Security Systems News

APR 2016

Security Systems News is a monthly business newspaper that reaches 25,100 security installers, product distributors, central stations, engineers & architects, and security consultants. Our editorial coverage focuses on breaking news in all major se

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Head briefs By Paul Ragusa TORONTO—A settlement was reached on March 10 in Joel Matlin's $11.3 mil- lion lawsuit against Alarm- Force. M a t l i n , w h o i s t h e founder and former CEO of AlarmForce Industries before he was ousted in 2013, told Secu- rity Systems News, "I am happy that i t i s h a s b e e n r e s o l v e d , " b u t n o t e d h e i s "restricted to talk about it in any way." Matlin filed a lawsuit over his dismissal in October of 2013. Industry veteran Matlin launched Think Protection, a mass market home alarm company, in June of 2015, with his son, Adam Matlin, Think Protection's COO. Think Protection offers a home security solution with $12.99/month moni- toring and no annual con- tract. With full home auto- mation capabilities and no need for a home phone line. " T h i n k P ro t e c t i o n i s Vivint gets quarter-million new subscribers in 2015 doing extremely well," said Matlin. "We are marketing throughout Canada and the United States, and we are executing on our plan. We are incredibly optimistic, and we think there is a very robust residential security market out there that is up for grabs for those who have the strongest o f f e r i n g a t t h e lowest price point. I feel strongly that we ft into that cat- egory." For 2016, Mat- lin said the main goal is to increase t h e c o m p a n y 's traction at a very high rate. "When you are a startup and you are coming out of the gates, which we were in this case, we have to grow our business a lot quicker than your typical startups because of our experience in the marketplace," he explained. "It is inherent that we gain as much trac- tion in the shortest period of time. We look to be one of the largest providers in North America within the next 3- to 5 years." SSN By Paul Ragusa NASHVILLE, Tenn.—ADS Secu- rity has hit the ground running in 2016 with aggressive cam- paigns to maintain residential customers while growing its commercial business, and a continued strong pace of acqui- sitions. John Cerasuolo, ADS Securi- ty president/CEO, told Security Systems News that 2015 was "probably the best year we have ever had by almost every met- ric. Our RMR is in the $2.7- to $2.8-million range and closing in on $3 million. We fnished last year with almost $43 million in revenue, and we are project- ing for 2016 our revenues to be growing at a good pace depend- ing on the timing of some of the acquisitions and when we close on them." The company completed four acquisitions in 2015 and fve in 2014, as well as one already this year—the acquisition of Security and Fire Equipment Co. (SAFE- CO) of Northport, Ala., which was completed early February. "That pace is very helpful," he said. "And our organic growth was the strongest that we have ever had—it was a fabulous year for us." In addition to acquisitions, a primary strategy on the residen- tial side is creating programs to retain existing customers, and specifcally to prevent them from opting for bigger cable and tele- com companies. "We have some pretty creative things that we doing—some loy- alty programs for existing cus- tomers," Cerasuolo explained. "As their technology partners, we are continuing to invest in and update their systems, so they can take advantage of some of these new smart home tech- nologies that are available today and that they are asking about." With all of the smart home technology storming the market, he noted that it is important not to lose sight that ADS is primar- ily a security company, not a smart home company. "Being able to integrate some of these smart home technolo- gies is very important to our future, but our play is to cus- tomers who want, need and appreciate the value of a secu- rity system, and who may also be interested in some of these other smart home features," he said. "The technology is great and it allows us to elevate the fea- tures and service that we deliv- er to our customers, so we are very interested in staying at the forefront in technology without losing sight of what we do best, which is security and providing legendary service." Another key initiative for ADS Security in 2016 is investing in its commercial business. "We see that [the commer- cial side of the business] as much more defendable turf, because of the barriers for entry for new competitors, and we feel we can really aggressively grow our business on the com- mercial side. So we have some new services that we are offer- ing, RMR-based services, and some new technologies that we are trying to bring to our com- mercial sales organization to get and help grow our commercial business." SSN ADS looks to keep resi, gain commercial Protection 1 appoints industry veteran Ken Rosen as resi sales VP ROMEOVILLE, Ill.—Protection 1, a full-service business and home secu- rity company, has hired Ken Rosen to serve as its new VP of residential Sales, reporting to chief revenue offi- cer Jamie Haenggi. "I am excited to welcome Ken to the Protection 1 team," Haenggi said in a prepared statement. "He has a strong sales background and is a dynamic leader who brings a wealth of experience and energy to drive our field organization." Rosen began his career in the security industry in 1996 as a region- al director of sales at ADT and has held multiple leadership positions throughout his career including gen- eral manager, district general manag- er, and, most recently, national direc- tor of dealer sales. Rosen has extensive knowledge in field operations and sales processes and has mentored 20 sales managers and implemented sales excellence programs for more than 400 sales professionals. In addition to working for ADT, Rosen has also held sales and general management positions with Johnson Controls, Tyco and Monitronics. "I decided to join the Protection 1 team due to the organization's con- sistent growth and success" Rosen said in a prepared statement. Qolsys approved for ACA dealer program SAN JOSE, Calif.—Qolsys, a provid- er of residential security and smart home solutions, announced that its home security and smart home plat- form has been approved for distri- bution in the Alarm Capital Alliance dealer program. This approval expands the reach of the Qolsys IQ Panel platform into new residential markets. "We've been very impressed with the advanced technology and con- tinuous innovations that Qolsys has brought to the home security indus- try," Amy Kothari, president and CEO of ACA said in a prepared statement. "After offering the IQ Panel solu- tion in a few of our My Alarm Center branches for more than a year, we've been able to deliver attractive fea- tures while achieving increased RMR and customer satisfaction. We are pleased to roll this out to our dealer network." "The ACA team has been great to work with as they have helped us define our product, marketing and support best practices," Mike Hackett, co-founder and VP of sales and marketing for Qolsys, said in a prepared statement. By Paul Ragusa PROVO, Utah—Vivint Smart Home on March 8 announced its fourth quarter and year-end fnancial and operational results, showing record increases across the board, including nearly a quarter-million new smart home subscribers. For the fourth quarter, Vivint's total revenue increased 14.8 percent to $175 million, with record total revenues for the year at $653.7 million, a 16 percent increase over last year. Vivint added 33,162 new smart home sub- scribers in Q4, a 53.9 percent increase over the same period in 2014. In 2015, it added a total of 236,562 new smart home subscribers, up 15.7 percent over the prior year. Total RMR for the year was $55.7 mil- lion, up from $48.7 million in 2014. In addition, the company is reporting a 78 percent adop- tion rate of its Advanced Smart Home Services. "It was a tremendous year for us," Vivint's chief marketing offcer Jeff Lyman told Security Systems News. He noted that although Vivint is "in its purest sense, a security company," the rise in demand for smart home services is helping to drive the company's success in 2015 and into 2016. "We have packages that are security only but when you look at our numbers from 2015, eight out of every 10 new consumers that we brought on were coming on with smart home packages," he explained. "We qualify a smart home package to be a monitored secu- rity option plus a minimum of two smart home devices or ser- vices, and that would be inclusive of smart locks, smart thermo- stats, garage-door con- trols, doorbell cam- eras, outdoor/indoor cameras, as well as our cloud-storage service option that we can now provide with our new Space Monkey product." One new smart home product that is helping drive Vivint's suc- cess is its new doorbell camera. "We created the doorbell camera at the Vivint Innovation Center here, and that became one of our highest attached smart home services in 2015, and both the industry and consumer reac- tion was great for that product," Lyman said. In addition to the nearly quarter-million new smart home subscribers, Vivint surpassed one million customers overall in 2015. SSN Joel Matlin Jeff Lyman Settlement reached in Matlin's $11.3m lawsuit Former AlarmForce CEO and founder Matlin 'happy case has been resolved' www.securitysystemsnews.com April 2016 SECUriTY SYSTEMS NEWS Residential systems 34 residential systems

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