10.23.2009 — Why was the AVAD booth at the CEDIA Expo 2009 so busy? The company attributes a lot of that traffic to its new package of targeted offerings designed to help integrators expand outside of traditional residential A/V.

Among the offerings are:

• Security solutions
• Driving more recurring revenue to integrators
• Commercial products
• Digital content
• Bose's new line of in-ceiling speakers

The new security package includes a distribution agreement with Digital Security Controls (DSC). Also, in what might be an industry first, AVAD is offering dealers access to alarm monitoring through an agreement with C.O.P.S. Monitoring.

The distributor also will provide dealer assistance via training and support on how to market, sell and install security, including an understanding of the various state training and licensing requirements to install security systems.

"Our dealers look to AVAD to help them identify and enter into new markets and profit centers," says Jim Annes, vice president and general manager of AVAD, who is actively taking the reins following the announcement of the pending retirement of Wally Whinna.

Annes says AVAD has created a "mentoring program" for security in which experienced alarm company owners will offer product and sales training to integrators. The mentors will get recurring revenue for their assistance. Annes says AVAD's deal with COPS provides "aggressive rates for commercial and residential monitoring" by leveraging its national buying power.

DSC has recently introduced its Alexor line, which Annes says AVAD has eagerly awaited. Alexor is a new 32-zone, two-way wireless residential system. Alexor operates via up to four wire-free keypads. Beyond Alexor, AVAD is stocking complete DSC security systems, wireless control panels and wireless remotes and keypads, motion detectors and sirens.

As part of the AVAD Integration Partners program, DSC systems will work "out of the box" with interfaces like RTI and HAI, says Annes. AVAD has also inked deals with Speco and Panasonic for CCTV cameras. One AVAD person at every branch has been fully trained in security installations, according to Annes.

Annes says AVAD has brought in a group of commercial manufacturers, including AKG Acoustics, Bogen, Crown, JBL, Samsung, Panasonic, Panamax.

In IT, Annes says AVAD will soon be offering an increased slate of in-person and online "high-level training" in IP installations.