May 19th, 2009

Special Report from the Arizona Republic

Smith & Wesson chooses Mesa firm to distribute home alarm line
by David M. Brown

How does a pioneering gun company target its new security product?

Smith & Wesson selects a five-year-old Falcon Field-area business looking to strengthen itself in the recession by partnering with an industry leader packing one of the most recognizable names in the world.

The Springfield, Mass.-based company, whose founders, Daniel B. Smith and Horace Wesson, shipped their first guns in 1852 and planted the seeds for what is now the nation's largest handgun manufacturer, named Technical Systems, a Mesa-based security-systems firm, as the first dealer nationwide to offer its security services product.

Technical Systems, located near Greenfield and McDowell roads in northeast Mesa, had originally limited itself to commercial security-systems installations and monitoring.

But the company will now also promote the products and services offered under Smith & Wesson branding to residential customers, said Bill Riley, the company's operations manager.

Those business services include access control, closed circuit and fire systems monitoring.

"Smith and Wesson's philosophy is to create a nationwide network of professionals who will provide our clients with the peace of mind they deserve," Riley said.

He said the Smith & Wesson program allows him to retain customers without selling them as part of the deal - unlike similar partnering programs in the industry.

"We had been looking for a new revenue source due to the recession and had always intended on moving into the residential marketplace, but, without a recognizable name, we felt we could not compete with the larger companies," said Riley.

His company will now also provide residential alarm and fire protection, personal emergency response systems for senior care and persons with special medical needs and "smart" home products that work through networks and cell phones.

When the Smith & Wesson program debuted in early January, Technical Systems was the first partner in the country and will exclusively offer the Smith & Wesson platform to Arizona.

"The commercial and residential security services business is one that we have felt, for a long time, has had a strong correlation with our reputation for 'safety, security, protection and sport,'" said Michael F. Golden, president and CEO for Smith & Wesson.

Since January, NationWide Digital Monitoring has selected just 25 dealers throughout the country as part of the network.

"[Technical Systems] is the type of dealer who we structured our dealer network around," said Howard Avin, vice president of sales and marketing for NationWide Digital Monitoring.

"They are a traditional alarm dealer who has the credentials (state licensed and properly insured) and wants to grow their business," Avin added.

NationWide Digital implements the dealer network and coordinates with Smith & Wesson on the program.

Golden said a three-tiered relationship unites the best aspects of each of the companies: Smith & Wesson has a brand that is recognized nationwide; NationWide Digital Monitoring has a long history of high-quality products and customer service; and Technical Systems offers personalized and experienced local service.

"It's a great combination," Golden said.

Riley has added two salesmen to his existing crew of 11.

"We feel [the program] has been a success so far," he said. "The economy and recession have made it an uphill struggle, but we are confident that with Smith & Wesson Security Services, our future will be a successful one."