Security Dealer & Integrator

JUL 2018

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.

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46 Security Dealer & Integrator / www.SecurityInfoWatch.com July 2018 Bishr launched Magna Smart Home in January of this year, based in Keller, Texas, which is a suburb of Dallas. He says the ADT dealer program helped build the foundation for his fledg- ling company's success. "Every sales trainer that I have met has been out in the field for 15 or 20 years. It has been very helpful for me to get my business started right away with that support." In addition to Bishr's company, part- nering with ADT has proven to be the foundation for success for two of the fastest-growing security dealers in the nation: SafeStreets USA – the result of a successful merger of six ADT dealers – was ranked No. 2 in the 2017 SD&I Fast50; Safe Home Control of Orem, Utah – ADT's third largest dealer – was ranked No. 6 in this year's Fast50. Changing of the Guard at ADT For those unfamiliar, Joe Nuccio spent the better part of 13 years as the pres- ident and CEO of ASG Security, until it was acquired by Apollo Global Man- agement and merged with Protection 1 in 2015. Later in 2016, Nuccio joined ADT as Senior Vice President of Business Development – months aer Apollo acquired ADT, effectively merging all three major companies. From there, the CEO of the com- bined company, Tim Whall, turned his focus to improving the compa- ny's relationship with both its dealers and its end-customers. "We are really encouraged by the focus of the new management at ADT," SafeStreets CEO Kevin Gaylord told SD&I in 2017. "Tim Whall has come in and his focus is on operational excellence and the customer experience." "In 2017, we did a lot with the speed of answer and moving our call cen- ter to live answers and people pick- ing up the phone in one or two rings," Whall said during ADT's most recent earnings call in March (access the full transcript at http://seekingalpha.com). "Obviously, as we go forward we'll look to improve those levels of service." is May, Nuccio has his role shied to President of Dealer Partnerships, succeeding Jim Vogel as the leader of ADT's Authorized Dealer program and organization. Much like Whall himself, Nuccio's first job was to make sure the program was still doing its job of creating an effective partnership with the dealers. A Closer Look at the Dealer Program Nuccio's first task was to really exam- ine and enhance the company's dealer program. "e job was a perfect fit with my background – I have the entrepreneurial spirit, and working with a bunch of entrepreneurs was really very appealing to me," Nuccio says. "It was really good to be able to take a look at the program and say, 'Ok, we have been around for 20 years, but what does that really mean?' My first job was to really make sure we are refreshing the program, staying current and doing the right things (for dealers). We wanted a different kind of recruiting and we look for dealers at all levels – entry, experienced, large, small and medium – and with that comes a new training curriculum. Training is really important to us." Ken Rosen, a longtime sales director for both ADT and Protection 1, heads up ADT's new training curriculum as senior director for recruiting and training. "As we looked at opportu- nities for our dealers to ramp up and grow quickly, we looked at our training platform and enhanced it," Rosen says. "We have done that through being able to virtually train our dealers via a plat- form where we are actually in front of them all of the time." ADT dealer training includes the expected product training on Pulse and its other technologies; how- ever, it also includes sales training, door-knocking education, recruiting and hiring help, and even leadership training for owners and managers. Rosen adds that the curriculum has changed to keep pace with the rapidly advancing technologies and services available in the residential security industry. "e key is understanding that our dealers are entrepreneurs and that we have to evolve our training to help meet their needs," he says. "Joe is an entrepreneur, and he has brought that culture to ADT in terms of our dealer program. As we develop our training we are focusing on the entre- preneurs themselves." S E C U R I T Y D E A L E R We need to be the program that makes dealers flourish and (gives) them the tools and resources to really excel . For dealers who want to really grow like (SafeStreets), we are going to sit down with them and have them explain their plan...because we want to help with it." — Joe Nuccio, ADT's President of Dealer Partnerships

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