Security Business

MAR 2019

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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58 Security Business / www.SecurityInfoWatch.com / March 2019 T raditional residen- tial security integrator owners are fatigued, and it is understand- able. Over the past decade, these owners have been assaulted with new business mod- els – from summer sales to cable TV companies; and now, the most recent threat, in the form of DIY companies and the various massive tech firms (think Amazon, Google, etc.) who are making waves while aggressively entering our industry. It would be easy to throw up one's hands and surrender to what so many commentators are describing as the total disruption of our business model. But not so fast – there is a strong case to be made that the independent dealer offers a set of benefits and has structural advantages that these new threats cannot match. Local Power While many observers are quick to point out the many strategic advan- tages that these new and powerful entrants bring to the fight, it is easy to overlook the one critical factor that only our business model brings – a local installation and service team. Our new competitors will be quick to point out that these assets are actu- ally liabilities. ey claim the cost structure of local brick-and-mortar and labor costs are just the thing they Survival of the Fittest ADS Security's John Cerasuolo examines how traditional residential security integrators can survive in the face of new and disruptive threats By John Cerasuolo ADS Security's John Cerasuolo says traditional residential security companies can turn their local offices and staff into competitive weapons by positioning them to deliver a level of service that DIY-based models cannot match. Residential Security

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