It's an exciting time to be an entrepreneur in the electronic security industry! Last month SDM reported, in its 2004 Forecast Study ("More Optimism than Caution," Jan. 2004, p. 36; and on this site) that dealers and integrators are more optimistic this year than last about their prospects for better sales and revenue. With capital spending by businesses seemingly growing, dealers and integrators will be sure to snatch a portion of the dollars that are now gently flowing for security improvements. But, they also admit competition will be tougher, and it will become more complicated to distinguish yourself from your competitors.
From one end of the market to the other, security is largely a referral business. One of the best ways to stand out from the crowd is through the competence of your technical and design teams. A highly trained and well-led team will lead your company to not only more sales, but optimal profits, too.