The PSR Episode 5: What’s Next for Physical Security?

Greetings listeners!

Welcome to another episode of The Physical Security Rundown, with your host Jeff DiDomenico, Vice President of Business Development at Trackforce + TrackTIk. This week, Jeff is joined by Ryan Smith from Titan Protection. Ryan has a long-standing career in the physical security industry going back to when he was just 18 years old.

In this episode, we are covering the future of manned guarding.

“We really put an emphasis on proper training. It is no longer ‘watch a video, here’s a t-shirt, go be a guard.’ We now put trainees through a week-long interactive and intensive training program. We really focus on de-escalation techniques and communication before we put them out in the field.” – Ryan Smith | Titan Protection

We also covered:

The Instant ROI of Manned Guarding: Ryan shared a story of how he got involved with manned guarding back in the late 2000s during the height of the copper theft ring, and how catalytic converters are the new target for theft. While there are pros and cons to manned guarding, it is likely to become more relevant and needed as crime rates continue to rise.
Pricing Strategies: Pricing strategies have become a hot topic as inflation continues to rise across the world. With fears of a recession looming, many businesses are preemptively raising rates to ensure survival should an economic downturn take shape. How are physical security companies battling inflation?
Value Propositions: Top sales professionals know a value proposition is one of the most important assets for any business. A value proposition is figuring out what your target audience wants, when they want it, and how they want it delivered. For physical security companies, an exercise in developing your value proposition, or selling proposition, can boost close rates and lead to increased business opportunities.
Regulations and Compliance: Compliance is a central issue. With more regulations added yearly, physical security companies must stay ahead of the game. Resources are going to be essential in maintaining compliance. In particular, wage and hour regulations.

Tips to get started:

ISC West – Taking place March 28-31, 2023, in Las Vegas at the Venetian Resort, this is the leading comprehensive & converged security trade event in the U.S. At ISC West, you will have the chance to network and connect with thousands of security & public safety professionals, learn from the dynamic SIA (Security Industry Association) Education@ISC program, plus explore the latest technologies in Access Control, Alarms & Monitoring, and Video Surveillance, while discovering emerging trends in Drones & Robotics, IT & IoT Security, Smart Home Solutions, and more.
GSX 2023 – Taking place in Dallas, TX in September 2023, the Global Security Exchange is a vital conference for all business owners. Hear from industry leaders, network with colleagues, and meet with top vendors in the physical security sector.
Develop your crawl, walk, run strategy – Determine where to start, and how to grow. Ryan talks about expanding into the video monitoring services sector. His company spent time outlining the importance, building their strategy, and bringing the service to market.
To Subcontract, or Keep In-House? Ryan mentions a good point… If you are going to expand into new services (the example he gave is remote video monitoring), do you want to put forth all the capital, build out the remote monitoring center, and keep everything in house, or do you want to outsource and simply sell the service?