UCC doubles account base with innovation
SAN ANTONIO--Though a July report from UK-based research firm IMS Research predicted the wholesale monitoring market will grow by less than one percent by 2012, United Central ControlÃ¢â‚¬â„¢s senior vice president Mark Matlock said he couldnÃ¢â‚¬â„¢t disagree more. Ã¢â‚¬Å“WeÃ¢â‚¬â„¢ve gone from 85,000 accounts in January of 2006 to 165,000, so weÃ¢â‚¬â„¢ve nearly doubled in size. ItÃ¢â‚¬â„¢s hard to look at those numbers and say the wholesale market is stagnant and that thereÃ¢â‚¬â„¢s not a lot of opportunity out there,Ã¢â‚¬Â he said.
Matlock said that UCC has been making concerted efforts to expand its offerings including access control and hosted video services, and has found success. Ã¢â‚¬Å“WeÃ¢â‚¬â„¢ve got to open minds to new monitoring opportunities Ã¢â‚¬Â¦ weÃ¢â‚¬â„¢ve got more bandwidth than ever, we have to be on the forefront seeking out monitoring thatÃ¢â‚¬â„¢s available to us through IP,Ã¢â‚¬Â he said.
Equally important, Matlock also stressed the need for ongoing dealer training and education.
Ã¢â‚¬Å“Dealers are in the mindset that they want to do what they always do and what they feel comfortable with. We have to change their mindset Ã¢â‚¬Â¦ and educate our dealer base so they seek out new types of customers,Ã¢â‚¬Â he said.
The reportÃ¢â‚¬â„¢s author, Niall Jenkins, told Security Systems News in the August article Ã¢â‚¬Å“Wholesale Market Stagnant?Ã¢â‚¬Â that one of the reasons for the wholesale marketÃ¢â‚¬â„¢s slow growth is the consolidation and reduction of independent dealers. However, Ã¢â‚¬Å“even if the supposition is correct that the alarm dealer base isnÃ¢â‚¬â„¢t growing,Ã¢â‚¬Â said Matlock, Ã¢â‚¬Å“we have to create customers by offering technology that weÃ¢â‚¬â„¢ve never offered before.Ã¢â‚¬Â
Matlock disputed the notion, too, that wholesale monitoring companies have to rely on acquisitions for growth. Ã¢â‚¬Å“Acquisitions are not part of our strategy, we havenÃ¢â‚¬â„¢t grown through acquisitions, but instead mainly by providing great service and word-of-mouth,Ã¢â‚¬Â he said. Ã¢â‚¬Å“If you focus on the customer and doing things right, everything will take care of itself.Ã¢â‚¬Â