Security Systems News

APR 2017

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Page 32 of 54

Head briefs MONI Smart Security prepares for ISC West By Paul Ragusa ROCHESTER, N.Y.—Doyle S e c u r i t y S y s t e m s I n c . , a regional provider of residen- tial and commercial secu- rity, fire and medical moni- toring systems based here, has acquired the accounts of Lock-Tight Alarm Inc., a privately held, residentially focused company that was founded in Hilton, N.Y. in 2002. President and CEO John G. Doyle Jr. said that the com- pany has worked with Lock- Tight owners, Bill Zachary and Michael Colletti, for many years to provide monitoring services for their customers. "Lock-Tight had been a long-time customer of ours in our wholesale monitoring business, so that is really how the deal came to be," Doyle told Security Systems News, noting that the highest pri- ority for Doyle's acquisition program is to build density in geographic areas where the company already has an office. "Lock-Tight fit our profile perfectly," he said. "Not only are they a very well run company with excel- lent accounts, but they also are in our targeted geography, so it adds concentration to our Rochester-area market. The fact that they were already in our wholesale monitoring operation made the integra- tion very easy for our new customers and for us." He noted that Doyle Security Systems, which services more than 35,000 residential and commercial customers across New York and Pennsylvania, has "a pretty even mix of commercial and residential accounts, so we are open to both when we are looking to a c q u i re . We h a v e been focused on the acquisition market for many years and for the foreseeable future that will con- tinue to be a part of our plans." Overall, the company ended 2016 with $885,000 in RMR, up from $815,000 in RMR at the end 2015. "We grew our RMR by near- ly 9 percent, which is a good rate of growth for us, so it was a solid year for us all around," said Doyle. "Our installation business was ahead of plan, our bottom line was ahead of plan, and our growth was a little bit ahead of plan, so we feel really good about it. And for 2017, we are off to a good start and expect similar growth." The company continues to stay at the forefront in tech- nology, keeping an eye on all of the new smart home prod- ucts that are flooding the mar- ket. "We keep a close eye on home automation features and how they are emerging, keeping close contact with our customers on what they want as well as what we think they may want," he explained. Doyle Security acquires Lock-Tight Alarm Study: The Internet of Things is headed for mass adoption by 2019 NASHVILLE—A new global study, "The Internet of Things: Today and Tomorrow," published by Aruba, a Hewlett Packard Enterprise company, reveals that IoT will soon be widespread as 85 percent of businesses plan to implement IoT by 2019, driven by a need for innovation and business efficiency. While the analy- sis confirms the clear business benefits from investments in IoT, Aruba's report cautions that connecting thousands of things to existing business networks has already resulted in security breaches for the majority of organizations. The research questioned 3,100 IT and business decision makers across 20 countries to evaluate the current state of IoT and its impact across different indus- tries. When examining the business benefits of IoT, Ashton discovered that the real- world benefits gained from IoT exceed- ed even the original expectations. This "expectations dividend" is evident in two key performance areas: business efficien- cy and profitability. As an example, only 16 percent of business leaders projected a large profit gain from their IoT investment, yet post- adoption, 32 percent of executives real- ized profit increases. Similarly, only 29 percent of executives expected their IoT strategies to result in business efficiency improvements, whereas actual results show that 46 percent experienced effi- ciency gains. More than seven in 10 (72 percent) enterprises have introduced IoT devices into the workplace. Indoor location- based services ranks as the second most promising use case to improve employee productivity, after remote monitoring. Twenty percent report remote opera- tion of building lighting and tempera- ture as a key use case, but that number more than doubles to 53 percent when asked about future IoT implementations. Global home automation market to grow to 2020 DEERFIELD BEACH, Fle.—The global home automation market is expected to reach $21 billion in 2020, growing at a CAGR of around 25 percent, according to a study by Zion Research. "Home automation is growing in popu- larity among house owners owing to decreasing cost and simplicity in func- tioning of home automation systems," according to the study. "Tablet and smart- phone connectivity with home automa- tion systems has made it very convenient for end-users to manage their household activities. This has fueled the growth of [the] global home automation market. Moreover, home automation systems help reducing energy consumption and provided improved safety for home." By Spencer Ives LAS VEGAS—MONI Smart Security, exhibiting at ISC West under its new name, expects dis- cussions on new programs and partnerships at the show this year. MONI Smart Security COO Bruce Mungiguerra spoke with Security Systems News about the company's expectations for ISC West. "We'll actually be spending some time at ISC talking about what we've been doing around the brand, what we've been doing around improving the level of service we can provide as an organiza- tion," he said. The company redesigns its show booth each year, accord- ing to Mungiguerra, and the company will have a very similar footprint this year. "We're designing the booth this year more as an open con- cept," he said. "This year we're going to have a lot of digital marketing around the booth this year—a ton of TVs that will be displaying a lot of our digital efforts, a lot of our software plat- forms that we offer to our dealer partners." One of the training programs the company will highlight is its Elevate program. Under this pro- gram, "we do a complete opera- tions review with [the dealer] as to how they go to market today, what their business structure looks like, how their econom- ics work for their business, their job costing and creation costs for generating accounts, what their sales strategies are, how effective they are for them today and what needs to be tweaked." MONI team mem- bers then give advice on various topics for improving the business, including, recruiting, training and sales. "We've had some great success sto- ries with the handful of dealers that have been involved in it so far and looking forward to continue to expand that in 2017," Mungiguerra said. MONI's current dealers are already aware of the rebranding, according to Mungiguerra. "We hope to educate [prospective dealers] on our program and how we differentiate against other programs, what we can offer that we think would help them and help benefit their business," he said. The company will also be discussing its partnerships, including with Sales Rabbit and Grant Cardone. SSN By Spencer Ives A U S T I N , T e x a s — Protect America, a DIY security company support- ed by a UL-listed whole- sale monitoring center, has announced a new invest- ment. "[The investment's] pur- p o s e s a re t o f u n d g r o w t h — subscriber growth as w e l l a s a p r o d u c t road map— and really building an e m p h a s i s on custom- er experi- e n c e i n everything that we do as a company," Jared Miller, the company's chief com- mercial officer, told Security Systems News. The company announced the investment in early February. The investment's exact total and the financial partner were not released. Miller said the additional equity will "develop new channel partners; it's there to increase the productiv- ity of some of the existing channel partners we've got. … It'll be applied uniform- ly across the [company's] growth channels." "We're investing quite a bit in what we're calling our 'Support Hub,' which is a … full-fledged self-support p l a t f o r m where cus- tomers can serve them- selves with instruction- a l v i d e o s and ways to contact cus- tomer care outside of the typical call center," Miller said. The company will also be "focusing on the core connected home categories that are resonating with the market today," Miller said. This includes "cameras, integration with the Ama- zon Alexa platform, ther- mostats, lights." Protect America, founded in 1992, is celebrating its 25th anniversary. SSN Protect America gains investment for growth First deal of the year helps company to grow its Rochester presence doyle see page 27 John Doyle Jr. "[The investment's] purposus are to fund growth—subscriber growth as well as a product road map— and really building an emphasis on customer experience ..." —Jared Miller, Protect America B. Mungiguerra APRIL 2017 SECURITY SYSTEMS NEWS Residential s ystems 26 residential s ystems

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