By; Ryan Makovsky, Managing Editor of Syncomm Management Group
In 2024, we rolled out some new features in our magazines, most notably, the inclusion of the Top Right Drawer feature article. The monthly insights from these front-page articles contained valuable, dynamic perspectives from a collection of high-level individuals within the Electronic and Physical Security industries. Some of the authors are in, or entering, the prime of their careers. Others are retired and offer a global perspective of the distinct changes the industry has seen over several decades. The common theme between them all is that each have seen more than a thing or two in their journey to becoming a difference making influences in our industry.
For December, we are re-visiting the previous eleven Top Right Drawer articles from 2024, highlighting excerpts of each which most dynamically deliver the author’s messages.
If you missed any of the Top Right Drawer articles over the course of the year, this is a great way to get the cliff’s notes of what you missed.
Without question, all of these articles are worth a 2nd read. With that said, I encourage you to go back and re-read these condensed articles from earlier this year. You just might pick-up on something you missed from before.
I am looking forward to what’s to come in 2025, as we already have a handful of TRD authors lined up, ready to share their valuable insight with you and hopefully give you something to take away which will help you in your professional and/or personal life.
Cheers to a great 2024 and a wishing a prosperous 2025.
NOVEMBER 2024
Take the Risk: Expand Your Portfolio Internationally
By: Larry Tracy, President, Mission Protection Systems
Larry Tracy began his journey in the security industry in 1968 as service manager for ADT. Over the next five plus decades, Larry has served as President for Solfan, C&K Systems, Detection Systems, Radionics, Ademco Sensor Company, and Aleph America. He has pioneered and patented technology during his time with Solfan and C&K Systems which is still commonly used in today’s security marketplace. Among Larry’s many accomplishments in the industry was his induction into the SS&I Hall of Fame in 2008.
…One Friday afternoon, I walked into the office of the President of Solfan and explained to him that we were getting quite the number of international inquires and it may be worthy to consider hiring someone to go develop this potentially emerging opportunity. After being brushed off, he showed back up in my office the next Monday morning and said, paraphrasing, “So about what we were talking about Friday afternoon. I have a great idea. We will hire someone to move into your current role and you go do it.”
That conversation happened in 1976, less than 10 years into what has turned out to be over 50 years in this great industry. Little could I have known at that time the drastic change in trajectory it would take my career. With autonomy to decide where I should start this new enterprise into unknown territory, I decided the best thing to do was go to the biggest English-speaking country I could find. Not too much time after, I showed up in England and called the highest official of every security company I could find to introduce myself.
To my genuine surprise, many agreed to meet with me to present what I had to offer, including the head of the largest security alarm company in the United Kingdom. Of course, it helped he was originally from Canada, a fellow North American, which was to explain why he was by far the most interested. After our meeting, it was not long after that we started shipping hundreds of motion sensors to them. After a couple of years of hard charging the English market and expanding my network to other countries, I was responsible for the growth of Solfan’s international business contributing to 50% of the company’s overall sales. Of course, Solfan went bankrupt during this time (another story) but by then I understood what it took to sell outside the United States…
…I have had the long privilege of building some of the biggest manufacturers and now a good-sized alarm company along-side many great people. I have performed security work in seventy-nine countries and have many great friends and former managers around the world. If there is opportunity for you to grow your business portfolio abroad, do not let your fears of the risk involved get in the way.
OCTOBER 2024
You Can’t Beat the Security Industry. Spread the Word!
By Audrey Pierson, Audrey Pierson Consulting
Audrey is a 35-year veteran of the electronic security industry who advises, trains, and coaches security sales teams and alarm dealers to achieve success. Her Security Sales Academy delivers online training and live coaching to participants to expand their skills, gain self-confidence, and increase sales. Audrey can be reached at www.audreypierson.com, 831-277-7447, or [email protected]
As I work with alarm dealers and integrators across the country, one challenge consistently stands out: finding qualified technicians and salespeople. Our industry doesn’t have the same visibility as many other trades, and people often enter the security field by accident. This needs to change…
…After selling our company in 2005, I remained committed to training security salespeople and helping alarm companies grow. The security industry has invariably become my passion. We are fortunate to play a vital role in protecting lives, properties, and critical infrastructure. It’s not just about the technology or products we offer—it’s about the peace of mind and security we provide.
Now, it’s up to us, as industry veterans, to ensure that the next generation understands the value of the electronic security industry. Without greater awareness, we will struggle to attract the best talent. We need to actively promote this industry to young people, helping them see the potential for a fulfilling an impactful career. Over the course of my own career, I have developed a greater understanding of what can make this industry universally attractive to a young professional or student looking to establish a career path…
…One of the most fulfilling aspects of working in the security industry is the sense of responsibility that comes with knowing our work makes a real difference. Every system we install, every upgrade we implement, helps keep people safe. We don’t just sell products or services—we provide safety and peace of mind. The knowledge that we’re protecting families, businesses, and communities is deeply rewarding.
Every day, we in the security industry contribute to a safer world. We are indeed fortunate to be part of such a vital and impactful field.
SEPTEMBER 2024
Establishing Decades of Growth Through Adaptation and Innovation
By: Alan Forman, President, Altronix Corp.
Alan Forman is cofounder and president of Altronix Corporation, a global leader in power and data transmission solutions for the professional security industry. Alan was inducted into the Security Sales & Integration Hall of Fame in 2008, and received the prestigious George R. Lippert Memorial Award from the Security Industry Association in 2013. Alan has also been recognized for his philanthropy, notably by receiving the first Mission 500 Humanitarian Award in 2010 for his charitable initiative aimed at improving the lives of children. He has served on numerous boards, and through Altronix, supports a myriad of industry organizations including but not limited to ASIS, SIA ,ESA, TMA, AIEF, and NFPA.
…In order to accelerate market share and exposure, I made the decision from day one to offer our products exclusively through our industry’s distribution channel. Our network of reseller partners has continued to expand over the years both domestically and internationally…
…As time went on, other manufacturers within our industry began calling on Altronix to design and manufacture custom products that complement their catalogue. We then began offering configured solutions for specific applications to help our dealer and integration partners increase efficiency, saving time and labor which ultimately contributes to their bottom line.
After 40 years of growth and success in the industry, we still have the mindset of a startup company – always looking to stay ahead of the curve and instill confidence with our global network of customers and technology partners…
…Altronix remains relevant to the industry by continually addressing existing and emerging challenges of our customers and technology partners. To meet the increasing global demand for our products, Altronix heavily invests in infrastructure and manufacturing processes…
…New system technologies are increasingly reliant on intelligent software and devices that bring intelligence to the edge. This is helping to expand the scope and physical coverage capabilities of advanced security and surveillance systems comprised of many different types of conventional and new IoT devices that provide intelligence for the enterprise…
…The security industry is strong and will continue to grow to address new and evolving threats to our safety and security, and become more proactive in nature to help detect and prevent events. Once again, power and data distribution solutions provide the foundation for these systems and their ability to scale and be implemented on any infrastructure over greater distances.
AUGUST 2024
Make Sales Part Of Your Company’s DNA
by: Kevin O’Connor
Kevin O’Connor spent 39 years in the security and life safety industry, primarily in sales and sales management with industry leaders in both the dealer and manufacturing segments. He spent almost 20 years with Ademco/Honeywell in sales and management roles, notably as President of the First Alert Professional Dealer Program and Vice President of Global Sales for Honeywell Security. After leaving Honeywell, he worked in the personal emergency response system (PERS) market as President of Logicmark for 10 years until his retirement in 2021. He is currently a full-time grandpa and enjoys spending time with his grandkids, doing volunteer work and stays connected to the industry on a limited basis as a consultant and advisor to security and PERS companies.
…In the security and life safety industry there are many organizations who adequately place importance of a sales philosophy being part of every department. Unfortunately, there are also some which still view sales and their salespeople as a necessary evil. The industry has continued to change and evolve over the years, but the most successful companies are the ones that value and invest in their people to ensure that everyone is engaged in both sales and supporting the customer. If you look at your company, are your people the best at representing your mission, values and culture to prospective and existing customers? If you can’t immediately answer yes, then it’s important to look at the following:
- Do you have the right people?
- Do your people have the tools and resources they need?
- Is leadership focused and engaged in creating a sales/customer focused culture?
- Does your culture reward excellence or tolerate mediocrity?
- Do you invest in making your people better?
If you don’t have the right people, it’s important that you be honest and have a plan to put the right people in place.
You may already have individuals in your organization that could move into a new role or take on new responsibilities and provide an immediate upgrade…
Always make sure that you are providing your team with the tools and resources that they need to represent themselves and your company in the best way possible…
Whether a small business or a large corporation, leadership sets the tone for an entire organization…Make sure that you are creating leaders across your organization (not just in sales) and success will follow…
Rewarding excellence is so important in any organization and the companies that do it well and consistently are so much more successful than those that do not…
Invest in your people and help them continue to improve and grow with your organization. Provide them with the training and support they need to get better and build confidence in their ability…
JULY 2024
Self-Actualizing Your David Vs. Goliath Story
By: Mark Haney
CEO, HaneyBiz
Mark Haney is the CEO for HaneyBiz and Founder of the Growth Factory, an investment platform designed to help entrepreneurs by providing one-stop access to capital, expertise, and a strong community. He has founded or funded a portfolio of 50+ companies across various industries including new media, tech, consumer products, real estate, construction, transportation, distribution, and security, notably as President of Northern Video. Mark is also the host of The Mark Haney Show podcast and radio program.
..It was mostly during this time (formative years) that I learned we must constantly innovate and think differently to gain an edge…Each step of the way I have discovered the key to slaying giants lies in leveraging our unique strengths and finding creative ways to outsmart the competition. Just like pregame rituals in sports, where I’d tighten my chin strap as the high school quarterback and feel the chills of the Rocky theme song, our morning routines prime us for peak performance. We can’t expect to crush it if we start the day groggy and reactive. But when we bookend our days intentionally, envisioning who we want to be and reflecting on meaningful progress, we stack up daily wins and build unstoppable momentum…
…Betting on ourselves consistently is the surest path to success. As with all truly worthwhile endeavors, the entrepreneurial journey demands courage, resilience, and stick-to-itiveness. We need a willingness to keep showing up and iterating no matter what setbacks come our way…
… To attract, retain and inspire the right people, there are three critical questions to get right.
- How compelling is our vision?
- Whaddya’ gonna’ do with what you got?
- What’s your commitment level?
I implore you to tap into your imagination and obsess on these questions.
By crafting a vision that resonates deeply with others, strategically allocating our resources and talents, and bringing an infectious level of dedication to our pursuits, we magnetize people to our cause…
…Advantages are everywhere but it takes courage and initiative to seize them. By setting aside sacred time to cultivate our grandest vision, leveraging our unique assets with laser focus, and bringing unwavering commitment to our craft, we summon the greatness within us.
Dream audaciously. Believe in your capacity to shape reality. Carve out time daily to nurture your vision and be your best. Assemble your dream team and cherish those who uplift you. And above all, never stop betting on yourself. With imagination, inspired action, and indomitable will, you’ll slay the Goliaths in your path and build a life that defies all expectations. Your grit and creativity are the slingshots that will catapult you to legendary success, so step boldly into your greatness. Advantages are everywhere. It’s your responsibility to seize them.
JUNE 2024
Mastering the Ever-Evolving Security Industry Landscape
By: Anita Brunet, Wesco
Vice President of Sales, N.A Branch Security & Locking Solutions, Wesco
Anita Brunet is the Vice President of Sales, North America Branch Security & Locking Solutions for Wesco. She is a past president of CANASA (Canadian Security Association) where she still serves on their board of directors. Anita also was recently named to SIA’s Women in Security Forum’s Power 100 in recognition of her leadership and impact in the global security industry.
…The shift towards sophisticated technologies (into today’s security devices) requires integrators to adapt and learn. Understanding cybersecurity assessments, cloud-based solutions and new installation practices are quickly becoming fundamental skills necessary to navigate the industry’s evolution.
The sector faces significant labor challenges, including a shortage of skilled workers and an aging workforce, alongside a gap in attracting younger talent. These challenges can lead to project delays and may prevent businesses from seizing new opportunities. As a result, integrators often need to find innovative ways to leverage their existing workforce effectively.
For integrators to successfully manage these challenges and thrive in a transforming landscape, strategic planning and continuous learning are key. Engaging with educational programs, staying ahead of technological trends and maintaining agile operational strategies are crucial. From my experience, thriving in this dynamic field isn’t just about having the answers but about fostering a culture of quick adaptation and continuous education. It’s about making informed decisions that align with both current capabilities and future growth objectives.
Looking ahead, the evolution of AI and other technological innovations hold promising potential for the expansion of the security industry. Additionally, the shift to as-a-service business models allows integrators to both deepen relationships with their customers, and leverage possibilities for recurring revenue. For those ready to embrace these changes, the future is ripe with opportunities for growth, innovation and the redefinition of traditional security boundaries…
MAY 2024
The Power of Expansion through Acquisition
By: Kelly Bond, Davis Mergers & Acquisitions
Kelly Bond brings over twenty-five years of industry experience to her clients. Newly inducted into the Security Sales and Integration Hall of Fame in 2024 at ISC West, she currently serves as Partner with Davis Mergers and Acquisitions Group, representing buyers and sellers of Alarm and Integration companies. [email protected].
In the dynamic landscape of our security industry, growth is not just a goal; it’s a necessity for survival and success. For companies seeking rapid expansion and market dominance, organic growth may not always be sufficient. Many business owners are looking to strategic acquisitions as a platform to build value rather than starting a business from scratch or relying solely on creating new individual opportunities. Growing through acquisition is not merely about increasing revenue streams; it’s a comprehensive strategy that can reshape market positioning, enhance capabilities, and unlock new opportunities.
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Successful growth through acquisition requires careful planning and execution. Identifying the right target companies that align with strategic objectives is paramount. Desirable target company traits: revenue, culture, products, etc. may be very similar to what the acquiring business already possesses. A significant part of the acquisition process is conducting thorough due diligence to assess financial health, operational efficiency, and cultural compatibility of potential acquisition targets…
…One of the primary benefits of growth through acquisition is the ability to swiftly penetrate new markets. Instead of spending years building brand presence from scratch, acquiring an established player allows companies to instantly gain access to an existing reputation, new customer bases, and specific geographical regions.
…Growing through acquisition is a strategic necessity for companies aspiring to expand rapidly and secure a competitive edge in today’s dynamic business environment. By leveraging acquisitions to penetrate new markets, diversify offerings, and acquire talent, companies can unlock new avenues for growth and create value for stakeholders. Success hinges on meticulous planning, diligent execution, and a commitment to seamless integration. When executed thoughtfully, acquisitions can propel companies to new heights and pave the way for sustained success in the long run.
APRIL 2024
Learn, Lead, Give Back and Have a Good Time Doing It.
By: Morgan Hertel, Rapid Response Monitoring Services
Morgan Hertel is the VP of Technology and Innovation at Rapid Response Monitoring Service. Morgan also currently serves as the President for The Monitoring Association. Beginning his time in the Security and Monitoring industries over 40 years ago, Morgan has also served in advisory roles for litigation, mergers and acquisitions, and litigation initiatives for over 20 years. Originally from Southern California, Morgan now calls Central New York his home.
After some time off, one of the best mentors in my life reached out because he was buying me an airline ticket, offering a position which would provide me unlimited resources. He also said by taking this position that everything I had done in the last thirty years was just preparation for what was coming. So off to Syracuse, NY I went to join the team at Rapid Response Monitoring, which I am still proud to be part of today serving as the Vice President of Technology and Innovation. RRMS is now the largest wholesale monitoring operation in the world with millions of connections all across the globe. I can’t even begin to tell you how much I have grown with Jeff Atkins and Russ MacDonnell as mentors. These two men are the best of the best and never miss an opportunity to help you grow and learn, which is something I try to do every day.
So what can you take from my experience? I can think of a few.
The first: if I can do it, so can you. The key is you have to want it and have to work for it. Success isn’t going to plant itself in your living room and start growing. Get off your butt and make it happen.
The second: if you are a business owner or in a management position and want your staff to grow, you have to take on the leadership role and mentor your people. They can’t grow the way you want them to unless you take the responsibility to do that. Find the people that are willing to learn and those are your next leaders and managers.
Third and the most importantly: you have to give back to the industry you work in, the community you live in, and world you exist in. This can be monetary contributions, time, or both but without being generous you will not succeed in life.
I encourage all of you that are leaders in your organization to get involved with a servant leadership program. Read books and articles and take it seriously. That alone will make your personal and professional life easier…
MARCH 2024
Sustaining A Successful Security Business, 50 Years of Insight
By: Ben Cornett
Ben Cornett started his journey in the security industry in 1974 with Rollins Protective Service and rose to prominence where he began with Intellisense in 1990, later becoming Ademco where he served as President until 2000. After Ademco was acquired by Honeywell Global Security Group, he continued his role as President until 2011. After, Ben started Gentlemen 3, a private equity group acquiring several businesses including EZWatch and Logicmark. A member of the Security Sales & Integration Hall of Fame and recipient of Stanley C. Lott Award, Ben has made a significant footprint during his long-tenured service to the industry.
…The companies in this industry who have survived are certainly not close to being the same. The local Alarm Companies (usually family owned and operated) throughout the United States offered local monitoring through their own UL Listed Central Stations. I believed then, as I do today, that these companies are the backbone of the security industry. I have had the pleasure of visiting most of these companies and meeting multiple members of their families. These local companies all seem to have one thing in common: Their customers are valued as their most important asset. They also always do what they say they will do, when they said they would do it. Also notable to me was the employees are well trained and able to provide services that sets these companies apart.
..Through my experiences, I’ve identified what I believe are the biggest changes which have created the most growth opportunities.
- The acceptance of remote Central Stations eliminating the major cost of operating your own Central Station.
- Dealer Programs such as Protection One, ADT Authorized Dealer and Monitronics which have helped to solve the cash flow problem.
- The Summer Programs of mostly Utah-based companies with truly outstanding sales organizations.
- Internet based companies offering both do it yourself or professional installation.
Looking to the future I strongly believe the opportunities for growth are as good or better today than ever. While it is certain the Internet based companies will continue to enjoy excellent growth and be the cause of great concern and worry on the part of local companies, I see them as simply expanding the market for all.
The winners will be the companies with the best trained people who are not intimidated by competition and honestly believe they have the best option for their prospects.
FEBRUARY 2024
A Visionary’s Odyssey: A Journey Through the Smart Home Revolution
By: Tom Few, ( Smart )
Tom Few serves as President and CEO of (Smart), a provider of decentralized initiative and blockchai
technology allowing consumers their own data ownership. Tom previously served as the Vice President of Business
Development for Vivint, the largest Smart Home company in North America, where helped pioneer Vivint’s Solar
Business, Multifamily Business, Strategic Partner and reseller initiatives as well as its Smart Insurance Business.
Preceding his days at Vivint, Tom served as President of Meridian Business Solutions, Inc (largely M&A and consulting services) and Executive Vice President of Criticom International.
…In my newest venture at (Smart), a SaaS company, we have developed a new way to offer blockchain based solutions to empower consumers with their data through the Compass platform, which I believe to be a game changer. The Compass platform facilitates data aggregation, digital rewards including Crypto currency, and optimized outcomes for users participating in the iQue Blockchain.
From a dealer perspective, Compass will seamlessly integrate into their sales organization’s data source providing
a user-friendly dashboard for measuring and rewarding top performers, tracking key initiatives, and fostering healthy competition. An innovative feature of the Compass platform for the user is the ability to hold, spend, or take the rewards they earn to market. In short, (Smart) will leverage our team’s deep industry experience to focus on direct sales, call center sales and homeowners’ data.
As I reflect on the impact (Smart) will have via its blockchain based products, like Compass, it’s important to note what Blockchain is: a decentralized and transparent digital ledger that ensures the security, transparency, and traceability of transactions. At (Smart), we are leveraging this technology to ensure that reps are rewarded fairly, track performance via smart contracts, and enable sales rep to own their performance history.
Looking ahead, with the full launch of Compass to the market and plans to disrupt the solar lending space through innovative lending solutions, (Smart) has an exciting roadmap…
JANUARY 2024
AI Powered Mojo Transforming Safety and Security
By: Cory Linton, Mojo AI
Cory Linton is currently the CEO at Mojo AI and was previously the Chief Operating Officer at School Improvement Network. Prior to that, Cory was the Executive Communications Manager (WindowsServer Division) at Microsoft.
In today’s rapidly evolving world, we are just at the beginning of artificial intelligence (AI) transforming every aspect of our lives. While I do not believe that AI will replace workers, AI will help those workers more easily gather data, find fast answers to questions, and generate actionable insights to reduce risks.
To provide context of the unique abilities AI brings to the table in the arena of workplace incidents: My company’s signature product, Safety Mojo, gathers data through Conversational Forms, quickly finding answers to questions from large sets of documents and other information. The tangible effect for the employees of the company utilizing our software enables workers to simply speak into their phone naturally instead of filling out tedious forms when reporting an incident. Instead of going from field to field, the user simply explains what happens in their primary language. In turn, the AI software listens, pulls out the relevant information, fills out the form (translating from another language if necessary), and asks for what information is still needed. Imagine security personnel being able to simply speak into their phones and explain a situation instead of having to fill out dozens of tedious fields. This, and others like ours, provides a remarkable example of the accuracy and efficiency AI can offer…
…We are at the very beginning of the AI revolution, and I believe it will impact every aspect of our lives. It is very exciting to see this technology being implemented in real world situations, whether in today’s security products or in the way it has been leveraged in more efficiently and accurately the frontline reporting of security related incidents.
Source: snnonline.com