Subscribe to RSS - Dynamark

Dynamark

Dynamark enhances its partner program

 - 
Wednesday, November 12, 2014

In every industry, and security is certainly no exception, everyone needs something to make them stand out from the crowd. One company in particular I’ve noticed as making that effort is Dynamark Security Centers, located in Hagerstown, Md., with their Partner Program. Today, Dynamark launched a new website for their Partner Program, providing an online portal specifically for their dealers and those interested in the program and stressing the difference between opening a partnership and participating in a dealer program.  

“Dynamark does not limit the growth potential of our partners; and we like to place emphasis on the word partner. We do not compete with our partners. We can only succeed if we have a long-term relationship with our partners, so we believe in transparency and choices,” said Hank Groff, senior VP of sales & business development for Dynamark, in a prepared statement.

“This website will help Dynamark better communicate with both current partners and dealers who are looking to know more about Dynamark,” said Tom Piston, VP of business development, in a prepared statement.

This is a program open to independent alarm dealers across the country, but it appears to be a program trying to offer something different and unique to the people Dynamark works with, having a concern for their individual growth as independent companies.

Monitoring everything

‘The Internet of Things’ brings opportunities for non-traditional monitoring
 - 
08/04/2014

“The Internet of Things,” the ever-increasing number of devices that are connected to the Internet, may represent a new frontier in monitoring. As the number of connected products rises, so do the revenue and service opportunities for security dealers to monitor those devices.

Centrals get social

Social media on the rise for many reasons
 - 
07/30/2014

Social media may not be a major revenue generator at this point, but third-party monitoring stations are making more use of popular social media sites to reinforce traditional sales and marketing efforts, according to a group of executives from five well known third-party monitoring companies who spoke to Security Systems News for this report.

Barnes Associates wholesale monitoring survey finds accounts up 19 percent

Michael Barnes suspects cableco/telecom influx could be behind ‘unprecedented growth’
 - 
03/12/2014

YARMOUTH, Maine—Much can be gleaned from the fourth annual Barnes Associates/SSN/CSAA wholesale monitoring survey, but if anything stands out about 2013, it’s that overall growth was gaudy.

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.

Dynamark Convention wrap up

 - 
Friday, October 4, 2013

Over the course of my two days at the Dynamark Convention, I had the good fortune of speaking with several knowledgeable industry veterans, and I’d be remiss not to mention some of them in this space. Whether at the vendor show, educational sessions or during my tour of Dynamark’s central station, I found no shortage of folks with industry expertise.

The vendor show featured a vibrant mix of companies, with virtually every facet of the industry represented, from access control and video surveillance to fire alarms and intrusion detection. There were distributors like ADI, which had a booth, and several attendees from The Systems Depot, including CEO Robert Pinion, who gave me a thorough description of the company’s new call center, a 20,000-square-foot facility with an efficient layout that's rapidly adding new employees. In the spirit of the season, there was some gridiron chat weaved into the industry-specific discussions. As it turns out, Pinion’s son is a punter for the No. 3-ranked Clemson Tigers.

Those very same Clemson Tigers travel north this weekend, heavily favored in their matchup with Syracuse, the alma mater of Tom Piston, vice president of sales & marketing at Dynamark. Piston, along with Lamar Shroyer, IT director at Dynamark, guided me and SSN publisher Tim Purpura on a tour through the central station. Shroyer showed us a veritable wall of servers and systems, which included Bold Technologies’ Manitou automation platform, as well as servers from Israeli-based Tadiran Telecom.

Keith Godsey, Dynamark’s vice president of central station operations, answered a few questions about Dynamark’s training procedures. Training typically lasts two weeks, and operators accrue greater responsibility as they ascend to higher levels of training. Interestingly enough, Godsey noted that 80 percent of their operators have been at the station since the facility opened in 2011—no small feat for a profession typically prone to high turnover.  

To conclude, I wanted to mention a final element of interest about the conference: The presence of companies offering peripheral services that both dealers and central stations are leveraging for value. I spoke with Joseph Narkin, director of business development at Demand, a marketing and business development firm that works with alarm companies, including Dynamark, and whose cold-calling team is comprised of qualified prison inmates (Narkin himself is a former prison inmate who said the company contributed tremendously to his rehabilitation and reintegration in society).

I also spoke with John Latimer, senior account executive at Keller Stonebraker Insurance, based in Hagerstown, Md. The company works with alarm companies, both dealers and central stations, to help transfer and mitigate risk—legal concerns of no small importance to the alarm industry as a whole.

In summary (I fully intended this update to be just that), my first voyage as part of SSN was a valuable and diverse experience, and the folks at Dynamark, and many others with whom I happened to cross paths, were nothing short of welcoming and bright.

Dynamark Convention: day two

 - 
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. 

Dynamark acquires Ohio central station

Deal is part of expansion strategy to new markets
 - 
07/02/2013

HAGERSTOWN, Md.—More than two years after re-entering the monitoring space, Dynamark’s resurgence continues with the acquisition of Security Services Center, a central station based in Dayton, Ohio.

Pages