Security Sales & Integration

November 2012

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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CONTENTS The mobile de- vice integration is extremely encouraging. It lets us know the company owners that are doing this type of work are adjusting to product changes. — SEE PAGE 38 32 THE RESIDENTIAL ISSUE 32 WHEN OPPORTUNITY ROCKS T e residential security landscape is being rocked by a seismic wave of IP connected features and services. Gain perspective of how each segment of the channel is being jolted by this major shakeup and eventual shakeout. Also take heed of the telling statistics and tips to capture new revenues to keep your business on solid ground. by TRICIA PARKS 38 CEDIA SEES GROWTH IN HOME CONTROLS Custom Electronic Design & Installation Association's annual research report projects a 5% gross revenue increase this year compared to 2011 for electronic systems contractors. Among key fi ndings, the residential network is rapidly becoming the backbone of virtually every low-voltage subsystem in the home. Plus, a glance at CEDIA Expo 2012. by RODNEY BOSCH 42 WHY WI-FI IS A WISE UPSELL FEATURE Wi-Fi connectivity is creating opportunities for alarm deal- ers to off er added feature sets and services to homeowners and small business clients. Communications protocols like Z-Wave enable systems to communicate with other compo- nents such as lighting control, thermostat, shades and more. by ROB PURIC 46 REDWIRE A GEM AMONG 5-DIAMOND CENTRALS As a recently launched monitoring provider, Redwire is mak- ing a name for itself in a hurry after not only achieving CSAA Five Diamond certifi cation but also capturing the inaugural Marketing Marvel Award. Find out how this business' man- agement is positioning the central station to ride the fast track to success. by SCOTT GOLDFINE 50 COLLEGE'S SECURITY IS CENTER OF ATTENTION Long known for the magnitude of its academics and enroll- ment, North Carolina's Central Piedmont Community College now lays claim to an equally remarkable security solution. Learn how the nation's fourth-largest such school is creating a safer environment by centralizing control of video surveil- lance, access control and more across seven campuses. by SCOTT GOLDFINE 56 GAIN ENTRY TO MORE ACCESS CONTROL SALES Upselling end users' access control can begin by moving manual lock users to pushbutton locks. T is starts weaning customers off key-based locks and into higher revenue, more profi table electronic locks. Also, fi nd out why managed ac- cess control services make sense for property managers. by DREW ALEXANDER 2 / SECURITYSALES.COM / NOVEMBER 2012 COLUMNS 8 BETWEEN US PROS WITH SCOTT GOLDFINE A cautionary tale about how not to service the customer. 10 ADVISORY BOARD FORUM WITH SHANDON HARBOUR Realize value from every customer with a strategic marketing plan. 20 CONVERGENCE CHANNEL WITH PAUL BOUCHERLE Build a unifi ed team to distinguish your business from the competition. 24 TECH TALK WITH BOB DOLPH Take-home value from ASIS 2012 explained. 26 FIRE SIDE CHAT WITH SHANE CLARY What to know about, and how to participate in, the fi re/life-safety standards process. 30 MONITORING MATTERS WITH KEVIN LEHAN Underscoring the benefi ts of video intrusion alarms. 76 THE BIG IDEA WITH RON DAVIS Dale Elliot's passing inspires a pitch to catalogue notions of industry leaders. 80 LEGAL BRIEFING WITH KEN KIRSCHENBAUM Assessing how much to spend on errors and omissions (E&O;) insurance. DEPARTMENTS 4 SECURITY EXCHANGE 13 INDUSTRY PULSE 62 BUILDING YOUR BUSINESS 66 THE ESSENTIALS: RESIDENTIAL SPOTLIGHT 68 AD INDEX 72 SECURITY SCIENCE WITH JEFF ZWIRN 74 AS I SEE IT 77 MARKETPLACE Delivering Hot Services Customers Want Latest Market Stats Revealed & Analyzed ON THE COVER Cover design by AJAY PECKHAM Turning New THE ALSO: Why Redwire Is a 'Marketing Marvel' EXCLUSIVE Integrated College Case Study Accelerating Your Access Control Sales Technologies Into Revenues RESIDENTIAL ISSUE securitysales.com November 2012 Vol. 34, No. 11 46 50 November 2012 Vol. 34, No. 11

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