Security Business

APR 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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10 Security Business / / April 2019 SECURITY WATCH COMPILED BY PAUL ROTHMAN, EDITOR–IN–CHIEF Fresh Off the Wire / News from around the industry ESA and SIA Collaborate on Workforce Development The Electronic Security Association (ESA) and the Security Industry Association (SIA) are collaborating on a joint strategy to help their members identify, recruit and retain qualified employees for a variety of professional roles within manufacturer and integrator businesses. These workforce development efforts – guided by the input of a task force of SIA and ESA members – will align on three key objectives: 1. Outreach to schools, colleges and universities to increase awareness of the security industry and the broad range of careers available; 2. Research on the industry’s workforce development challenges and possible solutions; and 3. Continuing education to help those already in the industry stay current with evolving technologies. “There is a war for talent taking place across industries,” SIA CEO Don Erickson said in a statement. “The security industry needs to rise above the competition for hiring qualified talent and distinguish itself as compelling and rewarding employment for high school and college students and those who are in career transition.” “The skilled labor shortage is reaching a critical point,” adds ESA CEO Merlin Guilbeau. “We’re seeing climbing demand and shortfalls in applicant pools. We’ve been working to arm our members with tools and resources for finding skilled talent; however, as an industry, if we don’t do something impactful together, the long-term impact will be devastating.” ■ Security Firms Going Beyond Monitoring Offerings Complementary residential services a source of RMR Parks Associates reports that more than 70 percent of U.S. security dealers offer services beyond traditional monitoring – as firms increasingly seek ways to strengthen service bundles and differentiate in a competitive residential market. Parks Associates’ annual Security Dealer Survey found that 42 percent of residential security integrators report offering video verification services, and that 21 percent offer aging-in-place and/or independent living solutions. “40 percent of pro-monitored subscribers are willing and likely to switch security providers for as little as a 10-percent savings in monthly fees,” said Dina Abdelrazik, Senior Analyst for Parks Associates. “This finding indicates that once a security system is installed, monitoring services are providing little differentiation between companies.” The survey asked residential integrators about other services offered, including home network and cybersecurity, PERS and vehicle alarm monitoring. Video verification led, followed by home network/cybersecurity and PERS. “Differentiation of pro monitoring is critical to retaining subscribers in the face of downward pricing pressure,” Abdelrazik added. “Dealers must consider how to strengthen bundles in competitive environments. Differentiation strategies include offering value-added services such as cybersecurity, video verification and aging-in-place solutions that enable expansion into adjacent markets.” The survey notes that competitive turbulence and pricing/fee pressures are accelerating. Smart home and interactive services can offer additional competitive differentiators. To order the full survey, please visit ■ TMA launches Five Diamond Dealer Program The Monitoring Association (TMA)’s new Five Diamond Dealer Program is an extension of its prestigious Five Diamond Designation for the monitoring industry. The new program provides the means for TMA Five Diamond-designated alarm companies to share the benefits of its designation with key dealers. “TMA’s Five Diamond designation (shows) a commitment to the highest levels of customer service, education, and standards,” stated Ralph Sevinor, chair, TMA Five Diamond Committee. “We are pleased to offer this to dealers...whose level of commitment is aligned with the Five Diamond designation.” Adds TMA President Ivan Spector: “With the dealer program, TMA is positioning a new network of security dealers to be recognized for excellence in the services they provide, and to ultimately achieve greater recognition and success.” Visit for detailed program information, including eligibility, benefits, and application guidelines. ■

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