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Taking Stock of ESX 2013

Installing security and monitoring providers are heading to Nashville for the annual show jointly owned by ESA and CSAA. Here’s a handy preview of the various educational sessions, plus many other happenings on tap.

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The famed Lower Broadway in Nashville, site of the ESX Crawl, features four blocks filled on both sides of the street with live country music venues and other clubs.Behind-the-Scenes Security Operations Outings

Growing in popularity with regular attendees to ESX are the “Backstage Tours,” which feature excursions to area facilities for an up close look at their security operations. Participants won’t have to travel very far for the first leg of the outing as this year’s tour on June 18 features the Music City Center. The venue’s director of security, Richard Wagner, will discuss the security systems that safeguard the 1.2-million-square-foot structure, which spans six city blocks.

The facility, which celebrated its grand opening in May, is outfitted with a 200+ camera system with sophisticated analytics that feature onsite, remote monitoring and response capabilities.

Running concurrently, attendees can also select a tour of the headquarters and central station operations at ADS Security, which also hosted ESX attendees last year. The Nashville-based firm, which serves more than 70,000 businesses, industrial facilities and residences throughout the Southeast, runs the only NRTL-listed, CSAA Five Diamond central station monitoring operation in Middle Tennessee. A motor coach will take tour-goers from the Music City Center to ADS headquarters for the behind-the-scenes tour. Participants will also have the opportunity to meet and mingle with members of the ADS staff and learn more about the company’s central station processes during a cocktail reception.

“We’re glad to host ESX attendees at our award-winning facility again this year,” says John Cerasuolo, president of ADS Security. “We received so much great feedback and interest from the tour last year, and we’ll be putting together another unforgettable experience for attendees this year.” 

Rodney Bosch is Managing Editor for SECURITY SALES & INTEGRATION. He can be reached at (310) 533-2426 or [email protected]

ESX Conference Tracks at a Glance

The educational seminar program is divided into nine program tracks. Following is a highlight of each topical area.

Business Development & Management —A host of sessions will provide owners and managers with numerous ideas and tools to make better decisions when it comes to managing and developing their businesses. Among the topics of discussion: how to structure a company legally and financially; how to develop policies and programs that lead to better business, improved customer retention and higher profitability; and maximizing company value.

Central Station Operations — This track covers key topics from technology to organizational procedures, management techniques and the development of central station operators. Developed over several years by CSAA as part of its annual mid-year meeting, the curriculum is geared toward central station managers and lead operators who are being groomed for advancement.

Central Station Technology —The seminars that comprise this “mini track” look at new technologies for the 21st century central station, including the hardware, software and infrastructure required to support remote video monitoring, managed services, PERS/senior monitoring and automated data communications with responding authorities.

Installation & Service Management — Effective management of installation and service personnel is one of the keys to profitability and customer satisfaction. This track will present pragmatic tips and processes for monitoring the activities that increase productivity and quality, whether it’s installing or servicing alarms, access control, fire alarms or video systems.

Mobile Apps & Interactive Services — Subject matter experts will delve into home automation technologies and services to help installing security contractors understand the latest features and functionality available to them. A special focus will be given to effective marketing and selling techniques unique to interactive services, and how dealers can transform their operational model to deliver high levels of reliability and customer care.

NexTech — The seminars that comprise this track offer a new take on home and building automation, networking, A/V and integrated systems by focusing on technology platforms and sales and marketing techniques that are creating opportunities for recurring revenue in these product categories.

Recurring Monthly Revenue — This track will help attendees understand how to maximize and capitalize on RMR, whether it’s tied to traditional alarm monitoring, next generation monitoring of video and managed access control, as well as service and maintenance contracts.

Sales & Marketing —This track is geared toward helping sales and marketing teams position and market their company, execute results-generating marketing efforts, and how to achieve dramatic sales productivity. Topics include new account acquisition and account retention to techniques for upselling existing customers.

Technology & Applications — Each year organizers of the ESX educational program modify the content of this track to the latest and most important industry trends to help attendees make better decisions on whether, when and how to get into new technologies, products and applications.

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Article Topics
Business Management · · Electronic Security Expo · Features · Marketing MARVEL Awards · PDQ Award · All Topics

About the Author
Rodney Bosch
Although Bosch’s name is quite familiar to those in the security industry, his previous experience has been in daily newspaper journalism. Prior to joining SECURITY SALES & INTEGRATION in 2006, he spent 15 years with the Los Angeles Times, where he performed a wide assortment of editorial responsibilities, including feature and metro department assignments as well as content producing for Bosch is a graduate of California State University, Fresno with a degree in Mass Communication & Journalism. In 2007, he successfully completed the National Burglar and Fire Alarm Association’s National Training School coursework to become a Certified Level I Alarm Technician.
Contact Rodney Bosch: [email protected]
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