Issue link: https://read.dmtmag.com/i/34202
16 EDITORIAL EDITORIAL What integrators need I N MAY I ATTENDED MY first ever PSA-TEC conference in Westmin- ster, Colo. You may notice that most of the stories in the Commercial and Systems Integrator section of this issue are based on sessions presented at that conference or about people who attended that conference. Simply put, it was a great conference. There was an impressive show floor, interesting panel discussions and presen- tations, four and one-half days of technical training, and some fine musical entertain- ment, including PSA-TEC’s Annual Jam Session. Nice location too, about 20 min- utes from beautiful Boulder, Colo. What I was most interested to hear, and what was a common theme throughout the conference, is that the biggest challenge for integrators is running a profitable business. In a “state of the industry” panel discus- sion, (see story online and on page 17) PSA Security Network CEO and president Bill Bozeman said, “It’s not the need to learn the latest and greatest technology” and it’s not learning how to sell better or more efficiently. Rather, he said, it’s understanding how to run and adapt their business models so they can run profit- able businesses. During the discussion, Boze- man also mentioned conversa- tions he’s had with Ron Oetjen, president of Intelligent Access Systems of N.C., a tech-savvy and successful integrator (and incidentally, an alumnus of Security Sys- tems News’ “20 under 40,” of which this year’s version is featured in this issue). He said that their conversations don’t focus on the nuances of video transmission. Rather, he said, “We talk about how to run a business.” Martha Entwistle Most read stories at www.securitysystemsnews.com from May 2 to June 2, 2011 ■ Devcon goes national ■ Tyco about to close $10m deal? Blog ■ Iverify’s new $39m deal ■ Pinnacle markets low-cost home security camera ■ Is Securitas/Niscayah reunion imminent? ■ Termination of NYMP president upheld ■ AT&T terminates Xanboo dealers ■ ADT media summit focuses on systems integration Blog ■ Pro 1 tracks techs ■ UTC Fire & Security has new president, new brand Sell Your Business or Accounts To Us or Our Buyers – NOW! CLIENTS: • TnT Security • P.A.C. Systems, Inc • Abbott Security & Fire • Alpha Burglar & Fire Alarm Systems Call for Prompt Personal Service (800) 354-FUND (3863) Visit www.afssmartfunding.com Another story in this issue is about a “PEG,” which is a PSA-sponsored peer education group. Eric Yunag, president of Dakota Security, and anoth- er alumnus of SSN’s “20 under 40,” talks about the value of gathering quarterly with peers to talk about business strate- gy and critical business deci- sions. Finally, there’s a story about how the business mix of your independent integration com- pany affects how much you’ll be able to sell that business for when it’s time to exit. Imperial Capital’s Jeff Kessler spells out how those with managed services and other RMR-gen- erators will not only be happier with their month-to-month bottom line, but with the valuation of their companies as well. SSN www.securitysystemsnews.com JULY 2011 SECURITY SYSTEMS NEWS Tim Purpura, PUBLISHER tpurpura@securitysystemsnews.com Brook Taliaferro, EDITORIAL DIRECTOR Martha Entwistle, EDITOR mentwistle@securitysystemsnews.com Daniel Gelinas, MANAGING EDITOR dgelinas@securitysystemsnews.com Tess Nacelewicz, ASSOCIATE EDITOR tnacelewicz@securitysystemsnews.com Peter Macijauskas, E-MEDIA MANAGER pmacijauskas@unitedpublications.com SEND PRESS RELEASES TO: EDITORIAL OFFICE editor@securitysystemsnews.com Tel: 207.846.0600 Fax: 207.846.0657 ADVERTISING OFFICE Security Systems News 106 Lafayette St., PO Box 998 Yarmouth, ME 04096 Tel: 207.846.0600 Fax: 207.846.0657 EAST Tim Purpura, PUBLISHER Tel: 207.846.0600, ext. 217 Fax: 207.846.0657 tpurpura@securitysystemsnews.com WEST Gregg Shapiro, ASSOCIATE PUBLISHER Tel: 207.846.0600, ext. 273 Fax: 207.846.0657 gshapiro@securitysystemsnews.com MARKETPLACE & LIST RENTALS Cath Daggett Tel: 207.846.0600, ext. 300 Fax: 207.846.0657 cdaggett@securitysystemsnews.com Glen Halliday, PRODUCTION DIRECTOR Brenda Boothby, CIRCULATION DIRECTOR EDITORIAL ADVISORY BOARD Bill Bozeman, CEO/President PSA Security Network Daniel G. Decker, President Safety Systems Inc. John Mack III, CEO Imperial Capital Jack Mallon, Managing Director Mallon & Associates Dave Merrick, Marketing Director Vector Security Peter A. Michel, CEO iSECURETrac Richard Perry, President Security Networks LLC Lisa Prosser, Owner/President General Alarm Inc. Tony Smith, President Security Finance Associates Greg Spurr, Vice President TD Bank, N.A. Tony Wilson, President CMS SUBSCRIPTION INFORMATION www.securitysystemsnews.com/subscribe Security Systems News PO Box 1742 Lowell, MA 01853-1742 Tel: 978-671-0449 Publishers of specialized business publications PRESIDENT & CEO J. G. Taliaferro, Jr. VICE PRESIDENT Rick Rector For quality article reprints of 250 copies or more, call PARS International Corp. at 212-221-9595 or email reprints@parsintl.com. Call Rory Russell at AFS Now!