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.
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OPERATIONS MANAGEMENT WHAT CAN A DEALER PROGRAM DO FOR YOU? I Independent security installers have much to consider before pulling the trigger on joining a dealer program. Here's an overview on what the selection process entails, plus a look at programs geared toward IT/IP-centric security providers. by Rodney Bosch f there is one truth in the realm of the professional security installer, it's an authorized dealer program is available to serve the unique organizational needs of any company, large or small. Among the diverse off erings are manufacturer-sponsored programs that focus on exclusive products and channel support. T ere are also programs off ered by national installing security contractors, which can uniquely help dealers navigate market- place opportunities and challenges. Still others are centered on providing third-party monitoring and related support, fi nancial services, acquisition of accounts, branding and marketing ef- forts, and sales and technical training, among other advantages. Many dealers and integrators fi nd participation in a dealer program a vital part of their overall strategic business directives. Members are empowered to leverage the relationships and re- sources of the programs in building a client base they might not otherwise have been able to acquire, as well as to better network with industry brethren at conventions and related events. What follows in SSI's dealer program report is a good bit of advice from an industry expert on what it takes to identify and foster a successful match for your company. We'll also take an 54 / SECURITYSALES.COM / OCTOBER 2012 GUNNING FOR THE RIGHT PARTNER T e fi rst order of business in identifying a dealer program among the multitude of off erings in the market is to fi rst look inward. Conduct a thorough examination of your business model and your organization to better understand what it is you are seeking to accomplish and what areas you need assistance with. "Some of the areas are obvious, others not so obvious. It really depends on the dealer's market, approach to market and the ar- eas of focus and concentration," says Peter Giacalone, president of Giacalone Associates LLC, an independent security consult- ing fi rm serving central stations, manufacturers and installing security contractors. Are you focused mainly in the residential market? Do you need assistance launching a home automation services off ering? Is your technical staff in need of training to sharpen your ability to go after more sophisticated commercial projects? If your ILLUSTRATION ©ISTOCKPHOTO.COM/AKINDO inside look at the unique qualities and necessary qualifi cations to join channel partner programs off ered by IT-centric technol- ogy providers. And there's a handy dealer program directory that examples just some of the many off erings available.