Subscribe to RSS - Hank Groff

Hank Groff

Dynamark highlights National Partner Program

 - 
01/03/2014

HAGERSTOWN, Md.—Dynamark Security Centers plans to focus on growing its National Partner Program in 2014, the company announced Jan. 2.

Guardian Protection Services hires VP of dealer program

 - 
Wednesday, November 13, 2013

Weeks after the announcement that Hank Groff, formerly the director of the dealer program at Guardian Protection Services, was tapped to run the partner program at Dynamark, Guardian has made a hiring of its own.

The super-regional, based in Warrendale, Pa., hired Brian Helt to be its new VP of the authorized dealer program, a newly created position, according to a company statement

A 15-year veteran of the industry, Helt comes to Guardian from Interlogix, where he held several sales leadership positions and managed departments dedicated to acquiring and developing business relationships with dealers.

Prior to Interlogix, Helt served in management roles at UTC Fire and Security and GE Security, while being the owner and operator of his own security business in Kansas City.

Helt has experience growing dealer programs, so it will be worth tracking what kind of impact his hiring has for the company, and to see what responsibilities he takes on in the new role. I’m also interested to see what the move means as far as Guardian’s national footprint is concerned.

Dynamark hires Groff, seeks ‘nationwide footprint’

Hank Groff, formerly of Guardian Protection Services, to lead new partner program that will include revenue sharing
 - 
11/06/2013

HAGERSTOWN, Md.—Dynamark Security Centers has hired Hank Groff, formerly director of the dealer program at Guardian Protection Services, as SVP of sales.

Guardian to hold sales contest

 - 
06/06/2013

WARRENDALE, Pa.—Guardian Protection Services, based here, announced a $25,000 sales contest for dealers, according to a press release.

Last day of ISC West

 - 
Friday, April 12, 2013

I’ve heard about so many new products and trends in my four days here at ISC West that will provide good background for future stories I’ll be writing. I also wrote yesterday about some dealers who scored $10,000 at the show. Check out that blog if you haven't seen it yet. In addition, here are some highlights from the last day of the event.

I started Friday at an interesting panel presentation by top dealers for Guardian Protection Services. The Warrendale, Pa.-based company was holding its annual authorized dealer convention in Las Vegas in conjunction with the show.

Three of the dealers who spoke excelled in different approaches to selling security: door knocking, telemarketing, and affinity marketing and gave insight on the various strategies.

The fourth dealer has a knack for hanging on to his customers and told his secrets for keeping attrition rates low. Hank Groff, national director of Guardian’s dealer division, commented that while a focus on sales is key, it’s important to remember that, “the ultimate goal is to protect customers and long-term relationships.”

A bit later in the day, I met with Sarah Semerjian, director of marketing for CheckVideo, a provider of cloud-based intelligent video surveillance and alarm verification solutions that is based in Reston, Va.

She said that CheckVideo executive VP Chris Brown participated in a panel discussion at the show on cloud RMR opportunities for integrators, which she said is something the company is focusing on.

CheckVideo has a variety of monitoring, technology and distribution partners and CheckVideo also is working with those partners to provide education about its products in the field, Semerjian said. “We’re really focusing on working with these partners to educate their dealers,” she said.

Also on Friday, I had an interesting talk with Jon Paine, a manager with the Sensor and Surveillance Systems division of manufacturer Moog, about new products the company was touting at the show. One was the EcoKit, a remote solar and wind power generator for surveillance systems. “Although there are other options out there, the blend of a wind turbine with solar is unique,” Paine told me.

He said the green solution is designed, as are all Moog products, for extreme environments and weather solutions, and is ideal for remote surveillance locations where other sources of power are not available or would be too expensive to make accessible. “There’s been a lot of interest at the show in the product,” Paine said.

The company also just released its EXO GeminEye high definition network thermal and HD visible imaging system. He said the blend of the two types of technology “gives 24/7 day and night coverage.”

Day 2 at ESX: Looking ahead, on technology, leaders, and sales

 - 
Tuesday, June 26, 2012

“Forward thinking.” That the term that Hank Groff, national director of Pittsburgh-based Guardian Protection, used today when I asked him about his impression of the second day of the ESX show, being held here in Nashville.

Groff told me that’s a theme he’s noticing at the show, and said it dovetails nicely with Guardian’s approach to the latest technology.

“We’re really driving our dealers to sell everything cellular and mobile app technology,” he said.

He also said a Texas dealer is the first among Guardian’s dealers to go completely paperless. Every one of the dealer’s approximately 40-50 sales reps has an iPad, which they use to do everything from the presentation in the home to the contract, he said.

His comments got me thinking about other aspects of the show that also were about the industry adapting to the future.

Take this morning, for example. I attended the ESA Eye Opener Breakfast, which honored a group of Security Systems News20 under 40 Class of 2012 professionals.

A panel discussion—led by SSN editor Martha Entwistle and featuring class member Laurie Jackson, VP gaming sales, North American Video; Mike Jagger, CEO and founder of Provident Security and an alumnus of the SSN 20 under 40 Class of 2008; and also Mel Mahler, CEO of ADS Security and a mentor for the class of 2012—talked about such topics as what companies can do to encourage their employees to become future leaders of the industry. You can’t get much more forward-looking than that.

Afterwards, I chatted with Scott Harkins, president of Honeywell Security Products, who attended the breakfast and said he found the panel discussion enlightening.

Harkins said Honeywell was not introducing any new products at this show. Of course, the company just announced earlier this month the release of some very forward-looking technology:  the LYNX Touch 5100, the latest version of the company’s popular self-contained wireless touch-screen security system; and the Wi-Fi version of Tuxedo Touch, a touchscreen security and automation controller with Z-Wave functionality.

Among other activities on Tuesday, I also attended a seminar titled “Achieving RMR from Home & Building Automation,” which focused on how market leaders are creating new RMR models around home automation. The panelists were Patrick Egan, president and founder of the Pennsylvania-based super-regional Select Security, and Greg McLochlin, head of the Honeywell Security Dealer Development Group.

During the discussion, McLochlin expressed a forward-thinking idea about the entrance of telecoms and cablecos into the security market.

“Are they a threat to RMR or an opportunity for RMR?” he asked. “Are they turning over rocks we never thought about turning over anymore?”

He suggested the latter. “They have a different view of the market,” McLochlin said. “They see it as a lifestyle sale as opposed to a life safety sale. We as independent dealers can learn from them."

Extreme Security Solutions joins Guardian

Company’s goal is 250 systems a month in California and expansion into Texas
 - 
09/22/2011

WHITTIER, Calif. and WARRENDALE, Pa.—Extreme Security Solutions, a two-year-old company that has rapidly grown to be one of California’s largest independent security dealers, recently became an authorized dealer with Guardian Protection Services, Guardian announced this week.

Guardian Protection secures another Brink’s/Broadview dealer

Super-regional now can expand its residential business to more Southern states
 - 
01/20/2011

PITTSBURGH—Guardian Protection Services announced this week it has added a second top former Brink’s/Broadview dealer to its roster of authorized Guardian dealers. Signing on the new dealer is a part of a plan by Guardian, which is based here, to grow its national footprint.