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4 days / 32 sessions. Tactical Advice Shared.
Wednesday, June 7

Education Sessions

Wednesday Best-Practice Sharing Sessions – Presentation Slides for Download


8:15-9:30AM

  • Successful Ways to Onboard Staff
  • POTS Lines Are History – What You Need to Do Now
  • 5 Essential KPIs that Measure Your Success
  • The Business of Fire Alarms: How to Successfully Enter – Part 1
  • Commercial Sales Strategies and Applications that Drive Higher RMR
Successful Ways to Onboard Staff
Operations

Successful Ways to Onboard Staff

New employees need to be brought up to speed as quickly as possible.


This includes education on the industry product and service offerings,
processes and procedures, and an overview of company culture. This will enable them to be more productive, effective, and successful in meeting your customers’ expectations and company goals. Implementing a strong onboarding process is key to attracting and retaining employees, overcoming employee onboarding challenges, and delivering a better customer experience. 

When you take care of your team and treat them properly, they in turn will take care of your company. They’re the difference between profitability and bankruptcy. The best businesses in the world understand this concept and go above and beyond to properly onboard their staff so they can be as effective as possible, and stay at your company as long as possible. If you need to learn how to employee onboarding challenges, this Electronic Security Expo session is for you.

In this session, you’ll learn:

  • The main purpose of onboarding
  • Why it’s better to onboard before new hires have interactions with your customers
  • The benefits of building connections between new hires, management, and staff
  • The key elements to successful onboarding

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POTS Lines Are History – What You Need to Do Now
Operations

POTS Lines Are History – What You Need to Do Now

Plain Old Telephone Service technology is just that, plain and old.


With the endless technological advances today, many home and business phone services will need to be migrated away from POTS lines and replaced before it’s too late. Along with 3G technology, copper
based systems are going away faster than you think. However, the FCC order is not mandated and will be up to the individual carriers, which means the sunsetting process will be on their timetable and the pricing model could escalate to a much higher cost.

In this session, you’ll learn:

  • What carriers are doing with the FCC order 19-72A1
  • How the FCC order will benefit consumers and businesses
  • What the FCC order means for the security and life safety industry
  • How alarm companies and integrators can be best prepared to handle the transition away from POTS lines

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5 Essential KPIs that Measure Your Success
Management

5 Essential KPIs that Measure Your Success

Running your business as if you are selling it tomorrow is great advice, but what does it actually mean?

Key performance indicators are metrics that should be tied directly to your organization’s overall financial health, mission, and objectives. These measurable indicators help you evaluate the effectiveness of your company’s strategy and operations, identify weaknesses — and they provide a clearer picture of how you’re performing against goals. They can also measure the customer’s journey, help you raise capital for acquisitions or provide guidance on valuation when you decide to sell.

In this session you’ll learn:

  • The top KPIs that are relevant to your security business’ health
  • How to track and measure the current state of the business and its vulnerabilities
  • The importance of using this data to make more informed financial decisions, whether buying a company or selling yours

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The Business of Fire Alarms: How to Successfully Enter – Part 1
Management

The Business of Fire Alarms: How to Successfully Enter – Part 1

The industry’s principal goal is to provide safety, security, and peace of mind from the threat of fire.

Today’s state-of-the-art fire alarm technologies offer solutions that will set you apart from the competition. You will learn from industry experts, step-by-step, how to develop, market, operate, and support a fire and life-safety business. This is the fire alarm education session that you’ve been looking for, being designed specifically for those in the fire and life safety industry.

Entering a market is a very crucial moment for your business. Whether you’re starting in the fire alarm business or entering a new market, it takes planning and strategy to correctly start and create an effective revenue stream. This session’s instructor is highly specialized in this field, and you have the great opportunity to learn directly from a fire alarm business veteran.

In this session, you’ll learn:

  • Significant business and legal factors that you need to consider before entering
  • How to develop a fire and life-safety solution offering
  • The various fire alarm markets worth pursuing
  • How to market and sell the offering to existing and new clients
  • What people, processes, and procedures are needed to start offering fire alarm services

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Commercial Sales Strategies and Applications that Drive Higher RMR
Sales

Commercial Sales Strategies and Applications that Drive Higher RMR

The keys to driving higher commercial sales and RMR include delivering more value and features, as well as providing solutions that meet a need or remove an operational pain point.

As you deliver more value and solutions to your customers, your brand will become a trusted partner that will encourage prospects and customers to try new products and services. A collaborative sales approach that initiates a conversation with each end user to uncover their needs and desires is critical and will help you sell the right commercial solutions. By developing a program that promotes upselling and cross selling, higher RMR will follow.

In this session, you’ll learn:

  • The power of refreshing existing products and services, and offering complimentary solutions for your commercial clients
  • New technologies and services that generate higher RMR
  • Best practices on consultative selling

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Need Attendance Confirmation for CEU Credits?

Our ESA National Training School is Ready to Assist

EMAIL NOW

Late Morning Sessions

  • Top Ways to Improve Technician Recruitment and Retention
  • Understanding Recurring Revenue Financing in Today’s Climate (Was Current State of the Industry and What to Expect)
  • Monitoring Smart Tank – Next Gen Tech That Reduces False Alarm Dispatches and Attrition
  • The Business of Fire Alarms: Understanding Codes, Standards, and New Technologies – Part 2
  • Proven Sales Tips that Great Salespeople Practice
Top Ways to Improve Technician Recruitment and Retention
Operations

Top Ways to Improve Technician Recruitment and Retention

Finding and retaining qualified technicians is one of the industry’s top challenges.


Business growth is good, but not having the right number of technical staff to meet
increased demand creates many challenges for security professionals, such as: long delays for installations, poor service responsesless-than-ideal customer experiences, and a stressed staff.

 

In this session you’ll learn:

  • Where to look for technical staff that you may not have considered
  • The importance of having a competitive benefits package and solid career path
  • Why paying for ongoing training is essential for retaining your technicians– and how to implement training that incentivizes them
  • Why providing your technicians with the right physical and software tools helps them do their job the best way possible

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Understanding Recurring Revenue Financing in Today’s Climate (Was Current State of the Industry and What to Expect)
Management

Understanding Recurring Revenue Financing in Today’s Climate (Was Current State of the Industry and What to Expect)

Growing your business, organically or through acquisitions, can require a lot of capital. What is the right amount of capital, and what is the best way to raise that capital?

Whether debt, equity, or some combination of the two, you need to be able to communicate your company’s value to a lender or investor in very quantitative terms. This session builds on the earlier “Essential KPIs” session, and we’ll discuss how you take those KPI and build a compelling case for your company.

In this session, you’ll learn:

  • A framework to understand performance and value creation
  • What metrics are most important and what do they tell you
  • How to educate the lender
  • Understand the decision-making process of the lender
  • Importance of metrics in a lender’s credit decision
  • Prudent capital structure

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Monitoring Smart Tank – Next Gen Tech That Reduces False Alarm Dispatches and Attrition
Monitoring

Monitoring Smart Tank – Next Gen Tech That Reduces False Alarm Dispatches and Attrition

According to most monitoring centers, over 70% of phone calls go unanswered. Even in today’s modern world, many alarm companies still rely on telephone calls and emails to respond during alarm activations. Therefore, it’s critical that you have top-notch systems and processes in place to handle emergency situations, and that you be able to provide the same for your customers.  

John Loud, founder of LOUD Security and ESA’s current chairman, will be leading this dynamic, fast-paced session, facilitating some of the industry’s top monitoring center professionals as they present their “elevator pitches” to help you and your team improve communication and customer experience. This group of industry professionals are here to help you maximize all 24/7 monitoring operations effectively and profitably. 

The session will cover:  

  • How to implement the newest monitoring services to improve customer experience and reduce attrition rates, thereby generating your company more RMR.  
  • The most effective ways to connect with customers during an alarm.  
  • The latest monitoring apps and services available to deploy to your customers today.  
  • Various ways that monitoring centers’ automation software saves time and money.  

WE’RE SORRY! NO PRESENTATION SLIDES ARE AVAILABLE FOR THIS SESSION.

The Business of Fire Alarms: Understanding Codes, Standards, and New Technologies – Part 2
Operations

The Business of Fire Alarms: Understanding Codes, Standards, and New Technologies – Part 2

The installation, transmission of signals, and servicing of electronic fire alarm systems are critical processes that are governed under the Authority Having Jurisdiction (AHJ) on a national, state, and local level. As codes, technology and practices transform, it is imperative that dealers and integrators keep up with these changes, avoiding loss of profit — and more importantly, loss of property or even life.

 

In this session you’ll learn:
  • The difference between codes and standards
  • How to develop a fire and life-safety solution offering
  • New or updated codes that you need to know about
  • Next-gen fire alarm products and signal transmission technologies coming of age
  • Fire alarm best practices that keep you out of the red
  • The adoption of BDAs (bi-directional amplifiers) and Area of Refuge

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Proven Sales Tips that Great Salespeople Practice
Sales

Proven Sales Tips that Great Salespeople Practice

Top salespeople share some of the same patterns, habits, and characteristics that keep them consistently performing at the upper levels of the leaderboard.

They strive each year to remain on top, separating themselves from the rest of the sales pack. Great salespeople consistently practice specific types of behavior and habits.

In this session you’ll learn:

  • The habits, skills, and characteristics that contribute to high performing salespeople
  • Reasons that traditional sales activity isn’t as effective as it used to be
  • How to best engage, teach, and cultivate existing and potential high sales performers

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Midday Sessions

  • General Session Keynote: "The Bucket List Life” Create More Experiences, Share More Stories, and Live More Fulfilled!
General Session Keynote: "The Bucket List Life” Create More Experiences, Share More Stories, and Live More Fulfilled!
Mainstage

General Session Keynote: "The Bucket List Life”
Create More Experiences, Share More Stories, and Live More Fulfilled!

Kenyon Salo will show you how his three simple concepts of living “The Bucket List Life” will guide you to fulfillment on your life-long journey. During this highly energetic and engaging presentation, you will learn how to create phenomenal experiences, share powerful stories, and help others along the way. Elevate your life, both personally and professionally.

WE’RE SORRY! NO PRESENTATION SLIDES ARE AVAILABLE FOR THIS SESSION.

Need Attendance Confirmation for CEU Credits?

Our ESA National Training School is Ready to Assist

EMAIL NOW

Afternoon Sessions

  • The Essential Talent Acquisition and Retention Guide for the New Norm
  • How to Optimize the Ordering and Inventory Process
  • Practical Pre & Post M & A Lessons to Remember
  • The Business of Fire Alarms: Recurring Revenue Rain Maker – Part 3
  • The Rising Tide of Proptech in Multifamily
The Essential Talent Acquisition and Retention Guide for the New Norm
Management

The Essential Talent Acquisition and Retention Guide for the New Norm

Many employees are taking a new approach before committing to a new job. They would rather forgo the traditional workday for a more fluid schedule.

Candidates will seek companies that promote work/life balance, allowing a flexible schedule that provides them with the ability to take care of personal responsibilities. Managers will need to shift their attention away from the clock and measure employee success by output. This session is for those that are interesting in learning how to retain employees without money.

In this session, you’ll learn:

  • The real cost of employee turnover and how it affects your customers attrition
  • How to develop and implement a talent acquisition program for the new norm
  • How to cost-effectively incentivize top-tier talent to choose you over the competition
  • Where to find candidates
  • After they are hired, now what?
  • Why employee onboarding programs are essential to talent acquisition and retention

WE’RE SORRY! NO PRESENTATION SLIDES ARE AVAILABLE FOR THIS SESSION.

How to Optimize the Ordering and Inventory Process
Operations

How to Optimize the Ordering and Inventory Process

The pandemic exposed many vulnerabilities, causing worldwide shortages and installation challenges for security companies.

These equipment shortages caused revenues to be lower than anticipated — and major changes in the ordering and inventory processes. Whether there is a supply chain challenge or not, security companies need a proactive plan for ordering and inventory.

In this session you’ll learn:

  • What factors contribute to lower profitability and poor cash flow
  • Creative solutions to effectively manage ordering and inventory
  • How to accurately forecast inventory requirements

WE’RE SORRY! NO PRESENTATION SLIDES ARE AVAILABLE FOR THIS SESSION.

Practical Pre & Post M & A Lessons to Remember
Management

Practical Pre & Post M & A Lessons to Remember

Mergers and acquisitions are inherently complicated. The easy part is signing on the dotted line, while extracting value is a far more complex question.

Having a well-documented pre and post M&A plan will increase the success of the acquisition. Conversely, if there is no defined workflow that properly manages the process and expectations, failure will raise its ugly head.

In this session, you’ll learn:

  • The top pre-closing and post-closing red flags
  • The best pre-closing and post-closing lessons contribute to a successful outcome
  • Why the cultural factor should not be underestimated in the due diligence process

WE’RE SORRY! NO PRESENTATION SLIDES ARE AVAILABLE FOR THIS SESSION.

The Business of Fire Alarms: Recurring Revenue Rain Maker – Part 3
Sales

The Business of Fire Alarms: Recurring Revenue Rain Maker – Part 3

Significant recurring revenue streams are generated from monitoring, inspections, and maintenance service contracts.

With newer codes, updated technology, and cellular signal transmission, RMR gains even more traction as these new opportunities are adopted.

In this session, you’ll learn:

  • The importance of designing and selling a comprehensive post-installation program
  • What people, processes, and procedures are needed to service and maintain fire alarm installations
  • Best practices in delivering these types of services in the field and from the office
  • The potential partnerships you should consider that increase your RMR opportunity

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The Rising Tide of Proptech in Multifamily
Sales

The Rising Tide of Proptech in Multifamily

Proptech (property technology) is taking multifamily (apartments/condos) to a new level. Proptech provides a more thoughtful future for building owners, managers, and residents.

Essentially, it’s changing the customer experience as it relates to security, comfort, and convenience, while providing owners and managers with a more streamlined operation and hyper-personalized resident experience.

In this session you’ll learn:

  • Why Proptech is changing the way building owners operate multifamily properties
  • The primary drivers, implementations, and services that resonate with building owners and residents
  • How security companies can best position themselves in multifamily Proptech
  • The economic and operational advantages and challenges of Proptech

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Need Attendance Confirmation for CEU Credits?

Our ESA National Training School is Ready to Assist

EMAIL NOW