For an independent security contractor opting to join a dealer program, much of the decision-making process will center on the company’s model, resources and objectives. The primary options to consider are oftentimes determined by capital needs, program support and competitive purchase prices that help dealers secure immediate cash flow and keep their business growing.
Identifying the right partnership takes a considerable amount of effort on the dealer’s part to ensure their organizational objectives are met. For many entrepreneurs in the security business, this dictates they will need to be associated with a central station. Third-party monitoring providers serve vital purposes in a flourishing business, not only from customer service and performance perspectives, but also helping independent dealers keep pace with new technology and service offerings.
Can you say home automation? Mobile security apps? Remote video? These are examples of the new recurring revenue frontier. A lot of customers like to be on the bleeding edge of technology. If you want to be there with them, you have to have a qualified central station by your side.
Rest assured the central stations that operate dealer programs also have specific criteria in mind to identify the right partners for their organizations. SSI spoke with several companies that provide third-party monitoring services to discuss key membership factors for their dealer programs. Hint: If you believe your needs in a dealer program are only for the short-term, you will likely be looking elsewhere. Read on to get a clearer idea about the kinds of expectations you will be judged by and the benefits of joining up with a central station. Also included is a general directory that provides a large sampling of dealer programs from across the industry spectrum.
Meeting 3rd-Party Monitoring Provider’s Expectations
SAFE Security of San Ramon, Calif., launched its SAFE Dealer Network in 2012. The program offers a complete range of services to dealers from bulk purchase of accounts, to wholesale monitoring and billing in its UL-Listed, CSAA Five Diamond central station, to equipment discounts, and much more.
“In bringing dealers to our program, we look for the same qualities we strive for ourselves, a seriousness of purpose to grow their company as well as integrity in relationships with partners, associates, and customers,” says Chancy Pray, national director of sales, SAFE Security. “In short, we’re looking for dealers we would trust to put an alarm system in our own homes.”
Pray equates finding the right business partner is a lot like finding the right spouse. You may never find the perfect one, but you can find the one that is perfect for you.
“Dealers who are evaluating dealer programs should take the time to examine all of the program offerings, not just the multiples,” he advises. “Making sure they look at the back-end, ongoing services, and other costs before making their decision of who they choose to partner with will ensure a long-lasting and mutually beneficial partnership.”
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