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Franchise Security Program Targets Custom Installers
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Posted on: 20/06/2008 In the past the franchise model for custom audio visual companies has been unsuccessful, but Shield Security Systems Franchise Development Corp., a relatively new franchise model for security systems targeting custom audio visual companies, appears to be thriving. The company has awarded 23 franchises in six years and unlike other dealer programs on the market, their business model allows the integrator to keep the monitoring fees, hence increasing the value of his business over time. Shield monitors the accounts, guides franchisees with a business model and provides a marketing plan. Franchises have protected geographic territories and standardized equipment. Shield was started 12 years ago by president Ken Jezioro, a former police officer who sold security systems part time. His wife Mary creates all the marketing material and is the vice president. She comments: The trend we are seeing is more custom audio visual companies are looking for an alternative revenue stream. People want a one-stop shop. Each franchisee has its own Web site and generates its own leads. Our average franchisee earns $1500 per sale. One of the big concerns for many audio visual integrators in regards to security is obtaining the licensing, but Shield holds the license on behalf of the franchisee until they earn it. Jeff Allen, owner of The Sound Company Inc. in Charleston, S.C., said that the the simplicity of Shield's franchise program made adding security to his audio visual business a 'no brainer'. He explained: 'For eight years I have seen too many jobs that I would lose the contract because I was not installing burglar alarms. Shield Security is a good marriage for my audio visual company: I get to retain the residual recurring revenue from security, it opens up new markets of lower-priced homes for me, and I get to keep my customers. With other dealer-type programs, I feel like I am losing my customer. Even though I might make more money at first with one of those other programs, I don't think it's fair to the customers. At the end of the day, it's my customer.' Mr Allen's average security installation is $900 and he is doing four per week, whilst still handpicking audio visual clients. His monthly monitoring is well below the monthly fee required from other programs. After studying for the security exam, he is now licensed and his company is called The Sound Company dba Shield Security. He believes that many of his past audio visual customers with security systems will change to Shield because 'they likes us and trust us' and says that, from a business point of view, 'There's no comparison to keeping the customer and getting their monitoring money over the long term. Plus, you will get their audio visual business eventually.'
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