Security Systems News

SEP 2017

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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briefs www.securitysystemsnews.com September 2017 S e CU r I t Y SYS tem S N e WS Monitoring 22 ItsPayd and United Central Control announce partnership TEMECULA, Calif.—ItsPayd, a finan- cial technology company based here, and United Central Control recently announced a partnership to offer auto- mated payment services to UCC deal- ers. "We are very pleased to partner with ItsPayd to deliver a proven solution to our alarm dealer customers for collect- ing past due balances from their cus- tomers and for lessening attrition. This service fits well with our overarching strategy of helping our dealers grow and control attrition. Additionally, by devel- oping this unique program with ItsPayd, UCC is able to deliver this service at a discount to our dealers. It's a big win for everyone," Mark Matlock, SVP of sales at UCC, said in a prepared statement. "We are very excited to be a part of the UCC family and be associated with such a well-respected company," ItsPayd founder and CEO Ken Green said in the announcement. "We look forward to helping UCC dealers nurture relationships, retain clients, and elimi- nate collections." ASAP program expands to new areas in Virginia P I T T S B U R G H — Ve c t o r S e c u r i t y announced in early August that Newport News, Va., is now live with Automated Secure Alarm Protocol (ASAP). Newport News joins other municipalities in the state of Virginia using ASAP, such as the City of Richmond, James City County, York County, and Henrico County. The ASAP to PSAP program, cre- ated by The Monitoring Association— formerly CSAA—and the Association of Public Safety Communications Officials automates communication between alarm monitoring central stations and 911 centers. Transmitting alarm information digi- tally results in improved accuracy and faster emergency responses by elimi- nating the need for communication over the phone between PSAP centers and monitoring centers. Vector Security was the first alarm company to use ASAP in the City of Richmond, Va. in 2012. Vector Security assisted with implementation in Newport News by helping to perform extensive testing prior to the system going live. "Alarm users in Newport News, including several hundred Vector Security customers, will benefit from faster and more accurate emergency response with the implementation of ASAP," Anita Ostrowski, vice president of central station services at Vector Security, said in a prepared statement. "We hope the positive impact that ASAP will bring to Newport News will encour- age other major 911 centers in the nation to adopt this technology as well." By Spencer Ives K N O X V I L L E , Te n n . — Gallaher, a regional provid- er of commercial life safety and asset protection solu- tions based here, recently announced an increased focus on service and an expansion to its service and monitoring division. The company is expand- ing its ser vices by offering more cloud- based solutions. This fits companies that value security, but see cost as an inhibiting factor, according to Breck Ellison, COO of Gallaher. "We're starting the hosted services—of hosted video, managed video and a c c e s s , h o s t e d a c c e s s — t o allow these … smaller to mid- size [companies to] scale with their business, where they can avoid some of the heavy capital start-up costs," Ellison told Security Systems News. App-driven technologies are also increasing in demand, he noted. T h e b u s i n e s s i s e n t i re - ly focused on commercial accounts, Ellison said. "To date, ever ything we do is c o m m e rc i a l , g o v e r n m e n t , COPS Monitoring announces new seminars By Spencer Ives WILLIAMSTOWN, N.J.—COPS Monitoring, a brand under Lydia Security Monitoring, on July 27 announced its Grow Your Business roadshow, with seminars currently planned for Denver, Colo., Boca Raton, Fla., Salt Lake City and Williamstown, N.J., with more to be announced. "The genesis of the seminars actually began with our UCC dealer customers; we started these … sometime in the 2015 time frame," Ron Bowden, director of dealer devel- opment for Lydia's UCC brand and leader of these seminars, told Security Systems News. The Grow Your Business seminars are an example of collaboration between COPS and UCC following Lydia Security Monitoring's acquisition of UCC in January 2016. "The thought process is that we would put together a business class that worked in helping our dealers in certain areas of their business: in sales, in attrition control, in … installation efficiencies, compensations plans, sales recruiting. [These are] things that a small- to mid-sized business could take and apply in their business that could get immediate results without spending large sums of money," Bowden said. The seminars are not exclu- sive to COPS and UCC dealer customers, Bowden pointed out, and the workshops suit a range of dealers. "In our class [on Aug. 3], we had dealers that are small to just getting started, to people that have been in business twenty years that have a several-thousand account base," he said. "I think the basics and the principles apply to all—it's just how they're used," said Bowden. "Since the beginning, COPS has been dedicat- ed to supporting inde- pendent alarm dealers world-class monitoring along with the tools, services, and education they need to help them run their business and improve their bottom line," David Smith, VP of marketing and busi- ness development at COPS, told SSN via email. "Now that UCC is part of the Lydia team, Ron's 'Grow Your Business' seminars seemed like a natural fit to our longstanding tradition of helping our dealers succeed. Though COPS and UCC continue to operate as separate brands, on separate monitoring platforms, and with separate man- agement teams, we still learn from each other and share best practices —espe- cially when it brings value to our dealers," Smith said. T h e G ro w Yo u r Business seminars will teach dealers how they can increase sales with lead generation pro- grams and other professional marketing services from My Studio [Pros], an agency dedi- cated to helping dealers of all sizes successfully grow their business in the security and smart home automation market. SS n By Spencer Ives FRANKLIN, Ohio—VRI, a large PERS provider based here, recently purchased Healthcom, a healthcare technology provider based in Sullivan, Ill. VRI announced the partnership in late June. "We think the companies can grow more quickly togeth- er. There's opportunities to col- laborate across the market segments," Chris Hendriksen, CEO at VRI, told Security Systems News. "Secondly, we bring a little bit more scale and we have our own moni- toring center, and so it allows us to do some more customized solutions that Healthcom wasn't able to do previously." Healthcom has about 23,000 accounts spread across the U.S., but with a concentra- tion in the Midwest, that will be brought into VRI's TMA Five Diamond monitoring center. Following the deal, VRI has more than 150,000 accounts. Heatlthcom does about $650,000 in RMR and as a result of the purchase VRI VRI makes PERS buy industrial [and] healthcare." The company has about 900 monitored accounts and more than 6,000 service accounts. Gallaher saw 21.6 percent growth from 2015 to 2016. Gallaher accomplished this in part by "Focusing on the service side—those RMR offer- ings—but also just on putting … a renewed emphasis on customer service," Ellison said. T h e c o m p a n y c o u l d r e a c h 5 0 percent growth in 2017, according to its recent announce- ment, and Ellison credited the same focus on customer service in the company's cul- ture as the reason. Gallaher is expanding its monitoring options, in part, by moving to a new wholesale m o n i t o r i n g c e n t e r, w h i c h "offers a lot of services that our previous central station didn't, that we can pass on to our customers," Ellison said. New monitoring services include customer apps for control of their system and customer portals to get reports and information without going t h ro u g h G a l l a h e r. " T h o s e should finish the year with more than $5 million in RMR, according to Hendriksen. V R I w i l l b r i n g o n Healthcom's 35 staff and main facility in Sullivan, Ill. Following the acquisition, VRI had about 360 total employees. "We're going to maintain both brands," Hendriksen said. "We think that both have some strength in certain markets." The two com- panies have dif- ferent emphases, Hendriksen noted. VRI has expertise with health plans, government agen- cies and care part- ners, while Healthcom's focus is on healthcare providers, government agencies and indi- vidual consumers. "We started working on the transaction last year and closed it officially on May 31," Hendriksen said. VRI partnered with Pamlico Capital—its majority owner— as well as PrivateBank, Capital Source and Stellus Capital in this deal. Woodbridge I n t e r n a t i o n a l a d v i s e d Healthcom in the transac- tion. SSn Gallaher expands service and monitoring divison Breck Ellison C. Hendriksen David Smith Ron Bowden G A ll A h ER see page 23

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