â€œNow that weâ€™re at the front end of the planning cycle, weâ€™re attracting new competition. Thatâ€™s just the way business works.â€
Over the last two years, the entry of more IT integrators, electrical contractors, structured cable installers, and other contractors has increased pressure for quality and service, Bozeman said.
â€œBusiness now is good and getting better. Margins have dropped, but have stabilized,â€ he said. Still, â€œyou have to sell a lot more competitively than you did a few years ago. Keeping up with technology is a challenge. Competition is fierce out there at this point. Find a way to cope.â€
For Michael May at Videominex, the way to compete and win is clear: â€œYouâ€™ve got to have one great concept you can deliver to the marketplace.â€ The company has extended the use of remote video beyond security, using proprietary software and highly trained employees at the monitoring center.
â€œRemote can be turned into information people are willing to pay for,â€ May said.
A common use of video, for example in a retail setting, is to confirm that the store is free of crime and its employees and customers are safe and secure. Videominex enhances the video monitoring to provide management with data on customer count or store conditions.
â€œEvery time a signal comes in, itâ€™s a transaction that means more revenue,â€ May said.