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Keynote Address Monday, May 19th 8:30 - 9:30 a.m.
Yvonne Hao
Vice President of North America for ADI will talk about new opportunities for traditional security resellers.
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| Track One: Residential |
Monday, May 19th
Focused Networking Sessions
Monday, 9:30 - 10:30 a.m.
Join your fellow attendees in focused networking sessions led by the editors of Security Systems News. Attendees will discuss here the elements of their businesses that are crucial to success: generating sales leads, getting creative with service offerings, finding good people, leveraging vendor relationships, increasing gross margin, and many other topics.
Session 1 "What's up with high-end home A/V?":
Monday, 11 - 12 p.m.
Security installers are in the homes and are seen as technologically savvy. The skill-set to move into high-end home A/V is just a matter of training and focus.
Don Childers, Director of Technology, Security Central
Session 2 "Medical monitoring - why aren't you doing it?":
Monday, 1:30 - 2:30p.m.
With the aging of the baby boomer, medical monitoring is becoming increasingly important to active people who don't want to confine themselves to nursing homes and for their children who don't want to worry about their parents living alone.
Christopher Baskin, CEO, American Two-Way
Chuck Stevens, VP of Marketing, Linear
Focused Networking Sessions
Monday, 2:30 - 3:30 p.m.
Join your fellow attendees in focused networking sessions led by the editors of Security Systems News. Attendees will discuss here the elements of their businesses that are crucial to success: generating sales leads, getting creative with service offerings, finding good people, leveraging vendor relationships, increasing gross margin, and many other topics.
Session 3 "OK, Now What?":
Monday, 4 - 5 p.m.
You've gotten the work. Don't put it at risk. Recurring revenue is the lifeblood of our industry, but a wide variety of products and services demands a broad range of legal protections. Learn the best practices for protecting your recurring revenue, including the right written agreements to use with your customers, and strategies to maximize the value of your recurring revenue for exit, whether it's next year or down the road.
Eric Pritchard, Esquire, Kleinbard Bell & Brecker
Tuesday, May 20th
Session 4 "How to sell GPS":
Tuesday, 8:30 - 9:30 a.m.
The benefits of GPS tracking in commercial applications are obvious to many: you can know where every truck in the fleet is, for example. However, the possibilities for GPS in the home have been largely undersold. Don't parents want to get an alert when their car hits 85 on the highway and they're not in it? Might they want to track their pets? Their children?
Rob Goehring, VP of Product Development, Contigo
Networking Wrap-Up Session
Tuesday, 9:30 - 10:30 a.m.
Hear here the consolidated findings of the networking sessions, distilled by the editors of Security Systems News. What findings, ideas, best practices, or initiatives have emerged that you can implement at your business?
Session 5 "Video surveillance for the average home: nanny-cams and beyond.":
Tuesday, 11 - 12 p.m.
The proliferation of IP cameras and software that allows them and DVRs to be monitored via web interface has opened up a part of the residential market most thought would always be too expensive for all but the high-end market. Today, systems can be installed at a relatively affordable price to give peace of mind to moms and dads worried about their latch-key kids making it home on time, nannies ignoring their duties, or the dog sitting on the couch.
Avi Lupo, President and Founder, OzVision
Paul Dawes, CEO, iControl
Gail Schreiner, VP, AlarmWATCH
Session 6 "The summer selling season: Is this a model you should be emulating?":
Tuesday, 1 - 2 p.m.
A number of companies are making use of inexpensive summer talent to canvass large areas with door-to-door selling of alarm monitoring services. What are the benefits and drawbacks? Can this generate huge numbers of accounts?
Alex Dunn, VP of Business Development, ApxAlarm Security Solutions
Eric Scheuermann, Partner, Jupiter Partners
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Track Two: Commercial
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Monday, May 19th
Focused Networking Sessions
Monday, 9:30 - 10:30 a.m.
Join your fellow attendees in focused networking sessions led by the editors of Security Systems News. Attendees will discuss here the elements of their businesses that are crucial to success: generating sales leads, getting creative with service offerings, finding good people, leveraging vendor relationships, increasing gross margin, and many other topics.
Session 1 "The ROI sell.":
Monday, 11 - 12 p.m.
Learn how to sell customers on the extra value of their security products and services. From savings through operational efficiency to increased revenues due to marketing gains, security tools (cameras to access control points) can be sold as more than just a cost center.
Bret Tobey, Assa Abloy, Director, Intelligent Openings
Sloan Foster, HBMG (systems integrator)
Matt Scherer, president, Scherer Communications, moderator
Session 2 "Should you fuss with fire?":
Monday, 1:30 - 2:30 p.m.
As more products target smoke and CO detection (and several states now require CO detectors in homes) has the market for fire protection in the home increased? Yes, and you shouldn't cede it to Home Depot. And you should consider getting into light commercial fire, too.
Jeff Bryant, Regional Sales Manager, Fire-Lite Alarms
Paul Curry, President, SPC Inc. of Jessup, Md.
Jim Kapparos, Business Development Manager, System Sensor
Focused Networking Sessions
Monday, 2:30 - 3:30 p.m.
Join your fellow attendees in focused networking sessions led by the editors of Security Systems News. Attendees will discuss here the elements of their businesses that are crucial to success: generating sales leads, getting creative with service offerings, finding good people, leveraging vendor relationships, increasing gross margin, and many other topics.
Session 3 "Finding an IT partner.":
Monday, 4 - 5 p.m.
If you're doing IP systems but don't want to network the entire building, you're going to need someone for that. Here's how to approach an IT installation house and how to evaluate potential partners.
Bill Bozeman, President, PSA Security Network
Paul Cronin, Vice President, Atrion; Vice President, 1nService, Inc.
Tuesday, May 20th
Session 4 "The virtual guard tour.":
Tuesday, 8:30 - 9:30 a.m.
With IP surveillance systems being installed, here's something else you can offer through your central station: virtual guard tours. The recurring revenue model is lucrative and it helps end users cut down on labor costs.
Jim Taylor, President, Integrator Support
Michael Hanlon, VP Sales & Marketing, Viewpoint CRM
Networking Wrap-Up Session
Tuesday, 9:30 - 10:30 a.m.
Hear here the consolidated findings of the networking sessions, distilled by the editors of Security Systems News. What findings, ideas, best practices, or initiatives have emerged that you can implement at your business?
Session 5 "Mass notification: How to sell it.":
Tuesday, 11 - 12 p.m.
Increasingly, campus environments are feeling pressure to be able to alert everyone on grounds to emergencies at the drop of a hat. Mass notification systems are popping up all over the place. How do you sell them, and how do you choose a manufacturer to partner with?
Dan Rothrock, President, Zenitel
Jim Williams, VP National Accounts, Henry Bros. Electronics
Jeremy Krinitt, VP Marketing & Co-Founder, REACT Systems
Session 6 "The regulated Security Market.":
Tuesday, 1 - 2 p.m.
As more mandates are handed down from the federal government about securing facilities like petro-chemical plants, how can you take advantage?
Dan Weiss, CEO, Infrastruct Security
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Closing Keynote Tuesday, May 19th 3:30 - 4:30 p.m.
Bob Ryan, Senior Vice President of Sales and Marketing at ASG Security, will talk about getting creative with creating service revenue.
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