Commercial Integrator + Security Sales March 2024 - 66

SSI ROUNDTABLE: RESIDEO CONNECT
growth in revenue but also what we have
had in the growth of our expenses.
We have had a large increase in staff cost
to keep our experienced people in place. [It
was necessary] to keep up with all the price
increase on products, fuel costs, etc. It does
have an impact on the bottom line.
I look at both growth and cost to see
what difference it makes in our year.
Growth is there; we just have to keep a lot
of balls in the air.
With crime stories being covered so
much more frequently on the news
these days, people are more anxious
than they used to be, aren't they?
Alfano: Think about it, right? You can go
on your phone - on Instagram or Facebook
- and, if there was some terrible
tragedy, someone recorded it. They've
posted it, and they're talking about it.
So, it raised everyone's awareness. You
couldn't escape it if you wanted to, unless
you didn't have a smartphone.
It's unfortunate, but it also, I believe,
has given such awareness to our industry
that we may not have had without social
media and the web and things like that.
Foglio: But, to your point, I think all
the information...all the awareness...does
make people more anxious and keeps
crime and safety top of mind.
Gibson: Today, you hear more people
talking about security and the need for
it than I have ever had in my time in the
business. (I am in my 51st
year here at
Mulhaupt's.) Social media has had a huge
impact on people hearing about crime. I
believe that it is one of the reasons for so
many changes and innovations.
I believe the change will continue and
that it will create a need to be more on
top of our business and the model that
we use to go to market.
What's your boldest prediction or
hottest hot take when it comes to
physical security in 2024?
Alfano: Definitely the connected home. I
think, in my lifetime, everyone's going to
have some type of smart device in their
home connected to something: a smart
camera, a smart video doorbell, an alarm
system, etc. I mean, you can almost say
People seem to have a lower tolerance after the pandemic years. They don't want a
two-hour response time. For our industry, it's about delivering peace of mind.
that now: Everyone has Alexa or other
devices. So, I would say that the connected
home will just continue to grow.
I also want to point to drones. The person
who comes out with that...the person
who really can make that cost effective
and actually market that as another level
of service.... I think we're going to see
that at some point, also.
People seem to have a lower tolerance
after the pandemic. They don't want a
two-hour response time from police.
Because what is the customer really paying
for if our business model outsources
the most critical piece of the protection
we promise? How can we say we deliver
" peace of mind " when the response is an
uncontrollable variable?
I believe that, this year, [recurring
'Traditional
integrators can
still maintain their
customer base by
providing better
service.'
- Doug Yarger,
SouthCross Security
Foglio: I think the companies that are
going to be the most successful are the
ones that truly put the customer first.
Selling " noise makers " isn't protection.
Being able to deliver fast service is what
customers want.
66 Commercial Integrator+Security Sales & Integration | March 2024
monthly revenue] will be given to companies
who can innovate, incorporate new
technology and deliver true value in a
unique way within their market.
Yarger: I think we're going to continue
to see larger companies enter the space.
I think what we're seeing [at Resideo
CONNECT] is that companies and other
service providers will step in and provide
services. And I think traditional integrators
can still maintain their customer
base by providing better service.
Gibson: Home automation will
continue to grow - and grow fast -
because of how fast technology is growing.
I believe that larger companies will
continue to buy up companies.
I believe that, as we move forward, our
industry will need to look hard at partnerships
with other companies, because
you can't be everything to everyone.
LUCIJA/STOCK.ADOBE.COM

Commercial Integrator + Security Sales March 2024

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Commercial Integrator + Security Sales March 2024 - Cover1
Commercial Integrator + Security Sales March 2024 - Cover2
Commercial Integrator + Security Sales March 2024 - 1
Commercial Integrator + Security Sales March 2024 - 2
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Commercial Integrator + Security Sales March 2024 - Cover3
Commercial Integrator + Security Sales March 2024 - Cover4
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