ESA Installation & Service Professionals (ISP) Group Meeting

Introductions Mark Grossman, Chair 20 years experience in the industry, all within operations and general management Began as a Technician and have progressed through the operations ranks by contributing in leadership roles for small, medium, and large electronic security integrators Vice President, Branch Operations, ASG Security, Beltsville, MD - Responsible for the company’s branch level performance by providing overall strategic direction, guidance, corporate support, and resources to the operational activities of the organization with the objective of maximizing growth and profitability Trevor Block, Vice Chair 22 years experience in the industry, 9 in the sales side and 13 in the operations side Began working in the industry as a residential sales rep and advanced through various operational roles with ADT and Guardian, such as; Regional Ops Director, Service Manager, General Manager and VP of Field Operations. Vice President of Field Operations, Guardian Protection Services, Warrendale, PA – Responsible for the company’s operational resources and the productivity of branch personnel.

Mission & Scope Mission To increase knowledge, skills and professionalism of individuals charged with Installation and Service responsibilities within member security companies Scope The ISP group will facilitate the exchange of ideas, information, best practices, and reporting regarding those topics that are important to its members.

Survey Results – Member & Member Company Demographics 151 Members representing 120 of 2000 Member Companies

Survey Results – Member & Member Company Demographics

Survey Results – Operations Management

Survey Results – Information Systems

Survey Results – Productivity & Labor Management

Open Discussion Summary of Key Topics & Member Interest Non-traditional product categories (A/V, Automation, Energy Management, and IT) are becoming more relevant in the electronic security industry. Are you integrating these new categories into your business? 79% of member companies formally train and certify their teams and 55% measure productivity, but 45% do not currently have Appraisal & Merit based programs and 65% do not currently have a Skills Assessment Program. What can the ISP Group do to help? 67% of member companies have written SOP’s for the administrative portion of the business effecting Installation and Service (sales estimating, contract processing, job completion, closeout, and billing). Can someone comment on the effect this has had on I & S efficiency and production? Only 11% of member companies have their technicians use personal vehicles. It is interesting that this is quite polarizing especially with the state of gas prices and the cost of maintaining a vehicle or fleet. Thoughts? An average of 28% of member companies have no plans to use IT systems, software, or tools to enhance their operations. Are there members here today that can elaborate on their position? Piece Rate programs are used by only 16% of member companies. Comments? Non-traditional schedules are taboo. Comments?

Survey Results – What is Important to YOU?

Survey Results – How do YOU want to stay informed?

Conclusion Any Finals Thoughts or Comments? Next Meetings ISP ESX Crawl Tonight at Whiskey 9:00 pm Wear your ISP Ribbons and Glow in the Dark swag Socialize and Network with your Peers ISP Webinar / Teleconference September 21, 2:00 pm Eastern Participate in the future and next steps for the ISP Group Not a Member of ESA and the ISP Group Jaclyn Sion Business Development Specialist 2300 Valley View Ln. Suite 230 Irving, TX T x213 F

Thank You for your Attendance