Stanley rolls with Sonitrol

Friday, May 1, 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. Further, Stanley will roll out Sonitrol’s audio verification solution across all of its monitoring platform.

The acquisition, terms of which were not released, expands Stanley’s South Texas base. All of the franchise’s  operations will now be serviced out of Stanley’s San Antonio and Houston offices. Its accounts, which include “some nice local government accounts,” said Byerly, are already monitored by Stanley.

Byerly said the “accounts fit because it’s Sonitrol and it’s in the right market for us.”

The Sonitrol solution seems to be a fit, too. Stanley bought Sonitrol Corp. in July of 2008. And though there are still roughly 95 independently owned franchises that were not part of that acquisition, Stanley isn’t being hesitant about taking Sonitrol’s well-known audio verification and offering that to all of its monitored accounts. Byerly has indicated, too, 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,” including Sonitrol’s offering.

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.