RFI Enterprises - Experts & Thought Leaders

The Security Industry Association (SIA) is pleased to announce that Motorola Solutions and RFI Communications & Security Systems will each receive a 2023 SIA Member of the Year Award. SIA will present the honourees with their awards at The Advance, SIA’s annual membership meeting, which will be held on March 28, 2023, during ISC West 2023. The SIA Member of the Year Award honours SIA member companies that have shown notable involvement in SIA committees and working groups, SIA events and the SIA Education@ISC conference program; leadership activity; recruitment of SIA members; and contributions to SIA thought leadership and the industry overall. Learning and development offerings For the third consecutive year, SIA will present the award to two companies – highlighting the diversity of the association’s membership and showcasing companies of different scales that exhibit outstanding engagement in SIA and the security industry. SIA is proud to recognise Motorola Solutions and RFI Communications & Security Systems" “SIA is proud to recognise Motorola Solutions and RFI Communications & Security Systems as the 2023 SIA Members of the Year and commends these innovative companies for their exceptional involvement in SIA’s programs and initiatives and commitment to advancing the association’s mission,” said SIA Board of Directors Chair James Rothstein. He adds, “Motorola Solutions and RFI’s outstanding engagement in SIA’s advocacy, events, learning and development offerings and industry leadership has been instrumental in helping SIA further our efforts to shape and drive this global industry forward.” Public safety and enterprise security Motorola Solutions – a pioneer in public safety and enterprise security – has been a corporate member of SIA since 2017. The company and its employees actively participate in a variety of SIA programs, events, offerings and services. Over 15 of the company’s executives participate on a variety of SIA committees, working groups, advisory boards and communities, with Hamish Dobson, Corporate Vice President, Enterprise Physical Security at Motorola Solutions, serving on the SIA Board of Directors. The company is a strong supporter of SIA’s advocacy initiatives and has generously sponsored SIA events. Members of the Motorola Solutions team have been regular attendees of SIA conferences and networking events, and the company’s executives have spoken at SIA events including ISC West and Securing New Ground (SNG). Greater safety and security We share a commitment to educating enterprises, policymakers and the public" “Motorola Solutions is incredibly honoured to be selected as one of the Security Industry Association’s 2023 Members of the Year,” said Hamish Dobson, Corporate Vice President, Enterprise Physical Security at Motorola Solutions. Hamish Dobson adds, “We are proud to be part of SIA’s efforts to drive awareness of technology innovations that bring greater safety and security to businesses and communities. We share a commitment to educating enterprises, policymakers and the public about the responsible use of video security and access control technologies for the benefit of all stakeholders.” Multidisciplined systems integrator RFI – a multidisciplined systems integrator that designs, installs, services and monitors solutions for a broad range of industries and facility types – joined SIA in 2019. The company is an enthusiastic SIA member involved in a variety of SIA events, programs and initiatives, with several executives participating on SIA committees and a growing number of technicians and project managers participating in SIA’s Security Project Management (SPM), Certified Security Project Manager (CSPM) and Security Industry Cybersecurity Certification (SICC) offerings. RFI is an active participant in SIA events and education offerings, regularly attending events like AcceleRISE and participating in SIA’s Security Cornerstones series and Talent Inclusion Mentorship Education (TIME) program. RFI CEO and President Dee Ann Harn was a speaker at the 2022 SNG conference. Regularly attending events We are truly honoured to be recognised as one of SIA’s 2023 Members of the Year" “We are truly honoured to be recognised as one of SIA’s 2023 Members of the Year. We appreciate SIA’s ability to come alongside RFI as we navigate this evolving industry,” said Dee Ann Harn, CEO and President of RFI.  Dee Ann Harn adds, “The resources and the platforms provided by SIA to conduct conversations and build action plans are some of the reasons RFI has continued to thrive after 44 years. We are proud of the RFI community for continuing to seek knowledge and eternally grateful for the partnership SIA provides us to be the best we can be.” Official association business The Advance 2023 will take place on Tuesday, March 28, at 10:30 a.m. in The Venetian Expo during ISC West. At this special membership meeting, attendees will hear a presentation from special guest speaker Christopher Grniet, Global Head of Security and Safety Strategy at Visa; review official association business; meet the new SIA board members and participate in SIA elections; recognise volunteer achievements from the past year; and exchange market intelligence for the year ahead.  In addition to presenting the SIA Member of the Year Award, SIA will honour the 2023 recipients of the SIA Chair’s Award, Sandy Jones Volunteer of the Year Award and Committee Chair of the Year Award.

The Security Industry Association (SIA) has announced the 2022 schedule, speaker lineup and programme for Securing New Ground (SNG), the security industry’s executive conference, taking place from October 18 to October 19, 2022, at the Intercontinental Times Square, in New York City, USA. At SNG 2022, the security industry will gather for top-level information sharing, networking and business analysis. 2022 Securing New Ground The 2022 Securing New Ground conference will shape industry trends and offer opportunities to engage with the leaders, who are driving the future of security. The 2022 conference will explore the most current and cutting-edge issues, like security as PropTech The 2022 conference will explore the most current and cutting-edge issues, like security as PropTech and the industry’s supply chain, share chief information officer and chief information security officer perspectives on cyber security threats and converged security, share investment insights for the security industry, and foster new connections through interactive sessions and dynamic roundtable discussions. Star-studded panel of corporate security leaders New for 2022 is a star-studded panel of corporate security leaders who will be exploring challenges ranging from big data and cyber security of physical security solutions to how to gain intelligence from enterprise-level security system installations. “After two years of hosting Securing New Ground virtually, SIA is thrilled to gather the industry’s brightest minds, biggest players and most driven entrepreneurs again for SNG 2022,” said Security Industry Association - SIA’s Chief Executive Officer (CEO), Don Erickson. Reconnect and share ideas and insights He adds, “There’s been tremendous enthusiasm from our speakers and first wave of conference registrants, who are all looking forward to being back together in New York City to reconnect and share ideas and insights at the most visionary event in security.” Important session and conversation topics at SNG 2022 will include: How industry executives are addressing major trends, challenges and shifts in global security? Predictions on the supply chain of security and other emerging pressures. How security as PropTech presents new growth opportunities for security companies? Business conditions facing the systems integration sector. How to turn artificial intelligence into real-world solutions? How chief security officers are using big data to be more effective? The latest industry investment insights, including perspectives on Wall Street, private equity and mergers and acquisitions. Early confirmed speakers for SNG 2022 include: Matt Barnette, CEO, PSA Security Network Michael Beckerman, CEO, CREtech Maria Castellanos, Account Executive, Convergint Alper Cetingok, Managing Director and Head of Diversified Industrials, Raymond James Tom Cook, Executive Vice President of Sales and Operations, Hanwha Techwin America Dean Drako, Founder and CEO, Eagle Eye Networks Nicole Ford, Chief Information Security Officer, Rockwell Automation Bill Geary, Executive Vice President and General Manager, communications and security solutions, WESCO Jasvir Gill, Founder and CEO, AlertEnterprise Dee Ann Harn, CEO and President, RFI Enterprises Ronnell Higgins, Associate Vice President for Public Safety and Community Engagement, Yale University Mark Hillenburg, Vice President, Industry Relations, DMP Alex Housten, President, Dormakaba Americas John Kedzierski, Senior Vice President and General Manager, Video Security and Access Control, Motorola Solutions Haniel Lynn, CEO, Kastle Systems John Mack III, Executive Vice President, Imperial Capital Mike Mansuetti, President, North America, Bosch Stephanie Mayes, Vice President of Sales, SiteOwl Fredrik Nilsson, Vice President, Americas, Axis Communications Lee Odess, Senior Vice President, Business and Operations, Latch John Palumbo, CEO, Unlimited Technology James Rothstein, Operating Partner, Lee Equity Partners Thru Shivakumar, CEO, Cohesion Trevor Stewart, President and CEO, Security Control Integrators Nick Stoner, Vice President of PACS North America Channel Sales, HID Global Steve Van Till, Co-Founder, President and CEO, Brivo Jason Veiock, Senior Director, Safety, Security and Resilience, GoDaddy Free of cost event for government security leaders This event is free for government security leaders and just US$ 99 for security practitioners, including security managers, chief security officers and security directors. Industry registration starts at just US$ 795 for those who register before September 2, 2022.

Whether you are a veteran in the access control world or have never installed a card reader before, there are always ways to increase profits in the ever-evolving world of access control. The hope is that by considering a few key focal points, you can find ways to increase market share. Whether we are releasing an electronic lock through a simple intercom button or using biometric and multi-authentication based on a database; the tactics for bringing on more revenue is the same. Learning to focus on a few key items can help open up opportunities. Business access controls Understanding vertical markets is a strong strategy for success in increasing your profits with access controlIf you are new to access control, it’s important to determine the right product offerings for your business model and experience level of your team. Mistakes in estimating or installing can be costly and complex. Take advantage of manufacturer training both online and in the classroom for both your sales team and installation department. It’s important to understand the fire and building codes in your area to make sure you design the proper solution for your customers. Furthermore, understanding the products, components and proper wiring can save you money in labour and materials.  Today we will look at four focus points: vertical markets, cloud-based access control, technology upgrades, and preventative maintenance and service agreements. These four focal points are simple to implement and can be easily added to your current operation. Vertical markets Understanding vertical markets is a strong strategy for success in increasing your profits with access control. The concept is that understanding a certain vertical and their security needs can increase your sales team’s marketability. If you spend your time focusing on the healthcare industry, for instance, you will see that HIPA requirements open doors for selling access control. Getting to know the regulatory concerns of different verticals is a great strategy for more effective sales Having logs of who entered your HR files room or patient records storage is a crucial part of addressing privacy concerns. Getting to know the regulatory concerns of different verticals is a great strategy for more effective sales.  Another example could be apartment communities or other multifamily dwellings. In this competitive marketplace, these complexes are looking for ways to stand out in their market. Knowing this and being able to offer amenities like secured locks with Bluetooth credentials that tenants can open with their smartphones is a selling point for you and for your customer. Building on each customer you contact within a vertical is like free sales and marketing training. The more you learn from each potential client, the more you increase your conversation starters for the next potential client. Cloud-based access control With the growing cloud-based access control market, integrators can find more opportunities in small businesses and vertical markets that typically wouldn’t be on the radar of your sales team. A typical card access system often makes the move from the traditional lock and key systems to electronic card access cost prohibitive. This is due to the large upfront costs for a server, software and annual licensing. With cloud access, integrators can offer less expensive upfront costs with low monthly subscription fees that cover all software updates, database backups, security patches and more. The real benefit for the integrator is the reoccurring revenue. By helping our clients save money on server, software and IT infrastructure costs, we are securing reoccurring revenue for our companies that increase our profitability. Building reoccurring revenue not only provides cash flow but also keeps your name on the top of the minds of your customer and that leads to additional sales. By helping clients save money on server, software and IT infrastructure costs, we are securing reoccurring revenue for companies that increase profitability Technology upgrades Another often overlooked opportunity is technology upgrades. Training your sales staff and even service technicians to watch out for clients with older technology can reap major benefits. When you bring new technology to your clients, you show another value that you bring to the table. Even if your client isn’t ready to make an upgrade, you can easily plant a seed that will get their minds and budgets rolling. An easy example is a customer with an older intercom door access system An easy example is a customer with an older intercom door access system. This may have met their needs 10 years ago when it was installed, but the office has grown and perhaps an integrated card access intercom system is a great technology upgrade. Bringing this to the customer will once again show that you are the “subject matter expert” and your customer will be more apt to refer you to their friends and colleagues. Another easy way to find technology upgrades is to dig through your ageing client list and build a list of potential targets that you have not visited lately. If you keep records of what was installed previously, it will make it easier to plan ahead and bring solutions to your next visit, saving your sales staff time and again building confidence with your clients. Preventive maintenance and service agreements One thing that sales teams often miss is the opportunity to add service agreements and preventative maintenance agreements. Even if a customer already has an access control system, they may not have a service provider and may be interested in securing a service agreement. Typically, a service agreement can be written to cover all parts and labour or just labour for an annual feeShowing the value of a service agreement is paramount, adding annual or semi-annual preventative maintenance to your service agreement is one way to add value. Inspecting locking mechanisms, request to exit motions and buttons, door status switches, headend equipment, batteries and power supplies, can save your customer from a costly after-hours service call or the inconvenience of a non-functioning access control system during business hours. Additionally, checking computer hardware and software logs for errors can save a customer from a catastrophic failure.  Typically, a service agreement can be written to cover all parts and labour or just labour for an annual fee. It is helpful to come up with a percentage of the install value that makes sense so that your sales team can easily quote a service agreement for your customer. Offering several levels of service also opens the table for negotiations. You can offer an “all parts and labour 24/7” or a “parts and labour M-F 8AM-4PM”, as an example. Offering guaranteed response times can also be a marketing strategy. Critical area access management Checking computer hardware and software logs for errors can save a customer from a catastrophic failureA 24-7 facility that has 200 employees moving in and out of critical areas may be a great potential customer for a high-level service agreement with semi-annual preventative maintenance and a guaranteed 4-hour response time. Where a small office that is only open during standard business hours may be better suited for a labour only M-F with annual preventative maintenance inspection. The point is that a creative, intentional, and focused approach to access control can yield the fruit that brings long-term success to your team. Building a plan and learning from each prospect, sale, and installation will develop a process that brings results. Attending a trade specific expo like ESX will give you the opportunity to meet with manufacturers and other integrators that can help you implement a product offering and strategy for success.

RFI Enterprises has a Central Station Alarm Association (CSAA) Five-Diamond Monitoring Center RFI Enterprises started in a small town and has over the years grown to a large regional business. The company has developed innovative security solutions to fulfil customer’s requirements for a secure environment. It has managed to stay ahead of growing competition within the systems integrator sector and design solutions for customers ranging from aerospace, banking and healthcare to retail and government. Dee Ann Harn is the second generation owner/chief executive officer of RFI Enterprises Inc., San Jose, Calif. She’s also a vice president of the Electronic Security Association (ESA). SourceSecurity.com talked to Harn about working for the industry’s largest association while handling the helm of the family-owned systems integration business in this exclusive Q&A. Building strong community relations SourceSecurity.com: How is it being a vice president of ESA and also running the business; how do you manage? Harn: The only way I survive is through mentors and the strong RFI ‘community’ that works together to get the job done. My biggest mentor is my dad, Larry Reece. He is one of a kind. His willingness to step back and let me and the leadership team run the company, while still being available to tug on for advice, has allowed the successful transition from one generation to the next. RFI’s DNA is our sense of community, much like in small towns or organisations who value and recognise success comes from ‘pulling the rope’ together and not through individual ego or effort. RFI has not strayed from its roots. We started in a small town and, I believe, although we have grown to be a large regional presence, what makes us special is the strength of the community. It’s the people at RFI who make the difference, and I am privileged to work with them. Challenges and opportunities in integrated security SourceSecurity.com: What are some of the current challenges or opportunities you are dealing with in the business? Harn: The economy is getting stronger, and there’s a substantial increase in bookings over last year at this time. For RFI specifically, our internal business practices and procedures became more efficient after two long years of conversion to a new Enterprise Resource Planning (ERP) system.  With opportunity comes challenge. There’s huge demand for technically trained field labour. Not only are we proactively looking to build our workforce, we also have to do all we can to retain current employees. There is also the task of juggling an extremely robust backlog with finding time to send personnel for training on current technology. We have a Central Station Alarm Association (CSAA) Five-Diamond Monitoring Center that has allowed us to do quite a bit with video monitoring as well as access control to satisfy customers’ needs and budgets Another challenge is converting POTS line customers to a current form of communication. We are already seeing problems with signals as the phone company moves away from copper lines. We are working with customers on explaining the need to upgrade, because they may not be experiencing any problems today but will in the future. In this case, it presents an opportunity to grow recurring monthly revenue through additional interactive services and video.  Innovative security solutions SourceSecurity.com: How have you moved the company to new products and services or embraced interactive technologies? Harn: Doing business in the Silicon Valley gives us exposure to companies who are on the cutting edge of new technologies. We have been able to capitalise on these relationships by having a strong technical field to explore new products and technology that provide the most current security solutions. The depth of our technical bench extends to our other offices and allows us to provide innovative services to our wide range of customers — from residential systems with interactive services to large-scale integrated solutions.  We have a Central Station Alarm Association (CSAA) Five-Diamond Monitoring Center that has allowed us to do quite a bit with video monitoring as well as access control to satisfy customers’ needs and budgets. We are currently building a radio mesh network as a way to provide more reliable communication paths for both our intrusion and fire panels. Interacting with industry peers SourceSecurity.com: What do you think is important today for a security integration company to be successful? Harn: As I see it, the most important factor for a security company to be successful today is to do everything possible to avoid becoming complacent! The world is moving too quickly for any company to rest on their past successes. Staying relevant means interacting at industry events to learn not only about new technology, but the inevitable shifts coming to organisations as Baby Boomers retire and Milennials enter the workforce. Companies need to find the ‘DNA’ that makes them special and work to capitalise on that strength.