Issue link: https://read.dmtmag.com/i/31490
SECURITY SYSTEMS NEWS JANUARY 2011 www.securitysystemsnews.com RESIDENTIAL SYSTEMS 29 Network Multifamily in Protection One fold By Tess Nacelewicz LAWRENCE, Kan.—Network Multifamily, formerly a stand- alone business within Protection One, is now part of the company’s national account structure, the company announced Nov. 15. The move allows the division, which for 25 years has been sell- ing turnkey, in-unit alarm systems Summer Continued from page 1 [someone else],” he said. Still, he said the door-knocking sales blitz brought Select Security 200 more customers. The company sold only to qualified homeowners whose average credit score was 740, he said. They all have five-year contracts, so Egan estimates that will result in more than $500,000 in revenue over 7.7 years. He’s now recruiting more col- lege sales staff to have five sales teams this summer instead of one, and hopes to increase 2011 sales by fivefold—to 1,000 systems. “We’re a conventional com- pany that took an unconventional approach,” Egan told SSN. He also described the experi- ence to dealers in a seminar Nov. 12 at the Honeywell First Alert convention in Boca Raton, Fla. Egan said he noticed two years ago that the big summer model companies had their yard signs in this city of about 56,000 people, even right across from his com- pany’s headquarters here. “And I’m realizing that clearly the summer sales program is hav- ing an impact even on a small city like Lancaster, Pennsylvania,” said Egan, who said his 12-year-old company with about 100 employ- ees serves numerous small towns in the state. “I decided to see if I could adopt the good things out of summer sales, leave out the bad things and see if it would work for a conventional company.” He went to Utah last winter to recruit, instead of turning his own sales team into door-knockers. “You’ve got to have people who are seasoned and know how to do that,” he said. Select Security used a simple commission-only, point-based payment system, he said. More than 15 percent of all alarm accounts sold nationwide last year were generated by door- knocking, according to a recent study by Barnes Associates, a security industry investment firm, in collaboration with Security Systems News. Some big summer model com- panies have faced lawsuits over alleged unethical sales tactics. Egan said he took care to ensure his sales staff didn’t use such hard-sell techniques. SSN © 2010 Interlogix, A UTC Fire & Security Company. All rights reserved. GE and the GE monogram are trademarks of the General Electric Company and are under license to UTC Fire & Security, 9 Farm Springs Road, Farmington, CT 06034-4065 Network Premiere The GE TruVision™ Line delivers IP video solutions for integrated network security. Expand your security capabilities with GE and IFS network products from Interlogix. The GE TruVision™ NVR 40 (TVN 40) supports GE and third-party cameras for a fl exible infrastructure that’s managed by license-free GE Nav software ideal for small to mid-sized commercial applications. To learn more about the complete line of Interlogix solutions, visit interlogix.com Now, a complete IP Solution is available from one provider with new GE UltraView IP cameras, IFS network switches and the GE TruVision NVR 40. w, a complete IP Solution is available from o vider with new GE UltraView IP cameras IF to the owners of apart- ment- and condominium complexes as an amenity to occupants, to now offer Protection One’s full range of solutions, ranging from intrusion to video, accord- ing to Protection One, a security company based here. Joe Colon, VP of national Joe Colon accounts and the new head of the division, told Security Systems News: “We’ve taken the Network Multifamily business and we’ve merged it into the Protection One portfolio ... We’ve made the Network Multifamily space a national account vertical...We now treat all of our [apartment and condo] owners as a national account of Protection One.” Customers benefit because “we can offer an expanded product line,” Colon said. “Now we can sell them access control, we can sell them fire, we can sell them monitoring and maintenance and inspection of their existing fire systems, TV and video.” Bob Dale, Protection One senior VP of sales, said in a statement: “This is something our customers have been asking for.” Network alarms are in more than 300,000 apartment units nationwide, according to the company. SSN