SP&T News

Virtual Summits
Security Summit Canada 2023
February 16, 2023 at 1:00pm ET

Maximizing multiples/prices when selling your alarm accounts

Moderator: Victor Harding, Principal, Harding Security

  • Emily McGlenen, Director, Acquisition Centre of Excellence, Telus Smart Security & Automation
  • Chris Welling, Director, Business Development, SecurTek Monitoring Solutions
  • Henry Edmonds, President, The Edmonds Group
  • Patrice De Luca, PDL Consultant
There always seems to be a market for alarm accounts in Canada, but how do you maximize the price you are getting? Is there a good (or bad) time to sell? How should you prepare if you're thinking of selling some, or all, of your alarm business? Victor Harding, Principal of Harding Security Services and SP&T News columnist, will review these questions and more in a panel discussion featuring security and alarm industry experts from across Canada and the United States.

Emily McGlenen
Emily McGlenen is the Director of the TELUS Acquisition Centre of Excellence, managing the acquisition and integration of smart home security customers into the TELUS family. Emily has been a key member of the TELUS Smart Security & Automation team since 2018 driving the strategy and enablement to become one of the fastest growing companies in North America in this market. TELUS leverages their global-leading network and innovation to digitally modernize the security market to bring peace of mind to consumers and businesses. Outside of work, Emily likes to be outside as much as she can whether it is skiing, golfing or walking her dog Divot.

Chris Welling
Chris Welling is an industry veteran who has worked in the monitored security industry his entire career, from front line sales positions to senior sales leadership roles with industry leaders such as ADT Canada (before Telus), Honeywell Security Products and for the last 8 years, SecurTek Monitoring Solutions where Chris leads and negotiates, among other things, bulk monitored account acquisition opportunities, an area which SecurTek has always been active for more than 20 years.

Henry Edmonds
Henry Edmonds is the founder and President of The Edmonds Group. TEG is a leader in arranging M&A transactions and raising debt and equity for companies in the security alarm and PERS industries. TEG has closed over 60 transactions representing $4.5 billion in transaction value since its founding in 2004. Prior to founding TEG, Edmonds was the co-founder and CEO of SLP Capital, the leading provider of debt financing to the security alarm and PERS industries at the time of its sale to CapitalSource in 2004. TEG provided over $500 million of financing to over 100 different alarm and PERS companies. Edmonds began his finance career on Wall Street. Working for PaineWebber, he closed over $2 billion of financings for the airline industry. He graduated from the University of Virginia with a BS with distinction in Civil Engineering and received his MBA from Harvard Business School.

Patrice De Luca
As a former Vice President of Protectron, ADT Canada and GardaWorld Security Systems over the past 28 years, Patrice De Luca has a consistent track record of implementing effective marketing, sales, customer service and business intelligence strategies. He is considered the architect of Protectron’s single-digit attrition and played a central role in preparing and presenting the organization in 2014 before it was sold to ADT for $555 million or 48X its RMR revenue. Today, Patrice consults in the security systems and monitoring industry, helping companies grow faster and more efficiently while maximising value creation.