SAN FRANCISCO — Create a perceived benefit for your customers each day and constantly strive to obsolete the value you provide. These were among the words of wisdom provided by Bosch Security Systems President Shamus Hurley during an executive symposium that highlighted the California Alarm Association (CAA) Winter Convention and Western Security Conference in San Francisco, where more than 200 security professionals gathered Dec. 1-3.

Other speakers on the executive panel included Tri-Ed Distribution President/CEO Steve Roth, USBX Advisory Services President John Mack, and General Solutions Chairman and CTO J.D. Story. George DeMarco, president of Irvine, Calif.’s Greater Alarm Co., moderated the event.

Mack urged alarm company operators to focus more on lowering the costs of gaining new customers rather than spending to reduce attrition, while Roth detailed the changing, value-add orientation of today’s wholesale distribution and Story summarized advances in digital video recording.

Other speakers at the event included Security Sales & Integration Hall of Famer Ron Davis, who handled the keynote, and Paul Johnson, chief of California’s Bureau of Security and Investigative Services.

Captivating and motivational as always, Davis presented his 10 “Iron Rules for Good Management.” Johnson, whose department oversees alarm company licensing, took a look around the crowd and said, “I am overwhelmed by what you have here and what’s out there in security. You all ought to be very proud.”

The pinnacle and leading draw of the CAA Winter Conference has become the George A. Weinstock Tribute Dinner and Award. This year, the distinction went to CAA Treasurer and Past President Rod Uffindell of Denalect Alarm.

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