Industry vet to run the program

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Tuesday, June 1, 2004

ARLINGTON HEIGHTS, Ill. - Lou Sepulveda had been looking forward to spending time on his boat after resigning as senior vice president of dealer development at ADT. But then he received an offer he couldn’t refuse.

Now, Sepulveda is in charge of Security Associates International’s newly established authorized dealer program. (See related story)

His history with dealer programs is extensive. Since beginning his career in the security industry 31 years ago, he has been on the receiving end - spending 13 years as a dealer in an authorized dealer program - and the managing end, as a major player in establishing ADT’s dealer program.

“I came to appreciate the benefits dealers receive as being part of a dealer program,” he said.

Sepulveda now has a significant task in front of him as SAI’s senior vice president of dealer development. SAI’s dealer program enters the arena at the same time that ADT is expanding its dealer base. In addition, the company is trying to regain its grasp in the monitoring sector after experiencing a drop in accounts over the past few years, as well as changes in management, ownership and focus.

Sepulveda is confident that through SAI’s program he can increase the company’s presence in the security arena by adding dealers slowly. He said having the capital to be able to start the program in this fashion is a tremendous benefit.

“Being pushed to grow sometimes causes you to do things that are not necessarily good for the business,” Sepulveda said. “We can make decisions based on quality, not quantity.”

It remains to be seen if Sepulveda can guide SAI’s program into the same league as ADT’s, but his goal is certain.

“We will show that we can become a major player in the authorized dealer business,” he said.