Security Dealer & Integrator

JUN 2018

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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June 2018 Contents Vol. 40 • No. 6 30 COVER STORY Trade War How proposed tariffs on Chinese technologies and parts could potentially impact security integrators, vendors and distributors Paul Rothman and Steve Surfaro 24 MODERN SELLING 8 Ways to Win New Accounts Even in a booming economy, your sales team cannot afford to be too busy taking care of current customers to keep landing new ones Chris Peterson 38 ACCESS CONTROL RMR Emerges from the Cloud Cloud-based access control is providing growth opportunities for integrators and dealers Rick Caruthers 40 TAXES Pass-Through Businesses at a Crossroads The drastic impact of new tax laws has owners of S corporations, LLCs and partnerships reassessing their choice of classification Mark Battersby 44 INTEGRATOR CONNECTION Guardian Alarm Builds with M&A The company's path to profits is built on a solid acquisition strategy complemented by organic growth John Robuck 46 RECRUITING The Benefits of Employee Leasing Partnering with a co-employment provider can eliminate the HR headaches for small businesses William Lynott 4 Security Dealer & Integrator / www.SecurityInfoWatch.com June 2018 COLUMNS 8 EDITOR'S NOTE Residential Evolution Our sponsored ESX panel discussion is your chance to find out exactly how new technologies will impact your business Paul Rothman 20 TECH TRENDS Assigning Safe Camera Passwords A look at technological advances to solve the problem of weak IP camera passwords Ray Coulombe 58 INSIDER INTELLIGENCE Creating a 'Culture of We' Accountability and its influence on company culture Ric McCullough The Money Issue FEATURE ARTICLES DEPARTMENTS 54 MARKETPLACE 57 ADVERTISER INDEX 50 ESX PRODUCT PREVIEW Check out some of the products that will be on display on the show floor in Nashville, along with a special product spotlight on business management software

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