Here - Electronic Security Association

2012 EDITION
Wrap Up
The results are in!
The security industry’s hottest show does it again. ESX is changing the tradeshow
experience in the electronic security space. From underwear flaunting industry
leaders to intensive educational seminars and a powerfully focused expo floor—
Report
this show submerges opportunity discovery
in a fun, team-building experience.
And the industry is liking it.
2012 ATTENDEES OPT FOR
DELUXE REGISTRATION—
PARTICIPATING IN MORE
EVENTS AND SEMINARS
EXPO AND KEYNOTE SEE
HIGHEST ATTENDEE
NUMBERS EVER!
MORE INSIDE
ESX Attendees Discover Success
From June 25-29, industry leaders gathered in Nashville,
TN for the fifth annual Electronic Security Expo (ESX). The
Music City was the site of the first ever event in 2008 and
this time ESX would return more powerful and energetic than
ever— with a renewed focus on networking, education and
opportunity.
And it couldn’t have been better timing. With the electronic
security industry approaching a major evolution—the rise
of lifestyle applications like control and automation, the reemergence of major telecom companies and new streams
of recurring monthly revenue (RMR)­—ESX 2012 provided
eduction, information and opportunities to keep security
integration and monitoring companies successful in an
increasingly competitive market.
This year, ESX saw a record-breaking number of attendees
opting for its inclusive Deluxe Pass and attending more
events than ever.
From its Keynote Luncheon, featuring Kix Brooks, to the
Crawl on Lower Broadway, to the Maximum Impact Awards
— ESX 2012 saw its highest-ever number of attendees
and exhibitors, all connecting to discover new partnerships,
business opportunities, and sharing some pretty
unforgettable memories.
ESX 2012 featured 2,629 registrants,
including 611 conference attendees
(a 31% increase vs. 2011), meeting
with 189 exhibitors in 65,000 gross
square feet of space.
PLAY HIGHLIGHT VIDEO
IN THE PRESS
Major Trade Publications Rush to Show
Writers and editors for all of the electronic security industry’s major
trade publications were present at the show, scheduling meetings
and interviews for coverage of the best minds in the business.
“I was so impressed with the level of
understanding of new technologies by systems
integrators and exhibitors. Both groups understood
how critical it is for the industry to embrace new
ways of doing business—the ‘value-add’ if you
will—and manufacturers were ready, willing and
able to educate and explain how their products
and services can assist in this manner.”
-Deborah O’Mara,
Editor in Chief,
Security Dealer & Integrator Magazine
Security Systems News, set up a stage in their booth, conducting
interviews every half hour. Visit www.securitysystemsnews.com to
view the video interviews.
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HIGH QUALITY ATTENDEES
ESX Draws Top Security Companies
ESX provides focused education and
networking opportunities designed
exclusively for security integration and
monitoring executives. You won’t find end
users or homeland-security types here.
A vast majority of the SDM 100 companies
attended the show, with 9 of the top 10
companies registering executives to attend
seminars, networking events and the expo.
And this is just the tip of the iceburg. The
2012 record-breaking attendance included
many other industry-leading companies as
well as members of association leadership.
These attendees serve a variety of
markets, from residential to commercial
to governmental. And they’re happy with
their ESX investments, using information
obtained at the show to make informed
purchase and operations decisions.
95% of attendees reported
that they are likely to return to
Nashville for ESX 2013 at the
brand new Music City Center.
Average Attendee Revenue, 2012
7% $100,000 OR LESS
6% $100,001 — $250,000
9% $250,001 — $500,000
13% $500,001 — $1 MILLION
15%
$1,000,001 — $2.5 MILLION
16% $2,500,001 — $5 MILLION
11%
$5,000,001 — $10 MILLION
MORE THAN $10 MILLION
23%
Median Revenue
$2,500,000
Average Revenue
$6,432,750
“The quality of attendees was second to none. Everyone
we met with was a decision maker. We look forward to ESX
2013!” —David Morgan, Vice President, Sales, Security Dealer Marketing
HIGH QUALITY ATTENDEES
Markets Served by Attendees, 2012
85% OFFICE BUILDINGS AND SUITES
80% RESIDENTIAL, SINGLE FAMILY
76% RESTAURANTS/FOOD SERVICES
70% INDUSTRIAL/MANUFACTURING
68% HOUSES OF WORSHIP
63% HOTELS/MOTELS/RESORTS
62% RESIDENTIAL, MULTI-FAMILY
62% SCHOOLS (K-12)
57% GOVERMENT (STATE AND LOCAL)
56% HOSPITALS/NURSING HOMES
53% BANKS
51%
LIBRARIES/MUSEUMS
50% COLLEGES/UNIVERSITIES
EXHIBITORS SEE RESULTS
Exhibitors and Sponsors See Results
Over the past five years, exhibitors and sponsors
have continued to increase their investment in the
show.
Their reason? At ESX, they have the right
conversations with the right people. Year in and year
out, ESX proves that this is the place where business
gets done.
28% more exhibitors rushed to rebook
space for the 2013 show than in the
previous year.
Sponsorship opportunities for 2013 are already
selling out. All Platinum and Gold Sponsorships along
with many exclusive sponsorship opportunities have
been taken.
2013 sponsorship opportunities booked
at the show more than DOUBLED those
secured in the previous year.
“With everybody that’s coming through
– there are no real tourists. Most
people know what they want and what
they’re looking for and they want to
figure out how to get it.”
-Sean Freeman,
Systems Integration Specialist
Wynit
PLAY SPONSOR VIDEO
“Attendees showed
a high level of
interest. Every
person who walked
past our booth
either knew who we
were or were very
eager to learn as
much as they could
about us.”
-Jeff Kass,
Marketing Manager
The Systems Depot
92%
of exhibitors rate the
QUALITY of their
interaction with
attendees as being
good or excellent
“Some of the bigger shows are just too
much... It’s hard to get any real work done.
Here, you can build genuine relationships.”
- Larry Folsom, President, I-View Now
Seminars Feature Industry Experts
The ESX Conference and Education program
featured more than 75 of the industry’s top
presenters, including team members from
well-known award-winning companies like
ADS Security, Vector Security, ASG Security
and more.
With more and more security integration and
monitoring companies recognizing the value
of this high-level education program, 2012
attendance saw a huge jump.
31% more security integration
and monitoring professionals
attended the education program.
The program included eight tracks of peerto-peer focused sessions, including panel
discussions and best practice sharing all
aimed at providing concrete, actionable advice
for attendees to take back to their businesses.
“The classes are excellent. I
haven’t been to a conference in a
long time that has been as good
as this one. The questions that I
had when I came were answered.”
- Mike Gibson
Principal
General Alarm
Two new mini-tracks were introduced, including
the NexTech Mini-Track—which focused on
generating recurring monthly revenue (RMR)
from technologies like IT, home and building
automation and distributed audio/video—and
the Central Station Technology Mini-Track, with
two seminars focused on the impact of new
technology on the central station.
Some of the most popular seminars included:
Providing Quality and Personal Customer
Service, presented by Anita Ostrowski, Vector
Security and George Rosenbaum, State Farm
Central Monitoring Services
Operations Metrics, featuring Lisa Laboda,
Vector Security
Building a Profitable Business Model,
presented by Patrick Egan, Select Security, Ray
Lynn, Raymond Lynn and Associates, LLC and
Robert Moe, RAM Capital Corp.
Building and Developing a Successful Email
Marketing Strategy, featuring Kara Holder,
Revenew, Lisa Matthews, Safety Technologies
and Shannon Murphy, ESA
Digging Deep on the RMR Valuation
Landscape, presented by Michael Barnes,
Barnes Associates
PLAY SEMINAR VIDEO
THE POWER OF FOCUS
The Most Focused Expo in the Industry
With decision makers from the industry’s top
security integration and monitoring companies
ready to find vendors to work with, the ESX
show floor facilitates quality conversations and
partnerships.
“It’s not a badge scan and run type of show. It’s a lot more personal.
You have time to have conversations with people — they’re not
running around from booth to booth trying to get free stuff.
- Ryan McHugh
Sales Representative
Clinton Electronics Corporation
The event featured more than 50
new exhibitors and sponsors.
New participants included emerging leaders
in hosted video, access control, networking,
surveillance and much more.
The annual Maximum Impact Awards were
delivered by All-Star Host Company ADS
Security’s President and COO John Cerasuolo
— 2GIG Technologies’ Go! 2.0 was named the
Overall Winner along with winners in more 20
product catagories.
PLAY MAXIMUM IMPACT
AWARDS VIDEO
On Wednesday afternoon, the Mobile Apps
Meet-Up was launched, recognizing Optex
as its winner and the brand new ESX Happy
Hour provided live music, drinks and food on
the Show Floor, with attendees and exhibitors
getting the chance to share a drink, have a
bite, and network.
The expo was the official launch for countless
numbers of exciting and innovative new
products and services from the industry’s
leading vendors.
PLAY EXPO VIDEO
Special Events Connect Partners, Friends
ESX is not just a trade show. It’s a gathering
place for some of the brightest minds in the
industry to brainstorm, revamp their business
plans and make memories.
“One of the really neat features
here is the networking. I thought
the Happy Hour, and even the Pub
Crawl, were really important.”
- Amanda Polizzi
Account Executive
ABF Security
ESX’s extensive line up of social outings and
meal functions make it one of the best team
building experiences in the industry.
Here’s a run down of the week’s activities:
ESX kicked off on Monday, June 25, with
association meetings from CSAA and ESA, as
well as the ESA Professional Groups Kickoff
Reception at the Whiskey Bent Saloon.
Tuesday morning the ESA Young Security
Professionals Eye-Opener Breakfast,
welcomed Security Systems News Editor
Martha Entwistle who introduced this year’s
20 Under 40 professionals and moderated
a panel featuring group members and their
mentors.
The ESX Industry IceBreaker Luncheon
featured Marianna Perry, M.S., CPP, who
discussed the importance of public-private
safety cooperation.
Later, the All-Star Host Company ADS
Security hosted a sold-out Central Station
Tour, with attendees getting a behind-thescenes look at its UL-listed, CSAA Five
Diamond Central Station monitoring operation.
Tuesday concluded with the ESA Weinstock
and Jackson Awards Celebration, honoring
the volunteer leadership of its members.
And CSAA started Wednesday with its Central
Station Excellence Awards, which recognized
the most innovative, highest performing
central stations and outstanding managers,
operators and support people. (See following
page for listing of all winners.)
The ESX Keynote Luncheon featured Kix
Brooks of the legendary duo Brooks and
Dunn, who shared stories of his success and
played three of his classic songs, including
“Red Dirt Road.” At the conclusion of the
keynote—ESX’s highest attended luncheon
ever—the packed house gave Brooks a
standing ovation.
Wednesday ended with the annual ESX Crawl,
an annual favorite for many attendees. During
the crawl, a guitar signed by Kix Brooks was
auctioned off, with the new ESA president
John Knox handing it off to Jason Butler
of Goldleaf Data. The auction amounted
to $3,700 in proceeds all benefitting the
Wounded Warrior Project and TNESA’s
Benevolence Fund.
PLAY NETWORKING VIDEO
MAKING MEMORIES
Thursday morning began with the ESX Rise
and Shine Breakfast - Trends in Mergers,
Acquisitions and Valuation, where a panel of
industry experts discussed emerging RMR
streams and how attendees can create a welldefined and highly profitable acquisition plan.
ESA’s Industry Luncheon and Annual
Meeting on Thursday afternoon featured
presenter Kristen Simmons, who discussed
the importance of the customer experience.
At the luncheon, ESA also provided updates
on the association’s activities, programs and
plans, and installed the new leadership,
including its new president John Knox, owner
and president of Life & Property Security
Systems in Knoxville, Tenn.
Thursday ended with the Seventh Annual
SDM 100 Gala, featuring a 1940’s theme and
honoring the top companies in the industry.
Thank You All 2012 Exhibitors and Sponsors
Platinum Sponsors: ESC Central, Honeywell Security Group, Tri-Ed/Northern
Video Distribution, and The CentraLarm Group of Companies
Gold Sponsors: DMP-Digital Monitoring Products, DSC-Digital Security Controls,
Interlogix, Security America RRG and The Systems Depot
Silver Sponsors: Bosch, Digimerge, Paxton Access, SunWize Technologies,
Telguard and Universal Power Group
Premier Media Sponsor: Security Systems News
Additional Media Sponsors: Business Solutions Magazine, SDM, SDI, Security
Products, Security Sales & Integration and SecurityInfoWatch.com
Congratulations to all of the 2012 Award Winners
PDQ Award: HS Technology, Baltimore, MD
Moody Awards: Mel Mahler, CEO, ADS Security and Maria Malice,
Vice President Special Projects, COPS Monitoring
CSAA Marketing MARVEL Award: Redwire
ESA Youth Scholarship Award: Emma Sonenson, Higganum, CT
Morris F. Weinstock Person of the Year: Dan Budinoff, Security
Specialists
Sara E. Jackson Memorial Award: Bob McVeigh, Security Solutions
CSAA Central Station of the Year: Vivint
CSAA Central Station Manager of the Year: Amy Becht, Vivint
CSAA Central Station Operator of the Year: Gale Gordon, The
Protection Bureau
Special Event Sponsors: ADT Authorized Dealer Program, Alarm.com, Alarm
Capital Alliance, Axis Communications, DMP-Digital Monitoring Products, ESA’s
Young Security Professionals, Goldleaf Data, Honeywell Security Group, Interlogix,
Lutron, Micro Key Solutions, Milestone Systems, Napco Security Technologies,
Optex, Paxton Access, SDM, Security America RRG, Security Sales & Integration,
SedonaOffice and The Systems Depot.
Conference Track Sponsors: Alarm Financial Services, Bold Technologies, Diebold
Advanced Dealer Program, Napco Security Technologies, Netsertive, SurGard,
SD&I, SecurityInfoWatch.com and SDM
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Industry information. Shared.
CSAA Central Station Support Staff of the Year: David Palacios,
United Central Control
Get ESX education and industry news ALL YEAR ROUND. Sign up for ESXperience and you’ll
receive e-newsletters with video interviews of the who’s who in electronic security integration,
along with breaking news, trend updates and select ESX seminar recordings.
Maximum Impact Award Overall Winner: 2GIG Technologies: Go! 2.0
Go to www.ESXweb.com/esxperience to sign up today!
JUNE 17-21, 2013
EXPERIENCE THE ESX DIFFERENCE
ESX 2013
ESX 2013 will take place at the BRAND NEW
Music City Convention Center—marking it as
one of the very first events entering the facility.
Mark your calendar for the industry’s
premier team-building event
June 17-21, Nashville, TN
Global security solutions
to meet the demands of
the modern world.
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