SSI serves security installing contractors providing systems and services; surveillance, access control, biometrics, fire alarm and home control/automation. Coverage in commercial and residential product applications, designs, techniques, operations.
Issue link: https://securitysales.epubxp.com/i/141570
s beTHEt of 2013 INSTALLER OF THE YEAR (SMALL TO MIDSIZE COMPANY) BEST ATI's team of in-house engineers at its main offces support, service and manage customers' systems remotely via software. In most cases, the predominantly IP-based installed systems enable the engineers to address and solve problems without having to roll a truck to the site. the system — making it operational in less than two hours' time. Te customer was ecstatic about the speed of repair. ATI also has an open forum policy in which personnel are encouraged to offer ideas on how to improve processes. Not only does this help the business be more efective but it also serves to keep employees engaged and motivated. BRING THE BEST ONBOARD ATI fosters a friendly and fun work environment through activities such as a monthly photo contest and seasonal company events like a summer cookout. "It's the small things that count when trying to keep your team motivated," says Simopoulos. "A little pat on the back when it's due can go a long way. I always ask my sales team, 'When is the last time you stopped by a jobsite and dropped of some snacks and drinks for the technical team?' For everyone in our group, 'Have you recognized someone on your team with a little handwritten card lately?' Tese small touches go a long way." Having the right people on the bus, as they say, is another critical aspect to ATI's success. In its recruiting and hiring practices, the frm understands making the wrong choice can ultimately cost the business thousands of dollars. Furthermore, an IT-centric sensibility is coveted among candidates regardless of the intended position. Today, an integrator's entire team needs to have at least a basic grasp of the systems and services so they can speak intelligently with customers. As Simopoulos explains, this is an ongoing challenge: "We have a problem attracting young people into our industry. Tere aren't many IT students who know the security industry is a career path option. We are working to attract young FIND IT ON THE WEB MORE INFO AND IMAGES! Go to securitysales.com for additional photos of all Small to Midsize Installers of the Year, and see the Under Surveillance blog (securitysales.com/blog) for extra participant comments. 56 / SECURITYSALES.COM / JULY 2013 talent with a focus working with local colleges and attending job fairs to show them there are amazing career opportunities in this industry." ATI's interview process involves several steps. After two or three interviews, the f nal stage involves job shadowing where the applicant spends a day in the feld. A similar procedure is adhered to for sales and operations team candidates. Once hired, extensive training ensues. "We take training very seriously in our organization. I believe you need more than just manufacturer certifcation training for your team," says Simopoulos. "We have had customer service training for our entire company in recent years. Last year, we did biweekly sales training for our sales reps that lasted six months. It focused on the psychology behind the sales process and took our experienced reps back to the basics." GETTING BACK WHAT'S GIVEN It's probably no coincidence so many of the security industry's most successful companies are also keen on giving back to the communities in which they do business. ATI is among those that have found the practice important to building corporate character, associating the brand with goodwill and boosting employee morale. Te frm has appointed a charity committee to develop new ideas for giving back to the community. "Jean Friday," where employees donate at least $1 to wear jeans with proceeds going to the Barbara Bush Children's Hospital, is one example of ATI's initiatives. For the holidays, the company adopted a family for the Maine Children's Cancer Program and provided many gifts for the family's children. Simopoulos also believes in giving back to the industry that has been so good to him. He participates in industry events to share his insights, challenges and best practices with colleagues. Of course, it's a two-way street and he continues to learn as well from those experiences. And although he is not in it for the glory, Simopoulos and his team were foored in being named an Installer of the Year. "Being able to bring back the award and recognition of the Installer of the Year was breathtaking! Tis award truly shows how special our team is," he says. "We have amazing people who have developed some phenomenal ideas and solutions for our customers." Editor-in-Chief Scott Goldfne has spent nearly 15 years with SECURITY SALES & INTEGRATION. He can be reached at (704) 663-7125 or scott.goldfne@ securitysales.com.