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Central Station Selection Guide

Nine leading wholesale monitoring providers are spotlighted with details about their specialties, unique qualities and service offerings. Top executives describe the business advantages their third-party central stations bring to their security dealer customers.



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Mace Central Station

Company: Mace Central Station

Headquarters: Anaheim, Calif.; (800) 843-8526

Web site: macecs.com

Years in business: N/AMace has organized a council of representative dealers to meet with on a semi-regular basis throughout the year to obtain valuable feedback and ideas.

Number monitored accounts: 75,000 (55% commercial, 45% residential)

Annual revenues: $3 million

Employees: 85

Licenses, certifications & accreditations: UL, CSAA Five Diamond, ETL

Overview of services: Burglary, fire, video, dealer program, Web portal, smartphone apps.

Business advantages: “First of all, we are Mace. We give our dealer network the ability to offer ‘end-to-end security.’ Mace dealers can put Mace pepper spray and other personal defense products in mom’s hands, offer professionally installed security systems with Mace-branded security products in homes and businesses, and have them professionally monitored at our UL Listed, CSAA Five Diamond-certified central station. We sell and provision Videofied to our dealers providing preprogrammed, ready-to-install systems. We also own and manage three different AES mesh networks in Southern California and we monitor several other mesh networks across the country for our dealers. We are working on affinity programs with manufacturers and service providers for our dealers using the combined buying power to get discounts on equipment and services.”

— John McCann, President and CEO


Monitor America

Company: Monitor America

Headquarters: Moonachie, N.J.; (877) 971-6771

All Monitor America operators go through CSAA Level One and Level Two training, as well as MAS and Sureview training. The company also offers training to third-party monitoring dealers.Web site: monitor-america.com

Years in business: 1

Number monitored accounts: N/A

Annual revenues: N/A

Employees: 25

Licenses, certifications & accreditations: UL UUFX Certified, CSAA Five Diamond

Overview of services: Cloud-based b-b, enterprise-level and residential services include hosted video and access control, virtual security tours, video concierge, video escorting, video monitoring and video verification of alarms, in addition to real-time event reporting and PERS.

Business advantages: “We want to partner, not own. We want the dealer to get the revenue, not a monolithic central station dealer program without personalized service. The necessary investment in overhead, intrusion and video monitoring software and IT signal-specific equipment can be daunting to a dealer — why not go with a central station that already have these assets in place? Dealers and integrators need to look at UL and Five Diamond central stations, period. There is too much liability to do business with any monitoring facility that does not carry these types of certifications. And don’t minimize the interest in large commercial businesses to use central stations to host and back up a number of their in-house, server-based services. Redundancy is essential in today’s business ecosystems and central stations such as Monitor America can provide these services as a complement to a company’s IT department — with less investment.”

— Jay Stuck, Vice President of Operations


Monitronics

Company: Monitronics Int’l

Headquarters: Dallas; (972) 243-7443Monitronics has partnered with key industry vendors Alarm.com and Honeywell/Alarmnet to offer advanced home management services and extending special pricing to its dealers.

Web site: monitronics.com

Years in business: 19

Number monitored accounts: 1 million

Annual revenues: N/A

Employees: 850

Licenses, certifications & accreditations: UL Listed, IQ Certified, CSAA Five Diamond, ASAP to PSAP participating central station

Overview of services: Alarm monitoring includes fire and CO detection, medical alert systems, and remote home automation services from the customer’s computer, smartphone or tablet; nation’s largest dealer program.

Business advantages: “eContract is an exclusive application that lets Monitronics dealers avoid the hassles of hard-copy paperwork. Salespeople can quickly complete an electronic version of each contract, in the customer’s home, on an iPad or Android tablet. Monitronics dealers have flexibility to sell or keep accounts, set their own RMR ranges, and choose from Monitronics’ industry-best product manufacturing and distributing partners. Dealers have access to an exclusive online store to create and order customizable marketing materials. The Monitronics Experience, the [dealer] program’s quarterly onsite training seminar, is the foundation of a new dealer’s training. Throughout their time in the program, each dealer has a dedicated account manager and funding coordinator and access to in-depth door-to-door sales training tips and field service/technical training. Monitronics has negotiated rates with key vendors for job postings, credit processing and CRM management.”

— Bruce Mungiguerra, Vice President of Operations

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Article Topics
Intrusion · Affiliated Monitoring · Central Stations · COPS Monitoring · Emergency24 · Features · Mace CS · All Topics

About the Author
Scott Goldfine
Scott Goldfine is Editor-in-Chief and Associate Publisher of Security Sales & Integration, directing all editorial aspects of the magazine brand in print, electronically, online and in person. The voluminous, innovative and award-winning body of work he has distinguished himself with since joining the publication in 1998 includes groundbreaking research, landmark features, leadership roundtables, high profile case studies, and many industry exclusives. Well versed in the technical and business aspects of electronic security (video surveillance, access control, systems integration, intrusion detection, fire/life safety), Goldfine is a nationally known figure in demand as an industry presenter and subject matter expert to mainstream media. He is responsible for developing many unique products and programs, including the SSI Industry Hall of Fame, Control Panel (industry’s first E-mail newsletter), Police Dispatch Quality (PDQ), Marketing Marvel, Installers of the Year, Integrated Installation of the Year, Security Industry Census, Systems Integration Study, Installation Business Report, Operations & Opportunities Report, Commercial End-User Study and Security’s Fantastic Fleets. Recognized for his relationship building, integrity and lead-by-example ethic, Goldfine is a solutions-oriented team player who advises and collaborates with industry dealer/integrator, consultant, distributor, central station and manufacturer icons, luminaries and executive business leaders on a daily basis. He is also actively involved in several security events and organizations, including the Electronic Security Association (ESA), Security Industry Association (SIA), Security Industry Alarm Coalition (SIAC), False Alarm Reduction Association (FARA), PSA-Tec, SAMMY Awards, International Security Conference and Exhibition (ISC), Electronic Security Technology Summit (ESTS), Mission 500, Electronic Security Expo (ESX), ASIS Int’l, Honeywell CONNECT and other supplier conventions. Goldfine also serves on several boards, including the CSAA Marketing and Communications Committee and PSA Cybersecurity Advisory Council. A certified alarm technician, former cable-TV tech, audio company entrepreneur, and lifelong electronics and computers enthusiast, Goldfine graduated with honors from Cal State, Northridge with a management degree in Radio-Television-Film. His professional media endeavors have encompassed magazines, Internet, radio, TV, film, records, teletext and books. Goldfine resides in the Charlotte, N.C., area with his wife, son and three cats.
Contact Scott Goldfine: sgoldfine@ehpub.com
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Affiliated Monitoring, Central Stations, COPS Monitoring, Emergency24, Features, Mace CS, Monitor America


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