Tag: Gary Hoffner

This week Security Systems News is live at ISC West. In keeping with that theme, the editorial staff has interviewed different key speakers from education sessions at this year's show. Read on to see our interview with Gary Hoffner, vice president of PSLA Security on his presentation for Increasing Cyber Awareness for Security Integrators. SSN: Could you tell me a little about yourself and PSLA Security Systems Mr. Hoffner? Hoffner: I started in the security industry in sales at 20...

This is it, we’re only one week away from ISC West, and if you’re reading this, then - like me - you’re just counting the days. My itinerary and show schedule are set and let me tell you it is packed full! Editor Cory Harris told me to make sure that I had a good pair of shoes for walking the floor and I had the good fortune to order a brand-new pair this week. They’re scheduled to get here Friday…I hope. Either way me and whatever kicks I’m sporting will...

WESTMINSTER, Colo.—Once you make the decision at the management level to sell managed services, how do you get your sales staff to follow through?This was the topic covered in an educational session, moderated by Sharon Shaw, president of Integrators Support, at the PSA-TEC conference here May 5-10.  “Compensate them,” said Rob Simopoulos of Advanced Technology. Simopoulos called his compensation plan “aggressive” and added that the commission is all paid upfront. The...