Security Systems News

FEB 2014

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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26 Residential systems www.securitysystemsnews.com february 2014 SeCurITy SySTeMS NeWS residential systems Combatting negativity online How to fght bad reviews, create good ones By Tess Nacelewicz CARLSBAD, Calif.—If an unhappy customer posts a negative review of your security company online, you ignore it at your peril, according to a recent webinar on how to perform online damage control and also generate positive comments about your company. "One of the things to understand is that these are timeless; these reviews live forever," said Nicholas Brown, who led the webinar sponsored by Linear, a security solutions provider based here. "So, having your say in those and being able to voice your opinion about various reviews that are on there and respond to them … can really defne who you are as a com- pany in the digital world." In the free educational webinar for Linear dealers, Brown, director of account services at Wakefield, R.I.based Caster Communications, said guidelines for responding to negative reviews include always using facts to rebut negative claims (such as the dates, times and services performed); no name calling or degrading statements; and knowing when to move on if your response leads to an online debate. Overall, Brown said being active online is critical for a security company today because most people turn to the Web to do some research before buying anything, including a security system. online see page 29 Select Security restructures team By Tess Nacelewicz from $493,268 in 2012, an LANCASTER, Pa.—Select Secu- increase of nearly 38 percent. rity, a super-regional based here, The number of customers grew is starting 2014 with a restruc- from 10,680 in 2012 to 15,000 tured management team and in 2013, and total revenue went goals that include a new inside from $10.4 million in 2012 to sales program and addi$12 million in 2013. tional growth of its Select Security now summer sales program. has 120 employees, up Steve Firestone, who from 100 in 2012. has been the company's And 2013 also was EVP of sales and mara year of changes for keting since 2012, Select Security, Firesbecame Select Secutone said. He led several rity's new president initiatives that included as of Jan. 1. Patrick Steve Firestone a companywide enterEgan, the company's prise resource planning owner and formerly its (ERP) system, a centralpresident, is now CEO of Select ized customer care organization, Security and its sister company, a full-time technical training proSecurity Partners, a wholesale gram, and sales force automamonitoring company. tion, the company said. Firestone said his 2014 goal The company now uses a as president of Select Security is: SedonaOffce ERP system, Fire"Grow the business." stone said. He said Select Security has Egan told Security Systems grown steadily in its 10 years of News that now that Firestone is existence. The numbers show leading Select Security so capa2013 was no exception. RMR bly, it was time for Egan to "to climbed to $680,000 in 2013 step into the CEO role." SSn Vivint outgrows its Innovation Center By Tess Nacelewicz Provo, Utah, is expanding its LEHI, Utah—One year after Innovation Center shows how opening a 30,000-square-foot important innovation is to the Innovation Center here, Vivint company, Bywater said. has outgrown its current facility "We're very committed to it," and is now planning to move the he said. "Innovation is core to center to a new building nearby our business. We understand that's about three times the size that if we don't out innovate, of the existing center. we'll die. We view innovation as Vivint announced our life blood and take the opening of its new it very seriously." Innovation Center in He said that at the early 2013. center, "we're trying However, said David to deliver on known Bywater, Vivint COO, needs, perceived "We outgrew it, so we're needs or unperceived just … getting much needs, but [they're more space." He said the all] real needs of our new 100,000-squarecustomers. It's a pheDavid Bywater foot center being built nomenal place. You at Thanksgiving Point walk through there should be ready for occupancy and it is just real electric energy, this summer and will allow Vivint creating solutions for customer to double the size of the center's needs." staff, which when it opened was He said that at the Innovation about 50 hardware, software Center, staff work on "new prodand radio engineers, industrial ucts that are core to our platdesigners and user-experience form, [ones] that are tangential professionals. to our platform, as well as new The fact that Vivint, based in business offerings." SSn Summer sales focus of website By Tess Nacelewicz LOS ANGELES, Calif.—Sales leaders and door-knocking companies, a new website called Summersales.info is for you, according to its founder and president, Jeremy Crane. "We aim to be that No. 1 point of contact for anything related to the industry," he said. Crane, who is based here but travels frequently to Utah, where many summer sales companies are located, said the website caters to any type of summer sales, including pest control, dish and solar. But security is also an important focus and an industry he said he's experienced in. He said he attended Brigham Young University and sold security systems while in college. He said the recently launched site will be a valuable recruiting tool. "Summersales. info provides a paid job board created with the summer sales industry in mind. Jobs posted by industry leaders are free for viewing," a news release said. Crane said: "I've been on the recruiting side … and there's no arena to reach out to people beyond your own efforts on Google, Craigslist, and local job boards." He said the site also contains pertinent information about industry events and other news. According to a spokeswoman for NorthStar Alarm Services, a summer sales company in Orem, Utah with more than $1 million in RMR and a link on the Summersales.info site, such a service is needed. "The new site has the potential to become an extremely valuable resource for individuals looking for sales opportunities," said Courtney Brown, marketing and public relations specialist for NorthStar. SSn briefs Sentry Security buys Mastercraft electronics LONG GROVE, Ill.—Chicago-based Sentry Security has purchased the assets of Mastercraft Electronics, Inc., of Deerfeld, Ill., the company announced recently. This acquisition fits into Sentry's Midwest account base, which has been augmented by a series of purchases in recent years, according to a news release. "The addition of Mastercraft accounts helps to grow Sentry's penetration in north suburban Chicago," said David Balestrery, Sentry owner, in a prepared statement. "We welcome Mastercraft's customers and will do our best to maintain the quality service they have been receiving over the years." Steve Rubin of Davis Mergers and Acquisitions Group, which is based here, assisted Mastercraft in the deal. ADT hires new VP of investor relations BOCA RATON, Fla.—Timothy Perrott is the new vice president of investor relations at ADT, the company said Jan. 9. Perrott will report to CFO Michael Geltzeiler and be responsible for communicating ADT's strategy, growth prospects and fnancial performance. He previously was VP of investor relations and external communications at NII Holdings, according to ADT. Earlier, he worked with Gilat Satellite Networks, Orbital Science Corp. and Southern Company, and was named a "Top IR Professional" by Institutional Investor Magazine, according to ADT. Vivint donates $10,000 to eSA scholarships IRVING, Texas—Vivint has contributed $10,000 to the Electronic Security Association's 2014 Youth Scholarship Program, the organization announced Jan. 2. With Vivint's contribution and other funding, ESA now will be able to offer a $10,000 scholarship to the first-place winner, $5,000 to the second-place winner, $3,500 to the third-place winner and $1,500 to the fourth-place recipient, according to the statement. The scholarship program has previously given awards to frst- and second-place entrants only. "Partnering with the ESA Youth Scholarship Program is a wonderful opportunity to honor our local communities and support young people's desire to further their education," said Vivint President Alex Dunn, in a prepared statement. The ESA Youth Scholarship Program was founded in 1996. It provides scholarship funds to the children of law enforcement officers, firefighters and active duty public safety offcials. Scholarships are awarded on the basis of academic achievement, test scores, extracurricular activities and an essay, according to the statement.

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