Price points, technology advantages drives remote monitoring services

AURORA, Ontario - By investing in and promoting Internet-based surveillance technologies to its dealers, third-party monitoring firm Maximum Monitoring Services experienced a 60-percent increase in accounts picked up last year. “The technology has been hot since day one,” said Steve Pastor, vice president of sales and a partner in the business. “But wholesalers are now starting to understand how to market these technologies to their customer base,” he said. Approximately 40 clients are now signed up for 24/7 video surveillance monitoring services, and the company expects to match or beat the 60 percent increase in 2005. Pastor said his dealers have a sales strategy that includes approaching existing customers, asking if they would be interested in an additional layer of security. A typical installation within a home or business can include multiple cameras throughout the property. Once activated, an operator can determine by sight the nature of the alarm. “Once we’re into the site, we’re able to see all the cameras,” said Pastor. Founded approximately five years ago, Maximum Monitoring launched with MAS’ Mastermind software. With the service, business owners can determine if an employee tripped an alarm or if an intruder has entered the premises, without the need to dispatch police and incur possible monetary penalties. “Dealers are more and more understanding of how to sell it to their customers,” said Pastor, in reference to video over Internet services. This includes not only awareness of the benefits of the technology, but also an appreciation of lower price points than available in the past. To offer the service, the company deployed products from GE Security, Total Secure and Secure Vision. “The trend in video today is very strong in the security marketplace,” said Joe Freeman, principal at J.P. Freeman Co. The market for potential customers, according to Freeman, includes demand to remotely monitor everything from fast food kitchens and jewelry stores to construction sites. Residential and commercial customers are not the only users excited by the technology. With false alarms causing local governments to implement either laws punishing habitual offenders or, more drastically, turning to a non-response policy, dealers and central stations benefit as well, according to Pastor. “We started offering these Internet-based products because false alarms cause a lot of problems in our industry,” he said, adding that “video is an obvious solution to that problem.” Maximum Monitoring is a ULC-listed central station that handles more than 5,000 accounts. Citing the competitive marketplace in the area the company serves, Pastor declined to disclose an exact number. Overall, the firm’s dealer network includes approximately 75. Primarily, the central station works with customers within Canada.