Security Sales & Integration February 2023 - 23

almost any size because they receive almost all
the installation and monitoring proceeds, upfront,
and the customer is responsible for paying
back the loan. Very importantly, there is
no recourse or chargeback if the customer fails
to pay off the loan. Clearly, within certain parameters,
consumer home improvement loans
are superior to bank loans or selling accounts
for most dealer working capital needs.
HANK GROFF, Founder
& Senior Advisor, Haxakain
For those companies
researching the opportunity
to leverage a funding
program to sell alarm
accounts, be aware of
these conditions before
moving forward:
▶ Does the funding
company require you to sell all of
your accounts? I encourage any alarm
company to maintain ownership of a
certain number of accounts. Only use a
dealer program as leverage for capital that
will allow you to grow your own internal
business. In some cases, there are companies
that have no desire to manage their
own accounts, so for that reason selling
all of your paper to a dealer program
would be a logical choice.
▶ Will the authorized dealer funding
program allow you to build your own
brand? That is an important question
you need to ask. Many of the major
companies do not want you to build
your brand even though they may say
that they encourage it. Make sure you
Not all manufacturers offer
dealer programs, so that may
influence supplier selection
decisions. For those that
do, integrators may want to
inquire about lead generation
and brand building as key
areas of assistance.
does the dealer program provide
exclusive access to new
and exciting products that
can open the door to a new
client base and add value to
the company as a whole? "
- Clint Choate, Snap One
▶ " A partner program
provides many benefits to a
dealer like access to specialized
training and up-to-date
marketing materials. In
addition, it also supplies the
dealer a certificate to present
to the end user, assuring that
the end user is working with
someone that is an authorized
partner. " - Tim Shen,
Dahua
" A dealer should get involved
with a dealer program to grow
their revenue and to build
a positive public reputation
by having access to a quality
24-hour central station to
monitor accounts. Do your
diligence and find a program
that has a great track record
in the industry; one who will
give you a platform that's easy
to integrate with your company's
operation, and who
can offer business-enriching
expertise and professional
guidance. " - Justin Demek,
Guardian Protection
" A dealer partner program
needs to bring tangible
value to both the dealer and
the end-user customer in
technology and support. It
should have all the elements
that set the dealer apart
from the competition with
a solution that's proven and
pre-engineered for complete
security in an easy-to-install
footprint. A partner program
should provide relevant data
and historical information
that the dealer can use to
keep the client confident
in the dealer's abilities and
stickier as a customer. Programs
need to be responsive
and consistently listen to
dealers in the field to identify
current needs and anticipate
future requirements or
changing market strategies.
It's a partnership in every
sense of the word. " - Greg
Ayres, iDter
" The initial vetting of a dealer
program is important. Does
the dealer program offer
responsive support and are
they accessible when you
need them? Can they help
you with job requirements
if you need specific capabilities
and changes? These
are important questions to
ask before you decide on a
dealer partnership program. "
- Mike Simon, Connected
Technologies
securitysales.com
FEBRUARY 2023 Security Sales & Integration 23
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Security Sales & Integration February 2023

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