Thank you for standing by. My name is Celine, and I will be your conference operator today. At this time, I would like to welcome everyone to the SmartStop Self Storage First Quarter 2025 Earnings Webcast. [Operator Instructions] I would now like to turn the call over to David Corak, Senior Vice President of Corporate Finance and Strategy. Please go ahead.

Thank you, operator. Before we begin, I would like to remind everyone that certain statements made during today's call, including statements about our future plans, prospects and expectations may be considered forward-looking statements within the meaning of the safe harbor provisions of the Private Securities Litigation Reform Act. These forward-looking statements are subject to numerous risks and uncertainties as described in our filings with the Securities and Exchange Commission, and these risks could cause our actual results to differ materially from those expressed or implied in our comments. Forward-looking statements in our earnings release that we issued last night, along with the comments on this call, are made only as of today. The company assumes no obligation to update any forward-looking statements, whether as a result of new information, future events or otherwise. In addition, we will also refer to certain non-GAAP financial measures. Information regarding our use of these measures and a reconciliation of these measures to GAAP measures can be found in our earnings release and supplemental disclosure that were issued last night and are available for download on our website at investors.smartstopselfstorage.com. In addition to myself today, we have H. Michael Schwartz, Founder, Chairman and CEO; as well as James Barry, our CFO. With that, I'll turn the call over to Michael.

Thank you, David, and thank you for joining us today for our inaugural earnings call as a New York Stock Exchange listed company. SmartStop has been a public REIT since 2014, and we're thrilled to now be part of the listed REIT community. Before we dive into high-level remarks, I'll highlight a few items related to our first quarter results. We posted a strong first quarter with our same-store revenue growth of 3.2%, NOI growth of 2.3% and ending occupancy 93%. Our FFO as adjusted per share was $0.41, up $0.01 year-over-year. As this is our first earnings call, I'll start with some introductory remarks about SmartStop, and then we'll walk through our industry views, outlook as well as a deeper dive into our first quarter performance. After that, we'll open it up to Q&A with James, David and myself. As many of you know, we filed our initial registration statement in April 2022. Almost three years later, on April 2, 2025, we listed on the New York Stock Exchange and began trading, a milestone accomplishment for the SmartStop team. To that end, we'd like to thank our employees, our Board, the independent broker-dealer community and our retail investors who have helped us build this company into a remarkable platform that it is today. We'd also like to welcome our institutional investors and thank them for their support thus far as a listed REIT. We look forward to a great partnership for our next chapter as a publicly traded company. Now let's talk about SmartStop. We are headquartered in Ladera Ranch, California. We have more than 590 employees. We have a highly aligned and experienced management team. We're the 10th largest storage owner in the U.S. and the fifth largest in Canada. Our portfolio spans more than 17.5 million square…

Thank you, Michael. I'll remind everyone that the first quarter was our last full quarter of being a nontraded REIT. So the impacts from our April IPO are not reflected in the financial results or balance sheet. Starting with our operating performance. We are pleased to report that our same-store pool posted year-over-year revenue growth of 3.2% with property operating expense growth of 5.2%, leading to NOI growth of 2.3%. The FX impact from our 13 Canadian assets within our same-store pool was a headwind of approximately 70 basis points to our overall same-store results as we posted constant currency revenue growth of 3.9% with expense growth of 5.9% and NOI growth of 3.0%. Revenue growth was slightly better than our expectations as occupancy ticked up in February and March, while rates remained solid. On the property operating expense side, property taxes were up 6.8%, property insurance was up 17.9%. Marketing expenses were up 1.2% in addition to seasonal increases in repairs and maintenance and utilities. The result of all of this was that same-store property operating expenses increased by 5.2%. This combination led to a better-than-expected NOI growth for the first quarter of 2025. Our same-store pool ended the quarter at 93% occupancy, up 100 basis points year-over-year, with move-ins up 14% and move-outs only up 4.1% year-over-year. Our web rates were down about 5% year-over-year, while our achieved move-in rates were down 6.8% on average for the first quarter as the stabilization of the rate environment continues. Sequentially, we saw healthy growth in revenues over the fourth quarter, driven by pickups in occupancy and in-place rate with our occupancy gap over last year expanding throughout the quarter to 100 basis points at quarter end. These trends continued into April with occupancy ending at 93.1%, also a 100 basis…

[Operator Instructions] And your first question comes from the line of Juan Sanabria with BMO Capital Markets.

Congrats on the successful IPO. Just wanted to start with the managed REITs have AUM guidance of growth of $950 million to just over $1 billion. Just if you could comment on kind of the how that market is performing, the equity raising market and your visibility into those assumptions?

Yes, I'll do that. Thank you. We continue to raise money in the managed REIT platform. And as we all know, we're here today because of that relationship with the independent broker-dealer channel. And so both our managed REITs and our 1031 DST programs are structured to pull from several different pools of capital within the independent broker-dealer channel, from a perpetual REIT to life cycle REIT to the 1031 Exchange Delaware Statutory Trust. As you noted, we're currently approx about $900 million of assets under management across these programs. And we do see some opportunity to grow this AUM. Our guidance is on average AUM of $950 million to about $1.050 billion, which is very achievable based on our 20-plus year track record in that community. Now again, we are balancing a few things here with respect to our guidance. Obviously, macro volatility and any implications on fundraising. In addition, if there's any capital recycle event with respect to -- I think that's more of a 2026 event. In addition, I'd like to just emphasize that there is obviously a lot of competition. There's product competition or I'd like to say, product pollution. You have from perpetual REITs, life cycle REITs, interval funds, credit funds, 1031 exchange, BDCs and preferreds. And so the market and these advisers and their shareholders obviously have a lot more aggregate choices today. So it makes it a little bit more competitive. Now we had about $4 million in revenues in the first quarter. And so -- in addition to this, the AUM tends to be more growth oriented. And so we'd like to emphasize that our property management and tenant protection revenues are set to grow organically at usually an outsized pace versus the traditional same-store because as many of you recognize, we put high-quality properties that would have been ultimately dilutive to SmartStop Self Storage. We put those in our nontraded or our managed REIT platform so they can incubate and stabilize over time.

Great. And if you could just give us an update on how the April finished up in terms of occupancy achieved rates for new customers and maybe in-place rates. And within that, could you just give us a sense of ECRI's contribution to achieved rates and if that should continue to kind of help boost same-store revenue as we go through the year or that benefit will wane as we go?

Juan, thanks. It's Corak. So April ended the month with occupancy at 93.1%. That's, again, up about 100 basis points year-over-year. Sitting here a week into May, we picked up another 10 basis points. So we're sitting here today at 93.2%. Web rates were down 2% year-over-year in April. April move-in rents were down 9% year-over-year, but that was up sequentially 4.5% over March and up 11% over February. That's actually a little bit better sequential cadence than 2024. But to give a little bit of context there, I'll take you back to spring of last year. We pushed really hard on rates in April of 2024. thinking that we were going to see some incremental demand as we were entering the rental season. We didn't, and we pulled back that lever a little bit as we entered May. So there was a big pop in April. We pulled that back in May. That's an example of our move-in rates and our web rates being very dynamic. As you know, our systems are making millions of decisions on a regular basis. And as you heard from some of the peers, April was a quite choppy month. Sitting here on May 8, our move-in rates are up sequentially 9% from April, and they are actually up 2% year-over-year. Lastly, I'll just note that the promotional utilization is down about 30% -- I'm sorry, it's about 30% right now. That's down 1,300 basis points on a year-over-year basis. So we're using that lever a little bit less. Look, we're pretty happy with where we're positioned going into rental season on both the rate and the occupancy side, being at 93% gives us the optionality, right, to potentially capture more rate as we go through the rental season. To your question on the ECRI front, I would note that there's no real change in that strategy on a year-over-year basis. We're still in the same cadence. We're still in the same magnitude. And so no real change in the attribution from the ECRIs at this point.

Your next question comes from the line of Todd Thomas with KeyBanc Capital Markets.

First question, for the acquisitions under contract, are you able to share any additional information around where they're located, what markets they're in? And then stepping back and just thinking about investments more broadly, you mentioned the clustering strategy. And as we think about future investments, should we assume acquisitions are in existing markets or are you open to expanding in new markets in the near-term?

Yeah, Todd, this is James. I'll jump in there. So as we mentioned in our opening remarks, we have -- we expect to close six properties for $121 million. To give you a little more color on that, it's primarily a Houston portfolio. So five of those assets are in Houston as well as another property in the Denver Metro. So again, adding to those overall clusters is still a very key part of our story, both in the U.S. and in Canada.

Okay. And we should assume going forward that you'll continue to focus on clustering or are there other markets, new markets that you're eyeing for growth?

There's no question, Todd. This is Michael, that there are other markets that we do believe we should be in, markets that probably were overheated a couple of years ago. They're probably softened up to bottom or bottoming. And so we like that positioning with respect to some of these aggregate new markets. But there's no question that with our existing portfolio, we -- there's a lot of value in the clustering and so that we can kind of tighten up our spread. As we've talked about, our spread has been about 500 basis points lower than the peers in markets where we have 10 properties or more, we're 300 basis points higher. And if you just look at Toronto, Toronto, our margins 71-plus percent already because of the clustering that we have. And so we'll also emphasize that, that clustering happens and occurs whether it's on balance sheet, right? It happens if we raise money through our -- and deploy capital through our managed REIT, but it's also through other areas that we have been discussing with you. Right now, SmartStop is not in the third-party management business, but it is something that we are exploring and we're looking at. And so obviously, if we go down that path, any type of additional assets through that platform would also enable us to increase our margins.

Okay. That's helpful. And then my other question in the guidance for the non-same-store NOI I think this quarter, the non-same-store NOI annualizes to around $13.5 million. There's a little bit of an adjustment, I guess, to make related to the timing of the first quarter acquisitions, but the guide is $15 million to $15.6 million. That implies a fairly healthy improvement. A couple of things. I guess, one, is that guidance for wholly-owned assets only or does that include the unconsolidated JV properties? And then second, what's driving that increase? Is there anything specific that you would point to or is it simply yield upside from another leasing cycle?

Yeah. I'd say a couple of things, Todd, it's Corak. One, as you pointed out, is there were three properties that were purchased during the quarter, and we gave a reconciliation of what that NOI growth could look like on an annualized basis in the NAV breakout. I would also note that some of that is just the seasonality, right? We bought several properties in the fourth quarter, and we bought several properties in the first quarter. And so if you just take the first quarter and annualize that, you're recognizing kind of the seasonally worst quarter of the year. So I think there's a little bit of both in that. And that is just wholly-owned.

And your next question comes from the line of Daniel Tricarico with Scotiabank.

I appreciate the April and May commentary. And I guess in relation to Dave's comments, curious if the move up in occupancy is strategic out of more macro or economic uncertainty or is May at the plus 2% a signal the pricing model is shifting to rate over occupancy and maybe an indicator of improving demand or is it just more of a function of comps versus last year?

Yeah. It's a little bit of strategy, Dan. It's -- we're moving into rental season here sitting at 93.2% occupancy. That gives us optionality in certain markets and in certain properties to be able to push rate, right, and maybe sacrifice a little bit of occupancy. So I'm not going to sit here and say that it's a massive shift in the strategy, but the optionality on a property-by-property on a micro market basis is a really nice thing to have and it's quite frankly, something we haven't had in a few years.

I appreciate that. And then following up on growing the portfolio and generating scale in your markets, maybe Denver as an example, what's the magnitude of margin benefit you're expecting this year from the clustering efforts? And also related to that, what's the opportunity set look like for taking on a third-party management platform and how that would possibly expedite that margin upside?

Yeah. I'll speak to the margin opportunity with that clustering. As Michael alluded to earlier, in those markets where we have, call it, 10 or more properties where we feel we have those economies of scale, our margins tend to be about 300 basis points higher. I think speaking to Denver specifically, I think there's more opportunity to continue to drive that first 300 basis points as we get that market up to that 10-property mark. And again, if you think about where that comes from, it's just being more efficient within the local MSA on our advertising spend and better efficiencies from a payroll perspective. And so that's where we really see that margin opportunity, at least that first 300 basis points.

And your next question comes from the line of Ki Bin Kim with Truist.

Congratulations on your IPO. On the move-in rates, can you give an update for Toronto, where it was for the quarter and how it trended in April, please?

Kevin, I'll give some numbers on the move-in rates in Toronto specifically, and then we'll -- maybe we'll talk -- I'll have Michael talk about kind of the operating environment in Toronto in a little bit more context. So in the first quarter, move-in rates in Toronto, and this is on a constant currency basis, were down about 3%. And in April, they were down comparable to the U.S. at about 9%. And then we're seeing sort of the same thing in May, where we're up a little bit year-over-year.

I would just add that as we've said in the outset, our Canadian portfolio has been an outperformer for us on a constant currency basis with revenues up 7% in that first quarter. And if you look at our JVs that would meet our definition of same-store, they actually did even better. And so sitting at very solid 93.2% occupancy, I think, puts us in a great position as we go through the busy season. Overall demand in Canada and specifically, let's say, Toronto remains strong. And our platform continues to capture kind of an outsized amount of this demand. And so we have not seen any weaknesses from the changes in the immigration policy or the macro environment, which are questions that we tend to get. Vacates are down 2% in the first quarter and actually less than the U.S. So overall, we feel pretty comfortable and confident going into the busy season from our Canadian portfolio.

And is it the same dynamic where you pushed rate maybe a little too hard last year, so the comps get easier and you think Toronto will be positive for the rest of the year? And following up to that, what's implied at the midpoint of your guidance for just overall Street rates for the portfolio -- moving rates for the rest of the year?

Yeah. So when you think about Toronto, we did enact a very similar strategy last year, where we pushed rates pretty hard in April and then pulled them back at the last few days of the month and into May. And so when you look at the May, right, it's pretty reflective of what I said earlier in the -- up just slightly in May. When you think about our guide this year, as we give our guidance, we're going to try to just stick to guiding to revenue dollars, rather than the individual pieces. I will say that as you look at the move-in rate comps and you look at the web rate comps, they do get a little bit easier as you go through the summer months and into rental season. And look, this is a function of us really things change pretty rapidly. So if we gave you the individual pieces, we probably just change them over the course of the year. So we just want to stay a little bit away from that. As you know, there will be a healthy attribution from occupancy. And as you saw in the first quarter, it may not stay at 100 bps for the whole year. But for the first time in a few years, it's actually a tailwind. So like I said earlier, we like where we're sitting with occupancy over 93%, but it gives us the optionality to potentially capture more rate as we go into rental season.

Your next question comes from the line of Michael Mueller with JPMorgan.

Just one. I guess for the managed REIT versus SmartStop, the managed REITs will certainly look at unstabilized acquisitions. But how close do you think you could move toward non-stabilized acquisitions with FMA? I mean what's the rule of thumb for the dividing line between the two buckets?

Great question. The fundamental guideline would be probably we wouldn't accept no more dilution at about 5% of our FFO. And so if you step back, we built this company being a total return self-storage operator doing developments, redevelopments, certificate of occupancy, mid-lease-up, highly occupied undermanaged and stabilized assets. And so we're not averse to putting these high-quality lease-up type of properties or even developments within SmartStop. But being a new publicly traded company and our sensitivity to FFO growth, we need to grow the overall size of the company. And so as we do that, then we can start to slowly layer in that growth component. And so I've got a track record of that. I want to do that, but I also have to deliver on a quarterly basis. And so I think that the ultimate question is when will we be able to do that? Well, obviously, you can see that we have a very solid acquisition pipeline. I think we feel very comfortable with our guide this year on acquisitions. But I think it could take probably about 24 months of additional acquisitions and growth thereof to start to seed our portfolio with a little bit more growth.

Yeah. And Michael, just to chime in, in terms of our guidance and the properties under contract that we've disclosed, that differentiate as a good example of what Michael is talking about, the three assets that are not going into SmartStop, two of them are development pieces of land in Canada and another is an early lease-up property that's below 30% occupancy, right? So clearly, those would be dilutive in the near-term to SmartStop. So that just kind of demonstrates the point we were making.

Your next question comes from the line of Wes Golladay with Baird.

You have that comment that things are starting to normalize. Was that mainly a U.S. comment or does that apply to Toronto as well?

Hey Wes. Toronto is a little bit of a different animal, right? It has slightly different demand drivers, and Michael will elaborate on those in a second. But in general, the trends that we have seen in the U.S. when you look at almost every metric that we track that we talk about with you guys, everything is just a little bit better in Toronto, right? The rental environment is a little bit better. The move-out environment is a little bit better. The rate environment is a little bit better. So it's just -- you don't have the same volatility that we've seen in the United States over the past three years here.

Yeah. And let me just jump in there is that one of the things that I think that we need to step back and just really understand kind of where demand comes from with respect to Canada. As we know, the beauty of self-storage is the diversity of the demand drivers and the resiliency of those demand drivers. And we recognize it's not recession-proof, but it has a lot of recession-resistant traits. In U.S., it's about mobility. It's always been about -- it's about people in transition. But in Canada, the demand is more structurally rooted in space constraints, urban densification, immigration patterns and lifestyle needs. And so it's important to understand that while many core demand drivers for self-storage exist on both sides of the border, urbanization, downsizing, life transition, the relative weight and nature of those drivers differ significantly between Canada and the U.S., and that's largely due to the cultural and structural factors, especially around housing mobility. And so unlike U.S., where people tend to move very frequently because of jobs, cost of living or lifestyle changes, Canadians historically move less often. And this is kind of rooted in a more conservative culture, cultural attitude towards homeownership and stability. We talk about less transient workforce and a more regulated housing and rental market in major Canadian cities. And so this results in housing mobility is not a primary driver of self-storage demand in Canada. Instead, we see demand from life stages, divorce, death, downsizing and seasonal needs. Most of Canada still has four seasons. And so -- and in addition, urban constraints. And so when you take a look at the urban centers of Toronto, Vancouver and Montreal, they have small living places. They have higher housing costs, and there's a significant amount of densification aggregate overall policies. And so this has created a significant storage shortfall for urban dwellers and people aren't moving, but they're living in smaller spaces, especially condos that lack basements, garages or outdoor sheds. In addition, obviously, immigration and population growth has been a big benefit for Canada. And then finally, self-storage in Canada also benefits from the recreational aspect of skis, canoes, camping gear and addition, small businesses and e-commerce needs for affordable inventory and document storage. Many of you know about the industrial space in Canada. It's expensive, it's tight and storage tends to be kind of that utilization at an affordable price for start-up businesses.

And your next question comes from the line of Ki Bin Kim with Truist.

Michael, if you had doubled the technology or G&A budget, what are some areas of your technology stack or the way you price things that could improve over time?

Got it, it's a great question. First, let me emphasize that when COVID hit and we started to see that demand in storage. One of the things that SmartStop did, it didn't run around high fiving each other. What we did is we looked inward and said, where do we need to improve? Because once things change and settle down, we want to make sure that we're positioned to be successful. And so over the last couple of years, we updated our operating system, our CRM system, call center. But more importantly, we've spent a lot of time on our data warehouse. And we've talked to you about this with respect to our outside data scientists that have helped us construct a data warehouse that now is making in our small portfolio, 1 million pricing changes on a monthly basis. And so to address your question, it's all about artificial intelligence. So we have already taken a full look at every aspect of our operations. We've identified approximately 47 areas that we could see some improvement from artificial intelligence. After that review, it's been whittled down to about 37. Some of those have some crossover. And from that overall area, there are some that we probably wouldn't do because other people are doing it. And so right now, we're putting together our AI strategy that's going to take into account, one, some off-the-shelf capabilities, let's say, like Salesforce that already has artificial intelligence built in and to be disciplined in cost. But when it comes to our data warehouse, we are already starting the process to implement artificial intelligence over our data warehouse so that we can now just have effectively machine learning and machine decisions. And so I think that's the next way for us is trying to be very specific and strategic with respect to our artificial intelligence investments and how we can get the most out of those dollars.

That concludes our question-and-answer session. I will now turn the conference back over to H. Michael Schwartz, Founder, Chairman and CEO of Smart Self Storage for closing remarks.

Well, I want to thank you all for your time today, and we look forward to seeing you all at the upcoming conferences. Make it a great day. Thank you.

Ladies and gentlemen, that concludes today's call. Thank you all for joining. You may now disconnect.