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Issue link: https://securitysales.epubxp.com/i/166764
PHOTO: THOM BELL OF BOSCH Jeremy Hockham has served as president of sales for Bosch Security Systems Americas business since 2007. security fts very well into the common theme of Bosch. If you look at all the businesses Bosch owns, they are all about enhancing the quality of life of the user with solutions that are both innovative and benefcial. Tat's really what the vision of Bosch is, and security fts very well into that theme and design. So, it's a very relevant segment for Bosch to operate in. Up until last year Bosch was organized in three business units and we were in the consumer goods group. Tis year, Bosch formed a new collective business unit called Energy and Building Technology because we really recognize the growth potential in sustainable energy and security, in building technology. Hence, we now put those businesses that operate in that sector together in this new business group. I think that illustrates that Bosch sees this as an important play as part of their overall strategy. How well known do you believe the Bosch name is within the security channel? What should resellers and end users associate with the Bosch name as it pertains to security? Hockham: In terms of trying to position our brand and make sure people are aware, you never arrive at that point and you're constantly trying to reinforce what we stand for — both through what we say but more importantly through what we do and how people measure us. Our brand is not as well known here in the United States as it is in Europe, but defnitely has a very positive connotation. We have a number of means of collecting feedback through systematic surveys and also through focus group meetings that I chair. Quality and reliability are key to our customers. Tat's understandable as most business owners want to have predictability over their costs but also want to make sure the solutions they're putting in meet their customers' needs. Tat way those customers can concentrate on the core activities of their own businesses, rather than getting diverted worrying about reliability of the systems they've put in. Te support oferings we have here both from the training point of view and customer service perspective, as well as technical support, are all very important aspects of that. Of course, the product plays an important part too, but really of importance in how we're perceived are quality and reliability. Turning to technology, how does Bosch continue to innovate but at the same time support legacy products? How do you strike that balance? Hockham: Tat's a very good question and indeed a challenge. If you're a new entrant into the marketplace you don't have to worry about that. With our legacy as Bosch but also the legacy SEPTEMBER 2013 / SECURITYSALES.COM / 55