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.
Issue link: http://sdi.epubxp.com/i/172392
INTEGRATOR CONNECTION sidered my company a business technology contractor," Poulin says. Knowing that startup businesses often struggle with the many technology choices they must make, he decided to offer a complete technology solution. "Many new business owners have great experience in their own field or product, but are intimidated even by the routine technology every business needs," he says. "A business owner can hire me to provide or manage all technologies including WavestoreUSA's team has worked closely with Poulin: (L-R) Dacian Andrei, Wavestore USA Product Manager; Kinsey Harris WavestoreUSA's Marketing Communications Manager; Mario Popu, WavestoreUSA's General Manager; Ron Poulin, owner of Daytona Broadband; Alexis Tomb, WavestoreUSA's VMS Technical Support Specialist; and Mihai Barbu, an Application Engineer at WavestoreUSA. A sampling of Mobotix camera models round out the display. 78 video, POS, burglar alarms, Internet service, public Wi-Fi, telephone…you name it." Educating the Customer Since DBB works in conventional small systems as well as premium, high-end enterprise IP systems, one challenge Poulin faces is educating customers on the differences. He finds some customers go to a big-box store and see an 8-channel "high resolution" video monitoring system for $1500. This puts a value in their mind of what video security should cost. "Some of these customers call me and expect me to play in the value market," he says. "I quickly educate them on the differences in professional systems and consumer-grade products. I learned years ago to not offer any products below entry-level professional grade." The point was driven home in the few times when he went below his minimum in order to please a customer and get a sale when he really needed it. "It always resulted in unhappy customers and ones that required extra support because of the inferior system," he says. Any products he does not offer himself are outsourced to a reputable local firm. He still manages the installation on behalf of the customer. "After the business opens, I remain the technology manager and handle all technology-related affairs on an annual retainer fee basis," Poulin says. The model has worked very well for his total technology customers. Poulin is constantly on the lookout for technology innovation. DBB recently formed an affiliation with Las Vegas-based RVNUE Technologies, an advanced Mobotix partner with experience in the luxury high rise market. RVNUE CEO Christian Petrou has shared experiences in the market, enabling the DBB team to offer premium enterprise building system solutions to the large Florida high-rise market. "Working with a fellow Mobotix partner with the experience and resources of RVNUE Technologies has allowed us to expand to new markets in new areas much faster than we could have on our own," Poulin says. "Christian is a great mentor, and everyone wins in this scenario." Most importantly, customers receive bestof-breed video security tools with the support of top integrators through the newly formed strategic alliance. Growing the Business "When I represent DBB to a prospective customer, I don't sell products as much as I sell myself and my company's ability to continue to service the customer after the sale by convincing them that Daytona Broadband will be the last technology vendor they will need in the areas they hire it for," Poulin says. "I have accumulated many loyal customers who refer me." This has led to rapid growth in warm-lead sales. In its early days, 90 percent of DBB's customers were a result of existing relation- www.SecurityInfoWatch.com | SD&I; | September 2013