HSM aims high with initiative

Monday, October 1, 2007

LISLE, Ill.--HSM Electronic Protection Services announced in August the expansion of its high security initiative for private and public commercial companies, defense contractors and government agencies. While HSM's pursuit of high-security accounts is not a new trend for HSM or its parent company, Stanley Works, which acquired HSM in December of 2006, this announcement represents a concerted effort to attack the market in the way HSM has approached the multi-location retail vertical, for example.
"Both HSM and Stanley have been involved in high-security and government sales for years," said Kevin Brooks, vice president of government sales. "Since we've become integrated into one, it has made us much more capable. We've always been in the market, but now we're more focused in this specific vertical and having a dedicated team."
HSM has trained 50 sales specialists and 50 operations technical specialists for its high-security division, according to Brooks.
HSM, which maintains a 60/40 mix of installed commercial to residential accounts, is "focusing more on government/high security types of accounts," in addition to its rapidly expanding commercial base, according to Brooks.
HSM's initiative to monitor high security accounts involves undergoing rigorous security certification procedures for both its staff and facilities, according to Steve Walker, director of HSM's new central station, ProtectionNet Customer Service Center (PNC).
"Personnel are required to go through special training and demonstrate their proficiency in understanding the requirements of these accounts as well as undergo rigorous background checks," Walker said.
The facility itself must also meet certain security requirements. HSM's PNC, which opened in Minneapolis in December of 2006, performs all of the company's high security monitoring, according to Walker.