14 Public Storage public partnerships where appraised values for the underlying properties were available, the average annual yield was 12.7% at year-end 1988. Stanger noted that while the highest yield in the group was 33%, the lowest performer had a meager yield of 1.9%.

Hughes said the lower yields on recent deals cover underlying properties that are newer and have not yet had time to generate the cash flow to provide higher returns. "They don't all start off as a roaring success," he said, adding that it usually takes a year to build a mini-warehouse and then three years for it to reach full occupancy.

However, Stanger noted, the lowest partnership it found, the one with the 1.9% yield, dated back to 1983.

Hughes also discounted Public Storage's junk-bond exposure, explaining that a Public Storage subsidiary issued the bonds and has had sufficient cash flow to meet the payments. He added that Public Storage also has bought back $43 million of the bonds.

Undaunted, Hughes said Public Storage is poised to expand sharply and "to really dominate the market."

How? Thanks to the savings and loan debacle. At least 70 self-storage facilities are among the properties that the federal government seized from insolvent S&Ls and is now preparing to sell through its Resolution Trust Corp. Public Storage plans to raise $100 million, which should buy about half of the properties, Hughes said. (A newly built mini-warehouse can cost up to $5 million, including land. At that price, 35 new properties would cost $175 million.)

Overall, Public Storage plans to expand by about 40% over the next two years, with most of the additional 400 properties being bought from competitors, Hughes said.

He thinks it's a buyers market because most existing self-storage warehouses were built by small operators who borrowed the needed cash from S&Ls. Because of the S&L mess, thrifts seldom make such loans today, industry officials said. That will limit the number of new competitors Public Storage must face.

The S&Ls' problems "took the fuel away from the independent operators," agreed Tim Riley, marketing director for Shurgard Storage Centers, a Seattle-based concern that, with 200 outlets, is the nation's third-largest self-storage operator behind Public Storage and U-Haul International, which has about 600 sites.

Now that the competition has ebbed, Hughes hopes to raise prices at Public Storage's existing sites. "Since they're not building any more, I'm going back to those rate increases," he said. Until the mid-1980s, Public Storage raised rates an average 8% a year, but last year it managed only a 1.6% average increase because of the added competition.

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