Security Sales & Integration July 2022 - 31

We tell people from day one that we're not hiring
for a job we're hiring for a career. We have
an engaging culture and people who walk in for
interviews say they can feel it. We do a lot of
things for employees. We promote from within.
We have a family culture and a family feel.
How would you describe the UAS value
proposition?
Elkins: Our guiding principle at UAS has always
been integrity. First and foremost, we understand
the business that we're in. People, customers
are entrusting us to protect their assets,
the lives of their employees, the lives of their
customers. Then there are considerable assets
and we take that very, very seriously. It is easy on
a day-to-day basis to forget that because we're in
the weeds of doing the actual job. We have to
step back every now and again and understand
that our monitoring center is dealing with holdup
alarms and fire alarms. These events happen
in real-time, where people's lives are at risk.
Without having that level of integrity, without
having our customers trust and believe in us, I
don't believe we'd be nearly as effective.
Christopher McGurk: I'd say because we have
the primary four product offerings and the
ability to install service, monitor and support
those nationwide and in Canada from one facility
where it's centrally managed. That is a
big motivator for a lot of our customers who
previously had disjointed products and vendor
relationships and were motivated to consolidate
those and to have one product in all their facilities.
They seek to have some commonality,
some consistency, with one vendor to interact
with no matter where their offices are.
The technology, while it's very good and
somewhat unique and tailored to the particular
vertical, in and of itself is not typically the primary
motivator. It's the relationship, the management
of the account and our ability to get to
wherever their offices or facilities are regardless
of how rural or out of the way they may be.
In this industry, the common denominator
is typically a camera system where you can find
the video if you need it and an alarm system
that will go off if someone gets into a facility.
A lot of our success has come from obviously
doing that, but a lot more. We understand customer
well enough to be able to go back to our
manufacturers and have them customize the
product offering to meet those needs.
securitysales.com
As a quick example, large multiunit restaurant
chains are very particular about their backdoors
staying shut and not opening after certain
hours. We found that was not being monitored
in any way. Our ability to alert them to backdoor
openings is a huge feature, but that's just
the tip of the iceberg when you look at the verticals
and customers we serve.
Moving forward, what should observers
expect to see from UAS within its new,
larger foundation? More marketing,
more M&A, pushes into new verticals?
Elkins: We will continue to strive to be growth
leaders in this industry and will do so through
all the things you mentioned. Not only through
marketing, not only through the possibility of
acquisition, but the acquisition of talent, of
new systems and services that ultimately will
help us better serve our customers. That will be
our mission throughout 2022 and beyond.
In honor of the 50-year milestone, what
We're like
'Cheers,' where
everybody knows
your name. We
have an amazing
culture.
- Michelle May,
HR Director, UAS
is the most valuable lesson UAS has
learned in a half-century?
Elkins: That nothing should ever be taken
for granted. The pandemic taught us that and
when you reflect on the past 50 years, customers
can come and go over time for uncontrollable
reasons. We must make sure we value one
another, support one another and collectively
work to make sure our customers feel the same
way. This industry grew and clipped along for
many, many years being rather predictable.
This is one of the least predictable times in our
space and we don't take any of the services we
provide for granted. We need to be there for
our customers every day in an urgent manner
while also keeping an eye on the future to ensure
our systems and services meet their needs.
Not just today, but tomorrow, next week, next
month, next year and for the next decade. SSI
" We do a lot of things for
employees. We promote
from within. We have a family
culture and a family feel, "
says UAS Human Resources
Director Michelle May.
VIDEO & MORE ONLINE!
Hear and see more about UAS
at securitysales.com/uas2022.
JULY 2022 Security Sales & Integration
31
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Security Sales & Integration July 2022

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