Security Sales & Integration April 2022 - 23
he dolphin, arguably the most
intelligent nonhuman creature
on earth, is known to be as formidable
as to fend off a shark and
strategic enough to cooperate with others of
its species to capture fi sh. Embracing strength
in numbers, now that is smart. Similarly, executives
from some shrewdly run independent
security systems integration companies are enhancing
their demonstrated regional expertise
by collaborating with peers nationwide and
abroad to expand their footprints. In this way,
from a competitive standpoint, they are indeed
swimming with the big fi sh.
Th e " pod " in this case is Security-Net, an ExT
ton,
Pa.-headquartered federation of integrators
founded in 1993. Launched with four initial
members, the network presently encompasses
leaders from 19 companies totaling approximately
60 regional offi ces and 1,400 professionals.
With a focus on commercial, industrial and
government security solutions deployments and
dedication to best practices sharing, in recent
months the organization has added fi ve new
partners as it continues to broaden its reach and
the depth of its capabilities.
Seemingly, Security-Net has solved the ageold
conundrum of being able to provide the
scale of national coverage yet still deliver personalized,
local service. SSI spoke with a half-dozen
of the group's members to fi nd out how their
unity is helping them navigate sea-change challenges
such as the pandemic and supply chain
ordeals and propelling them toward an ocean of
new opportunities and success.
What have been some of the challenges
presented by the pandemic? How has
it impacted revenues and what are the
lingering eff ects?
Roy Stephenson, Director
of
Business Development,
Utah Yama Controls:
When the pandemic
started, Security-Net was on
top of it. We started having weekly meetings,
talking about what everybody was doing, what
could be done, the challenges we were all facing.
It was really helpful to share those ideas. I learned
so much from the members about what they
were doing to mitigate the risk for their employees
as well as other people. Th at was quite amazing
and a very big success story for Security-Net.
In Utah, the pandemic didn't aff ect us that
securitysales.com
much. We shut down for two to three weeks, but
since that time our business has been essentially
off the hook. I don't know if that's just federal
money or things that are fl oating around, but
we're up 25% year-over-year annual growth. Others
may have had a diff erent experience with it.
John Krumme, Chairman &
CEO, Cam-Dex Security:
Similarly, we are extremely
fortunate. Our growth in
2021 was 18.5% over 2020.
At the end of 2020, we were about even, just a
little bit ahead of 2019. We considered that a
win. As we contemplated in March 2020 what
we were going to do as a number of our customers
were closing their offi ces, starting to
consolidate, relocating from buildings as people
were going home to work, they were taking
that space and reconverting or making changes.
All the Security-Net partners came together
weekly. We started sharing, what are you going
to communicate to your employees? How are we
going to say that? How are we going to continue
to compensate them, not knowing how many
people were going to be impacted by COVID?
How many diff erent family members would be
impacted? We also knew that as entrepreneurial-based
companies, it was important we do the
right thing for our employees and our customers
so we continued to work together and do
everything we could in our personal situations.
We had a two to three-week timeframe
where we said, " We're not sure where we're going
to deploy our installation crews. " We did
a quick remake, remodeling our warehouse.
We took everything out. We put our guys to
work painting and restocking shelves, a total
confi guration, which needed to be done. We
took advantage of that so we could keep every
single person working. We didn't have anyone
go without a paycheck through COVID.
Bill Hogan, President &
CEO, D/A Central: We were
really rocking and rolling
when COVID hit, we had hit
very big numbers. We had the
biggest backlog ever and were very thankful of
that moving into the pandemic, because a lot of
activity did decline. With a lot of our clients, we
were pulled off sites for a month, and then there
was a lot of mobilization-demobilization delays.
You lose a lot of effi ciency and a lot of producTHE
4 PILLARS
Best Practices
Enterprise Account
Fulfi llment
Industry Infl uence
Innovation/Technology
FEATURED
INTEGRATORS
& WEBSITES
Advantech
advantechsecurity.net
Cam-Dex Security
cam-dex.com
D/A Central
dacentral.com
Netronix
netronixint.com
Utah Yamas Controls
utahyamas.com
Vision Security
Technologies
visionsecuritytechnologies.com
APRIL 2022 Security Sales & Integration 23
http://www.advantechsecurity.net
http://www.cam-dex.com
http://www.dacentral.com
http://www.netronixint.com
http://www.utahyamas.com
http://www.visionsecuritytechnologies.com
http://www.securitysales.com
Security Sales & Integration April 2022
Table of Contents for the Digital Edition of Security Sales & Integration April 2022
Security Sales & Integration April 2022 - Cover1
Security Sales & Integration April 2022 - Cover2
Security Sales & Integration April 2022 - 1
Security Sales & Integration April 2022 - 2
Security Sales & Integration April 2022 - 3
Security Sales & Integration April 2022 - 4
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Security Sales & Integration April 2022 - Cover3
Security Sales & Integration April 2022 - Cover4
https://www.nxtbook.com/emerald/securitysales/august_2023
https://www.nxtbook.com/emerald/securitysales/july_2023
https://www.nxtbook.com/emerald/securitysales/june_2023
https://www.nxtbook.com/emerald/securitysales/may_2023
https://www.nxtbook.com/emerald/securitysales/april_2023
https://www.nxtbook.com/emerald/securitysales/march_2023
https://www.nxtbook.com/emerald/securitysales/february_2023
https://www.nxtbook.com/emerald/securitysales/january_2023
https://www.nxtbook.com/emerald/securitysales/december_2022
https://www.nxtbook.com/emerald/securitysales/november_2022
https://www.nxtbook.com/emerald/securitysales/october_2022
https://www.nxtbook.com/emerald/securitysales/september_2022
https://www.nxtbook.com/emerald/securitysales/august_2022
https://www.nxtbook.com/emerald/securitysales/july_2022
https://www.nxtbook.com/emerald/securitysales/june_2022
https://www.nxtbook.com/emerald/securitysales/may_2022
https://www.nxtbook.com/emerald/securitysales/april_2022
https://www.nxtbook.com/emerald/securitysales/march_2022
https://www.nxtbook.com/emerald/securitysales/february_2022
https://www.nxtbook.com/emerald/securitysales/january_2022
https://www.nxtbook.com/emerald/securitysales/december_2021
https://www.nxtbook.com/emerald/securitysales/november_2021
https://www.nxtbook.com/emerald/securitysales/october_2021
https://www.nxtbook.com/emerald/securitysales/september_2021
https://www.nxtbook.com/emerald/securitysales/august_2021
https://www.nxtbook.com/emerald/securitysales/july_2021
https://www.nxtbook.com/emerald/securitysales/june_2021
https://www.nxtbook.com/emerald/securitysales/may_2021
https://www.nxtbook.com/emerald/securitysales/apr_2021
https://www.nxtbookmedia.com