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Wayne Alter

Dynamark Convention roundup: Highlights from the vendor show

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10/09/2013

HAGERSTOWN, Md.—The Dynamark Convention 2013 was a fast-moving two days, highlighted by a diverse array of booths at the vendor show and keynote speeches by a pair of industry experts: Wayne Alter, founder and chairman of Dynamark; and Wade Moose, CEO of The Systems Depot and Elk Products.

Dynamark Convention: day two

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Thursday, October 3, 2013

Embrace new technology. Adapt. Preserve a human connection in sales and seize the opportunities provided by a market that's bound to become more aware of your products and services. Those were some of the words of wisdom offered by Wayne Alter, founder of Dynamark, and Wade Moose, CEO of The Systems Depot and Elk Products, in the keynote speeches at the Dynamark Convention 2013.

A spirit of optimism pervaded the basic message, and both Alter and Moose were engaging speakers, knowledgeable and honest, with a penchant for weaving helpful and often funny personal stories into their advice for dealers. Early into Alter’s keynote, he predicted the penetration rate for the market would see a spike between 5-8 percent in the not-too-distant future. It’s a lofty projection, but one grounded in the likelihood that market awareness stands to rise appreciably in the coming years due to the influx of new players, specifically the cablecos and telecoms, whose advertising clout could prove a boon to the entire industry. This development, together with a gradually recovering economy and a profusion of home management services that boost RMR and curb attrition, might be enough to nudge that stubborn penetration rate in an upward direction. I’ll be keeping a close eye on market reports to see if Alter’s prediction bears itself out. 

Another point of emphasis in both speeches, particularly Alter’s: The industry has come full circle. “It’s new in some ways, and it’s old in others,” Alter told attendees. While the technology and the means of reaching customers have undergone dramatic transformations recently, some of the original principles of salesmanship remain as essential as ever, Alter noted. He mentioned Vivint’s door-knocking summer sales model as an example of this, as well as the DIY monitoring systems, which Alter originally thought would appeal more to hobbyists than general customers.

Another two-part prescription Alter provided to dealers: Expand the number of people in your business and train them well. It’s a tested formula for building an account base, if not always an easy one to enact. This piece of advice again harkens back to the recurring theme of the keynote—the theme of keeping pace with the evolution of the industry while preserving certain core requirements that have always been conducive to growth.  

In a funny anecdote, Alter drove home the point that many of the same sales practices that work best now were the same sales practices that worked best when he started his business in 1975, a time when he had to scour phonebooks for sales leads.  

There’s much more to say about my experience at the Dynamark Convention. But since this space is reserved for a blog rather than a dissertation, I’ll have to save these thoughts for my next post. Tomorrow I'll discuss my inaugural central station visit at Dynamark's Hagerstown, Md.-based facility, along with some other goings-on at the convention. 

Off to Maryland: Dynamark Convention 2013

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Tuesday, October 1, 2013

The bite of chilly weather hasn't yet snapped southern Maine, but that doesn't mean I don't welcome the opportunity to go 500 miles south for 48 hours, where stronger vestiges of summer remain. Tomorrow morning I'm off to Maryland with Tim Purpura, SSN's publisher, to attend the Dynamark Convention 2013 in Hagerstown, Md.

The event kicks off in earnest with a vendor show tomorrow evening, which will showcase products from a slew of manufacturers, with an emphasis on new and emerging technology trends. Day two opens with a joint presentation by Dynamark founder Wayne Alter and Wade Moose, owner of The Systems Depot, followed by workshops tailored to dealers, technicians, installers and sales personnel.

My Hagerstown stay will conclude with my inaugural central station tour of Dynamark’s facility, which opened in 2011. I eagerly await this phase of the trip, not only because it’s my personal debut in a central station, but because the descriptions I’ve heard of Dynamark’s facility tend to be peppered with superlatives.

I plan to be active on Twitter during the vendor show and workshop sessions (https://twitter.com/SSN_Leif), and I’ll also be updating my blog over the course of the next two days as events unfold, distilling the sights and sounds and key takeaways from the speakers.

For those attending, I look forward to meeting you there.

Great finale in Vegas; onward to ESX

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Monday, April 2, 2012

ISC West 2012 is in the books.

As expected, Day Three was a bit quieter than the opening two acts, but there was still plenty of action for those who chose to stay for the duration. Here are a few details from my stops on the final day:

— Don Maden, executive VP for COPS Monitoring, said the company is putting the final cosmetic touches on its new central station in Dallas, with an anticipated opening sometime in May. COPS has also rebranded its COP-A-Link online management tool for dealers as MPower and has added "a whole series of technical improvements to make the customer experience more seamless."

— Uplink VP Michael Gregory provided a rundown of new offerings from his company, including the Uplink 5100 universal broadband alarm communicator. The device is the company's "first broadband solution," enabling a dial-up alarm system to transmit signals and two-way voice over an Internet connection.

— Micro Key Solutions President Victoria Ferro detailed the company's new WebTech app, which gives technicians access to accounts in the field with any Web-enabled device. "It gives techs remote access to tickets, Google directions, signature capture and credit card payments," she said. "It's green, reduces the costs of paper, and provides better customer service by putting information at [techs'] fingertips."

— Wayne Alter, chairman of the board for Dynamark Monitoring, was still meeting-and-greeting during the final two hours of ISC West. Alter, who was joined by Tom Piston, VP of sales and marketing, and Michael Hutcher, VP of product services, said it had been "a great show" for the Hagerstown, Md.-based company.

That sentiment seemed to be echoed across the expanse of the Sands Expo, with many exhibitors predicting better days ahead for the industry as the economy continues to rebound. As the show ended and the booths were broken down, thoughts turned to the next big event on the calendar. For the monitoring industry, that means ESX.

See you in Nashville ...

Dynamark returns with new monitoring center

$130K in government grants helps pay for cost
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02/24/2011

HAGERSTOWN, Md.—Dynamark Security Centers, a well-known name in the security industry whose monitoring aspect disappeared through a series of acquisitions several years ago, is ready to make a monitoring comeback with a new central station slated to open here by the end of summer.