Page 52 - Security Today, March 2017

FROM THE EDITOR
Driving a Good Bargain
BIy Ralph C. Jensen
n the business world it seems like the big money is going after the bigger players. You know, you sell a security installation at one fast food joint, and pretty soon the entire country is yours for the taking.
I’m sure that Tyco Integrated Security often takes a look at this type of installation, but what caused me to pause during recent trip to Boca Raton was how Tyco IS is equally interested in the business right around the corner.
Joe Oliveri, vice president and Tyco IS, the general manager and some of his staff, and with me in tow drove a couple of miles to their customer WDSrx to review their security solutions. WDSrx is not a huge business, but it is a profitable and flourishing warehouse operation. Tyco IS area manager Craig Shulman brought WDSrx into the fold, and it has been a booming relation- ship for both parties.
The security needs vary by the type of drug. WDSrx is a stor- age facility for numerous manufacturers’ product; in this case medicine and legal drugs. The security side of this is that WDSrx has never had a break-in or security issue. Their facility is tight as drum, deploying several different types of solutions, depending upon what part of the facility you need to be.
“As a customer, we have a tremendous security system; one that we expected from Tyco, and one that we received,” said Adam Runsdorf, president of WDSrx. Security is so important to
both parties that they make contact almost every day. If a technician is needed, someone is on the way.
This security relationship is a meaningful relation- ship to Tyco IS and WDSrx because no matter the size of the company professional services are rendered, and expected. Runsdorf ’s building is a non-descript facility, but there is chance the security system isn’t working. After all, the two businesses are practically neighbors.
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0317 | DEALER STRATEGIES
TABLE OF CONTENTS
COVER STORY
DS5 JUST AROUND THE CORNER
By Ralph C. Jensen
DS8 MAKING A HOME SMART
By Juan M. López
DS10 ANEWSEASON
By Lindsay Lougee
DS14 GOINGTOMARKET
By Bart Didden
DS16 REACHINGTOTHECLOUDS
By Lee Pernice
DS20 LEARNINGFROMCERTIFICATION
By Ralph C. Jensen
DS22 ACCESSCONTROL
By Robert Laughlin
ON THE COVER
Joe Oliveri is the vice president and general manager of the Tyco Integrated Systems team located in Boca Raton, Fla.
DS4