If you want to maximize your facility's revenue, occupancy, and customer satisfaction, you’ve got to have the right unit mix. 

It’s not just about how many units you have—it’s about having the right types and sizes that fit the needs of your market. 

Whether you’re opening a new facility or reassessing an existing one, understanding how to tailor your unit mix to meet demand can transform your profitability. 

Start With Market Demand, Not Assumptions

Matching your unit mix to local market demands is an exercise in product-market fit. This concept is critical for any business, because it ensures what you’re selling aligns with what your customers are looking for. 

How do you know what your customers want? You need data. 

So before finalizing or adjusting your unit mix, do a deep dive into your market. To get this right, you need to make sure your plans are based on solid numbers, not assumptions. 

Look at competing facilities and take note of:

• What unit sizes are sold out or in short supply?
  
  
• Which sizes are consistently discounted?
  
  
• How much do units rent per square foot by size?

Gathering this data allows you to create a snapshot of local demand and price sensitivity. A 10x10 unit may be the industry standard, but if your area has a high volume of apartment renters or college students, 5x5 and 5x10 units might be in higher demand. 

Conversely, suburban and rural areas often see more interest in larger 10x20 and 10x30 units for vehicles and household overflow.

On a national level, data from StorageCafe indicates that mid-sized units are the most popular choice for Americans. Here’s their breakdown of rentals by unit size: 

>26% rent 10x10s 

>22% rent 5x10s 

>12% rent 10x20s 

>11% rent 10x15s 

>9% rent 5x5s 

>9% rent 10x30s 

>10% rent other, non-traditional sizes. 

Of course, these trends may vary in your local market, which is why it’s so important to do your due diligence. 

Data from StorTrack also reveals an interesting trend regarding unit size: smaller units typically command a premium price when measured in square feet. Their most recent analysis found 5x5 units average $2.24/sf, whereas 10x30 units average $0.88/sf. 

Operators often offer discounts to tenants when they upgrade to larger units, which creates a pipeline of upselling opportunities that can increase overall revenue. 

Use Data From Your Own Facility

Competitor research is important, but you may also have a valuable source of data sitting in the palm of your hand. If your facility has been operating for a while, your occupancy data is a goldmine.

Like competitor facilities, your property is also an important indicator of market demand. 

 Review the last 12 months of your rental data and look for:

• Which unit sizes are consistently full?
  
  
• Which ones require frequent discounts or sit empty?
  
  
• Are there seasonal fluctuations in demand by size?
  
  

This kind of analysis helps you identify underperforming unit types and potential opportunities for improving your unit mix. For example, if you consistently have low occupancy in 10x15s but a waiting list for 5x10s, splitting some units might be the answer.

Consider Climate Control and Access Type

Unit size is only one method to measure for demand. 

Owners and operators should also consider how many units should be climate-controlled, drive-up accessible, or interior hallway access. Each feature caters to different customer priorities and represents another facet of product-market fit: 

• Climate control appeals to long-term renters and those storing sensitive items.
  
  
• Drive-up access is ideal for customers needing frequent and easy access.
  
  
• Interior units are often more secure but may appeal less to short-term, convenience-focused renters.

According to recent market data, roughly 44% of renters are using climate-controlled units, which is almost the same as the percent of renters using non-climate controlled storage. 

As severe weather becomes more common in certain parts of the US, consumers are prioritizing climate-controlled units as a way to protect their possessions from extreme heat and cold. 

While climate-controlled units may be more expensive to build, the return on investment may make it worth it in the long run—especially if there’s a shortage in your market. 

Be Ready to Adjust Over Time

The ideal unit mix isn’t static. Customer demands change over time, and as your market evolves, so should your offerings. Use occupancy trends and customer feedback to make data-informed decisions about:

• Converting underused large units into multiple smaller ones (or vice versa)
  
  
• Shifting interior units to climate control
  
  
• Repurposing vacant land or underperforming units into RV/boat storage
  
  

Being proactive about unit mix optimization can lead to better use of space and improved profitability.

Tools for Finding the Right Unit Mix 

There are several tools and strategies you can use to make smarter unit mix decisions:

• Facility management software often includes reporting features to track occupancy and demand trends by unit type.
  
  
• Heat maps and revenue management systems can show where you’re gaining or losing revenue by size category.
  
  
• Third-party audits or working with experienced self storage management companies can provide an outside perspective backed by broad market data.
  
  

Match Supply to Demand for Smarter Growth

The right unit mix isn’t about guessing—it’s about understanding your market, monitoring trends, and staying flexible. By aligning your supply with real customer demand, you’ll boost occupancy, maximize revenue per square foot, and improve your facility’s overall performance. 

Whether you're building from the ground up or optimizing an existing layout, investing time in unit mix analysis is one of the smartest moves you can make as a self-storage operator.

Want help finding the perfect unit mix for your facility? Schedule a free demo with our team today. 

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