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January 2018
Contents
Vol. 40 • No. 1
4 Security Dealer & Integrator / www.SecurityInfoWatch.com January 2018
FEATURE ARTICLES
28
EXECUTIVE PERSPECTIVES
Q&A; with Hanwha Techwin America's Kichul Kim
Recently tapped as the company's new president, Kim discusses his top priorities
for Hanwha and various industry trends in this exclusive interview
Paul Rothman and Joel Griffin
48
POWER SUPPLIES
Selling Surge Protection
Best practices to convince a
customer of the technology's value
Mike Molinari
Change:
Our Industry's Only
Constant
Ours is an industry in a state of transition. Things are changing in
so many ways: market construction and consolidation; the rapidly
evolving technology landscape; the entrance of new players...even
the overall business structure of the traditional security dealer and/or
integrator. The promise of more change is likely on tap for the security
industry in 2018. Security dealers, integrators and analysts take a deep
dive into the opportunities and challenges that will influence the
market in the new year.
Paul Rothman and Joel Griffin
4 0 4
1 9 7 8 2 0 1 8
O F E X C E L L E N C E
YEARS
42
PRODUCT SPOTLIGHT
SD&I;'s Annual Mobile Apps
Guide
Instead of customer-facing apps, this
year's SD&I; Mobile Apps Guide will take
a look at apps that empower security
dealers and integrators to be more
productive, design and specify systems,
handle their business needs, and more
Paul Rothman
COVER STORY
32
COLUMNS
8
EDITOR'S NOTE
40 Years of Change
Pivoting with the times as SD&I;
celebrates its 40
th
birthday
Paul Rothman
24
MODERN SELLING
5 Things Salespeople Should
Stop Doing in 2018
Finding success can be just as much
about giving something up than
adding something new
Chris Peterson
26
LEGAL WATCH
2018 M&A; Prep
Five veteran insights on the process –
whether you are a buyer or a seller
Eric Pritchard
58
INSIDER INTELLIGENCE
Emotional Intelligence:
Timeless Advice for
Managers
Human-to-human interaction will
always be a coveted skill for managers
Ric McCullough
SPECIAL SECTION