Merlin Guilbeau

Telguard, a front-runner in cellular alarm communication for security and life safety systems, has increased its support of the pro-installed channel and ESA by boosting the strategic partnership with the association from Gold to Platinum for 2021. “Moving up to the Platinum level is a natural step in the progression of our brand,” Telguard President, George Brody, says. “We look forward to a very prosperous 2021 for our dealers, distributors, central stations, employees, and ESA members and staff. They are all the backbone of our success.” Telguard designs and supports a full line of universal cellular communicators for the residential and commercial markets that transmit alarm signals to central stations throughout the U.S. and Canada. Partnership program Telguard started at Silver and have now grown to Platinum status as the leader in universal cellular alarm communicators ESA is the voice of the electronic security and life safety industry, committed to building the channel by offering training, networking, government advocacy, code and standards input, and resources to set integrators up for success. This is all made possible in part through the dedicated partnership program, including industry advocates like Telguard that commit to ESA to ensure the community remains strong. “We very much appreciate the partnership,” says Brody. “Telguard’s long-tenured sponsorship with ESA has always been very valuable for our brand and company. We started at Silver, saw immediate success, and have grown to Platinum status as the leader in universal cellular alarm communicators.” Platinum level partner As the industry’s largest and longest non-profit association serving the pro-installed channel, ESA will continue to leverage the power of partnership for the betterment of the electronic security and life safety industry. Telguard has committed to the Platinum level partner through 2022. “When we work together, we are stronger than the sum of our parts,” says Merlin Guilbeau, ESA CEO. “I look forward to this partnership with Telguard and with all our strategic partners in the 2021 program.”

The ESA Leadership Summit - the strategically efficient annual event for company pioneers in the electronic security and life safety industry - has announced it will take the summit experience virtual in 2020 as ESA Leadership Summit Stay Connected. This virtual event will be held Sept 29 - Oct 1, connecting leaders with the content and contacts they need to thrive amidst uncertainty. The summit will still deliver top-notch education, self-selected one-on-one meetings with vendors and purposeful networking events. “Our ESA Members are continuing to drive value to their customers, evolving with safety standards and enriching their services,” says Merlin Guilbeau, CEO of the Electronic Security Association. “We can’t imagine a year without delivering the valuable content and connections that help them do this.” Interactive virtual platform The virtual #ProSecurity event will deliver all the components the industry has come to love about the one-on-one meeting event, driving premier content to the industry’s pioneers in an innovative and responsible way. “Our world today is seeing a digital transformation and it is incumbent on us to evolve along with it,” says Guilbeau. “I’m working with our team to accelerate and further deliver on a digitally enhanced experience for our industry. We’re taking our sessions, networking events and one-on-one meeting experience to an engaging and interactive virtual platform.” From Sept 29 - Oct 1, the Stay Connected virtual version of the ESA Leadership Summit event will deliver presentations and workshops from The Ritz Carlton’s customer experience experts, sales leadership experts and published author of “Leadership Isn’t for Cowards,” Mike Staver. Weinstock and Jackson award The Electronic Security association will also deliver its annual Weinstock and Jackson award presentations on Wednesday, Sept. 30 and will play host to an interactive trivia night on Tuesday, Sept 29. In addition to the networking, presentations and one-on-one meetings with vendors, leaders from integration and monitoring companies will have the opportunity to watch 15-minute Tech and Service Lightning Presentations from the industry’s vendors. This is yet another avenue the summit provides leaders to stay abreast of the latest services that could help them deliver value to customers. “This is what our industry does. We don’t give up. We adapt,” says Guilbeau.

The Electronic Security Association (ESA) is again arming members, and the industry, through the COVID-19 crisis. This time, with free online sales training and resources. ESA has teamed with its Choice Service Provider, Braveheart Sales Performance, to deliver industry-specific online sales training and resources. A webinar on the topic was offered to the industry at large (an on-demand recording can be found on ESAweb.org). Throughout the session, Gretchen Gordon, Sales Team Development Expert, provided advice on effectively managing a remote sales team and helped security and fire pros navigate selling through the pandemic, answering questions like: what should salespeople be saying to prospects during the crisis? Complimentary access to entire program In addition to the webinar, ESA Member companies will now have complimentary access to an entire program of sales training, developed by Braveheart, for a deeper dive in processes and tactics that drive sales. “We were hearing a need from members,” says CEO Merlin Guilbeau. “We had business owners and C-level executives from companies across the nation hungry for advice on selling throughout the crisis." "In response, ESA quickly teamed with Braveheart to deliver a webinar specific to selling in this new COVID-19 environment we’re all navigating. We felt it important to open this webinar up to the entire industry so all can experience the value ESA brings to member companies.” Life safety integration The association then worked through a deal to subsequentially offer a comprehensive sales development program free-of-charge to its members. Today, throughout the pandemic, we are working harder than ever to deliver on that promise" “It’s embedded in the fiber of who we are as the industry’s largest and longest-standing association for security and life safety integration and monitoring companies to be that essential resource. We are always seeking avenues to boost the businesses of our members,” says Guilbeau. Advice-sharing opportunities “Today, throughout the pandemic, we are working harder than ever to deliver on that promise with legislative efforts, online resources, training, and advice-sharing opportunities.” ESA Members will have two weeks of free access to SecuritySalesPro, an industry-tailored online sales training resource, built to maximize the efficiency of salespeople and teams. Developed a proven process “We have developed a proven process to help individuals in the security and fire industries execute at their highest level, whether they are sales team leaders or salespeople,” says Braveheart President, Gretchen Gordon. “We were happy to share some of this knowledge we’ve developed with the industry during a time when many salespeople are really struggling to figure this all out.” Sales topics covered in the online courses include: Value Propositions that Sell Goal Setting Sales Communication Process Time and Territory Management Prospecting, Referral Gathering and Lead Generation Building Relationships to Earn Trust Level the Sales Playing Field with Covenants Questions and Fact Finding Qualifying and Disqualifying to Save Time Negotiation and Managing Objections The free two-week education subscription for ESA Members and specific instructions for accessing the training were sent to all primary contacts from ESA Member companies.

ESA is now offering select free CEU courses in recognition of the economic challenges for businesses affected by COVID-19. These six courses extend the opportunity to learn new topics and to work toward certification or licensing while many might have reduced workloads. Training gift certificate access The following courses are free in the month of March: Job Safety Reminders Troubleshooting Panels and Power Supplies Troubleshooting Intrusion Alarm Devices Codes and Standards Refresher Methods to Reduce False Alarms Asking the Right Questions to Identify Your Client’s Needs In addition, ESA has distributed a 2020 Training Gift Certificate granting access to $250 worth of online and virtual training to the primary point-of-contact for every member company. Each gift certificate is unique to each individual member. Please contact membership services if one needs a reminder on their gift certificate credentials. Environment created by containment measures The association will connect members throughout the nation to talk freely about options for their businesses throughout the environment created by containment measures across the nation, in a session titled: ESA Members Open Forum: COVID-19 and Its Impact on Your Business. Seating is limited and additional forums will be scheduled should demand warrant it.  “As an association, we are in the business of building a strong, united industry front — of building community. I am confident that we can, and will, get through this together,” says Chief Executive Officer Merlin Guilbeau. For more information and consistent industry updates from ESA on COVID-19 visit their resource center.

Smart home solutions manufacturer, Resideo has stepped up as the exclusive Diamond Level Partner with the Electronic Security Association (ESA) in 2020 to support the association’s mission of providing resources, advocacy, connections and education for professionals in the electronic security and life safety space. As the industry’s largest and longest-standing association, ESA represents the voice of the professionally installed channel, with its membership serving more than 70% of the residential and commercial markets. Member companies install, integrate and monitor intrusion and fire detection, video surveillance and electronic access control systems for commercial, residential, industrial and governmental clients. Executive Strategic Partnership (ESP) program Resideo’s continued support of the industry through the Executive Strategic Partnership (ESP) program is a demonstration of the company’s commitment to the professionally installed channel. “Resideo is committed to helping our network of professionals become the hero by offering solutions that protect and conserve critical air, water, energy and security networks in residential and light commercial applications,” said Alice DeBiasio, vice president and general manager of Pro Security, Resideo. “Resideo has supported the ESA for more than 12 years, and as a Diamond Level Partner, we firmly support its mission to educate and train the next generation of security professionals.”   Resideo – ESA Diamond Level Partners Resideo’s investment will help further ESA initiatives to support members in areas that help to grow their businesses Resideo’s investment will help further ESA initiatives to support members in areas that help to grow their businesses, like: recruiting new talent for the industry, monitoring activity on Capitol Hill and advocating for the industry, fueling programs to train employees, conducting research to lead to better business decisions and more. As a non-profit organization, ESA invests in and constantly seeks new ways to benefit the association’s members and the industry-at-large. The ESP program allows vendor companies like Resideo to give back and demonstrate their alignment with ESA’s core values by supporting its efforts to move the industry forward. Strategic partnership “We are proud to have Resideo as one of our strategic partners,” says ESA CEO Merlin Guilbeau. “As it relates to our members in the residential space — the market has never been so crowded. It’s inspiring to see the industry come together, from small family-run businesses to titans like Resideo to amplify the voice of the pro channel. Thanks to the generous contributions from our partners, we have the ability to help facilitate that.”

The schedule and speaker line-up for the Electronic Security Association’s (ESA) 2019 Leadership Summit – the strategically efficient event for leadership teams within the electronic security and life safety industry – has been announced. The event will be held in Austin, TX from Jan 28-31, and will feature a variety of education and networking opportunities. On the main stage and in classroom sessions, the industry’s leaders will engage with speakers whose expertise comes from sales, marketing, leadership and military backgrounds. This eclectic line-up is intended to expose leaders to insights and best practices from outside the industry bubble and increase their effectiveness in all aspects of their businesses. Learn Best Practises Through Practical Sessions Attendees will experience breakout sessions, where they can take a closer look at key topics“To drive the efforts of an operation, there must be a strong team at the helm — guiding the strategic vision. They must quell complications between employees and departments and motivate and maximize the diverse strengths of individuals. “When we skip out on this time to develop and bond with our leadership team as a unit — not just catching up on production updates, but on our vision, and the impact our interactions have on our people — we make a big mistake,” says ESA CEO, Merlin Guilbeau. “We are keenly focussed on packing the most valuable experience into 3 days to ensure leadership teams are energised, motivated, educated and revamped for the new year. Guests will learn best practices through practical, inspirational sessions including ‘How Great Managers Retain Employees’, ‘Mission Critical: The Leader’s Performance Review’ and ‘Guiding the Customer Journey’. Attendees will also experience breakout sessions, where they can take a closer look at key topics and discuss their questions and ideas in depth. Robust Networking Platform In addition to education, attendees will have ample opportunities to network at meals, scheduled one-on-one meeting times, social events and a speed networking event. These opportunities will allow executives to connect and share best practices, form friendships and find new offerings for their customers. This year the event will introduce a new, robust networking platform to link executives with each other This year the event will introduce a new, robust networking platform to link executives with each other and event sponsors on topics of interest to make for more meaningful and strategic interactions at the Summit. All of this will take place in the unique city of Austin, TX, known for its live music, food trucks and commitment to ‘Keep Austin Weird’. The Diamond Event will be held at Spin, a recently opened ping pong social club, where attendees can get competitive or cheer their friends on in a lively atmosphere with music, drinks and food. Excellent Growth Opportunity “Leadership Summit is an opportunity to share with friends that you’ve had from years past, make new friends, meet new colleagues and share some of the things that you’ve been doing with your business,” says Roger Parks, executive director of business development at Select Security. “If you’re considering attending the Leadership Summit, stop considering. The time you invest in your people and your business will be returned back to you thousand-fold.” All C-suite and upper-management professionals in the electronic security and life safety industry are invited to attend, regardless of ESA membership status. Interlogix is the sponsor of the 2019 Diamond Event and main stage featured content. Main stage presentations and breakout educational sessions are also sponsored by Axis Communications, NAPCO Security Technologies and Telguard.

ESA is proud to recognize the distinguished group of companies supporting the industry in 2018 through its Executive Strategic Partners program. Executive Strategic Partners Program This program allows us to partner with key manufacturers and service providers that are looking to make a significant impact on the industry" “This program allows us to partner with key manufacturers and service providers that are looking to make a significant impact on the industry,” says Merlin Guilbeau, CEO of ESA. “There are key factors we look for in our strategic partners: They must deliver a quality, reputable product that allows our members to better run and grow their businesses. Each one of these players not only check that box, but they also make a significant impact on the installation, integration and monitoring channel — by investing in the association to support vital programming.” As a non-profit organization, ESA invests in and constantly seeks new ways to benefit the association’s members and the industry. The Executive Strategic Partners program is one way for vendor companies to give back and demonstrate their alignment with ESA’s core values by supporting its efforts to move the industry forward. Interlogix, Diamond Level Sponsor For ESA Leading the way as the exclusive 2018 Diamond Level sponsor is Interlogix. “Interlogix is proud to be a long-standing sponsor of ESA’s Executive Strategic Partners program. As a Diamond sponsor of this initiative, we are committed to investing in the evolution and growth of the security industry,” said Warren Hill, Vice President of Partner Solutions, Interlogix. Honeywell, Platinum Level Sponsor For ESA From education to advocacy programs, the ESA is helping to strengthen and advance the security industry" The ESP program’s sole 2018 Platinum Level sponsor is Honeywell. “As our business prepares to spin off from Honeywell into an independent security, smart home and distribution company, we’re excited about the future and the opportunity to deliver solutions our customers want through our unparalleled global network of 100,000 professional dealers,” said Alice DeBiasio, vice president and general manager, Honeywell Homes. “As a strategic partner with the ESA for more than 10 years, we appreciate the work they do to support our industry. From education to advocacy programs, the ESA is helping to strengthen and advance the security industry.” Axis And Telguard, Gold Level Sponsors The 2018 Gold Level sponsors are Axis Communications and Telguard. “2018 marks our seventh year as a Gold Level Executive Strategic Partner with ESA.  We are just as excited to show our support of ESA’s commitment to investing in the future of our industry today as we were back in 2011,” said Shawn Welsh, SVP, Product Line Management and Marketing, Telguard. “We’re proud to support ESA and help their members expand their business potential,” said Mike King, Hosted Video Manager, Axis Communications, Inc. “The complexities of protecting people, property and assets require security integrators to offer innovative and comprehensive solutions, from video surveillance to access control to managed services. We look forward to continued collaboration with ESA and supporting the industry’s advancement.” Altronix, Anixter And SARPG, Silver Level Sponsors The 2018 Silver Level sponsors are Altronix, Anixter and Security America Risk Purchasing Group (SARPG) The 2018 Silver Level sponsors are Altronix, Anixter and Security America Risk Purchasing Group (SARPG). "We chose to partner with ESA for some of our marketing initiatives, because we know our investment will continue to support our industry into the future,” said Alan Forman, President, Altronix. “The association brings great value and professionalism to our industry and its members through fostering education, improving government relations and driving industry standards." “We understand that our insurance is designed specifically to fit the needs of this industry,” says Michael Keegan, president of SARPG. “As such, we always look for ways to support those dealers and integrators that comprise the industry — our executive strategic partnership with ESA is one way we accomplish this.” Talent Acquisition In Electronic Security Industry The significant financial investment of these companies helps further ESA initiatives to recruit new talent for the industry, provide legislative updates, conduct research and be the voice of the electronic security and life safety industry. In return for their financial support, Executive Strategic Partners gain access to various marketing opportunities and a platform for connecting with members, prospects and decision makers through ESA's extensive network of highly qualified installers, dealers and integrators.

alliantgroup announces that it has been named an associate member of the Electronic Security Association (ESA).  Established in 1948, ESA is the largest trade association in the United States representing the electronic security and life safety industry. Member companies install, integrate and monitor intrusion and fire detection, video surveillance and electronic access control systems for commercial, residential, industrial and governmental clients. In cooperation with an alliance of chapter associations, ESA provides technical and management training, government advocacy and delivers information, advice, tools and services that members use to grow their businesses and prosper. Federal And State Tax Incentives "ESA is pleased to welcome alliantgroup into our association," said Merlin Guilbeau, ESA Executive Director and CEO. "Their firm's tax consulting services are valuable to companies within our industry and offer our members the potential to explore growth opportunities as well as other strategic business development initiatives."  As the largest association representing the electronic security and life safety industry, ESA members are often some of the best candidates for a number of federal and state tax incentives. Among the most valuable of these incentives is the Research and Development (R&D) Tax Credit - a federal, dollar-for-dollar tax credit that brings in an estimated $10 billion annually to U.S. businesses.  Development Of Security System Solutions  ESA members are often among the absolute best candidates for the R&D Tax Credit" The R&D Tax Credit is designed to specifically reward companies for making technical enhancements to their products or processes - or in the case of many ESA members and other electronic security providers, the technical work and experimentation that is done to design, develop or integrate important electronic security and life systems. For common activities such as the development of security system solutions (be it through design engineering, mechanical fabrication or hardware and software integration) or the integration of smart devices into network applications, ESA members can receive substantial tax savings through the R&D Tax Credit.   "It is an absolute honor to be joining a phenomenal organization such as ESA," said alliantgroup CEO Dhaval Jadav. "The integration of multiple systems within a private, residential or public facility is traditionally a necessary practice in the development of a broader electronic security system, and as a result of such technical activities, ESA members are often among the absolute best candidates for the R&D Tax Credit. I look forward to introducing ESA members to this fantastic government-sponsored incentive."

ESA Leadership Summit was held in May in Chandler, AZ during which over $1,400 was raised for NLEOMF The Electronic Security Association (ESA) announces that it has chosen the National Law Enforcement Officers Memorial Fund as the primary recipient of this year’s ESA Gives Back charity.  The National Law Enforcement Officers Memorial Fund (NLEOMF) is dedicated to honouring and remembering the services and sacrifices of law enforcement officers in the United States. Founded in 1984 and headquartered in Washington, DC, the NLEOMF has built and continues to maintain the National Law Enforcement Officers Memorial: the nation’s monument to law enforcement officers killed in the line of duty. The NLEOMF is also the principal organiser of the National Police Week observance each May and hosts a candlelight vigil at the Memorial on May 13th every year to honor all fallen officers. In addition, they maintain the largest, most comprehensive database of line-of-duty officer deaths, conducts research into officer fatality trends & issues, and serves as an information clearinghouse. ESA Fundraising Campaign For NLEOMF More recently, the NLEOMF has launched a campaign to build the first-ever National Law Enforcement Museum, which is adjacent to the Memorial in Washington, DC. The Museum will tell the story of American law enforcement through various exhibits, collections, research and education. “We will join with the National Law Enforcement Officers Memorial Fund this year in support of their mission,” said ESA’s CEO & Executive Director, Merlin Guilbeau. ”The electronic security industry works side-by-side with law enforcement, knowing full well the sacrifices made by them and their families. We are proud to associate with and support this worthy cause.” ESA successfully kicked off their fundraising efforts by collecting over $1,400 for NLEOMF during the ESA Leadership Summit that was held last month in Chandler, AZ. NLEOMF will be participating at this year’s ESX in booth #1208 on the show floor in June 2016 in Fort Worth, TX.

loT will assist installers and integrators to position themselves as total solution providers and professional connectivity consultants to consumers  The buzz over the Internet of Things (loT) isn’t likely to subside anytime soon, given recent developments over consumer adoption of network-connected technologies. According to the 2014 State of the Internet of Things Study from Accenture Interactive, 69 percent of consumers plan to buy an in-home device in the next five years. The study also confirms that by the end of 2015 about 13 percent of consumers will have an loT device, such as an in-home security camera or automated thermostat. It also points out that as of fall 2014 only about four percent of survey participants owned these categories of devices. Adding to the excitement is the January 27, 2015, Federal Trade Commission (FTC)-released report, “Internet of Things: Privacy and Security in a Connected World,” which focuses on data and privacy concerns with the ongoing implementation of connected devices. According to the FTC, experts estimate that as of the end of this year there will be 25 billion connected devices, and by 2020, 50 billion. In the report the FTC defines IoT as “devices or sensors – other than computers, smartphones, or tablets – that connect, communicate or transmit information with or between each other through the Internet.” The growing popularity of these types of products prompted the study, and came on the heels of an FTC-hosted workshop on November 19, 2013 similarly titled: “The Internet of Things: Privacy and Security in a Connected World.” The new report summarises the workshop and offers a number of recommendations for IoT device makers – steps for enhancing data security, implementing data minimisation and giving consumers choices about how information collected by such devices will be used. Connected solution provider The loT is good news for installers and integrators who embrace new technologies and want to position themselves as total solution providers and professional connectivity consultants to consumers. It’s another way the industry can differentiate itself in a crowded marketplace and add value to their businesses. And according to the Electronic Security Association (ESA), the products and technologies are perfectly in line with the security industry. “The IoT is here to stay, and our industry is already leveraging many of the applications such as interactive services that enable the monitoring and control of video, lighting, thermostats, water sensors and electronic locks to name a few,” says ESA Executive Director and CEO Merlin Guilbeau “The IoT is here to stay, and our industry is already leveraging many of the applications such as interactive services that enable the monitoring and control of video, lighting, thermostats, water sensors and electronic locks to name a few,” says ESA Executive Director and CEO Merlin Guilbeau. According to the 2014 ESA Member Profile Survey, 54 percent of the organization’s members are already offering interactive services and “enjoying the increased RMR opportunities surrounding these applications,” he says. However, Guilbeau cautions that dealers must weigh which technologies might co-exist best with their current offerings. “With the rapid influx of products flooding the market, security companies need to consider carefully which products make sense to add to their businesses. Therefore, ESA recently released the ESA Product Selection Guide to help member companies walk through a methodical process to evaluate new products and services. Early adopters of these technologies will be poised for strong growth in the foreseeable future.” ESA President Marshall Marinace, president of Marshall Alarm Systems Inc. in Yorktown Heights, N.Y., says increased demand for lifestyle features benefits consumers and security companies. “This is a very exciting time for our industry as it evolves from installing and monitoring traditional security systems to integrating and monitoring complete technology solutions for residential consumers and commercial end users. Companies interested in diversifying their offering and boosting RMR have moved quickly to add additional IoT devices and services,” Marinace concludes.