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Security Summit Canada: M&As, building a business, advice for alarm companies and more

February 13, 2020  By  SP&T Staff


Security company panel: Paul Grossinger, SP&T News (moderator) ; Roger Barnes, Roger's Security; Ed Fitchett, Fitch Security Integration; Kevin Leonard, Huronia Alarm

Security Summit Canada, held Feb. 12 in Mississauga, Ont., offered perspectives on M&As in security, how to grow a successful security business, evaluating alarm companies and the role of distributors in Canada’s security ecosystem.

Alper Cetingok, group head of Raymond James’ diversified industrial practice and the sector head of the firm’s security and safety group got the morning started with a presentation that shone a spotlight on current and future investments in the security market. With examples that included GardaWorld, ADT Canada, Anixter and Vivint, Cetingok said that the M&A trend is likely to continue in 2020.

While disruptive forces like the recent coronavirus outbreak could add some uncertainty to the market, the overall outlook is very strong. Private equity looks upon security favourably, said Cetingok — it is viewed to be a resilient market, which would further add to its appeal in the event of an economic downturn.

He also noted that there has been a gradual shift in the security market towards software and services, particularly with the rise of cloud-based architecture.

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Sessions at Security Summit Canada also included a security business owner/operator session with panelists Roger Barnes, Roger’s Security; Kevin Leonard, Huronia Alarm & Fire Security; and Ed Fitchett, Fitch Security Integration.

A presentation from Len Sudermann, founder of Securex Financial Corp., addressed topics instrumental to the alarm business, including valuation, RMR, attrition, contracts and funding. The Summit closed with a distributor panel featuring perspectives from Rita Murphy, Ontario account manager, Graybar Canada and Dylan Doran, vice-president of sales, Anixter Canada. Murphy and Doran offered the distributor perspective on the commoditization of security products, pricing for dealers, helping dealers target vertical markets, value-adds such as training and how distributors can help customers face ongoing challenges like cybersecurity concerns.

Security Summit Canada was supported by Alarm.com, Brivo, Global Link, Security Response Center, Securtek Monitoring Solutions and the Canadian Security Association (CANASA). The Summit will return in 2021 — more details coming soon.

 

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