The end of the year is typically a time of reflection. As 2001 draws to a close, I am reminded not only of the past year, but also of the many significant changes that have occurred in the electronic security industry during the past 24 years. What’s so magic about 24? Because that’s how long Security Sales has existed – nearly a quarter of a century!

Several of these changes have taken place on the supplier side. If you’ve been in this industry since 1977, I’m sure you’ll recognize now-defunct manufacturers such as Arrowhead, Colorado Electro-Optics, Pyrotector, Sescoa, Franklin Signal, Acron and Morse, among others. In fact, there have been enough mergers, acquisitions and closures to fill this whole magazine!

On the equipment side, things have come a long way since the advent of the digital dialer. I vividly recall programming telephone tape dialers with my own voice before they became obsolete around 1986. I also remember the inception of microprocessor-based control panels, when eprom chips had to be burned and replaced just to perform basic operations like changing exit/entry times.

The industry as a whole has undergone notable changes as well. Throughout the 1980s, alarm dealers seldom strayed from basic burglary and fire systems. Slowly but surely, dealers have learned and embraced many other security elements, including CCTV, and access control.
One of the pivotal industry changes in the early 1990s was the emergence of buying and selling accounts for high multiples. Led by Alert Centre, this approach brought with it some shortcomings. It shifted the focus from quality installations and a life-safety mindset toward recurring monthly revenue. Fortunately, the industry has eased back from that strategy and renewed its drive to responsibly protect people and property. Strongly tied to the breakneck pace of technology, the past few years have seen an accelerating rate of change in the electronic security industry—paced by breakthroughs in digital CCTV, biometrics, the Internet, networking and integrated systems.
It’s important to realize that change is inevitable; you can make changes yourself or your competitors will force you to change. Like the old saying, change or die. I believe being proactive is the best choice. By constantly measuring yourself and keeping up to speed with accurate data, your company can keep in touch with the times.

Why all this talk of change? Because we, too, are changing. Starting with next month’s issue (January 2002), you’ll discover our magazine’s bright new focus and commitment to excellence, as Security Sales evolves into Security Sales & Integration. Included in the change will be a greater emphasis on the integration of all facets of electronic security equipment, and a continuing pledge to serve as an indispensable resource for keeping you on top of the latest innovations impacting our industry. 

Of course, Security Sales has been bringing installing security dealers the latest and greatest news and information for the past 24 years. However, at no other time in our history has the world changed as drastically as on Sept. 11. We now live in a different world. People are serious about security; it will no longer be the afterthought it once was.

Fortunately, no matter what happens to be around the next bend in the road, Security Sales & Integration will be right there to help you make the right decisions.

Starting with next month’s issue (January 2002), you’ll discover our magazine’s bright new focus and commitment to excellence, as Security Sales evolves into Security Sales & Integration.

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