1/14
The Voice of the
Channel
CONTENTS
VOL. 36 • NO. 1
FEATURES
COLUMNS
TECHNOLOGY SPOTLIGHT
EDITOR'S NOTE
44 | Harness the Power of the App
8 | 2014: The Year for School
Security?
By Christi Johnson
Mobile apps can empower your sales
and installation teams, land you new
customers and much more
By Paul Rothman
Legislation should further open the
foodgates on spending
LEGAL WATCH
YOUR BUSINESS
57 | Developing a Succession Plan
46 | Profit-Boosting Project
Strategies
By Eric Pritchard
Lay the foundation to keep your
business "in the family"
By Ray Bernard & Jerry Bidmead
Limit customer dissatisfaction and
impact on the bottom line
INSIDER INTELLIGENCE
66 | To Train or Not To Train?
50 | Avoid This Mistake When
Selling Online
By Barbara Shaw
Be sure to determine how, when
and why to apply employee
training
By Jeff Bullas
A simpler landing page might be the
key to increasing website profts
INTEGRATOR CONNECTION
SECURITY WATCH
54 | Following the Path to Value
10 | Manufacturer 1-on-1: Allegion
Makes its Debut
By Curt Harler
Aronson Security Group sets itself
apart by going beyond simply hanging
cameras
14 | Barnes-Buchanan Set for
Feb. 6-8 in South Florida
DEPARTMENTS
14 | Affliated Monitoring Wraps
2013 Summit; Events Calendar
58 | NEW PRODUCTS
15 | SD&I;'s FAST50 Opens for
Submissions
62 | MARKETPLACE
16 | Fresh Off the Wire; What's
New on SecurityInfoWatch.com
65 | ADVERTISER'S INDEX
Security Dealer & Integrator (USPS 460-650), (ISSN 1941- 0891, print; ISSN 2157-507X, online) is published monthly by Cygnus Business Media,
Inc., 1233 Janesville Avenue, Fort Atkinson, WI 53538. Periodicals Class postage paid at Fort Atkinson, WI 53538 and additional mailing offices.
POSTMASTER: Send address changes to Security Dealer & Integrator, P.O. Box 3257, Northbrook, IL 60065-3257. Canada Post PM40612608. Return
undeliverable Canadian addresses to: Security Dealer & Integrator, PO Box 25542, London, ON N6C 6B2. SUBSCRIPTION POLICY: Individual
subscriptions are available without charge in the U.S. to qualified subscribers. Publisher reserves
the right to reject non-qualified subscriptions. SUBSCRIPTION PRICES: $50 per year ($95 for twoMEMBER
year subscription) in the USA; Canada and Mexico, $70 per year ($135 for two-year subscription);
all other countries, payable in U.S. funds, drawn on U.S. bank, $100 per year ($190 for two-year
subscription). Canadian GST # 842773848. Back issues $10.00 if available. Cygnus Business Media
does not assume and hereby disclaims any liability to any person or company for any loss or damage
caused by errors or omissions in the material contained herein, regardless of whether such errors
result from negligence, accident or any other cause whatsoever. Printed in the USA.
6
www.SecurityInfoWatch.com | SD&I; | January 2014
A Division of Cygnus Business Media
ED ITO RI AL
editor-in-chief | Paul Rothman
12735 Morris Rd., Bldg. 200; Suite 180
Alpharetta, GA 30022
800-547-7377, ext. 2226
paul.rothman@cygnus.com
editorial director | Steve Lasky
800-547-7377, ext. 2221
steve.lasky@cygnus.com
expert contributors
Greg Kessinger - Fire & Life Safety
Eric Pritchard - Legal
Ray Coulombe - Tech Trends
art director | Elizabeth C. Barbieri
elizabeth.barbieri@cygnus.com
production manager | Jane Pothlanski
800-547-7377, ext. 6296
jane.pothlanski@cygnus.com
audience development manager
Wendy Chady
920-563-1744
wendy.chady@cygnus.com
Circ.SecDealer@omeda.com
subscription customer service
Toll-Free 877-382-9187; Local 847-559-7598
Circ.SecDealer@omeda.com
S AL ES
group publisher | Nancy Brokamp
800-547-7377, ext. 2702
nancy.brokamp@cygnus.com
northeast US & eastern canada | John Lacasale
800-547-7377, ext. 6288
john.lacasale@cygnus.com
midwest | Ryan Olson
800-547-7377 ext. 2719
ryan.olson@cygnus.com
western US & western canada | Bobbie Ferraro
310-545-1811
bobbie.ferraro@cygnus.com
display/classifed | Erica Finger
800-547-7377 ext. 1324
Erica.Finger@cygnus.com
pacifc asia | Young J. Beak
Tel: 82 2 2273 4819
ymedia@chol.com
CY GN U S BU SI N ES S M ED IA
chief executive offcer | John French
chief fnancial offcer | Paul Bonaiuto
EVP, public safety & security | Scott Bieda
VP Events, public safety & security| Ed Nichols
VP, human resources | Ed Wood
VP, production operations | Curt Pordes
VP, audience development | Julie Nachtigal
VP, technology | Eric Kammerzelt