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| Monday, May 24, 2010 | |||||||||||||
Presented by: Lecture course covering new NFPA-80 standards requiring annual fire doors inspections and the ten most common modification violations. This course is a must for security company owners and operators to identify some of their risks when adding access control to fire labeled doors.  Presenter: John Hunepohl, ASSA ABLOY | |||||||||||||
Presented by: This panel looks at all the aspects of selling, managing and leveraging video verification for long term profits. Based on several success stories, the session will take you though all the steps of selling, pricing, managing and monitoring verified video systems. In addition to the process, the session will cover: -Customer retention and referrals -Building trust and credibility with first responders -Pricing Models -Central Station Issues & Costs -Annual financial impact analysis -Long term value creation models  Pricing Package:  Presenter: Sandra Jones, Sandra Jones and Company | |||||||||||||
Presented by: Serving customers is the key to growing a successful business, but not all growth or customers lead to profits. Learn how to analyze your jobs, customers and business to find additional profits, increase cash flow and long term value creation. Pricing Package: | |||||||||||||
Presented by: "Leadership is the art of mobilizing other people to want to struggle for shared aspirations." Jim Kouzes & Barry Posner Do you want to improve your ability to bring positive change to your organization? Are you trying to find a way to engage people to meet your strategic goals? Does your organization need to increase the quality of its leadership? Leadership training is designed for everyone, from frontline managers and executives, to those who wish to attain more from their jobs. Properly trained leaders not only perform better on the job, they also make those around them more productive, responsible, loyal, and motivated. This discussion will touch on the The Five Practices of Exemplary Leadership, Model the Way, Inspire a Shared Vision, Challenge the Process, Enable Others to Act and Encourage the Heart.  Pricing Package: Presenter: Tim Hebert - President and Chief Executive Officer, Atrion Networking Corporation | |||||||||||||
| Tuesday, May 25, 2010 | |||||||||||||
Presented by: Endorsed by the PSA Leadership Committee, the Best Practices Series will provide the decision makers of your organization with valuable insight and practical solutions to optimize your business. These sessions are led in a peer-to-peer format. By security professionals for security professionals. Each session consists of a presentation by the discussion leader and a professionally facilitated open discussion.  Sales to Fulfillment: In this 90-minute session industry professionals will share their secrets of success at sales fulfillment. Mike Kobelin, Vice President of Sales at Aronson Security Group, will walk you through his sales process from beginning to finish. Following Mr. Kobelin’s presentation, a peer-to-peer discussion will be facilitated by Sandra Jones, Principle of Sandra Jones & Co. Topics covered in this session: Getting in the door Analyzing the prospect’s needs and desires Identifying the key contacts Differentiating your company Following up and following through Generating calls to action Developing the ROI Creating a sense of urgency Managing a team of sales professionals Measuring success of sales efforts Moderator: Sandra Jones, Sandra Jones and Company | |||||||||||||
Presented by: Endorsed by the PSA Leadership Committee, the Best Practices Series will provide the decision makers of your organization with valuable insight and practical solutions to optimize your business. These sessions are led in a peer-to-peer format. By security professionals for security professionals. Each session consists of a presentation by the discussion leader and a professionally facilitated open discussion. Vendor Management: This session covers the essentials for vendor management and relations. Hear from Marcus Batten, Director of Vendor Management from PSA Security Network, and Tim Feury, PSA Technical Committee Chairman and Founder of Altec Systems, discuss the processes and procedures necessary to: evaluate new products and vendors, analyze price-points and discounts, and manage relationships with existing, new and prospective vendor companies. Following the presentation, a peer-to-peer discussion will be facilitated by Sandra Jones, Principle of Sandra Jones & Co. | |||||||||||||
Speaker: Lisa E. Cole - Marketing Director, PSA Security Network | |||||||||||||
Presented by: Endorsed by the PSA Leadership Committee, the Best Practices Series will provide the decision makers of your organization with valuable insight and practical solutions to optimize your business. These sessions are led in a peer-to-peer format. By security professionals for security professionals. Each session consists of a presentation by the discussion leader and a professionally facilitated open discussion. Strategy Implementation: Organizations all over the world have employed Strategy Mapping and the Balanced Scorecard to improve their financial results and overall productivity. This course provides a working overview and takeaway examples on techniques for developing your organization's Strategy Maps & Scorecards based on the leading works from Robert Kaplan, David Norton and Paul Niven. Presenter: Mary Feury, Altec Systems | |||||||||||||
Presented by: As an electronic systems integrator, profits must be based on a process, not accidental. This session focuses on the five key areas of your business to ultimately strengthen your sales, improve your job processes, and increase your profitability. Participants will leave with a list of 25 ways to implement cost savings measure, efficiency tools and financial strategies for their company. Session Objectives: 1. Increase profits by focusing on the five areas of significance - estimating and sales, project management, financial management, analysis and strategic management 2. Create a plan for increased efficiency 3. Spot quick fix solutions for improve profitability  Pricing Package: Presenter: Leslie Shiner, The ShinerGroup | |||||||||||||
Presented by: This session will provide macroeconomic insight into various sectors of the electronic security industry. Industry trends, capital markets, and the impacts of mergers and acquisitions will be discussed. Attend this session to learn about the past, present and potential of the industry. Walk away with a clear understanding of where the money is going and what sectors of your business will be the most relevant going forward.   Presenter: Jeff Kessler, Imperial Capital | |||||||||||||
Presented by: Just because you are really good at doing your job, doesn't mean you are automatically good at managing others. As you grow, you must understand how to delegate and spend more energy managing instead of doing the actual work. Process makes profit a repeatable event and it is only through good management skills that the process can be created, organized, delegated and followed. This session will help you learn to successfully manage employees and become better manager to avoid growing beyond the your own level of competence. By evaluating management skills and recognizing limitations, you can find the balance between doing and managing. Learn the steps of successful delegation and how to develop a plan to avoid micromanaging staff and become a better manager. Session Objectives: 1. Improve your management skills 2. Learn seven steps to successful delegation 3. Find out how to stop "doing" and start "managing" 4. Define successful completion 5. Create a structure with an eye to growth and the future Pricing Package: Presenter: Leslie Shiner, The ShinerGroup | |||||||||||||
| Thursday, May 27, 2010 | |||||||||||||
Presented by: The PSA-TEC 2010 State of the Industry presentation is an event physical security decision makers should not miss. You have the opportunity to learn from top industry leaders in physical security, network integration, low voltage communications, commercial sound and infosec. The PSA-TEC state of the industry presentation will cover market trends, convergence, strategic partnerships as well as predictions as to where we will be in the future. Attending this session will better prepare you to position your company for success. Moderator: Sandra Jones, Sandra Jones and Company Panelist:Bill Bozeman, PSA Dave Carter, Security Network of America Richard Chace - CEO and Executive Director, SIA Paul Cronin - CEO , 1nservice Brian Hansen - Specification Engineer, Leviton Chuck Wilson, NSCA | |||||||||||||
Presented by: Business owners and managers planning to implement a managed services business model must attend this session. This is where you will learn what services are available, how to compensate your sales team, where the potential is in your marketspace, and how RMR impacts your balance sheet. Attendees will walk away with a workbook and a roadmap to RMR specifically designed for their business.  Presenter: Sharon Shaw, Integrator Support | |||||||||||||
Presented by: This session dives into the various factors that have an impact on your company's valuation and the process of selling your business. Discussion topics include: Creating Value, Operational Issues, Current M & A Market, and Exit-Strategy Options. Hear Les Gold and Dennis Stern discuss the topics that matter most to you, the future of your company and making the most of it.    Presenter: Les Gold - Chair, Mitchell Silberberg & Knupp, LLP Dennis Stern, Mitchell Silberberg & Knupp LLP | |||||||||||||
Presented by: Fielding the best selling team to meet the complexities of the convergence market is a serious challenge. Can your existing sales team meet the challenges or will your team need to be enhanced with new talent or training. What are the critical questions you need to ask yourself and your team to evaluate where you are at today and where you be when convergence opportunities knock on your door.  Pricing Package: Presenter: Paul Boucherle, Matterhorn Consulting LLC | |||||||||||||
Pricing Package: 75—85% of most business partners' revenue in 2010 will come from their installed base. Simply put, revenue from the installed base is the cheapest, fastest, most profitable revenue available to a PSA Security Network partner. But what do you do when your business needs to grow outside the confines of your installed base? What happens when the market creates opportunities? What happens when you need to add new customers and/or new vertical markets? What happens when you need to add new products and/or new technologies? What do you do when growth outside the base requires you to transform your business model from product-centric to service-centric to solution-centric? What do you do when you can "buy" this growth, rather than "make" it? Join Bruce R. Stuart, CMC, President of ChannelCorp for a business and financial briefing Survive, Sustain, Transition and GROW. Mr. Stuart is a world-renowned expert on channel partner profitability, channel partner business model transformation, and the financial impacts of growth on business partners. He has authored ten books and in excess of 300 articles.  Presenter: Bruce Stuart, ChannelCorp Management Consultants Inc. | |||||||||||||
| Friday, May 28, 2010 | |||||||||||||
Presented by: This meeting is for all PSA member companies, including associate members. New this year: hear from PSA staff and members of the PSA Board of Directors on how to maximize your membership. This session will address the benefits available to you as a PSA member and will ensure you are taking advantage of all the programs available to you. Presenter: Mike Kobelin - Vice President, Sales & Marketing, Aronson Security | |||||||||||||
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