Contents The Business Issue FEATURES 20 | Dealer Program or No Dealer Program? It might be time to have more mindfulness and muscle on your side. Experts and leading providers present cases for finding the best support system for your success. By Scott Goldfine 26 | SSI 2023 Dealer Programs Directory Nearly 40 providers make their pitches to partner with professional security dealers and integrators. By Scott Goldfine 36 | Market Plunge Punishes Security Stocks While the recessionary resilience of publicly held security companies has proved itself time and time again, 2022's overall stock market losses effected spillover. Find out which companies fared best. By Thomas McConnell & Associates 42 | Adding Value Via Add-Ons When done with the customer's best interests in mind, seeking to sell more products or services to existing clientele can be a win-win. Learn more about upsell and cross-sell tactics. By Kirk MacDowell 46 | Time to Confront a Touchy Subject The pandemic-driven spike in touchless access control solutions is becoming an ongoing trend. Discover the opportunities spurred by contactless technologies from lowtouch to wave-to-open to mobile credentials and beyond. By Kevin Shaw SMARTS & PARTS 17 | Tech Talk Keeping an eye on the false alarms ball. By Bob Dolph 18 | Fire Side Chat Essen show provides glimpse into your solutions future. By Shane Clary 19 | Security Science Recognizing the potentially lifesaving concepts of ASET and RSET. By Jeffrey Zwirn View extended versions of SSI columns online at securitysales.com/columns 2 Security Sales & Integration FEBRUARY 2023 securitysales.com 26 50 | Integrators Rethink Entrance Solutions New workplace dynamics, as well as a variety of other factors, are driving the disposition and demand for security entrances, authentication and access control throughout end-user facilities. Here's how integrators can take advantage of these opportunities and provide peace of mind while reaping RMR. By Zac Ellet 54 | How Big Data Helps Bag Bigger Game Every sensor installed at a customer site is a source of information - from badge swipes in access control systems to video streams in intrusion systems. Learn how purposeful data collection can reap rewards for your clients. By Charles Pitman February 2023 Vol. 45 | No. 2 EXECUTIVE DECISIONS 58 | Monitoring Matters Bettering yourself through associations. By Morgan Hertel 59 | Business Fitness Being smart about your supplier strategies By Paul Boucherle 60 | Legal Briefing Is " a chip off the ol' block " a good thing? By Ken Kirschenbaum 60http://www.securitysales.com/columns http://www.securitysales.com