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Race Over to Charlotte!
ESX Show 'floors it' with RMR and value-add education

By Natalia Kosk

Be sure to prioritize your schedule on your mobile device with the ESX My Show Planner because you'll need it to take advantage and keep track of all the goodies at the 2011 Electronic Security Expo (ESX) in Charlotte, N.C., the official show of the Electronic Security Association (ESA).

On the show agenda is a jam-packed list of "firsts" including a new stage for training held in booth 039 by such technology providers as DVTel, Magnasphere and Sunwize Technologies, 50 newly added educational seminars, additional floor space to accommodate 25 new exhibitors and a ESXperience Stage on the show floor between the ESA and CSAA booths. Yet even more important is the root of this year's fourth annual show, recurring monthly revenue (RMR). And the importance of that message has been resoundingly clear to the many systems integrators, monitoring companies and other security professionals on the receiving end of the ESX newsletter e-blasts telling us to "Rev Up for Maximum Results."

Residential on the upswing

Set for June 6 through 10 at the Charlotte Convention Center, "ESX 2011 is focusing hard on what we see as a once-in-a-generation reset on residential controls," said Nancy Franco, vice president of Operations, AE Ventures, Mansfield, Mass., the show's producers. "Changes in technology, end-user demand and big plays by ADT and Vivint with residential integrated systems have the security industry re-evaluating what technologies and services they need to bring home to be successful."

Hosted by CPI Security Systems and Alarm South, sister company to Security Central, the event brings the opportunity to continue the discussion on all things RMR, with a special highlight on different types of RMR that dealers can add to their businesses, including mobile apps, video and access, home automation, alternative transmission technologies and fire alarm systems.

"ESX is honored to have companies like ASG, Vector, Guardian, ADS Alarm, CPI and Alarm South as its past and present All-Star Hosts," said Franco. "These companies see the value that ESX provides to electronic security integration and monitoring companies." ESX consults with these hosts on conference development, special programming and ties to the local community.

On the residential agenda

An event that tackles the topic of home automation is the ESA Industry Luncheon and Annual Meeting, June 9th from 12 to 1:45 p.m. This is the first time ESA has featured special industry content and a luncheon as part of its annual meeting. This event presents new research and will cover consumer interest in integrated systems, products and service offerings; consumer receptivity to traditional security companies as providers of such systems; consumer receptivity to phone and cable companies offering security and integrated systems; and ESA member company involvement and plans in the integrated systems space.

In every industry there are the trendsetters," said Merlin Guilbeau, executive director of ESA, Dallas. "What is most important for the rest of the people in this industry is to be able to come to an event like ESX, analyze what the trendsetters are doing and then make an intelligent decision as to whether or not it is something that they should try to incorporate into their business."

Don Childers SET, CCI, director of Technical Training for Alarm South, Statesville, N.C., added that the most important thing attendees not yet using home automation and residential interactive solutions to generate RMR can benefit from at the show is meeting the people who are already doing this. "The technology is great but if you don't have anyone on your team who understands the technology to install it, your company is not going to be around for very long these days," said Childers. "My advice is, find a manufacturer, stick with them, have their people come in and train you on the products so you can than migrate those products out to your customer base."

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