Blog Posts

Electronic Security Expo

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December 13, 2024 ESX
MANAGEMENT

RMR Blueprint: Tactics for Growth, Opportunity, and Stability

For business owners and C-suite executives, increasing RMR is crucial for sustained growth and profitability.

This session will provide actionable strategies to maximize RMR with practical approaches to enhance your revenue streams. We will cover techniques to improve your service and product offerings, optimize pricing models, and strengthen customer relationships to boost RMR rates. Learn how to unlock the full potential of your RMR to drive long-term financial success.

The ESA team is excited to see you at this session in 2025.


In this session, you’ll learn:


Strategies to boost RMR with repeatable methods.


How to launch new offerings that complement existing services to drive additional RMR.


Approaches for implementing Incremental pricing adjustments for sustained revenue growth without losing customers.


Cross-selling and upselling techniques to enhance value with reliable RMR.


An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

REGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.

See all CEU credits available for attending ESX 2025 education sessions. MORE

THIS COURSE IS ELIGIBLE FOR CEU CREDITS

ESX EDUCATION TRACK

Management

Learn to implement and manage key performance indicators that help to streamline processes and improve top and bottom-line results. Find ways to build a strong culture that helps you drive transformational leadership and change throughout the organization. Examine emerging trends and leading-edge technologies that will excite your customers’ changing demands and open new markets to evolve your business.

Presenters:

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Jeremy Bates

President
Bates Security
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Melissa Brinkman

CEO
Custom Alarm
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John Loud

President
LOUD Security System, Inc.
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Scott Elkins (Moderator)

CEO
Zeus Fire and Security

Sponsored by:

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December 13, 2024 ESX
OPERATIONS

Optimizing Uptime: Best Practices for Effective Fire Alarm System Maintenance

Effective maintenance is key for ensuring the reliability and longevity of fire alarm systems, and it can also drive RMR.

This session will cover best practices for routine maintenance, including inspection schedules, testing procedures, and component replacements. We will address common challenges such as troubleshooting faults, managing false alarms, and complying with safety regulations. Participants will learn strategies for implementing a proactive maintenance plan, utilizing technology for monitoring and diagnostics, and enhancing service efficiency. Additionally, discover how to leverage maintenance agreements to boost RMR, minimize downtime, and improve overall system performance.

The ESA team is excited to see you at this session in 2025.


In this session, you’ll learn:


How to develop maintenance plans that ensure compliance with both national and local codes.


Best practices for scheduling inspections, testing procedures, and timely component replacements.


Ways to utilize monitoring and diagnostic tools to enhance maintenance efficiency and overall system performance.


How to incorporate maintenance and inspection agreements to boost RMR.


An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

REGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.

See all CEU credits available for attending ESX 2025 education sessions. MORE

** This course was not approved for North Carolina CEU credits

THIS COURSE IS ELIGIBLE FOR CEU CREDITS

Presenters:

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Gregory R. Breyer

Vice President, Design and Compliance
Zeus Fire and Security
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Eddie Buckley

President
Certified Alarm Co. of AL inc.
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Peter Goldring

President
Goldring Protection

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Do You Want to Be a Presenter?

Apply Today


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ESX EDUCATION TRACK

Operations

ESX Operations Track: Successful operation teams deliver high-quality service to customers. A well-oiled machine can mean high customer retention and strong workflow efficiencies.

Discover best practices during the ESX Operations Track that will improve your company’s operational excellence and customer experience. Explore ways to build efficiencies in installation, service methodologies, and human resources. Examine how others are solving today’s most common operations struggles like recruiting and retaining employees, supply chain lags, truck rolls, job safety, training, and more.


This Track is sponsored by:

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December 13, 2024 ESX
OPERATIONS

The Service Advantage: Leveraging Customer Experience to Distinguish Your Brand

Do you have a defined customer journey that includes comprehensive support, personalized service, training, and follow-up?

Exceptional customer service can set your brand apart in today’s competitive market and enhance your online reputation with positive Google Reviews. In this session, we’ll explore how to create customer roadmaps that improve interactions with existing clients. Gain best practices for effective communication, managing expectations, and efficiently handling service requests and issues. Learn strategies to build strong relationships, address complaints effectively, and ensure satisfaction with both installation and ongoing support. The Service Advantage

The ESA team is excited to see you at this session in 2025.


In this session, you’ll learn:


How it influences perceptions, loyalty, and brand reputation.


Ways to incorporate support, personalized service, training, and follow-up.


How to generate positive Google Reviews to enhance brand presence.


Effective techniques for addressing complaints and managing service interactions.


An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

REGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.

See all CEU credits available for attending ESX 2025 education sessions. MORE

** This course was not approved for North Carolina CEU credits

THIS COURSE IS ELIGIBLE FOR CEU CREDITS

Presenters:

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Kirk MacDowell

President
MacGuard Security Advisors Inc
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Marvin Smith

President
Orlando Emergency Signal

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Do You Want to Be a Presenter?

Apply Today


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ESX EDUCATION TRACK

Operations

ESX Operations Track: Successful operation teams deliver high-quality service to customers. A well-oiled machine can mean high customer retention and strong workflow efficiencies.

Discover best practices during the ESX Operations Track that will improve your company’s operational excellence and customer experience. Explore ways to build efficiencies in installation, service methodologies, and human resources. Examine how others are solving today’s most common operations struggles like recruiting and retaining employees, supply chain lags, truck rolls, job safety, training, and more.


Sponsored by:

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December 13, 2024 ESX
OPERATIONS

Enhancing Subcontractor Relationships: Selection and Management

The success of your projects hinges on the quality of your subcontractors.

This session will guide you through the strategic process of selecting, managing, and aligning subcontractors with your organization’s standards. Discover how to mitigate risks and ensure subcontractors meet your quality benchmarks. Our panelists will share best practices for identifying and evaluating top subcontractors, sourcing reliable partners, setting clear expectations, maintaining effective communication, and incentivizing performance to enhance project quality and efficiency.

The ESA team is excited to see you at this session in 2025.


In this session, you’ll learn:


Effective methods for finding and selecting high-quality subcontractors.


How to establish clear expectations and maintain effective communication for consistent performance.


Strategies for managing risks and ensuring subcontractors meet your standards.


How to design incentives to motivate subcontractors and drive better results.


An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

REGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.

See all CEU credits available for attending ESX 2025 education sessions. MORE

THIS COURSE IS ELIGIBLE FOR CEU CREDITS

Presenters:

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Mark Zuckerman

CEO
Clear Connection, Inc.
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John Nemerofsky (Speaker/Moderator)

Chief Operating Officer
SAGE Integration

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Do You Want to Be a Presenter?

Apply Today


https://esxweb.com/wp-content/uploads/2023/02/management.png


ESX EDUCATION TRACK

Operations

ESX Operations Track: Successful operation teams deliver high-quality service to customers. A well-oiled machine can mean high customer retention and strong workflow efficiencies.

Discover best practices during the ESX Operations Track that will improve your company’s operational excellence and customer experience. Explore ways to build efficiencies in installation, service methodologies, and human resources. Examine how others are solving today’s most common operations struggles like recruiting and retaining employees, supply chain lags, truck rolls, job safety, training, and more.


This Track is sponsored by:

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December 13, 2024 ESX
OPERATIONS

Taming Operational Expenses: Addressing the Top 5 Costly Habits

Effective cost management is key to maximizing profitability.

This session will pinpoint the top five expense areas affecting electronic security dealers, including labor, materials, equipment, overhead, and project management. Gain practical insights into controlling these costs, implementing cost-saving measures, and optimizing your budget. Learn how to enhance financial performance and maintain a competitive edge through strategic cost management.

The ESA team is excited to see you at this session in 2025.


In this session, you’ll learn:


How major expense areas affect profitability.


Common cost drivers and implement strategies to reduce expenses.


How to develop key performance indicators for effective budgeting and resource management.


Most effective strategies for negotiating with vendors and subcontractors.


An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

REGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.

See all CEU credits available for attending ESX 2025 education sessions. MORE

THIS COURSE IS ELIGIBLE FOR CEU CREDITS

Presenters:

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John Nemerofsky

Chief Operating Officer
SAGE Integration
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Rick Seymour

Chief Operating Officer
Guardian Hawk Security
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Eric Widner

General Manager
LOUD Security Systems



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ESX EDUCATION TRACK

Operations

ESX Operations Track: Successful operation teams deliver high-quality service to customers. A well-oiled machine can mean high customer retention and strong workflow efficiencies.

Discover best practices during the ESX Operations Track that will improve your company’s operational excellence and customer experience. Explore ways to build efficiencies in installation, service methodologies, and human resources. Examine how others are solving today’s most common operations struggles like recruiting and retaining employees, supply chain lags, truck rolls, job safety, training, and more.


Sponsored by:

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December 13, 2024 ESX
OPERATIONS

Winning the Talent Race: Strategies for Developing and Retaining Your Technicians

Attracting and retaining skilled technicians can be challenging, especially when top talent gravitates towards the highest bidder.

Instead of a constant hiring cycle, focus on creating structured career paths and developing in-house talent. Learn effective strategies for nurturing technicians, reducing turnover, and building a dedicated, skilled team to ensure your company’s long-term success.

The ESA team is excited to see you at this session in 2025.


In this session, you’ll learn:


How to evaluate technical staff to align with company goals.


Ways to cultivate technicians through structured training programs.


How to design packages to attract and retain top talent.


Strategies to build commitment beyond compensation to ensure long-term retention.


An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

REGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.

See all CEU credits available for attending ESX 2025 education sessions. MORE

THIS COURSE IS ELIGIBLE FOR CEU CREDITS

Presenters:

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Chris Beal

COO
SafeTouch Security
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Lori Hudnall

Vice President, Human Resources
Sage Integration
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Rebecca Bayne (Moderator)

President & Consultant, Security Integration
Bayne Consulting & Search, Inc.



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ESX EDUCATION TRACK

Operations

ESX Operations Track: Successful operation teams deliver high-quality service to customers. A well-oiled machine can mean high customer retention and strong workflow efficiencies.

Discover best practices during the ESX Operations Track that will improve your company’s operational excellence and customer experience. Explore ways to build efficiencies in installation, service methodologies, and human resources. Examine how others are solving today’s most common operations struggles like recruiting and retaining employees, supply chain lags, truck rolls, job safety, training, and more.


Sponsored by:

https://esxweb.com/wp-content/uploads/2024/12/TA-TheConnectionXchange-Large-LOGO-2-002-1.png


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December 13, 2024 ESX
OPERATIONS

From Tension to Teamwork: Managing Conflict Between Operations and Sales

The relationship between sales and operations can be challenging, with sales focused on closing deals and operations centered on efficiency and resource management.

This session will explore strategies to manage the sales-to-operations handoff, addressing common conflicts such as misaligned goals and communication breakdowns. Participants will gain practical techniques for fostering collaboration, improving communication, and aligning team objectives. Effectively managing these conflicts will enhance teamwork, streamline processes, and drive better results.

The ESA team is excited to see you at this session in 2025.


In this session, you’ll learn:


How to identify sources of conflict between sales and operations, including misaligned goals and differing priorities.


Strategies to improve communication, reduce misunderstandings, and foster collaboration between teams.


Techniques and tools for aligning sales and operations goals to enhance the overall customer experience.


An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

REGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.

See all CEU credits available for attending ESX 2025 education sessions. MORE

THIS COURSE IS ELIGIBLE FOR CEU CREDITS

ESX EDUCATION TRACK

Operations

ESX Operations Track: Successful operation teams deliver high-quality service to customers. A well-oiled machine can mean high customer retention and strong workflow efficiencies.

Discover best practices during the ESX Operations Track that will improve your company’s operational excellence and customer experience. Explore ways to build efficiencies in installation, service methodologies, and human resources. Examine how others are solving today’s most common operations struggles like recruiting and retaining employees, supply chain lags, truck rolls, job safety, training, and more.


Sponsored by:

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Presenters:

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Joel Barfield

Sr. Account Manager
SAGE Integration
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Melissa Brinkman

CEO
Custom Alarm
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Cameron Munro

VP of Sales – East
Brivo
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Audrey Pierson (Moderator)

Sales & Leadership Consultant
Audrey Pierson Consulting

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Do You Want to Be a Presenter?

Apply Today

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December 13, 2024 ESX
OPERATIONS

Essential Strategies for Project Management Success

Effective project management is crucial for the successful deployment of client systems.

This session will cover key aspects such as implementing, planning, scheduling, billing, risk management, stakeholder communication, and quality control. Whether managing small installations or large-scale integrations, you’ll gain the tools and strategies needed to complete projects on time, within budget, and to high standards. Leave with actionable tips and processes to confidently lead your next project.

The ESA team is excited to see you at this session in 2025.


In this session, you’ll learn:


Practical advice for implementing and developing project managers to effectively oversee projects initiation to completion.


Strategies to keep stakeholders informed and aligned throughout the project.


The importance of implementing quality control measures to ensure high standards and successful outcomes.


Tools and processes for leading projects effectively, ensuring timely and budget-compliant delivery, including common challenges that address various billing methods.


An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

REGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.

See all CEU credits available for attending ESX 2025 education sessions. MORE

THIS COURSE IS ELIGIBLE FOR CEU CREDITS

ESX EDUCATION TRACK

Operations

ESX Operations Track: Successful operation teams deliver high-quality service to customers. A well-oiled machine can mean high customer retention and strong workflow efficiencies.

Discover best practices during the ESX Operations Track that will improve your company’s operational excellence and customer experience. Explore ways to build efficiencies in installation, service methodologies, and human resources. Examine how others are solving today’s most common operations struggles like recruiting and retaining employees, supply chain lags, truck rolls, job safety, training, and more.


Sponsored by:

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Presenters:

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April Chastain

Director of Operations
Owen Security Solutions
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Tracy Larson

President
WeSuite
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John Nemerofsky

Chief Operating Officer
SAGE Integration
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Kelly Bond (Moderator)

Partner
Bridgepoint Advisors, LLC

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December 13, 2024 ESX
SALES & MARKETING

Elevating Sales Performance: The Power of Comprehensive Evaluation

To sustain consistent sales growth, regular performance assessments and effective coaching of your sales team are essential.

The  Elevating Sales Performance: The Power of Comprehensive Evaluation session will provide a guide to conducting sales team audits and outline the key elements of successful 1-on-1 coaching. We will cover metrics analysis, performance evaluation, process review, and customer feedback to help you develop a framework that identifies strengths and areas for improvement. You’ll learn how to structure effective 1-on-1 meetings, including setting agendas, fostering constructive dialogue, and providing actionable feedback. By the end of this session, you’ll gain insights into best practices for enhancing sales performance through meaningful audits and effective coaching.

The ESA team is excited to see you at this session in 2025.


In this session, you’ll learn:


The tools for conducting audits, including key sales metrics and performance evaluation.


How to structure effective 1-on-1 coaching sessions, including setting agendas and fostering constructive dialogue.


Effective coaching improves accountability and team morale.


How to balance positive reinforcement with constructive feedback to enhance performance.


The financial and operational impacts of allowing poor performers to remain on the team.


An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

REGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.

See all CEU credits available for attending ESX 2025 education sessions. MORE

** This course was not approved for North Carolina CEU credits

THIS COURSE IS ELIGIBLE FOR CEU CREDITS

Presenters:

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Howard Hutchinson

Director, Sales Southeast
Minuteman Security & Life Safety
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Gannon Switzer

Vice President of Client Engagement
Vector Firm
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Michael Maher (Moderator)

Sr. Sales Director
Resideo

https://esxweb.com/wp-content/uploads/2024/11/PResentar.png

Do You Want to Be a Presenter?

Apply Today


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ESX EDUCATION TRACK

Sales & Marketing

Learn to develop your brand and go-to-market strategy to keep the focus on building your RMR. Identify complementary markets, new products, and services that will give your sales teams the edge over the competition. Explore new sales management processes that will accelerate sales performance and increase your revenues and RMR.

Sponsored by:

https://esxweb.com/wp-content/uploads/2025/02/RocketMedia_Logo_RGB_Color.png


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December 13, 2024 ESX
SALES & MARKETING

From Top Salesperson to Sales Manager: Knowing When and How to Promote

Promoting a top salesperson to a manager role can be challenging, as the skills required for management differ significantly from those needed for sales.

This session will provide guidance on key considerations for making this transition successfully. We’ll explore how to evaluate a salesperson’s leadership potential, their ability to mentor and inspire a team, and the potential pitfalls of placing a top performer in a role that may not align with their strengths or the organization’s needs. We’ll discuss the advantages and disadvantages of promoting internal candidates versus hiring outside talent, defining the role of a sales leader, and how to uncover the right personality traits for success in management. By the end of this session, you’ll gain insights into best practices for selecting the right person for the sales manager role.

The ESA team is excited to see you at this session in 2025.


In this session, you’ll learn:


The specific responsibilities and skills required of a successful sales leader.


How to uncover the right personality traits that contribute to effective management and leadership in sales.


The potential risks of promoting top performers into management roles.


The advantages and disadvantages of promoting internal candidates versus hiring outside talent.


Strategies to support new managers for a smooth and successful transition.


An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

REGISTER FOR AN EXECUTIVE OR DELUXE PASS TO ACCESS THIS COURSE.

See all CEU credits available for attending ESX 2025 education sessions. MORE

THIS COURSE IS ELIGIBLE FOR CEU CREDITS

Presenters:

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Joshua Davis

Vice President
Security Central, Inc.
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Jack Johnson

Chief Revenue Officer
Minuteman Security Technologies
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Roy Wagner

Sales Manager
Fleenor Security Systems
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Quentin Gunther (Moderator)

Loyalty Program Leader
Resideo



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ESX EDUCATION TRACK

Sales & Marketing

Learn to develop your brand and go-to-market strategy to keep the focus on building your RMR. Identify complementary markets, new products, and services that will give your sales teams the edge over the competition. Explore new sales management processes that will accelerate sales performance and increase your revenues and RMR.


Sponsored by:

https://esxweb.com/wp-content/uploads/2025/02/RocketMedia_Logo_RGB_Color.png