In The Boardroom With...

Mr. Bill Bozeman, CPP, CHS 
President/CEO
www.psasecurity.com 

SecurityStockWatch.com: What is PSA Leadership Institute?

Bill Bozeman: PSA Leadership Institute is a resource; a collection of videos, webinars, books, articles, and activities designed to improve leadership skills. Consider it a leadership toolbox. All offerings are pre-screened for quality and packaged to guide users in the quest to become a better leader, to enhance professional, team and company performance and positively impact personal relationships.

Bill Bozeman: PSA understands that good leadership skills are essential at every level of every organization. We are all experiencing increased pressure to deliver results with diminishing resources. We also understand that there are challenges for the busy security professional, such as determining where to begin, what materials are the best, how to stay on track, and how to find the time to pursue better leadership skills. Since PSA truly wants to be a partner in the security industry-to offer resources our industry needs, in a format that is easy to use-offering leadership resources is a natural fit. The materials we share are high-quality, are applicable to everyone, and we package them in digestible segments for the security professional to work into their busy day-to-day schedule.

Bill Bozeman: Just one example of the programming offered is the "Becoming a Person of Influence" webinar series. This is a 3 session package-each webinar is about 30 minutes -and it includes a free copy of John C. Maxwell's book, "The 21 Irrefutable Laws Of Leadership" and free downloadable access to the Becoming a Person of Influence Workbook, the resource used in the webinar series. The first two sessions are already recorded and ready for viewing. The third session will happen on January 18th, so anyone who wishes to catch up on the sessions prior to the final installment can visit the site at their convenience to do so. This webinar series is completely open to all security professionals at no cost. Opting in to receive consistent PSA Leadership Institute information is also completely free.

Bill Bozeman: Visit buyPSA.com and click the opt-in button to sign up today, to ensure receipt of the latest resources, tips and information, as well as invitations to programs and educational opportunities.

Updated November 14, 2011

PSA Security Network® (PSA), announces the appointment of Krista Ferndelli as Marketing Coordinator. Ms. Ferndelli will be responsible for adding value to PSA Security Network's owners through PSA's Business Solutions programs, and increasing PSA's brand awareness through a variety of marketing channels.

"I am thrilled about joining PSA," says Ferndelli. "PSA's Business Solutions will help make PSA owners and customers more competitive in their respective markets, and I am excited to be a part of the implementation."

Ferndelli brings 10 years of marketing experience to her new position. Prior to joining PSA, she was the North American Director of Marketing and Sales Support for Travelex, a global provider of foreign currency exchange. She was also previously the Chief Marketing Officer for Denver Community Credit Union, responsible for the marketing, business development, education and community outreach initiatives for the credit union. For more information, please click here. Please also see the PSA archive for Press Releases here.

Updated October 4, 2011

PSA Security Network® (PSA), the world’s largest electronic security cooperative representing security system integrators, to promote training and credentialing for the electronic safety and security systems industry has partnered with BICSI, the association supporting the information technology systems (ITS) industry with information, education and knowledge assessment.

Electronic safety and security technology is rapidly evolving and has integrated beyond the network grid. Fast-paced change, coupled with the need for industry professionals who have the educational knowledge about the entire industry, has led to the partnership between BICSI and PSA. BICSI’s premier security credential, the Electronic Safety and Security (ESS) Designer, is of particular importance in assisting with providing security, protection and life safety-based systems. ESS Designers are at the forefront of IP Convergence, IP Video Surveillance, Access Control and Intrusion Detection Systems.

“This partnership is an essential step toward increasing the visibility and knowledge of both organizations’ education, training and credentialing in the field of electronic safety and security,” said BICSI president Brian Hansen, RCDD, NTS, CSI. “BICSI is eager to work closely with PSA in the coming months to accomplish that goal.”

“We are delighted to have a partnership with BICSI,” stated PSA’s president and CEO, Bill Bozeman, CPP, CHS. “Our integrators are focusing more and more on network-based technology, and the educational advantages BICSI has to offer in this space are second to none. We look forward to working with BICSI to accelerate our security integrators’ capabilities and success in network-driven technology deployments. For more information, please click here. Please also see the PSA archive for Press Releases here.

Updated August 2011

It is extremely important for integrators to know those entities who specify projects in their market area. In addition to maintaining awareness of both existing and forthcoming projects, an integrator can establish his organization as a valuable resource to the specifier. The integrator can provide not only advice on design approaches and areas for cost savings, but also valuable feedback on product capability, field experience, and manufacturer support. As the integrator becomes established as a trusted resource to the specifier, opportunities for enhanced project visibility and participation are possible.

I'm happy to report that there is now a great resource for integrators, suppliers, and end users to identify Specifiers in a geographic area or market sector,SecuritySpecifiers.com . Through a complete database, integrators are able to gain enhanced knowledge for each project. Specifiers will assess the project facility; determine what products are needed, and give advice on design approaches, all while finding areas of cost savings.

PSA has partnered with SecuritySpecifiers.com because we believe in the value that it provides to our industry. In addition we've negotiated some bonus features if you go through PSA to obtain your subscription to SecuritySpecifiers.com .

PSA Integrators receive special PSA pricing on Full Access searches in addition to having a priority in the construction of integrator-specific web pages on the SecuritySpecifiers.com website. Through PSA management, integrators have a significant voice in the direction and services that SecuritySpecifiers.com offers, and because of our strong involvement with SecuritySpecifiers.com , industry specifiers will increasingly realize the level of professionalism and knowledge fostered by PSA in its integrator members. Get started now!

I'm pleased to announce PSA Business Solutions (formerly known as Value Added Services) offers a variety of opportunities to enhance your business success.

Included in PSA's Business Solutions are: Project Financing from Susquehanna Bank, WeSuite's estimating software, SecuritySpecifiers.com, PSA Perks business savings, SystemsPlus insurance, iQCatalog, The Receivables Exchange, and Integrator Support offering managed services.

Project financing from Susquehanna Bank fits each individual integrator's needs and provides monthly payments for the end user. The financing program also allows integrators to start their own RMR program within six months with the ability to add on equipment and keep up with technologies.

WeSuite's business management software was designed by security and alarm integrators for security and alarm integrators. Keep your finger on the pulse of your company with detailed one touch reports about leads, proposals and installations all on one screen.

SecuritySpecifiers.com provides integrators the ability to search the most complete database in the industry for security specifiers (consultants and engineering firms) in their market area. Successful integrators in the security industry understand the importance of effectively engaging with those firms and individuals who design systems and write bid specifications for them. Access to the database may be enabled through annual subscription or one-time search fee.

PSA Perks is a host of business offerings and services from ADP, Sprint, UPS, Grainger, OfficeMax, AIP, Monster, and much more.


SystemsPlus provides ways members can save money on their insurance premiums and stabilize health insurance costs. Three independent solutions work together to manage the risks associated with doing business in the commercial electronic systems industry. Coverage includes: Health Solutions, Property & Casualty Solutions and Surety Solutions.


iQCatalogs is an online product catalog consisting of manufacturers and their products that your company is authorized to represent and it's automatically updated and maintained by those manufacturers and iQ. Whether you are a Vendor Partner or a PSA Member you can have your own catalog too!


Take control of cash flow with The Receivables Exchange, the real-time online marketplace for working capital that lets you sell your invoices to qualified buyers and get cash fast. PSA members and customers can apply today to join the Exchange. Post your invoice. Set your terms. Get your money.


You want to make money every month, right? Integrator Support helps you do just that. By helping you discover your recurring revenue model, you can make sure that your company stays afloat during rough economic times. Generating recurring monthly revenue (RMR) through managed services offerings include remote video monitoring, hosted access control, video business intelligence, and project financing.


All of PSA's Business Solutions were chosen to offer diverse, yet profitable programs to help each PSA integrator run a smooth business, and in turn provides the end user with the best service in the security industry.

To get more information on PSA Business Solutions go to buyPSA.com/Solutions

Updated July 2011

PSA-TEC 2011 Post Show Highlights, By Pixel, PSA Resident Fox
Whether you were there to witness it, or you heard from peers, PSA-TEC 2011 was a great educational and networking experience for all show attendees.

A highlight of this week was the non-biased education sessions offered at PSA-TEC. This year, TEC offered over 16 education sessions while some consisted of vendor neutral panel formats. These education sessions were not product centric, but educated attendees about the nuances of technology and system applications in general.
For the first time, PSA-TEC offered Continuing Education Credits by partnering with ASIS and BICSI, allowing attendees to maintain their certifications, but at the same time benefiting from various training topics. PSA-TEC also offered manufacturer and management certifications.

Tuesday, PSA recognized our suppliers who provide PSA with the best service and quality products during the Vendor Appreciation Awards Luncheon. The Super Star Award was awarded to Altronix, CSC, and Exacq.
On Wednesday of PSA-TEC, 111 exhibitors from around the country set up their booths to network and provide attendees with new products and company news during the Trade Show Exhibit Hall. For example, Ascendance Wireless launched its new product, SecureLINX.

Another highlight of Wednesday’s event was the truck exhibits from Bosch, Pelco, Assa Abloy, and Flir, parked outside the Westin Westminster Convention Hall.

The networking events offered at PSA-TEC allowed attendees to get to know their peers, while making connections for future business activities. Networking events provided at TEC included the Welcome Reception, which kicked off the week with a welcome from Bill Bozeman, president and CEO and Mike Koeblin, Chairman. Hospitality Suites and Jam Session provided a fun Tuesday night for PSA-TEC attendees to watch PSA members and non-members “jam” out on their musical instruments. Wednesday featured Paul Soniat’s Piano Night and a Bowling Tournament ended the week of successful networking opportunities.

“The PSA TEC was fantastic and a first class event. From the quality of the dealers attending, the facilities, courses, presentations,” said Mauricio Velasco, National Account Manager of Interlogix, “The event was very well organized and I am glad we were one of the Gold Sponsors. Thanks again to you and to the entire PSA team for having us and be part of this great conference.” PSA Security Network thanks all attendees for a great TEC 2011 and look forward to seeing everyone next year for another great show! For information about PSA-TEC 2012 please www.psaTEC.com

SecurityStockWatch.com: PSA-TEC 2011 is right around the corner.  What is new with this year’s program?

Bill Bozeman: For over 30 years PSA Security Network has hosted PSA-TEC. This year PSA-TEC we offer hundreds of hours of education and networking, focusing on Business Optimization, Physical Security, IT and Managed Services.  The Managed Services track is new for 2011, primarily to highlight the importance of this business model for the future of the physical security community.  Additionally, this year we have the Technology Showcase with the latest products from select PSA Vendor Partners.

SecurityStockWatch.com: I believe that PSA-TEC 2011 also changed locations this year?

Bill Bozeman: Yes, I’m happy to announce that PSA-TEC 2011 will be returning home to Colorado this year.  We felt that it was important to have the entire event all under one roof to retain the intimacy of previous events.

Please join me May 16 - 20, 2011 in Westminster, Colorado and get the training you and your staff need to meet the everyday challenges and succeed in the security industry.  Register at www.psaTEC.com.

Updated October 4, 2010

Bill Bozeman: PSA continues to focus on providing multiple benefits to security integrators that are not found in their entirety elsewhere. The newest additions are strategic Corporate Partners which round out the service offering to support our network such as: estimating software developed by WeSuite, Project Financing Program provided by Susquehanna Bank, and a full insurance offering from SystemsPlus. We’ve also recently added AVAD as a Vendor Partner which provides us with a full line of commercial sound products and will be launching our new online store buyPSA.com November 1st.

Bill Bozeman: buyPSA.com has over 100,000 products from more than 250 Vendor Partners. The robust advanced searching capabilities and access to more account data than ever before will provide a better shopping experience and enable our members and customers to be more informed about their orders. If you are a current PSA member or registered customer I encourage you to please visit buyPSA.com to experience the new store.

Bill Bozeman: Physical security integrators (integrators who specialize in the design, installation and maintenance of video surveillance, control access and the associated support peripherals) are in a dynamic change mode that is more aggressive than any I have seen in my 30 years in the business. Equipment margins continue to drop and I do not see a margin recovery. Security integrators who succeed going forward are developing a business model that does not derive the majority of profitability from selling equipment.

Most of the larger national integrators realized the model change years ago and have modified their services accordingly. Most if not all have added a managed services focus that includes remote video monitoring, managed access control and remote s/w diagnostics. These services improve cash flow predictability, profitability and customer satisfaction.

Unfortunately many of the local and regional security integrators continue to stick to the equipment based profitability model. Time will tell but it seems logical that this model will make profitability and growth very difficult.

The good news for the local and regional integrators is that wholesale services are now available to the smaller (2- 25m) integrators allowing them to participate in a managed services business model.

SecurityStockWatch.com: Thank you for joining us today, Bill. Please give us an overview of your background and a brief history of PSA Security Network^® .

Bill Bozeman: I am a 30 year veteran of the electronic security business. I have owned and operated a Gulf Coast based systems integration company specializing in industrial and government projects that was sold to Pinkerton. I also owned 3 different alarm companies that were sold to various RMR acquirers. I joined PSA 9 years ago as a division president and was later named CEO. Immediately prior to my employment with PSA I served as Vice president of strategic alliances for Pinkerton.

PSA is a 34 year old electronic security cooperative currently supporting over 300 physical security integrators in all 50 states and Canada. PSA supplies its integrators with cutting edge hardware, software, training, financing and other industry specific business tools that allow them to increase efficiencies and profitability.

SecurityStockWatch.com: As the worldwide financial crisis continues, what is your perspective on the market drivers for electronic security solutions at the present time? Are things getting better out there in the field for your members?

Bill Bozeman : The majority of our integrators focus on the commercial, industrial and government segments of the physical security space; consequently they have been impacted less severely than those who focus on the retail or residential security markets. We were pleased to see a pick up in revenue in the last quarter of 2009. It’s too early to evaluate 2010 but we remain cautiously optimistic.

SecurityStockWatch.com: Please give us a profile of PSA Security Network members….who are they…what do they do? What are the benefits of membership?

Bill Bozeman: PSA integrators run the spectrum from small 3 million dollar companies to the largest providers of physical security services in the world. We have no typical integrator. The smaller integrators see PSA’s value differently that the larger and mid sized integrators. It’s our job as managers to assure we provide value to all sized physical security integrators. One commonality all our integrators share is their focus is on video surveillance, controlled access and the peripherals associated with sophisticated electronic security systems.

PSA provides multiple benefits to security integrators that are not found in their entirety elsewhere. Benefits include top notch training, 200 cutting edge physical security hardware and software solutions, generous credit lines, extended terms, industry G2, national account lead sharing, technical committee evaluations, leadership education and training, business acumen education, industry metric information specific to our niche and of course the very best networking and information sharing in our industry.

SecurityStockWatch.com: Are there any special upcoming events you’d like to mention?

Bill Bozeman : Ask anyone who has ever attended PSA-TEC and they will tell you it’s a “must do”. Three tracks offer over a hundred classes over a five day period covering business optimization, technical training a certifications and IT education and certification. TEC is an amazing conference and has consistently improved over its 30 year history.

PSA-TEC is on May 24-28^th and is located at the Rosemont Center directly across from O’Hare Airport in Chicago. PSA-TEC is open to all security industry professionals.

SecurityStockWatch.com: Thanks again for joining us today, Bill.  Are there any other subjects you'd like to discuss?

Bill Bozeman:  The changing business model for the traditional security integrator is a subject that both fascinates and scares me at the same time. This subject can be picked up in our next conversation as there is no simple, quick statement that summarizes the dilemma.