Security Business

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 / Security Dealer & Integrator 45 says. "Ultimately, growth can be maxi- mized only when the service and sup- port components are as good or better than the technology itself." Equally important is listening to the voice of the customer. "It is crucial that we continue to talk to our customers as much as possible," Erhardt says. "Our growth strategy depends on effective communication and service delivery." He quotes the company's founder, Milton Pierce, to underline this point: "Give the customers good service. Take good care of them and they will take care of you." As it looks ahead to ramping up its M&A activity, Guardian benefits from the experience of its equity owners – a joint venture of Certares and Vanwall Holdings – and the experience of Capi- tal One as a lender. "ey understand our business space and the risks that come with it," NEW! Request information: 1 Understand your goals. Do you want to expand into a new region, or offer new capabilities to your clients? Make sure you are clear about how a potential merger or acquisition is going to help you grow your busi- ness. It is also important that you have a stable financial and operational environment before diving in to the M&A market. 2 Assess the cultural fit. Look for companies that are aligned with your values – from customer service to strong leadership. A close fit will mean a smoother transition and clearer communication throughout what can be a complex process. 3 Find knowledgeable partners. Choose a lender that understands the security industry and can help you structure the transaction to meet your business goals. Look for a firm that has a team devoted to the security industry, that has financed numerous acquisitions, and that is well versed in the market and regulatory trends shaping the business. Three Tips for a Successful M&A Erhardt says. "ey have been instru- mental in advancing our goals by help- ing us to form a clear strategy and by putting in place the tools and incen- tives to be successful." ■ » John Robuck is Managing Director of the Security Finance lending practice within Capital One's Commercial and Specialty Finance business. To request more info about the company, visit

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