FIRE & SOUND
VOLUME 1, ISSUE 5
SA L E S C O N N E C T I O N S !
JUNE 5, 2009—SOUTHEAST REGION EDITION
SOUTHEAST REGION DISTRIBUTOR OF THE YEAR
INSIDE THIS ISSUE:
Each year one Strategic Partner is selected as the Strategic Partner in 2001. To the benefit of EST
WHO’S WHO? 2 regional distributor of the year and honored with a and Mike’s employees the growth did not stop
special plaque recognizing this achievement. The cri- there. In 2008 EES eclipsed the $1mil mark and
teria by which a partner is evaluated against include became part of an exclusive membership that for
MNEC SUCCESS 2
sales volume, growth, market share and a host of any business person would certainly be proud of.
other metrics that set this company apart from their
Congratulations to the entire organization of EES
peers. Each year it’s a touch choice to decide on who
TAKING STOCK 3 and to his District Manager Pete Zsoldos who has
is most deserving for we have so many partners that
been there supporting his customers every step of
go above and beyond expectations each and every
For 2008 the Southeast Region Strategic Partner of
the year is Edwards Electronic Systems in Clayton NC.
EES has been a part of the EST family since 1998
when they were granted the status of Engineering
Systems Distributor. Over the next 4 years Mike Ed-
wards, the owner of EES, grew his business and his
team and more than doubled their sales with EST
product in that time. It was this performance and busi-
ness growth plan which earned EES the status of
2008 STRATEGIC PARTNER ACHIEVEMENT RECOGNITION
The SER would like to congratulate the following com- 100% Club
OF INTEREST: panies for their 100% quota achievement in 2008!
Diebold Fire Protection Services—Charlotte NC 209%
Milton J Wood Fire Protection—Jacksonville FL 175%
Million Dollar Club Safe Tech—Ft Myers FL 174%
• SP of the year 2008 Signature Systems—Castleberry FL 165%
Edwards Electronic Systems—Clayton NC 161%
Diebold Fire Protection Services—Charlotte NC BETA Systems of Virginia—Chesapeake VA 143%
• SP 100% of Quota Fire Control Systems—Cantonement FL 132%
Edwards Electronic Systems—Clayton NC Harris Security Systems—Ozark AL 131%
Hunter Security—Daphne AL 124%
Haynes Technologies—Ashville NC 124%
• Contact info back pg SAI—St Petersburg FL Central Station—Birmingham AL 122%
Integrated Security Systems—Miami FL 121%
Johnson Electronic Systems—Cordele GA 120%
• June Calendar back pg Jacksonville Sound & Communications—Jacksonville FL Keller’s Inc.—Wilmington NC 113%
CMI Electronics—Montgomery AL 111%
Building Systems Technologies—Knoxville TN Diebold Fire Protection Services—Richmond VA 110%
SAI—St Petersburg FL 109%
Integrated Systems of Florida—Oldsmar FL 108%
Engineering Systems Technology—Hialeah FL Carter Brothers—Deerfield Beach FL 105%
Carter Brothers—Atlanta GA 104%
Convergint Technologies—Atlanta GA Jacksonville Sound & Comm—Jacksonville FL 103%
Building Systems Technology—Knoxville TN 103%
Richardson Technology Systems—Suwannee GA 101%
Commercial Systems Group—Apopka FL 101%
Advanced Alarm Service—West Palm Beach FL 100%
Ivanco—Ft Walton Beach FL 100%
VOLUME 1, ISSUE 5 Page 2
Steve Johnson is this months Sales built his business and exper- Steve left Simplex in 2002 after 24
Connection’s Who’s Who! Steve’s tise consistently growing sales years and spent a short time as
career has spanned a very fast year over year. Since Steve branch manager from an SP in
paced 32 years dedicated to the fire was such a consistent per- Fort Myers and then Johnson
alarm industry. Except for working in former against expectations Controls in Knoxville, TN. In 2005
a gas station in high school and a he was invited to attend every Steve became the South Atlantic
lumber company in college it’s been 100% Sales recognition event District Managers for GE-EST and
his chosen profession. Steve at- during this time. In 1993 he the partner of Timm Weber.
tended Blackhawk College in Moline, took a promotion as branch
Steve has attained the level of
IL where he studied Electronic Tech- manager and moved his fam-
NICET IV in fire protection engi-
nology and graduated with an asso- ily out of Illinois south to Chat-
neering technology and holds an
ciate engineering degree in 1977. tanooga, TN. There he became
EF electrical contractors license in
fond of sweet tea and boiled
Immediately upon graduating Steve the State of Florida.
began his career path as a techni-
Steve has two daughters, Libbey a
cian for Simplex Time Recorder During the next 5 years the
veterinarian in Phoenix AZ and Steve Johnson —With Steve’s
Company installing and maintaining branch grew under his direc-
Sarah who is married and attend- experience and industry knowl-
fire alarm systems. In 1983 Steve tion from just under $1M to edge he can relate easily to his
ing nursing school in Orlando. He
received a promotion and transfer to over $3.5M. In 1998 Steve was customers challenges and
lives in Fort Myers with Sheila
the Peoria, IL branch as a project presented the opportunity to provide valuable input that
enjoying the warm winters, their
engineer designing and managing move even further south to helps them become more suc-
new house and riding their Harley cessful. He is a trusted factory
fire alarm projects throughout cen- Fort Myers, FL. Steve became
Davidson motorcycles. rep and well respected by all
tral Illinois. After three years of engi- the branch manager for Sim-
neering and design work Steve got plex for the Ft Myers office. those who know him well.
his start in building systems sales. During the next four years,
Steve began quotation and design of Steve grew the branch from
fire alarm systems, security and 50 employees to 100 and
nurse call systems providing esti- $4.5M in sales to just over
mates to owners and electrical con- $12M.
tractors. Over the next 8 years he
MNEC SPOT LIGHT—BAINBRIDGE COLLEGE GEORGIA
Situated on 176 acres of land in will serve additional buildings bel presented an upgrade solu-
the southwest corner of Georgia planned for the future. tion utilizing GE/EST EST3 that
Bainbridge College is a two-year would allow the reuse of the
college, which prepares stu- In January of 2008 Bob Kurbel, existing detectors, modules as
dents to transfer to a four-year GE’s District Manager of Geor- well as the majority of wire. Mr.
institution or technical program. gia, was contacted by Roy & Johnson and Mr. Kurbel lever-
Mark Johnson from Johnson aged their years of selling ex-
Bainbridge College is one of the Electronic Systems our SP in perience to understand the cus-
fastest growing colleges in the Cordele, GA. regarding the up- tomers need behind the needs &
State of Georgia & offers several grade of the fire alarm system uncovered what was keeping Americans will
degrees, including associates in at Bainbridge College. This the administers awake at night.
the arts, applied sciences, busi- opportunity was going to need reach the moon by
ness, nursing & technical certifi- some direct factory sales sup- The college was concerned with
cations as well as cooperative port and Bob was at the ready. the recent issues involving ter- standing on each
degree programs with four area rorist tactics on college cam-
colleges/universities. The existing fire alarm system puses & the threat of tornadoes
consisted of a few independent in South Georgia. The admini- John F. Kennedy
Bainbridge College is a com- EST IRC3’s with standard horn/ stration was focused on commu-
muter campus with a total en- strobe configuration for alarm nicating & notifying the faculty
rollment of 2,781 students & 73 notification in nine buildings. as well as the student body in
faculty members. An appointment was scheduled the event of an emergency situa-
20 buildings cover the 176 with the administration, facili- tion. This information provided
acres including administration, ties director & Nottingham, the basis of our solution &
academic, student union, as well Brooks & Pennington the con- placed Mass Notification Emer-
as maintenance facilities. An sulting engineer firm out of gency Communications at the
additional academic building is Macon, GA. to oversee the pro- forefront of our discussion.
now being constructed which ject. Mark Johnson & Mr. Kur-
VOLUME 1, ISSUE 5 Page 3
This month the editors at SC Standard & Poor's target price HON has a valuation of $33/sh
have been following our com- was $36 on May 30th and they which makes this stock currently
petitor Honeywell (HON) on the were right on that call. Current over priced. Waiting for a pull In the News— Boston June 2nd, Diversi-
market and have some interest- analyst are ratings HON a 4 of 5 back to around the $32/sh level fied US manufacturer Honeywell Interna-
ing news that could put some stars and a strong buy from 6 of would signal a good entry point. tional reported that it has landed a con-
cha-ching in your bling. 12 analysts. Five have HON at a tract worth up to $700mil over 10 years
moderate buy. HON has a P/E ratio of 10.28 and to provide logistical services to the US
While Honeywell may raise the a dividend of just under 3.5%
hair on the back of your neck If you are a longer term investor which is nice for consistent earn-
The Morristown NJ based company will
they can also raise the value of HON is a must look based on ings from just holding the stock.
handle maintenance and supplies for 14
your portfolio. their strong balance sheet and
ships that serve 15,000 Marines.
ability to generate significant HON is at a 41% discount from a
Over the past two months HON amounts of cash from their year ago which is in line with the
has had a nice run up from $28 global operations. This is much S&P’s decline.
to $35 as of June 2nd and like GE. Both of which play in the
there is still room to the upside. Industrial & Aerospace industry.
BAINBRIDGE COLLEGE CONTINUED
The sales team of Mark & After all the data was col-
Bob verbalized to the cus- lected the assistance of
tomer the benefits of using GE’s applications depart-
the EST3 platform as the ment was solicited for input.
backbone for a campus It was important that we
wide MNEC & Life Safety provide a comprehensive
system. This solution sell- solution that would allow for
ing proposition was wel- future growth of this cam-
comed by the university and pus wide MNEC & Life
the next requirements were Safety System.
Mr. Johnson & Mr. Kurbel
The university requested developed a specification,
that a specification, layout, system hardware layout &
& sequence of operations of sequence of operations then
the system be developed presented this solution to
and presented to Notting- NBP & Bainbridge College.
ham, Brook & Pennington, The proposed solution was
the design engineers of approved with minor
record, for review and then changes & adopted as the with SIGA devices which allowed the contractor to re-use as much of
comment to the customer. basis for design at the col- the existing wire as possible. The equipment totals were significant
lege. and helped us realize the profit potential is doing just one of these sys-
Immediately following the tems each year.
initial meetings with the end The MNEC & Life Safety
user a thorough campus System consists of 10 EST3 This one opportunity which was successfully executed has led to more
review was conducted by nodes on class A fiber with in the area. Johnson Electronics has been negotiating the upgrades for
visiting various areas of the two 3CPU’s in each node. the Life Safety System at an adjacent university & will incorporate the
campus in order to compre- There are 10 ASU’s (one in backbone of GE’s MNEC solution presented in Atlanta GA last month.
hend & understand the lay- each node) which facilitate
out of each buildings in rela- paging in each building as All of us here at GE would like to send a special thank you to JES and
tionship to one another and well as building-to-building Bob Kurbel for embracing the GE solution and working through the
the parking areas. Also re- paging from any node. learning curve that can sometimes be overwhelming. For in the end it is
viewed in detail was the worth it. The world becomes a safer place when you combine advanced
evacuation plans previously Internal to the building GE technology solutions with our Channel Partners hard work. This
crafted by the University. Geneses speaker/strobes, combo has never failed and it never will.
were used & re-entrant
From the site survey de- speaker/strobes were used
tailed drawings were con- for outdoor communica- Special thanks to Johnson Elec-
structed of the nine build- tions. All existing detectors tronics and Bob Kurbel for the
ings and parking areas. & modules were upgraded details on this success story.
The Southeast Regional Fire & Sound
We are on the web @ GESECURITY.COM sales team is comprised of 8 dedi-
cated professionals whose primary
WWW.EST.NET mission is to help you grow your busi-
ness. With over 150 years of com-
GE SECURITY bined experience in the industry, we
FIRE & SOUND are one of the most seasoned and
successful teams in the country. Our
Customer /Tech Service—800-655-4497 diverse skill sets have helped small
SER EST/Dukane Team businesses throughout the SER dou-
Customer Service Fax-888-378-8778
Pete Zsoldos-919-606-7734 ble and triple their sales in a relatively
Apl Eng—Dave Muklewicz-941-309-8523 Bob Kurbel– 770-331-5830 short period of time.
Credit Dept—503-885-5825 (Craig Locke) Timm Weber-772-418-2041 The SER is comprised of 7 states
Steve Johnson-239-272-1351 which includes southern VA, NC, SC,
Corporate Contacts GA, AL, TN and FL. We organize over
Kevin Barley—941-739-4311 100 independent channel partners
E-mail: firstname.lastname@example.org who promote, sell, install and service
GE fire & sound products. Our busi-
ness continues to flourish as we grow
stronger and more diverse each year.
Our customers are best in class who
chose to do business with a company
that produces products and services
which are also best in class.
O U R C U S T O M E R S S U C C E S S I S O U R
D E E P E S T D E S I R E !
CALENDAR OF EVENTS Key Code
RED BLOCK = GE HOLIDAY
JUNE 2009 GREEN BLOCK = MONTHLY
SALES FORECAST DUE
SUN MON TUE WED THU FRI SAT PURPLE BLOCK = GE END OF
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Letter or EVENT
• GE Compliance Training
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each tue & wed.
NFPA NFPA NFPA
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• 5th –June newsletter
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