1. Sales & Marketing Practices Survey Results Presented by Sales & Marketing Professionals Group Gerrit Brusse, ADS Security, Chair Lisa Matthews, Safety Technologies, Vice-Chair

2. The ESA SMP The ESA Sales & Marketing Professionals Group (ESA SMPs) is for sales and marketing staff of security integration companies, including vice presidents, directors and managers of sales and marketing and other sales and marketing leaders. Sales and marketing leaders of ESA associate member companies are also welcome to lend their expertise and advice to channel partners.

3. SMP Team Gerrit Brusse, SMP Chair ADS Security gbrusse@adssecurity.com Gerrit Brusse joined ADS Security in 2008 and is currently leading the sales organization in Middle Tennessee and Kentucky. Headquartered in Nashville, ADS is the 24th largest security firm in the United States. Prior to joining ADS, Gerrit served in operator and multi- unit capacities for a big-box consumer electronics retailer, leading a region of 14 locations and over 800 employees. Gerrit graduated from the University of Southern Mississippi in 2003 with a bachelor’s degree in Business Administration and Marketing. He currently resides in Nashville with his wife Shanon. Lisa Matthews, SMP Vice-Chair Safety Technologies lisam@safety-technologies.net Lisa is the Marketing and Communications Coordinator at Audio Video Interiors & Safety Technologies, Middleburg Heights, Ohio. She is an InfoComm Certified Technology Specialist and CEDIA Registered Outreach Instructor and conducts educational courses for Industry Partners. Safety Technologies was recently named “Installer of the Year” at the Sammys Awards and received 2 Best Practices Awards from the ESA. Audio Video Interiors was recognized at the CePro 100 Summit for their innovative social media programs. Lisa has an extensive background in sales, marketing and integrated AV/Security design.

4. Our Role The SMP group will tackle issues such as: Effective sales and marketing strategies Sales and marketing law, regulation and ethics Sales force and marketing automation Application of other IT tools to sales and marketing efforts Sales and marketing staff recruitment and retention Sales & Marketing Professionals Group

5. Information & Support SMPs will tap this information and advice through: ESA webinars White papers, Newsletters Research reports Seminars, workshops and exhibits Online networking tools Face-to-face networking events and meetings Inventorying of sales and marketing classes taught by associate members Inventorying of online sales and marketing support from associate members ESA support programs – services and content (stats) Sales & Marketing Professionals Group

6. Member Demographics Sales & Marketing Professionals Group

9. Please indicate the level of your company's use of the following marketing practices. Sales & Marketing Professionals Group

10. Please indicate the level of your company's use of the following sales practices. Sales & Marketing Professionals Group

11. What other sales and marketing practices and tools not listed above do your company does you company do or use? Sales & Marketing Professionals Group Word of Mouth Networking groups targeting builders, customers, manufacturers or social groups Referral Program for existing customer base Search Engine Optimization/ PPC

12. Please let us know how you would rate the value of content provided to you in each of the following areas. Sales & Marketing Professionals Group

13. What other content areas would be valuable? Sales & Marketing Professionals Group Online Training CoursesCompensation PlansDefining & Marketing to Vertical MarketsSocial Networking & Future Trends

14. How do you want this information to be delivered? Sales & Marketing Professionals Group Preference to have Newsletter and Research papers emailed directly Interest in Webinars & Online Forums Interest in Seminars/Workshops and Meetings/Networking at ESA Events

15. What other services pertaining to sales can marketing can ESA provide? Sales & Marketing Professionals Group Help for Small BusinessQuality of Content

16. Sales & Marketing Professionals Group Questions & Open Discussion

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