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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48 Security Business / / April 2019 relationships and delivering the highest levels of service to customers in Westchester, the five boroughs of New York City and Long Island. Schuil sees legitimate buy-in from employees on this customer-first mentality, which he says has helped fuel BPS’ growth. “We don’t try to do what the really big security companies do – we focus on meeting our customers’ needs each day and making smart strategic decisions,” Schuil explains. One of those decisions has been to implement a hybrid management structure with separate residential and commercial divisions, each with a chief operating officer who reports to Schuil. Briscoe Protective has become the brand and parent company since the acquisitions and it achieved better than 50 percent growth from 2017 to 2018. Schuil says the growth is tied to the acquisitions, but also to solid organic growth that is rooted in tighter emphasis on RMR. Relationship-Based Services Schuil sees room for growth for smaller regional security integrators, despite the dominance of large security companies. He thinks mergers and acquisitions by small companies can be fruitful because they bring customers a relationship-based level of customer service that large companies cannot offer. “Providing a personal touch and top-quality service ultimately gives you profitable results,” Schuil says. “It is the human connection that separates us.” Schuil adds that integrating multiple businesses, each with strong brand names, is not easy, but that the nearly 200 people who work at Briscoe are all-in on the “service-first” model. Since the acquisitions have occurred, Schuil has made sure that customer service has maintained a top priority and that Briscoe customers are still interacting with the same support and installation staff members they were before the acquisitions. Schuil wants that continuity in service and reliability to remain a calling-card for the company going forward. The Search Fund Model Search funds help younger entrepreneurs to raise funds from private equity investors. In the initial stage of a search fund, investors back the younger entrepreneur’s search for the right company to acquire. Once that right company is found, investors help fund the acquisition in exchange for shares in the company. The young entrepreneur takes an operating role in the acquired company in the second stage of the search fund. In this case, Schuil was that young entrepreneur and Novidam Capital Community Service Briscoe Security Systems has a history of working with local non-profit organizations, such as homes for the elderly and group homes for people with intellectual and developmental disabilities. Former owner Bob Williams genuinely wanted to give back to his local community, particularly those most vulnerable, and started this tradition of helping local people and non-profits. Schuil intends to keep community service and corporate responsibility a part of Briscoe’s identity. Briscoe Protective supports the work of local non-profits with donations and event sponsorships. Staff members also provide free in-service training seminars on fire safety topics to area non-profit organizations, building managers, property owners and electrical contractors. Topics include New York City fire alarm code requirements, state fire alarm code requirements, and carbon monoxide awareness and detection, along with new security, fire and monitoring technology. A FDNY S-95 certification prep course is also offered. “We have many non-profit organizations as customers. They know we understand just how critical it is to have operational fire alarms in group homes and nursing homes, which can be difficult to evacuate,” Schuil says. “We like to give back to the non-profit community as a thank you for their business and in recognition of how much we value their work in our cities, towns and neighborhoods.” Briscoe's sales force is focused on bringing in 7- to 10-year contracts instead of shorter-term contracts that they have sold in the past.

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