Pro One grows nat’l accounts

LAWRENCE, Kan. - The February announcement that it’s established a new dedicated national accounts division is further evidence that Protection One—known as one of the big three residential security companies in the country—is putting significant resources behind its stated push into commercial markets and national accounts. “In 2004, approximately 30 percent of Protection One’s retail RMR additions were generated by commercial accounts. As of 2007, 40-45 percent of retail RMR additions were generated by commercial accounts,” said Jeff Taylor, vice president of marketing strategy and intelligence. In February, Pro One named Kevin Williams vice president of national accounts and he will oversee the new division. Williams has been with Pro One since 2004. Previously, he oversaw both commercial and national accounts. This move coincided with two other promotions: Jim Boots was named vice president of residential sales and Chris Cos was named vice president of commercial sales. Richard Ginsburg, chief executive officer of Protection One, said in a statement that the announcements are a response to growing inquiries from commercial and national account prospects for enterprise-wide security solutions, and “reflect the company’s improved alignment of its residential, commercial and, now, designated national accounts division.” Pro One offers intrusion detection, fire monitoring, access control systems, CCTV/video surveillance, environmental monitoring, Web-based management and life-safety services. Willams said that while many customers still think of Protection One as a residential company, they’re “pleased to find out we’re in the national accounts business.” He said they’re looking for “dedicated customer service, a dedicated central station; [they want service to] be consistent across the country. The design requirements are all very specific to national accounts.” Protection One’s 66 branch offices throughout the country make national accounts a natural for the company, Williams said. SSN