Monitoring Roundtable: Execs on Traversing the Pandemic, Positive Outlook

Managers from four central stations describe how they are successfully navigating through COVID-19. Among the valuable takeaways are how internal and external people skills, grit and adaptability have never been more critical.

Monitoring Roundtable: Execs on Traversing the Pandemic, Positive Outlook

Doyle Security Systems ranks among the largest security companies in the United States.

What are the pros and cons of administering or participating in dealer programs?

Cohen: Everyone has to do what’s right for them, what is their business model, what are they trying to build. Guys that are, “Hey, I just want to go out there, put equipment in, get paid,” and they don’t care about recurring revenue is fine if that’s what they think there is their business. We’ve been in the business for 50 years. Our business is based on recurring monthly revenue. Everything we do has been based on that. We started in a dealer program, Sonitrol, which is the original dealer program. That is embedded into our DNA.

Stone: We don’t have a dealer program per se, but on a fairly regular basis we buy blocks of accounts from the 100 or so companies for which we provide wholesale monitoring. They need a little bit of cash, or for whatever reason they want to reduce their accounts base and turn it into some capital. I’m so fundamentally and philosophically geared toward recurring revenue that, from my perspective, dealer programs are not right for anybody. That said, some of the fastest-growing alarm companies have big dealer programs so I’m not going to throw too much shade on it. But for me, it’s not the answer.

Tuke: We are very much the same in that we monitor for other dealers but don’t have a traditional dealer program. It is a twofold opportunity, however, for our monitoring station. It gives us the opportunity to stretch our reach into markets we generally don’t service. For dealers, it gives them the opportunity to be able to work with suppliers and sell products that they maybe wouldn’t be able to service themselves. It is a mutually beneficial relationship that we have with dealers across Canada. The experience we gain from dealers in the field really comes back to our monitoring station. I’ve learned a lot from those dealers. They have other challenges we don’t see or bring challenges to our plate that we now get to investigate for them and learn about ourselves.


A sampling of companies offering support programs to installing security dealers and integrators.

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About the Author


Scott Goldfine is the marketing director for Elite Interactive Solutions. He is the former editor-in-chief and associate publisher of Security Sales & Integration. He can be reached at [email protected].

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2 Responses to “Monitoring Roundtable: Execs on Traversing the Pandemic, Positive Outlook”

  1. Susan Clark says:

    You had the location of Doyle Security incorrect when you quoted Kevin Stone, COO. Headquarters for Doyle Security Systems is Rochester NY and we have 8 branches total around NY state and Erie PA.

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