Security Sales & Integration March 2023 - 2

Contents
March 2023
Vol. 45 | No. 3
The Hall of Fame Issue
FEATURES
28 | Six Signify Security Success
Six Sigma is synonymous with high-level
functioning, a quest for excellence shared by
COVER STORY
those earning a place in the SSI Industry Hall of Fame. Discover
the who, what, how and why of this year's six honorees.
By Scott Goldfi ne
44 | The Sweet Sciens of Security
Heavyweight contender Sciens Building Solutions is skillfully
bobbing, weaving, jabbing, and looking to score a knockout
blow in the security & fi re/life-safety arena. Step into the ring
and fi nd out how company leadership is prowling the industry
with the eye of the tiger. By Scott Goldfi ne
52 | Making Sure MDUs Think of You
Commercial and residential multidwelling buildings represent
vast opportunities for security solutions sales and service.
Here's what you need to know and do. By Erin Harrington
HALL FAME
INDUSTRY
OF
28
56 | Adding License Recognition
to Your Portfolio Plate
As automatic license plate capture becomes more reliable,
aff ordable and mainstream, myriad applications and integrator
opportunities are coming to light. Discover how to deploy a
seamless solution that delivers high customer value.
By Paul Garms
44
SMARTS & PARTS
26 | Tech Talk
The importance of providing fl ood and
water damage protection. By Bob Dolph
27 | Fire Side Chat
Is NICET still relevant for multiple
aspects of fi re protection, detection and
suppression? By Shane Clary
60 | Winery Taps Into Supplier's
Stock of Connected Solutions
Addition of Luma surveillance cameras, Araknis networking
devices, WattBox battery backup and OvrC remote monitoring
create an entertaining, effi cient and secure environment at
Stoney J's Farm Winery. Learn how local dealer RMS Installs
uncorked the right vintage of gear. By the Editors of SSI
EXECUTIVE DECISIONS
62 | Legal Briefi ng
How to set realistic expectations when selling
your accounts. By Ken Kirschenbaum
64 | Big Idea
Prioritizing family as part of a busy business life.
By Ron Davis
66 | Monitoring Matters
How new services and platforms are gaining
momentum. By Peter Giacalone
View extended versions of SSI columns
online at securitysales.com/columns
2
67 | Business Fitness
Suppliers need to consider how to market new
products in today's ecosystem. By Paul Boucherle
Security Sales & Integration MARCH 2023
securitysales.com
52
2023
CHALERMPHON/STOCK.ADOBE.COM
BILLIONPHOTOS.COM/STOCK.ADOBE.COM

http://www.BILLIONPHOTOS.COM/STOCK.ADOBE.COM http://www.securitysales.com/columns http://www.securitysales.com

Security Sales & Integration March 2023

Table of Contents for the Digital Edition of Security Sales & Integration March 2023

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Security Sales & Integration March 2023 - Bellyband2
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Security Sales & Integration March 2023 - Cover3
Security Sales & Integration March 2023 - Cover4
https://www.nxtbook.com/emerald/securitysales/august_2023
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https://www.nxtbook.com/emerald/securitysales/april_2023
https://www.nxtbook.com/emerald/securitysales/march_2023
https://www.nxtbook.com/emerald/securitysales/february_2023
https://www.nxtbook.com/emerald/securitysales/january_2023
https://www.nxtbook.com/emerald/securitysales/december_2022
https://www.nxtbook.com/emerald/securitysales/november_2022
https://www.nxtbook.com/emerald/securitysales/october_2022
https://www.nxtbook.com/emerald/securitysales/september_2022
https://www.nxtbook.com/emerald/securitysales/august_2022
https://www.nxtbook.com/emerald/securitysales/july_2022
https://www.nxtbook.com/emerald/securitysales/june_2022
https://www.nxtbook.com/emerald/securitysales/may_2022
https://www.nxtbook.com/emerald/securitysales/april_2022
https://www.nxtbook.com/emerald/securitysales/march_2022
https://www.nxtbook.com/emerald/securitysales/february_2022
https://www.nxtbook.com/emerald/securitysales/january_2022
https://www.nxtbook.com/emerald/securitysales/december_2021
https://www.nxtbook.com/emerald/securitysales/november_2021
https://www.nxtbook.com/emerald/securitysales/october_2021
https://www.nxtbook.com/emerald/securitysales/september_2021
https://www.nxtbook.com/emerald/securitysales/august_2021
https://www.nxtbook.com/emerald/securitysales/july_2021
https://www.nxtbook.com/emerald/securitysales/june_2021
https://www.nxtbook.com/emerald/securitysales/may_2021
https://www.nxtbook.com/emerald/securitysales/apr_2021
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