Find news and information for the executive corporate security director, CSO, facility manager and assets protection manager on issues of policy, products, incidents, risk management, threat assessments and preparedness.
Issue link: http://sdi.epubxp.com/i/172392
INTEGRATOR CONNECTION ships or cold calls. Today, 95 percent of DBB's business comes from referrals. "In addition to end-user referrals, I have established a channel partner system where various local business (and some not so local) use me exclusively for their video security referrals," Poulin says. Poulin has eight channel partners to date, including computer stores, locksmiths, private investigators, electricians, camera/photography stores, Internet service providers and network specialists. In some quarters, channel partner leads provide nearly half of his business. Arrangements vary from simple lead exchanges to a fee or commission on sales. DBB thrives on long-term relationships. "I believe in a fair number of customers for life, rather than a high volume of customers that I sell one time," Poulin says. He knows DBB is still a small integrator just starting to grow. "I outsource most of the installation and don't have vans with my company name or anything like that yet," he says, however, DBB has a showroom at a local computer store partner, Winchester Computers in Dayton Beach. "I use independent associates who work on a contract basis for me as project managers or sales engineers as needed," Poulin explains. These contractors operate under the DBB brand and have embroidered logo shirts so the customer considers them part of the Daytona Broadband team. That means DBB's actual employee count is small — basically DAYTONA BROADBAND LLC AT A GLANCE: Website: www.daytonabroadband.com HQ location: South Daytona, Fla. Principals: Ron Poulin, Debra Poulin. Year founded: 2007 Number of employees/Associates: 6 Residential/Commercial split: 95 percent commercial, 5 percent residential Poulin and his wife Debra — however that does not mean they are afraid to branch out. Earlier this year, DBB began offering custom LED lighting through an Orlando area affiliate. "LED lighting not only can save up to 90 percent on electric usage, but proper lighting also makes camera imaging more vivid," Poulin says. That makes LED a good tie-in with video security. "I am also in the process of departmentalizing the company," he says. "I have more and more out-of-area enterprise video opportunities coming my way and I will begin to focus on those large projects, while I ramp up my local staff," he says. The goal is to continue to expand and support customers in the large local footprint including all of central Florida. Growth, he expects, will come in three main product offerings: Video security, POS, and custom LED lighting. "Once I reached critical mass of customers, and the channel partner program was in place, the referrals began and the growth has become phenomenal," Poulin says. Looking Ahead DBB's five-year plan includes not only continued growth in current market segments but also expansion into access control and VOIP. Additionally, migration of many of DBB's products to a cloud solution is already under way. At some point, DBB may investigate the opening of a chain of business technology stores. "The concept is a one-stop shop for all business technology, where a business owner can see demonstrations and sign up for all the technology they could need," Poulin says. This would include video security, POS, Internet service, phone service, burglar alarm, two-way radios, headset systems, digital menu boards, and more. "Strategic alliances with various dealers and manufacturers could make this valuable for the customer as well as Daytona Broadband," Poulin concludes. ❚ Top technology brands sold: Mobotix, Sony, Nuvico, Geovision, Hikvision Video, WavestoreUSA; CRS cash registers; InfoTouch, Soft Touch, Par Pixelpoint, Commbase, POS; LED Systems Lighting; Mercury Payment Systems, Sterling Payments, credit card processing 80 www.SecurityInfoWatch.com | SD&I; | September 2013 Curt Harler is a technology writer and regular contributor to SD&I; magazine. Reach him at curt@curtharler.com.