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By: Security Systems News

08/14/2019

Ginger Hill

BobAppleby.jpg

AUSTIN, Texas—Bob Appleby recently joined Resideo Technologies’ ADI Global Distribution business as vice president and general manager of ADI North America to oversee business operations across the United States, Canada and Puerto Rico, and help the company deliver on financial commitments, modernize operations and continue to reinforce its commitment to customer service excellence. 
Appleby is based out of Melville, N.Y. and reports directly to Rob Aarnes, president, ADI Global Distribution. “Bob is an accomplished leader in the distribution industry, with a proven track record of exceeding financial results while delivering exceptional customer service, Aarnes said in the announcement, referring to Appleby’s previous position where he achieved more than 90 percent customer retention and over-delivered on financial targets. “His deep expertise and understanding of the needs of the customer will help ADI drive growth and deliver on our commitment to serving the professional contractor channel,” Aarnes concluded. 
Prior to joining the security industry, Appleby told SSN in an exclusive interview that he served in the pharmaceutical distribution industry for the last 20 years. “One of the things I always enjoyed about being within the healthcare industry was what we did actually helped people and it parallels the security industry from that standpoint,” Appleby said. “Where we’re headed in society today and what we’re looking at — providing people a safe place to go to work and go home — is just about as essential as it is for healthcare.” 
Appleby sees distinct similarities between the security industry and pharmaceutical industry, one of which fulfills his primary passion — helping people. “What I do at ADI has the ability to actually help people’s lives,” he said, acknowledging ADI as a leader in the industry with the scale big enough to help large customers become more efficient while also serving over 100,000 installers. This correlates to what he did in the pharmaceutical industry where Appleby engaged with single, family-owned businesses to create a great customer experience while helping build their businesses. 
The ever-changing security industry, in general, is quite exciting and Appleby echoes this excitement in his new role at ADI. “What excites me the most about my new position at ADI is I’m coming to an industry leader that has been very successful,” explained Appleby. “I’m very excited about the people I’ll be working with as well as the customer focus ADI has, and to me, it’s really about how we partner with our customers and how we make their businesses better.” Appleby is equally excited about having a very good team in place. “Rob and I, we talk about the business, and looking into the future we ask, ‘How do we improve the customer experience? And, how do we get more intimate with our customers?’”
At ADI, it’s all about the customer. Initiatives are already underway that, according to Appleby, will make the company better, more effective and more efficient with the ultimate goal of further improving the customer experience. He is determined to bring his leadership capabilities to help drive them. “Hopefully I can help from a change management standpoint” by asking things like “’what are we doing to make sure we’re more efficient? What are we doing about getting close to the customer?’” Appleby explained. He is also forward-looking in his management approach and will “bring in some ideas that are outside the industry to see other things that we can do even a little bit differently that will help the customer.” 
Although new to the security industry, Appleby is a tenured executive who believes being a customer-centric business starts with three important things: empowering employees, bringing passion to work and building trust within an organization. “I like to talk about a clear line of sight,” said Appleby. “In my world, leading North America, I have to give employees a clear line of sight as to what we’re trying to accomplish because if they can understand that, down to any level within the organization, then we can work together, and if we can work together and bring the power ADI has and the scale ADI has, it’s only going to help our customers be more successful.” 
Finishing out 2019 and looking ahead into 2020, customers can expect only positive things from ADI. “One thing I did get the chance to do is talk to some customers before I actually got the job,” Appleby said, “and I think the customers understand that our employees are passionate about helping them.” 
SSN congratulates Appleby in his new role at ADI, welcomes him to the security industry and had the chance to celebrate along with him for a few minutes last week. “It’s only like day four for me, so what I can say is being here right now, I’m even more excited about this opportunity. When I look at the quality of people that I interact with … and I’m getting the lucky chance to interact with somebody almost every half hour … I know I made the right choice with a company that is very passionate about what they do. That’s who I am, so I’m very excited about starting my career here.”
 


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By: Security Systems News

Equity will be used for acquisitions and to expand go-to-market strategy

08/07/2019

Paul Ragusa

FORT MYERS, Fla.—Integrated Fire and Security Solutions Inc. (IFSS), a provider in the delivery of integrated security, IT and fire technologies and services across Florida, recently announced that it has received a private equity investment to drive strategic growth and further build its presence in the dynamic Southeastern U.S. market.
The sizable investment will be used to expand sales operations, acquire similarly aligned service providers and boost service offerings focused on recurring revenue services.
“This opportunity from Newlook Capital enables IFSS to enhance the company’s position in the market and further improve the high-quality solutions we provide to our customer base,” IFSS President Justin Peterson told Security Systems News. “We’re excited to have found a partnership that allows us to maintain our team and model that we’ve found success with over the years, preserving the rapport and foundation that has propelled us to where we are today. We look forward to leveraging the knowledge and support that this experience can provide us in areas such as expanding our reach and retaining top-level talent.”
The investment by Newlook Capital is part of the organization’s strategic focus on investing in high-growth industrial services companies driven by highly experienced and motivated management teams.
“We see security and fire services as a major growth market and IFSS has built a rock-solid customer base and strong brand,” Oliver Blum, portfolio manager, Newlook Capital, said in the announcement. “IFSS is driving exciting integrated systems differentiated by emerging technologies, is growing rapidly, and gaining substantial market share. That record of achievement makes it very easy for us to support their future growth goals.”
IFSS differentiates its strategy by ensuring exceptional customer service, aiming to address each specific customer’s needs, cost structure and situation. Its team has more than 100 years of security and fire expertise combined, and it has delivered integrated systems for a wide array of mission-critical organizations in Florida, including Key West Airport, Collier County School District and Lee County schools.
“Our recent experience on a comprehensive fire system installation with IFSS went above and beyond our expectations,” Lenny Grawburg, electrical project manager and estimator, ION Electric, said about working with IFSS. “Not only is the solution effective in seamlessly protecting our client’s guests, but IFSS went out of their way to ensure the deployment went smoothly.”
Newlook’ s investment will allow IFSS to expand and advance its business to further develop its robust and comprehensive product and services portfolio to meet the specific business and security intelligence needs of users in a variety of markets, such as hospitals, airports, seaports, boarder stations, school systems, universities and hospitality.
With this investment, Peterson said IFSS is putting a strong focus on investing in the fire and services market, while furthering the company’s ability to design and install large, complex systems in their target markets. 
“IFSS prides itself on making the right decision for both the customer and our business, and we understand that one single solution doesn’t fit each and every application we encounter,” he explained. “Our goal is to continue following this method of dedicated and tailored customer service while also embracing the ability to pursue larger projects outside of our typical customer region.”
He continued, “As we move forward and look at long-term potential, key areas of focus and growth for IFSS include a significant concentration on the fire and services market, where we feel IFSS can help customers efficiently implement the systems they need to keep people, assets and property safe.”


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