Leaders in Authorized Dealer Programs

SECURITY Dealer queried providers of national authorized dealer programs to discuss their offerings. Here's what they had to say:

Q. What are the criteria for admission into the authorized dealer program and what are its specifics?

Donna Namorato , marketing manager, Honeywell First Alert Professional, Melville , N.Y. : One of the most important attributes that a potential First Alert Professional Authorized Dealer must possess is the desire to grow their company and provide excellent customer service. They must also be well established in the area. Our program started in 1995. Our goal all along has been to establish our dealers through successful brand partnership.

Bill Barnes, vice president, Dealer Development, ADT Security Services, Aurora , Colo. : We request proven performance, a well-written business plan and financial stability.   We also run a personal history that includes background and credit checks and one-on-one interviews. The ADT Authorized Dealer Program was founded in 1996. We look for partners who can create incremental business for ADT.   We want dealers who can represent us well in selling and installing security systems, primarily residential.  

Michelle Nettuno , marketing manager, Honeywell Security and Custom Electronics, Melville, N. Y.: The Honeywell Authorized Dealer Program for Commercial Security Systems is designed for companies that specialize in providing security solutions in the commercial and industrial markets. To participate, dealers must have expertise in installing and servicing at least two of these three systems: burglar and fire alarm, video surveillance, access control. To be considered for this program, dealers have to have their own central station, or access to one, that can provide appropriate burglary (UL) and commercial fire (FM) certifications, including AA High Line Security.  

Steve Birkmeier, vice president, Arteco , St. Louis : The success of our Dealer Development Program (DDP) depends on dealers who have a forward-thinking business plan and want to lead in their market. We decided to model our program based on these relationships using a fast-paced training, selling and marketing support system.  The end result is the development of a much higher quality of business partner, one who really sees the value of intelligent video. 

Mitch Clarke, vice president of Marketing and Market Development, Monitronics , Dallas :   We've had a dealer program since 1994. Our dealers are required to hold all necessary and pertinent licensing and undergo a due diligence including background investigations. The goal of our program is to provide opportunities for growth and success for the independent alarm dealer. The program has remained unchanged though we continually adapt it to the market to ensure our program offers the most competitive multiples, revenue sharing and other benefits.

Gary T. Rzepka , director of Partner Development, Westec Interactive Security Inc., Des Moines, Iowa: Criteria for admission into our program is simple—we build quality relationships with licensed alarm dealers with at least three years experience, an established commercial client base and an excellent customer service record. With the Visual Verification Dealer Program, authorized dealers are able to leverage a remote monitoring command center and sell video monitoring to their customers at essentially the same cost as standard burg. Our goal and mission is to build long-term, profitable relationships with best-in-class dealers.  


Q. How does an authorized dealer program assist the dealer and their customers?

Namorato : Our goal is to provide services to dealers to help them stand apart and grow their companies. These services include customer support, technical training, sales training and assistance, custom marketing programs and supplier discounts. We offer a tremendous amount of support in all aspects of dealer self-promotion with a complete package of materials they can bring to a home show or trade gathering.

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