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‘Marketing Marvel’ Names Today’s Top 3 Monitoring Challenges

SSI Editor-in-Chief Scott Goldfine discusses the top three challenges for monitoring providers today with the first annual Five Diamond Marketing MARVEL Award winner Redwire of Tallahassee, Fla.



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The November issue of SECURITY SALES & INTEGRATION includes a feature article on this year’s CSAA Five Diamond Marketing Marvel Award winner, Tallahassee, Fla.-headquartered Redwire. Conducted in partnership with SSI and reviewed by an independent panel of judges, the Marketing Marvel Awards: recognize and honor firms that use their CSAA Five Diamond designation to better position themselves in the central station monitoring marketplace; inspire other certified firms to market their Five Diamond advantage; heighten awareness of the Five Diamond program throughout the industry; and elevate the profile of Five Diamond firms for their professionalism to mainstream media and the general public.

During my interviews with Redwire’s leadership, I asked a bonus question not contained in the print piece. That question was: Looking at the industry, what do you see as the top three challenges as well as the top three opportunities for monitoring providers today? Following is what company President Doug Smith had to say ...

Challenge No. 1: “Clearly, the changing dynamics regarding alarm verification and phone lines continue to present challenges for traditional alarm companies. As Redwire is a relatively new company, it does not have the legacy account base that does not support IP, VoIP or wireless communication and as Redwire is primarily a nonresidential provider, it is able to push video alarm verification, mitigating the risk of these two potential problems.” 

Challenge No. 2: “Another challenge is the growth of compliance issues. Like many businesses, security companies face an increasing cost and resource burden related to building codes, contractor licensing, false alarm ordinances, alarm system permitting, various taxes and fees, and so on. As an integrator, we find the work necessary to remain compliant with government imposed fees and permits to be a growing cost item for our customers. Additional pressure flowing downstream to alarm companies from government-imposed regulations on banks and insurance companies have added costs that have to be accounted for as well.”

Challenge No. 3: “Competition continues to provide challenges for the industry as cable and phone providers enter and re-enter the market. We anticipate that this may force smaller, primarily residential providers to move upstream to small business and other commercial spaces as they face competitors that can offer bundled solutions, such as phone, TV, Internet and now security, that appeal to certain residential buyers. This means additional competition in the commercial space, which in turn will drive a need for differentiated services, such as video verification, managed access, video hosting, etc., that will require dealers to broaden their service offering. A small alarm vendor attempting to make this entry in the commercial space may have to develop competencies in areas outside of their regular proficiency. The result will be higher cost structures and the attendant squeeze on profits. It also will likely mean a decline in service delivery and ultimately customer happiness as dealers divert resources across a broader spectrum of product and service offerings.” 

Scott Goldfine


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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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