Security Sales July 2021 - 6

Between Us Pros
scott.goldfine@emeraldexpo.com | @SSIeditor
People Higher Priority
Than Pandemic
" On top of
identifying new
technologies
to solve new
challenges,
we have also
introduced
new recruiting
programs to
address the
industry talent
shortage. "
- Dan Bresingham
▶ EVEN A PANDEMIC has scarcely shifted installing
security systems companies' decades-long
outcry for talented - or merely competent -
personnel recruits. Annually, as part of the process
of speaking with owners and operators of the electronic
security industry's best-run businesses to select
SSI's Installers of the Year for this special Best
of the Best Issue, I ask leadership to share their top
current challenges. You would expect contending
with the manifestations of COVID-19 to dominate,
and it does certainly continue to loom large
for these firms, but the thirst for people to fill open
positions remains seemingly unquenchable.
As the following selected comments demonstrate
(in company alphabetical order), keeping
up with technology and battling DIY are among
the other challenges confronting security business
leaders today. To deliver more takeaway value,
I also pick their brains for solutions.
Brandon Niles, Senior Director, Acadian Total
Security: First up for us is contending with the
economy in Louisiana. Due to hardships in the
oil and gas industry, we must diversify product
offerings and focus on educating our customers
on the necessity of having a security system and
what it can do for them.
Then there is the talent issue. We are drawing
on the knowledge and resources of our corporate
HR team, posting job openings on social media
and career websites such as Career Builder and
Monster, and offering current employees a referral
bonus for successful hires.
Thirdly is deploying a successful CRM. Keeping
up with leads and sales pipelines is a constant
struggle for our vast sales team. We are researching
and testing several CRM tools to see which
one best fits our needs.
Editor-in-Chief and
Associate Publisher Scott
Goldfine, an Industry Hall
of Famer, has spent 20+
years with SSI.
6
Dan Bresingham, Executive Vice President,
ADT Commercial: It goes without saying that
the COVID-19 pandemic is and will continue
to present challenges for the foreseeable future.
There are many aspects to this pandemic that
are constantly evolving, from the reopening of
nonessential businesses to businesses welcoming
Security Sales & Integration JULY 2021
back employees and guests in various capacities to
their facilities. As an essential provider of security
services, we are committed to delivering best-inclass
customer service and support that best fits
the unique needs of our customers as they adapt
to this new and next normal.
From electronic article surveillance, investment
in Percepta's ethical AI technology and elevated
skin temperature solutions to contact tracing and
social distancing software, our team of product
specialists are constantly researching, evaluating,
and verifying the effectiveness of new technologies
to assist our customers when they need us most.
On top of identifying new technologies to solve
new challenges, we have also introduced new recruiting
programs to address the industry talent
shortage. For us, consistently identifying ways in
which we can appeal to and hire top-level talent,
provide them with premier training opportunities
and retain them as lifelong employees for our organization
is absolutely critical to our success. We're
defined by our people - it's their expertise and
excellence that drives us forward. We're centered
on putting them first, continuing to invest in their
growth so that ADT Commercial will be well-positioned
to serve our customers - seeing them
through the crisis of this past year and well beyond.
Philip Gardner, President, B Safe Security:
B Safe's top three challenges are dealing with the
effects of COVID-19, building a knowledgeable
relationship with the B Safe Family and the DIY
security sector.
COVID-19 has been addressed by being upfront
and transparent with our clients. B Safe is
an essential business protecting a community in
tough times and maintain safety protocols. We
featured family tips and advice from the CDC in
a blog on our website and newsletter. This awareness
has allowed us to create plans and work with
our customers and community, creating an understanding
that fuels our approach to safe interaction
with our clients.
B Safe handles the issues of the DIY sector
through focusing on the human side of business
and building a knowledgeable relationship with
clients. Many people turn to DIY because they
don't want to deal with other people or businesses,
and thus miss out on the features of both a more
robust security system and guidance from industry
experts. From top to bottom, B Safe's security
specialists take pride in educating clients and ▶ ▶
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Security Sales July 2021

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