ISC Expo in Las Vegas attracted a record crowd of vendors showing not only the latest in security technology, but also the latest in dealer programs. Elements on display to attract authorized dealers included sales leads, installation revenue, monitoring services, financing, and/or equipment pricing. Noteworthy too for independents visiting ISC Expo was the advantage of national branding and special technology.

Market leaders like Monitronics International, Brink’s Home Security, and ADT Security Services were a few of the well-known names in Las Vegas, as well as a new company with a familiar name, National Guardian.

OPTIONS FOR BONDING

From 1980-1995 National Guardian included traditional branch offices in major cities, plus a central station and dealer program run from Minneapolis. Now it is a new company focused on national accounts and monitoring services from Richardson, TX and Danbury, CT. The new company picked up late last year the company name that George V. Flagg piloted for 10 years before its sale by Laidlaw to Ameritech. Now commercial customers with multiple locations are the target and independent dealers are the installers.

“The purpose of being at ISC was to make people aware of our authorized dealer program,” which has several options, said Flagg,

“We thought there would be a stronger bond if they would like us to monitor their accounts, offer purchasing discounts on products, offer our marketing literature and offer our name – all the old features and benefits,” Flagg said. "The National Guardian name especially is an advantage in communities where there might be a good recollection of our name."

Unlike the old dealer program, said Flagg, there will be no overlap of territories, because there are no branch offices handling sales or installation. Authorized dealers have access to resources at headquarters like NICET Level 4 fire system planning, technical support and IT expertise. In addition to national account revenue, National Guardian gains revenue from monitoring dealers’ accounts and equipment supply.

REFURBISHED AND READY

For the first time at ISC, ADT took its dealer program out for a new spin in its ADT Champion Racing team.

“Over the last 18 months we’ve made radical changes to our dealer program,” said Bill Barnes, ADT’s vice president, dealer development. “We’re bouncing back into growth mode. We’re in the process of adding a portfolio of new products and services.”

Barnes cited the Mobile Safety GPS product, the Companion Services program, simplified payouts, and consumer financing. “We’re more particular now who we want to partner with.”

For dealers walking the show floor, all eyes were on the racing car. “The authorized dealer is our customer, and we’re the pit crew,” Barnes said.