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
FOLLOWING 'BEST OF THE BEST' PRACTICES Between Us Pros by Scott Goldfne Editor-in-Chief Scott Goldfine has spent nearly 15 years with SECURITY SALES & INTEGRATION. He can be reached at (704) 663-7125 or scott.goldfine@securitysales.com. scott.goldfine@securitysales.com W hether your security company is large or small, commercial or residential, focused on integrated systems or alarm monitoring, or any combination therein, you can always pick up pearls of wisdom from colleagues and competitors. Tey range from handling a problem account to building a new proft center to acquiring or selling a business. I just returned from this year's ESX show, an event that keeps getting better, and its organizers — the Electronic Security Association (ESA) and Central Station Alarm Association (CSAA) — embody that philosophy. It is also at the heart of what SSI does daily online and monthly in print. Te more you network, brainstorm and commiserate with your peers in this industry the more you realize and appreciate how universal your issues are, and in doing so more efectively work toward solutions — or at least fnd a shoulder to cry on! What you fnd is no matter the level of success, the common threads of being a fellow security professional typically permeate the competitive fabric. Tis is evident in the stories and profles that comprise our Best of the Best Issue (see page 32). Te articles not only celebrate some of the fnest installing security contracting companies but also show how opportunities can be seized, obstacles overcome and best practices implemented. Te projects and businesses depicted (if you want yours among them next time, be sure to submit an entry before the end of this year!) span the gamut of dealer and integrator businesses. Approach them with an open mind and you might just learn something. For example, I bet your company's challenges are not as unique as you might think. You may fnd solace in what this year's Best of the Best said were complicating their business plans the most, and inspiration in some of their solutions. Here is some of what they shared: Rob Simopoulos, Advance Technology — "Te industry talent pool is small and we have had challenges hiring skilled technicians and engineers. We constantly have job ads looking for positions, whether they are currently available or not. We want to have these talents in our fle to reach out to when we have openings. And we are always working to retain our employees by ensuring they love coming to work. My attitude is, 'Let's have fun!' We try to bring humor and positivity to our workplace. Lastly, we are very focused on the latest and greatest technology. But some of these products are not quite ready for primetime. We invest time and resources to vet out these new solutions before we implement them at customers' sites." 8 The more you network, brainstorm and commiserate with your peers the more you realize and appreciate how universal your issues are, and in doing so more effectively work toward solutions — or at least find a shoulder to cry on! Jamie Haenggi, Protection 1 — "A good challenge to have is growth. Our mission is to grow while maintaining a personal level of service and high value interactions. Health and wellness initiatives have become a focus for Protection 1. Promoting ftness, healthy eating habits and regular doctor check-ups is a way to increase productivity and reduce health costs, but also create a more balanced individual who feels better and contributes in a more positive manner." Pam Petrow, Vector Security — "Our top challenges are making the right decisions on product oferings, training our people in all segments and developing the go-to-market strategies that diferentiate the new oferings in a more crowded market. We are increasing our focus on developing and hiring talent in areas we do not have the level of expertise we need. We have also developed internal teams to evaluate new products and service oferings, and a more streamlined process for approval and launch. Finally, we are really listening to the needs of our customers and proactively looking for solutions that address their needs." Alex Dunn, Vivint — "We have dedicated ourselves to industry innovation and thinking ahead to provide groundbreaking home automation. We do this by f lling industry gaps left by our competition, hiring talented executives who pursue new ideas and products, and researching the market to see what customers need. Another challenge is executing Vivint's vision of creating a connected life. Many large telecom providers are expanding into this space. Reaching out to this new market and being frst to ofer high-quality, afordable solutions will be critical." Follow me on Twitter! Scott Goldfne @SSIEditor. / SECURITYSALES.COM / JULY 2013