San Antonio Sonitrol makes it two for Stanley

Thursday, April 2, 2009

LAS VEGAS--Stanley Security completed the acquisition of its second Sonitrol franchise in four months--this one in San Antonio, Texas--on the eve of ISC West, Tony Byerly, CEO of Stanley CSS told Security Systems News during an April 1 interview.

"I was on the phone with them last night," Byerly said.

The acquisition, terms of which were not released, expands Stanley's South Texas base. All of the company's operations will now be serviced out of Stanley's San Antonio and Houston office. Its accounts, which include "some nice local government accounts," are already monitored by Stanley.

Byerly said the "portfolio of accounts fits because it's Sonitrol and it's in the right market for us."

Stanley bought Sonitrol Corp. in July of 2008. There are still roughly 95 independently owned franchises that were not part of that acquisition. Stanley acquired a Florida franchise earlier this year and Byerly has indicated that Stanley is interested in acquiring more franchises.

During the interview, Byerly detailed Stanley's new "Best Fit Strategy," a consultative approach to selling that stretches across all of its offerings in each of its four lines: intrusion, fire, access control and systems integration. Sales staff are trained to understand and be able to offer the "full spectrum of solutions.

The Best Fit Strategy was rolled out to all of Stanley's local offices over a two-month period. "It's not a 'good, better, best' approach [to the different levels of offerings,]" said Felix Gonzales, vice president of strategic initiatives & business development. Rather, Best Fit Strategy helps the sales person and customer determine "what's the best fit for the application? What is the need?"

Stanley trained "400 plus" sales people online, Bylerly said, using WebEx teleconferences. Exams were given online and students needed to achieve a certain grade to get certified on one module before moving on to a second module.

"It's a national launch that was done virtually," he said.