Commercial Integrator + Security Sales Jan/Feb 2024 - 50

SSI
ROUNDTABLE: RESIDEO CONNECT
Jesse Foglio: We serve the entire
Portland, Ore., area, as well as other cities
throughout the northwest. Our electronic
division installs and services intrusion
alarm, fire alarm, access control and
video surveillance. We also have our own
guard division, which provides alarm response
and onsite guard service, all managed
by our UL dispatch and monitoring
center. Our competitive advantage is to
be a one-stop shop that integrates both
electronic and physical protection, all
single-sourced from one provider. Most
recently, we have been doing proactive
video monitoring coupled with audio and
alarm response, as well as servicing fire
extinguishers to our commercial clients.
Michael Gibson: Mulhaupts has been
in business since 1876. We began in the
mechaical side of the business, offering
keys, locks and door hardware. In the
mid-1970s, we entered into the electronic
security business. If you fast-forward,
today, we sell and install security alarms,
fire alarms, access control and video.
We also have two UL central monitoring
stations. And we continue to provide the
mechanical side of our business, offering
looks, doors, automatic operators and
overhead garage doors. We pride ourselves
on being able to cover all openings
in a building or home.
Security Sales & Integration: Despite
some fairly positive indicators when it
comes to consumer spending, unemployment
and growth, there's still a lot
of concern about the economy. How is
economic anxiety affecting the physical
and electronic security industry?
Yarger: With our target market, which is
multi-family, we don't see the economy
affecting demand. But we do see it affecting
price. It's always price sensitive. And I think
that, as inflation has affected our ability to
buy at a consistent price, and moving the
target price that we have to do for the customers,
that's the biggest challenge we have.
Alfano: What I see is this: We'll have a
larger project, and the client will scale back
because there are financing challenges.
Then, it becomes a conversation with the
client based on needs, rather than wants.
They may want eight cameras for their
'I think a leaseto-own
model,
a lease or any
subscription/RMR
model is normalized
for our industry.
We're taking
advantage of it.'
- Jesse Foglio, president,
First Response Security
home and property, but only four cameras
are in their budget now. We discuss running
wire for all eight so that, when finances
allow, they can add the protection.
Our industry is one that allows for most
clients to install what they " need " initially,
and then build upon that in the future.
greensite prides itself on educating our
clients and providing recommendations
from our skilled sales and technical staff.
This gives the client confidence in the
system we've installed, as well as a plan
and provisioning for the future.
Foglio: Although the economy has
been in question over the last year, the
bigger issue in Portland has been the
lawlessness, supported by government
leadership. That's compounded by a lack
of government resources to help people
in need. We are 75% commercial-based,
and we are finding that business owners
who may not have tenants to fill their
spaces still need security because a
vacant building is a target for transients.
Business owners and property managers
are frustrated, and, in many cases, they
simply can't risk bypassing security measures
without inviting theft and vandalism.
So, what was once a " want " has now
become a " need. " Homeowners remain
slightly anxious, as well. They seem less
concerned about highly integrated home
automation and more concerned about
their family's safety and security.
Alfano: In my more than 20 years in
business, we've seen this same economic
downturn and the correlation between
that and crime rates going up. So, while
we have some clients who are looking to
50 Commercial Integrator+Security Sales & Integration | Jan/Feb 2024
scale back their projects, we have just as
many - if not more - where it doesn't
make a difference and their scope of
work is not minimized. Security for these
clients is non-negotiable.
Gibson: The economy is all over the
place. We have a strong backlog of work.
Our biggest challenge has been finding
people to do the work. Another thing that
has caused us some heartburn is trying to
get our arms around the price increases
for our commercial work, which sometimes
take place between the time we
quote the project and when we get the
approval to move forward. And there's
still a small issue with material supply.
Security Sales & Integration: As we
speak, interest rates are as high as
they've been since before The Great
Recession. With money being so
expensive, how are integration businesses
like yours being affected both
in terms of your own operations and in
terms of customer financing?
Yarger: We haven't seen any change as
far as demand. But we have seen budgets
tightened and a little harder shopping
from our customer base.
Gibson: We have not seen a huge change
in demand. There is still a good amount
of work out there. Our phones are still
ringing. I would say that there is more
shopping around for lower pricing. What
we try to do is sell the benefits of going with
our company (e.g., our time in business,
the quality of our work, our professionally
trained installers and technicians).
Foglio: We are a debt-free company,
RESIDEO

Commercial Integrator + Security Sales Jan/Feb 2024

Table of Contents for the Digital Edition of Commercial Integrator + Security Sales Jan/Feb 2024

Commercial Integrator + Security Sales Jan/Feb 2024 - Bellyband1
Commercial Integrator + Security Sales Jan/Feb 2024 - Bellyband2
Commercial Integrator + Security Sales Jan/Feb 2024 - Cover1
Commercial Integrator + Security Sales Jan/Feb 2024 - Cover2
Commercial Integrator + Security Sales Jan/Feb 2024 - 1
Commercial Integrator + Security Sales Jan/Feb 2024 - 2
Commercial Integrator + Security Sales Jan/Feb 2024 - 3
Commercial Integrator + Security Sales Jan/Feb 2024 - 4
Commercial Integrator + Security Sales Jan/Feb 2024 - 5
Commercial Integrator + Security Sales Jan/Feb 2024 - 6
Commercial Integrator + Security Sales Jan/Feb 2024 - 7
Commercial Integrator + Security Sales Jan/Feb 2024 - 8
Commercial Integrator + Security Sales Jan/Feb 2024 - 9
Commercial Integrator + Security Sales Jan/Feb 2024 - 10
Commercial Integrator + Security Sales Jan/Feb 2024 - 11
Commercial Integrator + Security Sales Jan/Feb 2024 - 12
Commercial Integrator + Security Sales Jan/Feb 2024 - 13
Commercial Integrator + Security Sales Jan/Feb 2024 - 14
Commercial Integrator + Security Sales Jan/Feb 2024 - 15
Commercial Integrator + Security Sales Jan/Feb 2024 - 16
Commercial Integrator + Security Sales Jan/Feb 2024 - 17
Commercial Integrator + Security Sales Jan/Feb 2024 - 18
Commercial Integrator + Security Sales Jan/Feb 2024 - 19
Commercial Integrator + Security Sales Jan/Feb 2024 - 20
Commercial Integrator + Security Sales Jan/Feb 2024 - 21
Commercial Integrator + Security Sales Jan/Feb 2024 - 22
Commercial Integrator + Security Sales Jan/Feb 2024 - 23
Commercial Integrator + Security Sales Jan/Feb 2024 - 24
Commercial Integrator + Security Sales Jan/Feb 2024 - 25
Commercial Integrator + Security Sales Jan/Feb 2024 - 26
Commercial Integrator + Security Sales Jan/Feb 2024 - 27
Commercial Integrator + Security Sales Jan/Feb 2024 - 28
Commercial Integrator + Security Sales Jan/Feb 2024 - 29
Commercial Integrator + Security Sales Jan/Feb 2024 - 30
Commercial Integrator + Security Sales Jan/Feb 2024 - 31
Commercial Integrator + Security Sales Jan/Feb 2024 - 32
Commercial Integrator + Security Sales Jan/Feb 2024 - 33
Commercial Integrator + Security Sales Jan/Feb 2024 - 34
Commercial Integrator + Security Sales Jan/Feb 2024 - 35
Commercial Integrator + Security Sales Jan/Feb 2024 - 36
Commercial Integrator + Security Sales Jan/Feb 2024 - 37
Commercial Integrator + Security Sales Jan/Feb 2024 - 38
Commercial Integrator + Security Sales Jan/Feb 2024 - 39
Commercial Integrator + Security Sales Jan/Feb 2024 - 40
Commercial Integrator + Security Sales Jan/Feb 2024 - 41
Commercial Integrator + Security Sales Jan/Feb 2024 - 42
Commercial Integrator + Security Sales Jan/Feb 2024 - 43
Commercial Integrator + Security Sales Jan/Feb 2024 - 44
Commercial Integrator + Security Sales Jan/Feb 2024 - 45
Commercial Integrator + Security Sales Jan/Feb 2024 - 46
Commercial Integrator + Security Sales Jan/Feb 2024 - 47
Commercial Integrator + Security Sales Jan/Feb 2024 - 48
Commercial Integrator + Security Sales Jan/Feb 2024 - 49
Commercial Integrator + Security Sales Jan/Feb 2024 - 50
Commercial Integrator + Security Sales Jan/Feb 2024 - 51
Commercial Integrator + Security Sales Jan/Feb 2024 - 52
Commercial Integrator + Security Sales Jan/Feb 2024 - 53
Commercial Integrator + Security Sales Jan/Feb 2024 - 54
Commercial Integrator + Security Sales Jan/Feb 2024 - 55
Commercial Integrator + Security Sales Jan/Feb 2024 - 56
Commercial Integrator + Security Sales Jan/Feb 2024 - 57
Commercial Integrator + Security Sales Jan/Feb 2024 - 58
Commercial Integrator + Security Sales Jan/Feb 2024 - 59
Commercial Integrator + Security Sales Jan/Feb 2024 - 60
Commercial Integrator + Security Sales Jan/Feb 2024 - 61
Commercial Integrator + Security Sales Jan/Feb 2024 - 62
Commercial Integrator + Security Sales Jan/Feb 2024 - 63
Commercial Integrator + Security Sales Jan/Feb 2024 - 64
Commercial Integrator + Security Sales Jan/Feb 2024 - Cover3
Commercial Integrator + Security Sales Jan/Feb 2024 - Cover4
https://www.nxtbook.com/emerald/CommercialIntegratorSecuritySales/may2024
https://www.nxtbook.com/emerald/CommercialIntegratorSecuritySales/april2024
https://www.nxtbook.com/emerald/CommercialIntegratorSecuritySales/march2024
https://www.nxtbook.com/emerald/CommercialIntegratorSecuritySales/janfeb2024
https://www.nxtbook.com/emerald/CommercialIntegratorSecuritySales/novdec2023
https://www.nxtbook.com/emerald/CommercialIntegratorSecuritySales/septoct2023
https://www.nxtbookmedia.com