How to Successfully Pull Off an Accounts-Only Acquisition
An account-only acquisition is an easy way to instantly gain new RMR. Security veteran and SSI Industry Hall of Famer Joe Nuccio explains.
Mergers and acquisitions are a major part of the security industry. 2018 started off with a bang, with no less than 24 transactions taking place over the first three months of the year.
Some of these acquisitions involved only the accounts of one company transferring to another. You may be wondering, what’s the point of an accounts-only acquisition?
ADT President of Dealer Partnerships Joe Nuccio laid out the benefits as part of SSI‘s Businesss Leadership Webcast Series.
Nuccio says an accounts-only purchase is the easiest way to increase your RMR, gain customers to sell add-ons to like smart home technology or a suite of services on your commercial side. This can add up to 75% cash flow to your bottom line.
However, Nuccio cautions that attrition can erode your RMR if you don’t keep your new customers happy. Make sure to have a plan on how you are going to market to these new accounts so you don’t lose them. And remember, customer service is paramount.
Hear these tips in greater detail as well as the benefits of joining a dealer program in the video above. If you’re looking to expand into new territories, he covers that here.
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