Between Us Pros

SECURITY SALES & INTEGRATION Editor-in-Chief Scott Goldfine offers more than two dozen notions to help you run a finely tuned business operation.

A review of 2011 headlines to help you move forward in 2012.

For owners and managers of installing security companies preparing for 2012 there is no shortage of challenges, problems, frustrations and other headaches. Read on to learn about how you can affect positive change in your business.

It's been said that recognition is the most powerful of motivators. People crave praise and the feeling of being appreciated. For that reason and many others, back in 1994, SECURITY SALES & INTEGRATION launched the Sales & Marketing (SAMMY) Awards.

Although it may be hard to fathom given the technology's prominence in the security industry today, one such innovation that required imagination and perseverance was IP video, which recently reached a 15-year milestone.

Sept. 11, 2001, is one of those dates everyone remembers precisely where they were and what they were doing. When the horrifying images of jetliners crashing into New York's World Trade Center towers began to stream across every TV screen in America, people on the East Coast had just begun their workdays while those in the West were still rolling out of bed.

Today's security customers expect — even demand — prompt, courteous and consultative service at a good price or guess what? Not only are they going to go elsewhere because there are myriad alternatives, worse they are going to badmouth your business. In this social networking age, the repercussions could cost you countless customers and thousands of dollars.

Having just attended several key industry events and conferred with dozens of industry insiders and analysts, I can tell you that your business is in high demand and the future could not look rosier.

Fifty years ago this month in Chicago, as one amazing run was coming to a close, the Windy City witnessed the beginning of another. It was in June 1961 that “Mr. Cub” Ernie Banks saw his 717 consecutive-games-played streak end. At just about the same time, a young man with a great idea and relentless entrepreneurial spirit began to establish a publishing legacy that’s still thriving today.

Let's face it, electronic security has not always been the most technologically progressive industry. But that mentality and resistance to change has made perfect sense ...

I have observed an interesting dichotomy in the personality traits of most security professionals, one that I too identify with. While typically exhibiting the serious demeanor and guarded skepticism one might expect in a business revolving around safety and security, a great deal of those who own and operate installing companies are also good-humored and optimistic ...

Peer-to-peer communication continues to be one of the most powerful and influential means for businesspeople to exchange information. It's one of the reasons social media has taken hold ...

So I’m watching the NFL Network (are any other TV channels really even necessary?) and up pops a commercial featuring Hall of Fame Quarterback and current CBS commentator Dan Marino. I initially tune out because A) I’m not a Miami Dolphins fan, and B) I figure it’s another one of the NutriSystem spots Marino has done for some time. However, it turned out to be for a security system.

If you don't feel excited and invigorated each and every morning because you are part of this great industry then you had better check your pulse. That's because throughout the recession security has been among the most even-keeled businesses, with the recurring revenue model in particular demonstrating its resiliency ...

You may be looking at the photo on this page and asking yourself, “Who the devil is that guy?” That’s certainly how incredulously folks have reacted at recent industry events ...

SSI Editor-in-Chief Scott Goldfine discusses the benefits of standing out from the pack.

Like a moth drawn to a flame you may be feeling a stronger attraction than usual to SECURITY SALES & INTEGRATION, which is by design — redesign that is.

If there is a positive to come out of the recession it is how it has effectively acted as a wake-up call for companies to place a greater emphasis and urgency on responsive customer service.

Since its launch three years ago, I have always enjoyed the Electronic Security Expo (ESX) for its education sessions and great networking opportunities.

"If HDcctv technology gets into production at a reasonable cost, you can bet the response from dealers holding out against the issues of IP-based cameras and those who have stepped in and been burned will be immense,” writes Ed Fitchett, president of Toronto’s Fitch Surveillance Systems.