Security Dealer & Integrator

NOV 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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2018 STATE OF THE SECURITY INDUSTRY REPORT Access the full report online at www.securityinfowatch.com/12432021 Sponsored by HID Greatest Challenges to Business Respondents were asked what their organization's biggest business challenges have been so far (or expecting to face) in 2018? They were asked to select their Top 3 challenges. are their responses in order of priority. 1. Finding and retaining technical and sales staff 51.4% 2. Keeping pace with evolving technologies 41.9% 3. The infl ux of ultra low-cost video surveillance and access control technologies in the market 36.8% Managing client expectations with reality as new solutions are promoted 35.2% Creating new areas of recurring monthly revenue 29.5% Maintaining vendor relationships as security mergers & acquisitions continue 16.2% Customer attrition 17.1% Taxes and other current or potential governmental regulation 10.5% Vetting potential acquisitions 7.6% Other responses 4.2% Technology and Personnel Rank High As the economy expands and capital spending improves, more jobs mean stiffer competition to earn a client's business. However, it also impacts the integrator who is looking to hire qualified techs or just simply retaining them. The issue of finding and retaining technical and sales staff rose sharply this year as the major challenge to integrators, with more than 51% expressing concerns. This challenge overtook last year's critical issue of tr ying to keep pace with advancing technologies (42%). As one integrator said; "Our biggest challenge is the lack of available talent in the security industry. We have resorted to growing our own talent because the industr y has become so complex. It takes years for someone entering the business to fully grasp the breadth of it." Integrator's concerns over the influx of ultra-low-cost video sur veillance and access control technologies in the marketplace raised a couple of spots on the challenge scale, as they see prices on Asian products cut to rock bottom and margins suffering. Systems integrators not only have issues with staying current with evolving technology, but sustaining their professional credibility with clients who perhaps expect too much, as well as maintaining a competitive business edge by keeping technical talent in house. As more technology option widen for end users, it becomes even more difficult for integrators to manage their client's needs. It is interesting to note that the subject of taxes and other governmental regulations dropped almost fi ve percent as a concern to just over 10 percent saying the issue was on their radar. When you consider the sweeping tax reforms enacted by Congress in 2018, that lack of urgency was puzzling. "Our biggest challenge is the lack of available talent in the security industry. We have resorted to growing our own talent because the industry has become so complex. It takes years for someone entering the business to fully grasp the breadth of it." – Steve Piechota, Vice President & CFO, Netronix Integration Inc.

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