Security Systems News

OCT 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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Justin Owen, 39 President and owner, Owen Security Solutions Calhoun, Ga. J US t I n O W en is the president and second-generation owner of Owen Security Solutions. His father, Gary Owen, started the company in 1973. Owen joined the company full-time as a sales representative in 2001, at a time where the business was growing incrementally with its focus on residential and small business, Owen said. "Once I came onboard and started learning the business, we started getting more diversified and pursuing more commercial projects and customers," he said. Owen has held a variety of sales-focused roles. He became the sales manager in 2003, the vice president in 2006, and he became Owen Security Solutions' president and purchased the company from his father in 2008. "From 2010 [to] now, we've experienced a lot of rapid growth and we've been having a lot of fun doing it." n ow, Owen's "day-to-day focus is growth, big picture ideas, the acquisition identification and negotiations," Owen said. Acquisitions are a new focus for the company; Owen Security completed its first purchase in 2016, followed up by two more that year and another two in 2017. "What I like best about our industry is … the technology evolution. I know that for a long time there wasn't a lot of innovation for our industry. We stayed on the digital dialer, phone line monitoring for quite some time," he said, adding that when he joined the industry, he was just starting to see innovation with cellular technologies and the Internet. "It's a really exciting time right now to see how technology, and Wi-Fi, and the Internet of t hings are merging into the security market," said Owen. " n ow we're getting to give more value to the security system."—Spencer Ives Ben Scott, 39 SVP, East region, ADS Security Nashville, Tenn. B en Sc O tt, senior vice president of ADS Security's e ast region, pointed to culture as a key determining factor in attracting new talent to the industry. "You've got to make the workplace exciting, and the culture of your business is imperative to this," he said. "Also, we need to put them in a position to be successful, by allowing them to provide us with insights on what their generation expects from companies where we can earn their business. t his generation is very vocal (using social media) with their thoughts and feelings about their experiences." In Scott's current role, roughly one-third of ADS Security's 22 total branches fall under his responsibility. ADS maintains branches throughout the Southeast United States. Scott works with branch managers from Florida, Georgia and South c arolina—where he is based. "My goal is to be in the trenches with those leaders and with the employees, trying to develop good customer service, good business practices that are obviously going to lead to financial results for our company," he said. "I really love being in the branches, helping our managers grow, become better financial managers— obviously—but watching them become leaders," Scott said. "I would say that has been my primary focus for the last year and a half, especially with all of the acquisitions: teaching and training the general managers and branch managers how to become leaders in our company and in our industry." Scott has been with ADS Security since 2008, and has served as a sales representative, a security consultant, and general manager and vice president working with the Augusta, Ga., and c olumbia, S. c . branches. Scott entered his current role at the beginning of 2016.—Spencer Ives Jay Stone, 39 VP, Advanced Consumer Electronics Advance, N.C. J AY St O ne first got started in the industry by luck, he said. "I met Systems Depot owner Wade Moose while I was in college, and he said he liked my work ethic and offered me a role in a manager-in-training program starting out in the warehouse at Systems Depot in Atlanta, right out of college," he explained. "I got to meet an industry icon, and didn't even know it, and ended up working there for the first 11 years of my career." In his current role as v P of a small integration company near Winston-Salem that has been around for 35 years, he helps run the business with owner Jay Faircloth. "Most of my time is spent in sales and operations, and we have about 4,000 businesses and homes that we monitor in the area," he said. "We do a lot of new construction on both residential and commercial and we focus primarily on security, fire, video, access control and audio-visual. So we really are a one-stop show for anything security or low voltage in both residential and commercial. We are also a licensed locksmith company." One of the biggest trends he is seeing, Stone said, is the Internet of t hings. "We are an Alarm.com dealer, and we are installing many more Internet devices and bringing it all together through that platform. So it is very exciting how many different products and devices in a home or business that you can tie together on one platform." He continued, " t here are tons of benefits that you can now offer. Security itself is extremely important, but now there are all of these bells and whistles you can use to add benefits to an already important system."—Paul Ragusa Chris Tango, 39 EVP, Vortex Security Jupiter, Fla. C H r IS tA n GO began his career at Brinks Security in 2005, spending six years there before moving to Devcon Security for three years until it was acquired by AD t . Shortly thereafter, in 2014, t ango with partner k evin Johnson started v ortex with a focus on providing stellar cus- tomer service. t ango said that putting the customer first is the biggest thing he has learned. "If you keep them happy and they enjoy your service and feel like they are getting treated correctly, they are going to stick with you and that is the key to success in this industry," he said. He said it is fascinating how the industry has completely changed since he started, when everything was hardwired with long installs. "We joke about it now, but the biggest thing back then was trying to sell the customer on whose keypad was the nicest. n ow, you have so many different options that people enjoy, such as the automation features." In addition to automation, t ango is excited about drones. "I think they could be the next big thing, where you can send them around the house to see what is going on, as well as what we can do now with video verification with the monitoring stations. It is not just a security system anymore but becoming part of your lifestyle being able to have all of these options, so it is definitely an exciting future." t ango said this leap toward technology is going to help get more young people interested in the industry, as well as "getting out and promoting what is available today in the industry."—Paul Ragusa Brian J. Thomas, 38 President and CEO, A3 Communications Irmo, S.C. B r IA n tHOMAS has always been around the security industry, as his father Joe t homas founded A3 c ommunications in 1990. "Our company started out as a small I t /networking organization based out of c olumbia that served small businesses throughout South c arolina," he said. "We have always prided ourselves in being flexible and adaptive to our clients' demands as their technology needs evolve. Our clients' demand has consistently driven our service offerings and we have expanded over the years to meet their specific needs." When the financial crisis occurred in 2008-2009, t homas said the company made a strategic shift to focus its offerings more toward stable verticals including state government, education and enterprise commercial. "During this transition, IP-based security solutions were becoming more viable and it was a natural offering for us to pursue with our deep understanding of the network and how to successfully deploy IP endpoints," he noted. " t oday, we are a regional systems integrator with international reach from our seven office locations throughout the Southeast and our international partner network through Security n et." t homas believes that biometrics and cloud-based solutions are two technologies that "are going to be very disruptive in our industry," he said. "However, I believe they both bring great opportunities for end-users and integrators if you are properly prepared." For ways to attract more young talent, he noted, " e ducating them on how the security industry is now the I t industry is key. t he days of analog solutions are long past. c lients now demand that their security systems are fully integrated with all of their systems throughout the network. With this sea change comes opportunity. If this is properly conveyed to the younger generation, they will be knocking on your door."—Paul Ragusa Joe Young, 37 Senior director of cloud and enterprise solutions, G4S Jupiter, Fla. J O e Y OU n G ' S current role at G4S involves leading the company's "connected vision to integrate hardware, software, services, advanced analytics, robotics and security personnel in a unified offering," he explained. "I also oversee the technology stack that resides in our U l -listed Intelligent Security Operations c enter where we deliver advanced managed services to some of our key clients." Young also oversees the company's enterprise solutions architect team, comprising "high performance sales engineers who understand solution selling and consulting for clients who look at solutions much differently than you see in the traditional integration space," he said. " t he team takes a risk-based, data-driven approach to building an elastic security program for a client." Young started his career at t yco Integrated Security where he had the opportunity to take on multiple roles. But what impacted Young's security career most was leaving the industry for a few years to manage a pre- sales engineering team for an I t MSP organization. " l eaving the security space and then coming back was probably one of the best things that happened. It gave me the ability to have a fresh look at things from the I t perspective," he said. " c oming back to the physical security space, I was able to take all of the best practices around cyber, I t I l & I t SM that I learned from the I t side and make them a part of our offerings in the physical security space." Although he is excited about new technologies—he named robotics, data analytics Io t , AI, nl P, and A r as top trends—he said it is more about how you deliver these solutions. "A risk-based, data-driven approach— looking at the risk first before you actually design a system and leveraging the data to make smarter business decisions—is something that will transform security," he said.—Paul Ragusa SECURITY SYSTEMS NEWS OCTOBER 2017 www.securitysystemsnews.com 20 UN d ER 40 33

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