New Study Pinpoints How to Save, Make More Money

A year ago, SSI‘s inaugural Operations & Opportunities Report (OOR) exposed the best ideas installing security company managers had for slashing costs and elevating profits. Since then, that guile has translated into an 11-percentage-point rise in gross margin. Now, the 2010 OOR delivers more incisive business intelligence.

What a difference a year can make. Just 12 months ago, during what was hopefully the apex of the recession, installing security companies were aiming for a 34-percent gross profit margin yet were only seeing a 24-percent return. In 2010, those businesses projected earnings at 32 percent, but halfway through the period are actually exceeding that forecast with a 35-percent take. However, the economic scars remain with more firms (42 percent) reporting their financial footing has slipped the past three years.

These findings were among the wealth of vital market intelligence gleaned from SECURITY SALES & INTEGRATION‘s second annual Operations & Opportunity Report (OOR). This unique, original research not only conveys better times for the electronic security industry but, even more importantly, uncovers how these providers are succeeding by identifying the top money-making and cost-saving ideas, and today’s leading growth opportunities.

More than 200 executives, managers and others from across the nation, representative of all sizes of companies, were asked a host of questions targeting not only the best ways to boost profits and reduce expenses, but also the implications of implementation. Further, respondents were asked to identify the most promising new technologies and service offerings, as well as the most viable vertical markets. Several financial and operational questions were also included.

Among the key changes from a year ago: megapixel video and fire alarms are the fastest growing technology areas; commercial offices, residential and industrial are rising markets; maintenance/service agreements top recurring revenue aspirations; poor time management is cited as an increasing drain on the bottom line; reputation/referrals has risen as the leading boost to the bottom line; and there is an upswell of disenchantment with product pricing.

For more on these benchmarks and scores of other indispensable data, press onward where nearly 20 graphs and captions tell the complete story.


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About the Author


Scott Goldfine is Editor-in-Chief and Associate Publisher of Security Sales & Integration. Well-versed in the technical and business aspects of electronic security (video surveillance, access control, systems integration, intrusion detection, fire/life safety), Goldfine is nationally recognized as an industry expert and speaker. Goldfine is 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), ASIS Int'l and more. Goldfine also serves on several boards, including the SIA Marketing Committee, CSAA Marketing and Communications Committee, PSA Cybersecurity Advisory Council and Robolliance. He is a certified alarm technician, former cable-TV tech, audio company entrepreneur, and lifelong electronics and computers enthusiast. Goldfine joined Security Sales & Integration in 1998.

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