New Spin on Dealer Programs at ISC
Market leaders like Monitronics International, Brinkâ€™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 BONDINGFrom 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.
â€œThe purpose of being at ISC was to make people aware of our authorized dealer program,â€ which has several options, said Flagg,
â€œWe 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 â€“ all the old features and benefits,â€ 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 dealersâ€™ accounts and equipment supply.
REFURBISHED AND READYFor the first time at ISC, ADT took its dealer program out for a new spin in its ADT Champion Racing team.
â€œOver the last 18 months weâ€™ve made radical changes to our dealer program,â€ said Bill Barnes, ADTâ€™s vice president, dealer development. â€œWeâ€™re bouncing back into growth mode. Weâ€™re in the process of adding a portfolio of new products and services.â€
Barnes cited the Mobile Safety GPS product, the Companion Services program, simplified payouts, and consumer financing. â€œWeâ€™re more particular now who we want to partner with.â€
For dealers walking the show floor, all eyes were on the racing car. â€œThe authorized dealer is our customer, and weâ€™re the pit crew,â€ Barnes said.