13-Location Security Distributor BLVS CEO Interview

Executive *******

**** *** ************ ** ********, ********* $70 ******* ** ****** *******, **** ambitions ** **** ** $*** ** $200 *******. *** ******* *** ** interest ** ******* *** ***** ******** outside ********** *** *********.

*** ******* **** ** ************* ******, akin ** **** ** ***** **** as *** ***** ***** ****. **** strives ** ******* ************* **** *****, often ******* *******, ********* **** *******, support, ********* *****, *** **** ******* products ** ***** ***** **** ****** rivals ***** ***.

** *** ******* **** *********, ******** remarked ***** ********** ******* ** ***** surveillance *** ****** *** *******, ****** in *********, *** ******** ** ****** control. ******** **** ***** *** **** significant ****** *** ******, ** **********, with ********** *** ***** *** *********, though ********* **** ******* ***** ***** with ***** *** *************, ***** ********** was ******** ** ******** *****.

Store *********

**** *** ** *********, ****** ** *** ** ************ area, **** *** ** ******* *** another ** **********:

********, ***** *** ******* *** *******, has **** *********, ************ **** * ********* **** * major *** *******:

The ******** *****

****** **** * *** ** ***-****** family, ******** ****** **** ** *** accomplished *** "******** *****":

** ******** ** **** ** *** American ***** ******* * **** **** really *******. ** ****** ** * teacher. ** ****** ** ** ***** old. ** ***** **** ** ****, and ******* ***** *** ** [****** Day ******].

** **** ****** * ***-****** ******. My ****** *** * *********. *** never ******. ******* **, * *** one ** *** ********. ** *** would ******. ** ***** ****** *** ways ** **** * ****** ***** on *** ****, *** *** **** job *** * *******. ****'* *** we **** ******. ** ***** *******, but * **** ****-**-*****. * **** up ** * *** ** ******-***** environment.

From **** ****** ******* ** ******* * ************* ********

* ******** *****, ******** ******* *** career ** ******** ***** ************* ***** dropping *** ** **** ******; ** told ****:

* ** * **** ****** *******. I'm *** ***** ** **. ** mother ******** **** ** ** *** get * ***. * ** **** a **** ****** *******.

* ******* *** ** **** ****** at ***** **. * **** ** work, *** ** ***** *** *** in *************. ** *** **** ** the **** ***, **** ****, ****, when ****** **** ******* ******** ******, and ** *** ******* ** **** point *****, *** ******* ****** *** buying **** ******.

*** ****** ****-**** ******* *********** **** Pilchick ****** *********** **** *** ***** type ** ****, ** ****:

* *** ******* ** * ****** room *********, ***** ** **** ******* people ** ***** ***** ****** ******, trying ** *** **** ** *** cell ****** **** **. ** *** a ****** *********** **********. ** ****** was ** ***** ******** ** *****.

******* **, * *** * ********. I *** ** *********. * ****'* a **** ********, ******** ******. ****'* the *******. *** ***** **** ******* me *** ** ** ***** ********, was *** ************* ***.

******** ****** *** ****** ** *** telemarketing ******** *** ************ ***** ** to **-****** ********** ****** ******* *** company, ** **** ****:

****** * *** ******, **** ************* in *** ******* *******, *** * actually ***** ** ******* *** ****** place. ** *** **** * *** 18, * *** ******* **** ****** room **** ***** ********* *********, *** within * ****, * ***** ** up [**] ***** ** *********, **** of **** **** ***** **** **. But **** ** *********** [***] **** work *** *** **** ***** ********, I ***** ** **** ******** ** where ** *** ***** ***********. * was ***** *** ***** * ****, and * ****.

Entering *** ******** ******** - ******** *******

***** *************, ******** ********** ******* ******** security ************ ** ******** *******; ** said:

* *** * ****** ** **** in *******, *** ******* *****. *** next ******** * ***, ***** ******* to **** ********, *** * ******* called ******** *******. ****'** * ***** regional ***********, **** ** ********** *** **********.

******** ******* *** ** ********** *** was ********* *** ********* ********; ******** explained:

* **** ** **** *** **** in *** **** ****. **** * went ** **** *** ****, ************* enough, **** **** ** **********, **** were ******** ***** * ***** **********, a **** ********** **********.

*** ***** ** *** ******* *** started *** *********** ******** ** *** late ***. ***** **** ****** ** distributors, ** ** *** ****** ************* with * *** *************. **** * came ** *****, ***** **** ***** four ** **** ************* ** ***********. I **** ** *****, *** **** said, "****, ** **** ** ****** focus ** *** ********* **** ** the ********." **** **** ***** * little *** ** *********, *** *** main **** ** ***** ******** *** installation.

******** ******* ******** ** *** ******** both *** *********** *** *** ******** in ***** ** * **********:

*********,******* *****,*****, ******. ***** **** *** **** *************, we **** ************, *** ****[********] ********* were ***** ** ** ***** *** business. ****[********] **** *** ** ** stock ** ***** ****** ** *** York. **** **** ******* ** ** well. **** **** * *** ** Panasonic ***** *******. **** *** *** of ***** *********.

******** ***** ******** ** ****** *** wholesale **** ** *** ********. ******** elaborated ** *** ********** ** ******** and *** ** ******** ************ ** building *** ************ ********:

**** ******* ** ** *** ****, "Hey, ** **** ** ****** ***** up *** ********* ******** *** *** to **** * **** ******** *** of **."

** ****** **** ***** ********** *** I ***** **** *** *******, * spent * *** ******, ******* ******** in * ****, ******* ****** ***** dealer ***** ****** ****** ** *** him ** **** ** *** ***, material **** **.

* ***** **** ***** **** ** objection **** "*** ***** ** *** from ***, *** **** *** ********* with ** ** * ***, ******* they[Tristate] **** **********, ***." "*** ***** I *** **** ***, *** ***'* sell ****** *****. * **** ** come ** ***, **** * **** to ** ********* **** ** *** the **** ** *** *******."

*** *** ******* * ****** ********** who **** * ******* ***** ** products ** *** ****, ******** ****:

** *** ****, *** ****'* ** strong ** **** ** ** *****, we're ******* ***** *** ***** *****. If *** **** ******* ***'* ******* for ** ****** ******* ****** *** intercom ******, * **** ************ ******. If **** **** **** ** *** [branch], ***** * ***** ** **** time *** ****** ******, **** *** buy ********** **** **** *** * project ******* * **** **** ********* phone *******. * **** ****, * sold ************, *** * **** ****** equipment. **** *** ****** **** **.

******** ***** *** ************ ******** ** $8 ******* ** ****** ***** *** handed *** *** ******** ** *** successors:

* ***** *** **** *** *****, you ****, ******* **** ***** ** their ******* ****. * ****** **** expand ***** ******** ****, *** * was ***** ***** **** *** *** of ****. * ****** **** ***** business. ** *** **** * ****, I *** ******-******** ***** ***** $* million * **** ** *****. ****** I ****, * ******** *** **** down *** * ****, "***, ******, I ****** **** ** ***** ** the ********. *'* **** ** *** you ******** ** *******." *** * actually ******* *** ****** ** ******* me *** **** * **** *** into *** ******.

Previous ******** ******** ******** *** ***** ** ****

******** ******* ** **** *** ******** after ******* ********; *******, ** ***** got ***** ***** **** *** ******** customers:

** *** *** ** ****, * left ******** ******* *** ****** ** leave *** ********. * ******* * love ***** *** *************, *** *'* like ** **** ***** ******. **, I ***** **** * **** *** become * **** ****** ***********. *** had ***** *****.

* *** ** **** *****, *** I *** *** *** **** ********* called. "***, ****, *'* ***** ****. I **** ****."

**** *** ****, ****** ****** ****** remotely *** *** * *** ** remote ******. *** **** ** ****'* available, *** * **** ***** ****** did ****. **** ******* * ****** bit. ** ***** ** *******, "***, I **** ** *** * *******," you **** ** ******: "******, * don't **** *** ******** *******. *** [should] **** **** **. ****'* ***** phone ******."

***** **** ******** ********* ** *** old ********, ******** **** **** ********* business ******** *** ******* *********** **** time ** ****; ** ****:

* ****** *** * **** **** for *******. **** ****** * **** Monday ******* ******, ****** ***** **** me ** *** ******** *** ** the ********, "**, *'* ***** * project. * **** * ***** ** this *** * ***** ** ****, and * *** ****** **** **** numbers, *** * ***** ***, "**, that ******'* ***** $**, $***, $***, $300, ******** ** ***, *** *'* helped **** ** * *** ** the **** **** **** **** *****."

*** ****, ** *** ******** ******** that ******** *** **** ******** *** him. **** **** **********, ******** ******** that ****** * *** ** **** resale ******* *** *** **** *********; he ****:

* ****** ** ***** **** ****, one ***, ** ***** ****, *** it *** *** ** ** ******** good *********. ** ****, "***, * know ***'** *** ** **** ******** anymore, *** * **** *** ** get ** **** *******. * **** dealing **** ***. * **** *** way *** *******. * **** *** way *** ******* ********. *** ** this *******. * **** ** ** a ****, *** ****'* **.

** *** * $*,*** *****. * had ****** **** ***** ************ **** I *** ****** ******* ****. * got **** ** **** ** *** product ** * *** ****** ****** that * *** **** ** **** it ** *** **** * *** dollars, *** * ****, "***, **** wasn't ** ****."

$80,000 ** ******* **** *********

******** **** **** **** ** *** little ** *****:

* ******* **** *******, ********* ****. I *** $**,*** ** ******** ******* when * ******* ** ********. * was ****** **** ******. * ****** for ***** ** *****. * ******* my ******** **** * *** **-** years ***, *** ****, * *** saved ***** $**,*** ***** *** *** easy ******* * *** ******* *******. I ******* *** * *****, [***] I ******* ********* ** ***** ****. I ***** **** ***** ** ****** nickels, *******, *** ***** *** * had $**,*** ** ******* **** * started **** *******.

Not ***** ***** ******** ********'* *********

******** ********** ******** *** ******** ***** buying ******** **** * *********** **** was ******* ***, *** ** ****** developed ******* ******** **** *****. ** also ********** **** ** *** *** go ***** ********'* *********:

**** *** **** ****** ***, * lot ** ****** **** **** *****.

******** * *** ** * ***** show * *** ***** ***** *** a ***** *********** **** **** *** of ********, *** **** **** ** 48 ******* ***** ** ******* *** $25,000. **** *** ****** * ****, and * **** ** *** ** business, *** * ****'* ****** **** what * *** *****.

* ****'* ****** ***** ***** ** existing *********. * *** ****** ** previous ******** ***** ** ***** ********. It ****'* ** **** ** *** to **** **** ****. * *** bought **** ********, *** * *** just ****** **** *****, ******* *** dollars, "***, * *** *** ** this ****, *** *** *** **? Okay, *****. ****'* * ******* *****." And **** **** ****, "**, ** the ***, *** *** **** *** me ***** ***** *** **** **** of ******** **** **** ******.

Limited ****** **** ************ ** *** *********

*** ********** ******** ***** **** ** first ******* ******* *** ************ ******** was **** ************* *** *** **** directly **** ***, *** *** *** supplies **** **** ***** ************ *** sold ** *** *******; ** ****:

* ****** *** ************* *** * said "***, * **** *** **** little ******** *****, *** * *** products?" **** ************* ** *** **** told **, "*****, ** **** **** former ********, ** **** ***, ** have ***** ************ ** *** ************. We're ****** *** ******* *** *** more ************. ******, *** ** ******."

*** *** *****, * ***** *** about * **** ** ***** **** a **** *** * ****, *** years, * ****** ****'* ** * lot ** ****** ******** **** *** manufacturer. [** ***] ******* ************ **** I've *** **** *** ***** **** sold ** ***** ** * *** margin *** * *** **** ** turn ****** *** **** ** ** a ****** *****.

Flagship ******** - ****** ****

******** ****** ** ****'* ***** ******** in ****** **** *** ***** *** location ******* ***** ********** *** *****:

* *** * ****** ** **** who ****** * ******** *** ** rented ** *** ******** *** * small ****** ** ***** ******* ** wasn't **** **** ** ****** ** do **** *** ********.

* *** ** ******** ******, *** know, **** *** ***** **** ***** one ** ** ********* ** ***. But ** **** ** **** ****** storefront, *** **** * ***** ** renting *** ***** **** ****, *** I *** ***** *** * ****** of ***** *** **** * ***** up ****** *** ******** ** ******* Road * ****** ****** ****. **** location **** **** ******** ** *******, and **** ** **** **** ** Nostrand ** ***** ** ** ***. That's *********** ** ******** ********.

Second ******** *** ***********

******** ****** ** ***** **** * business ** ********** ******** ** *********, NY. ** ********** ** *** *** previous ***** ** *** ******** ***** up * ******* ******** ***** *** selling **** ********* *** ********** ********:

*** ** ** ******* ********, **** I ****** * *** ** ******** from, *** * ***** ******* *** in ********* ****** *** *****. ** was * *** ** *** **** of ******* ******** ***** **** ******** was **** *********. ** *** * lot ** **** ******** ********, *** he *** **** **** **********, *** he *** ****. ** *** * small ******. ** **** * *** of **** ******** *********, *** **** he ******** **** * *** ** these **** ******** ****, ****** *** winter, ****** ******'* ** * *** of **** ******* **** *** ****** starts ******* ****, *** ***'* ***** digging *** ********** *****. ** **** he *** *** ***** ***** **** how ** ******* ********** ********, *** they ***** ***** *** ****** ***** automation ******** *** *** ****** ***** gate ******** ********. **'* ** *********** approach.

** *** *** ** *** ***** HAI ************. *** *** ******** *** of *** ***** **** ********** ********. The *******'* **** *** **** **********, Inc. ** **** **** ******* *** quite * *****.

******** ********** ********* ******* ******** **** Steckler *** ***** ** ********* *** location. ** ****:

**** * *******, ** ***** **; we *** * ******** ************, *** he ******* ** **** ** ******** I ****** ** *** ** * low ******. ** **** ********** ** to *** *** *******. ****'* *** I ***** ** **** ** ****** location. ** **** ****, *********, **. That's * ******** **** ** ***** have *****. **** *** ********** * place ****** *** **** ** ****.

From * ** ** ********

**** **** ******** **** **** ***** locations ********** *** *****. ******** ********* how **** ** **** *** ******:

*** **** ******** *** ** ************, Brooklyn. ** *** **** ** ****** up ***** ** **** ** ****, there *** * ********** ****** ** building ***** ** ** * *** of *** ***** ************. ** **** the ********* ** ****** *****. ** then ****** *** ******** ** ****** Avenue, ***** ****'* **** *** ******* once ** ****** *****, **** ******* the ******* ********, *** ** *** impossible ** **** *** **** ****. We ***** ** ****** **** ******** down ** ***** ******. ****'* *** location ******* ********* [***] *** *** **** the *** (*******-****** ****). ** **** ****** * ******** in ******** ****** ** ** **** is ***** ** ******, *** ****, which ** **** ***** ** *******.

*** **** *** ***** ***** **** its ******* *****:

**** ** *** *****. ** **** almost *** *********, ** **** ***** 13 *********, ** ****, ******** *** millions ** ******* ** *********. ** have ******** *** ******** ** ******* that *** ** *** ****** ***** customers *** ** *** *****.

**** ** ***** ********** **** ** response ** ******** ********, ******** ****:

*** ********* **** ***** ** ***** and ******** ********, ******** *******, *** other *********** *************.

******* ****** ********* ** ********** *** Florida, **** ** ****'* ******** ** still ** *** *** ************ ****, according ** ********:

*'* *** **% ** *** ******** is ** *** *** ****, *** Jersey ******. ** ** ******** ********** the *******. ** **** *** ******* and ********** *********, *** * ***** say **% ** *** ******** ** in *** *** ****, *** ****** metro ****.

*** *** ********* **** ***'* *** highway ** **** ** ****'* ********* and ******** ******. ******* ****, ** also *** *** ** *** ******* booths** *** **** ****:

Canarsie **** *********

***** ****'* ** ********, *** ******** location ** *** **** *********, ***** has *** ******** ** **,*** ****** feet, ******** ****:

** *** **** ** ** ***** ago, * ****** *** ******** ** Canarsie, ***** ** *** **** *********. That *** * ****** ***** ******** that * ******. **'* **** ** in *****. ****'* ******** *** ** my **** ***********.

****, **'* * **** **** ********, I ****** ** ****-******-**** ******** ***** three ***** ***, ** ******** ****** the ***** **** *** ******** ***** next **** *** ** ******** ****.

**** *** ***** **'**, ******** **, we've ******* **; **'** ******* *** layout * ****** ** *****. *** that **** ******** ** **,*** ****** feet. ** **** * ***-***-***** ***** where **** ** *** *** *** most ***** ***** ****** **** **** that ********* *** *** ******* ******.

***** *** ********* ** ** *** Canarsie *********, **** *** **** ** customers ** ******** ********* ****:

** **** **** ****** ***, ****** ship *** ******** ******** ** *********, or ** ******* **** *** *** fleet ** ******** ********, ** ** ship ***** *** *** *** ** do **** ********* **** **** **** up **** ***** ** **** ** necessary.

******** ******* ********* *** ********* **** at *** ********* *** *** **** automate *** ******* ** ******** **********:

**** ** *** **** ******** ***, so ** *****. ** ****** ** quite ****. ***** ******** **** **** orders, **** ****** **** * ******, and **** *** ****** ******** ***** they *** **** ** [***] ***** and **** **** *** ********* ***** locations [** ***] ***** *** ******** are *******.

********** ** ****, ********** *** ************, and *********. **'** *** ******-*****, *** we're **********, ******* ********* ** ******** limits ** *** ** *** ** be ** ********* ** ******** ******* when ** ***** ** *** ************ and ******** ** *****, ********** ** extremely *********.

Fewer ************* *** **** **** ********* ********-****** *******

*** ********* **** *** **** *** national *********** ************ ** **** ************* with ********, *** ** ** ****** of *** ***** ********, ** ****** and ******, ** ******:

***'* **** ***** *** *********. ** you're * ******-***** ******, *** *** do ******** **** *** ** *** nationals, *** ***, "* **** * unique *********, * **** *** **** to **** ** **** ****." *****'* nobody ** **** ** ** * national [***********] ******* ***'** *** ******** to ******* ** *** ********-****** *******. You're ******** ** * *********** *** could **** ** *** ******** ******* who ***** **** ** **** ******* with **** *******. ***** * **** later, ****'** **** **** *** ***, "Oh, ****, ** ******* ** ** don't *******."

** **** ********, ** * **** a *********** **** ** ** *** say, "***, ******, *'* ******* *** this ****. **'* * $***,*** **** of ********. *** ***** *** *** steps ** **** ** **** ******* to *** **** *****." **'** **** an ****** ****** **** ******* ** [either] "****, ***'* ** ****," **, "Actually, ***'* ***."

Taking ** ***** ******** ************ ***** ***

******** **** ** ******* ***** ** integrator ****** ******** *** ****** ************:

****'* ******* ***** **** ** **. A *** ** ****** ** *** integration ***** **** ** ** * large *******, **** ** ** * company **** ** *** *** **** say, "***, * **** $***,*** ***** of ***** *** * **** [** in] ** **** ******* **'* ***** take ** **** **** ** *** this ***." * *** ** ***** other ************ *** *** *********** ***** to ** *********** ** ******* ** do ****.

***** ***** ************ **** *** ** accommodate **** ********, **** **** ***** the ********* *** **** ** ***** for ***** ********* *********:

**** *** *****, [** ****] ******** a *** ** ***** ********, *** our ********* *** **** ************ ** that. *********, **'** ****** ******* *****, and **'* * ********* ** *** of ******.

** **** * ********** ********** **** obviously ** ** *** ** *** money ****'* ***********, *** *****, ****'* something **** * ****** *** ********* going **, **** ****** ** **** a **** ****** ********** ****, **** in ********** ****, **** ** ********* we ****** ***, ****, *** *** opinion *** ***'* *** *** *****."

***** ** *** ** * ****** to ******* **** ********, ******** **** that ***** ******* ** ***** ** have **** ***:

*'** **** ** *** ***** ***, sometimes, **'** ***, "***, *****'* ********* that ***** *****'* **** *****. ** we **** ** **** * ****** and **'** ******* ** *** ** some *********, **'** ******** **** * real **** ********* **'** *** *** and *************, ********* ** *****'*. ***** God *** *** **** **** ** has **** ***, *********, **'* ** bankrupt.

Bearing **** **** *********

** *** ** ****** ** **** risks, **** **** ********* *** *** loss **** *********' ******** ** ******** relationships, ******** *********:

** ******* *** *** ****. ** a ******** ** **** ***** * mistake ** ** **** ** *****, many ***** **'* *** "*** **** what, **'** *** **." ** ***** money. **'* * ****** *** ** a ****, *** * ***'* **** at ** **** ***. * **** at ** ** **** ** *** relationship *** **** ** **** ********.

* ** ** ******* * **** like * **** ** ******** **** relationship * **** ** **** **** dealer ****, ***** ******** ** **** important ** ** **** *** ****** transaction. ** **** ***** * **** to, *** * ******* *** $***, $300, $***, ** $***. ** **** instances, **'* **** **** **** ****, where * *** "****, ** ** what ** **."

**** *** *** ********** ** ********** such ********, ******** ****:

*'* **** *** **** ***** *** plenty ** ***** **** ******** ** abusing ** **** ** ********* **** is ********** ********* *** ** **** have ** *** "****, *'* *****, we **** ***'* ****** ** **** this ****. **** ** ********* **** you **** * ******* **. **'* on ***."

*** *****, ** *****'* * ****** that ***** ** ****** **** **** a ****** ***********, * **** **** the ***** **** * *** ** money ** ***** ***** ** **********.

******* ** *** ****-****** ******** ********* above, **** ******** *** **** **** off *** ****-**** ************ ********, ******** added:

**'* **** *** ******* ********* *** that ***** **** *** *** **** about ****** **** **** *** ****** that ***** ****. **'* ***** *** long-term ************ *** *** **** **** they **** ** ** ***** *** be *********** *** **.

Good ******** ** ****** **** ** *********

******** **** **** *** "****** *****" is "****** **** ** *********." ** gave * **** ******** ******* ** how ** ****** ****** *** ******* to ** ** ***** ****:

**** * ***** ******* ** ********, I'll ***** ****** ****, ***** *** a *** *** *** ** ******** when * *** ******* *** ** previous ********, *** **** ***** ***** extend ****** ** ***. ** *** one ** ***** ****** **** *************, never ***** **********.

[**] ****** *** ** *** ***** of *** *** *** ** *** always, **** **** *** $* **** and * ****** ***. ** *** a ********** ** * ***, *** he **** *** *** * ********** guy. * ******** **** * ****** my ********, *** ***** ****** * called *** **** *** * ****, "Listen, * **** *** ** **** I'm ** ******** *** *** **** a **** ** ******."

**** ******* **** *****, ** ***** up ******** ** *** ** * couple $*,***, *** * **** ** good **** **** *** ******* ** and ***** **** ** **** **** a ***** ***** **** **'* **** business **** **'* ******** *** ****** him **** *********.

**** ****** **** ******** **** *** of ******** *** ***** ** ********** on ******** *** ****, ********'* "**** feeling" ** ****** **** ** *** customer *******:

*** * *** *****, ** *** some **** ********. ************* ** ***** up ***** ******* * ******** *******. Bottom **** ** ** ***** ** sticking ** ***** *** ** ***** grand, *** **** **** ******* ** being **** ** *** ** **** guy, "* ** ***** ** **** care ** ***. *'* ***** ** treat *** ** ** **** ******** is *********, ******* ** ** *** that's *** *******," [*****].

Delivery *******

***** **** ****** ******** ************* *** taking ** ****** ************** **** *********, Pilchick **** ****'* **-***** ******** ******* also ************** ****** **** ******:

** *** *** ** *** *** vehicles, ** ****** *** *** *******. These *** *** *****-***** ******. ** actually **** ** *** ****** ***** single *****. ***** *******, *** ****** go *** *** ******* ********** *** tri-state ****.

** **** *** ********** ** *** have *** *****, **'** ******. ** go ** *** ****, *** ******, we've **** ** ***********, ************. **'** go ******** ** **** ** **.

**** ***** ***-******* ************ ******** ** not ***** **** *******, ******** ****:

********** *** * ***** ** **. The ***** ** **** **** **** of ******* ** ********* **** ****** is *** **** ****** ** *** low-voltage ********. **'* *********** ******* ** is **** ******* ** *** ******** industry ** *** ********** ********, *** in *** ******** *** **** ******. Most ****** ** *** ***** **** service.

In-House **** *******

******* ******** ********, **** *** *** in-house **** ******* **** ** ****. Pilchick **********:

** **** **** ****-**** ********* *** are ** ** ******* *** *** not ** *****, *****, ** *** Philippines. ***** *** ****** *** ******** work ** *** ********, *** **** office. **** [******] ***** *** ***** a ***, *** **** **** *** technical ******* ** ********.

** ** **** ** ************ ******* as ****, *** ** *** ** pick ** *** ***** ***** **** and *** ** *** ** ** can ******. **'* ********* **** *** many ****** *****.

****** ***** **-***** ********, **** ************ have **-***** **** ******* *** **** does *** **** ****** ***** ***** distributors *** ****** ** *****.

Customer **** - *** *****

***** ******* ** ******** *************, ******** said **** ****'* ********* ***** ** size *** ******* ****-***** *****' ******** branches:

*** ******** **** ****** **** ****** who ***** ****** ******* ** ****** who ***** ******** ** ********* ** dollars **** **. ********** ** * great *******. ** ** * ****** bit ** ******** **** *** ** Convergint's ********.

***** *** * *** ** ***** companies **** ********* ******** *** **** other ***** **** * ***** ***** out *****, *** ** ** **** relationships ****. *********, **'** *** ***** business **** **** ****** *** ***** or ****** *** *******, *** ** do **** ******* ******* ***** ** do **** * ****** ************ **** certain ****** ** ***** ********* *** we ** *** ** *** **** work **** ****.

**** ***** *** ******** ********** ** deal *****, ******** *****:

** ******** ***** ** **** *** give **, [******] $** ** $** million, *'* ***** ** ** [****] business.

** ** ******** **** ***** ***** of **** ********.

*******, ******, ** ******* **** **** does ****** **** ******* ****** *** purchases ** ********'* *** ******* ***** average ******** **** *********.

"Smaller ******* *** ****** ** **** ****"

*** ****, ******* ******* **** ** be **** ******** ***** ******* ********** put ******** ** ******, ******** ****:

**** ** ***********, ******* ********* *** better ** **** ****. *'* ****** have *** ***** ********* **** *** large ******** ******* **** *** **** one ***** ********, ****'** ********** ******* you ** ** *****. ***** ************ are ********** *******.

*'* *** ****** ** **** *** we **** **** ****, *** *** point ** **** **'* **** ****** to ******* ******* ********* ******* ****'** a *** **** "*********," ***** *** make * *******, ** *** ** this, ** *** ** ****, *** know ****'** **** **** *** *** they *** ** ****** ****** ***.

*******, ****** ********* *** * ****** bit **** ***** *** ***** ************ are * ****** ******.

** *** ***** ****, **** ***** also ** * ****** *** *** these ******* ******* ***** ** *** be **** ******** **** ******* ****** and *** **** **** **** ****** support.

Paying ********* ** ***** ****** ** **** **** **** *** ****

******** ********** ***** **** ** ****** all ***** ***** *** **** ** small ********* *** **** **** ****** ones ** *** ******:

** ******** ***** ** ******** *** says, "* **** * $*** *****," I **** ***** ** **** **** on *** ***** **** **** ** needed, * **** ** **** *** visit **** ** ****** ******* * value **** $*** *****. **'* * selfish ******; *** $*** ***** [***] turn **** * $*,*** ***** *** turn **** * $**,*** [*****], *** turn **** * $***,*** *****.

******** ********* *** ********* *** ******** all ****** *** **** *** **** he *** **** *** **** ******* he ** * **** ****** *** also ******* ** ***** ** ******** long-term ******:

* **** ***** *** ***** ** customers *** * *** ********* ******** with **** **** ***** ******* ***. Today, **** ** ***** ********* *** some ** ** ******* *********.

*'* * **** ***, *** *'* not **** ****. *'* ******* * business *** * ******** **** ** business, *** **** ** *******, *** want ** ******, *** **** ** treat ********* ** ** ****'** *** best ******** ** *** *****. *** God *******, *******, **** ** ***** customers ******** ****** ***** ***** **** customers.

Family-Type ********

**** ** ******** **** * ***** business, ******** ****:

* **** ****** *** *********. * know ****** ***** ****** ******** ** name. * *** ****. * ** with ****. * **** **** * feel **** *'* ******* * ***** business *** **'* *** **** ***** of * ******** *******.

******** ** **** ******* ** ****'* operation. ** ********:

* ***** **** **** ***** ******** mentality ***** *'* **** ********, *** not ***** *'* ************* ******. *'* involved ** ***** * **** **** I **** ** ** ********. * spend ** **** ********* **** ******** to ********, [******] "***, ****'* ***** on? *** *** ** *****? **** can * **** *** ****?" **** though **'** ***** ***** * ********. We're ***** ******* ** ** * family **** ** *********.

* **** ***** * **** ****** team ** **'* *** **** ** I ******* ** **** * ****'* vacation, ** ******** ***** **** *****. But ** *** **** ****, * do **** ** ** ********. * do **** ** **** ****'* *********. All ** ** ********* ****, **** if * **** ** ******* ********* or **** * ********, ** ******* are **** ********* *** ****** ***** out ** ** *** *** ****, and *'* ***** ** **** ** them.

$70 ******* ** ****** *******, ** ******* *********, "*** *****" *** ******

**** ** *** * $** ******* annual ******* ******** *** ******** ** the **** ***** ******* *** ********* or **** *****, ******** ****:

*'** **** ** **** [*** ******] 15 ***** ***. ** ******* ** January ****. **** ** *** ** the *** ** ****. **'* **** quite * *** *** * ** extremely ***** ** *** **** * do *** **** *** **** *********. I ** *** **** *** ******** or *********.

** *** * ********* **** *******. We ***'* ******* ******, *** * am ***** ** ***** **** *** that ** *** * $** *******-*-**** company. ****'* *** ***** ***** ****** and **'** **** ***** ** **** because **'* *** **** ** *** to **** ****** ****** *** ***** that **'** *****.

************, ******** ************ **** **** **** not **** * *** *** ****** due ** ********** ********** ** *** business:

* **** *** **** ** *** profit ** **** ******** ** *** very ***** *** *** ****** *** that ** ******* ** *** ***, that's ******* ****** *** *** ******.

** **** ***********, ** **** ****** more ******, ** **** ****** **** and **** ****** ** *** ***** that ** **** ** ** ******* we **** ** ******** ** **** and ** *********.

*** ******* *** ************ *** ********* much ***** ******** ** *************. *******, distributors ******* **** ********* ****** ** they *** ****** * ****************** ****** amount ** ***** ******** ** ***** size.

Growth: $***, ***** $*** *******

******** **** ** ***** ****** ** has * *** ** ****** ** grow:

*'* ** ***** ***, *'* *** a ***, *** *'* *** ** old *** ***. * **** **** I'm ** *** ***** ** ** life. ** * ****** ** **** like * **** * *** **** energy ** ***** *** ****. * am ********** ** *** ******* **** either ***'** ******* ** ***'** ******. I ***'* **** **** ** ********, you ***** **** ******** *******, ** you **** **** ********, **** ***'** gonna **** **** ********* ** **** situations. **'* **** ***** ****** **** way.

* **** **** * ****** **** to ******** *******. * ** **** to ******** ** ****.

*******, ********'* ********* ********* *** ********** realistic, ******:

*'* **** ** *** **** ** 100 ******* *'* **** ** *** that ** ** *** *******.

** ********, *** **** ******** ************ do ******** ** ******* ** ****** revenue.

No ** "*****-***-****," *********** ******* **** *** **** *********

******** **** **** ** *** ******* about ********* ********** *************:

* **** ********** **. *'* ********** in ***** **** ****** [*** **] curiosity, **** ******* ** ** *********** is ** ***********, *** ***?

*******, ** ********** **** ** ***** what ** **** *** **** *** operate **** *** ********* ** ******* his ********:

* *** ** ****** *** ** me, "***'** **** ******** **** *** you *** **** **." **** ** the ******** ***** **** *** *****. I'm ***** ****, ********, ******* * enjoy **. *'* ****** * **** time.

* ***'* **** * ******** ********** bank ** *********** *********** **** *'* looking ** ***** ***. *'* *** ruling ** ***, *** **** *'* doing ** *** **** *** **** of **** *****-***-****.

*** **** ***** **** ** ******* investment ***** ** ***** **** *** help **** **** *** ******, ******** said:

*** **** ******* ** **** ***** I ***** ******** ** ** ***** frank, ****** ******** **** ** **** crazy *****, ** ******** *** ***** come ** *** **** ** ***** to **** ** ******.

Possible ********* ** ***** ************* **** *** "****** *****"

** ***** *** **** *********, ******** said **** ** ***** ** ****** into ***** ************ ***** **** **** certain ************ **** *** **** ** apply ****'* ****** ***** ****:

* **** **** *** ***** **** we **** ** ******** ******, *** I **** **** ** ***** ** easily ********** ** * *** **, major ******, **** ****** **** *******, Illinois, *** *******, *****.

* ***** **** *****'* * ********** value ** ***** *** ****** **** we've **** **** ** **********.

******** ********* **** ***** ***** *** national ************ **** *** *** *****/******* in ***** *********, **** **** * "personal *****" **** *** ********* ** individual ******** **** * **** *******:

[***** ***] ****** ***** *****'* * large ********* ** ****** ***** **** type ** ****. *'* *** ***** to **** ** **** ***** **** where * ***** **** ** ********* pound *** ******** ** **** *** customers.

*****'* * *** ** *********** ******* the ************ ** * *** ** markets *** **** *** *** *******, however **** ***** ****'** ******* **, Wesco ** ****, *** *** ****. The ***** **, *'* *** ******* to ***** *** ** *******. ****'** fine **********. **** **** **** ****'** doing.That ******** ***** ** ********* **** **** ****. [Emphasis added]

* ***** **** *** *** **** locations ***** **** ** **** **** because **** **** ****** * ****** manager ** *********** ** ******** ******* who ** ********* ****-***** *** *** a **** *********** *** ******* *** to *******, *** ******* **** **** they **** ** ********.

Logistics ********** *** ************ **********

********* ****'* *********, ******** ********* ********* difficulties ** ****** ****** *********** ** meet ******** *****:

*** ** *** *** ********** **** you're ******* **** *** ********* ** goods, ** ** ********* *********. ** have ********, ** **** ******, ** have * *** ** ****** ** put **** ***** ** *** ** get *** ***** ********* ** *****. We're *** ***% ***, *** * don't **** ** **'** **** ** 100%.

*** **** ***** * *** [*****] we **** * ******** *** ****, "Oh, * **** ** ***** ** Cat5 ******** ** ****, *** * need ** **** ** ** ** your ****** ********," *** ** [****] have ** ** *** *** **** location *** ** ***** ** ***** the *** ***** ***?

******** ********* *** **** ***** ****** in ****** **** ************* ****:

*********, ** *** **** **** ******, but * *** ** *****, ** lose **** *********** ******* ** **** white, ** **** *****, ** **** yellow, *** ** ***'* **** ****, and ** *** ** ** ****.

******** ********* ** ************ ********* ** BLVS ** *** ** * ****** scale **** * ******* ********** ********:

****'* * ********* ********* **** *** company ** ***** ** ********** ********** the **** **** ** **** ** many ****** ** ** **, *** customers ****** *** ** ** **** different *********.

IT ********** *** ******* *******

*** ****** **** ***** ** ******** logistics *********** ** ********* ** ** IT ****. ******** *********:

**'** ********** ****** ** *** *** enhance *** ********* ********. ** **** a ****-**** ** **********, ****'* [*****] we ***** * *** ** ***** and ***** ****** ***** ** ********* to ****.

** **** **** ****-**** ********* ** our ** **********, ******* ** *** software, ******* ** *** *******, ******* on *** ******* ******* *** *** pricing. ***** ****** *** ********** ********, and ****'** ********* ** ***** ** run * ******** **** **** ***** people *** **** *********** **** *** information ****'** ***** *** ** *******.

Hanwha *****

**** ******* ** ******* **** ********, Pilchick ****:

**** * ******* * ****** ******* mainly ** **** ******* **** *** the ******* ******* *** **'* ***** probably *** ******* **** ** **** industry.

******** ********* **** ******, ************ *** A-Series, ** ******* ******* ***** *** customer ****:

****** *** ****** ******** *** ****** one ****** ** *** ********. ***** new *-****** ** ***** **** ****.

**** ******** ******** ****** ***** *** dealers/customers, ******** ****:

**'** ****** ** *** ****** **** their *-****** ** **** ** ********. We **** **** **'* * ***** product, ***** *****, ***** *****.

** ********* ******** *** **** *************, a *** ** *** ***** ********, and **** ****'* *** *******, ** push ** **** ******** ** ** can ** ****** ******* ** **** like ****** ** *** ****** ** be ** **** *****.

**** * ****** ***** ** ** and **** **** ******* **** ****** use, [*'* ******] "******, ******, ******."

******** **** *** ****** ** ********** Hanwha ** ******* ** *** **** support, ***** ******* *********, *** **** management ** *** ** ******:

**** **** ***** *******. **** **** a ***** ******* ****. ***, ****'** really ***** **** *** ********.

*** *** *** ******** **** * $90 ****** ** * $*,*** ******. They **** ***** **** ** ******** in *** ***********. **'* * ***** company. * ******* ****[****** ***** ******* *** ** ***** and **********] * *** ** ******. he ***** *** ******* **** ********* nothing.

****'* ******* **** ****** **** **** way **** ** **** *** ************ first ******* ******* ******** *** ** Texas ***** *** **** ******* *******. Pilchick **** **** ***** **** ***** distributors ****** **** ******* ******* ******** at *** ****, ********** "******** ** $***** ** ******* of ******* *********" **** ******* *********** sold **** ** *** ************ **** the ************ *********** *****. ******** **** that **** *** **** "***** ****" with ******'* ******** **** *****. ** emphasized ** **** ****:

*'** ******** **** **** **** ****** much ***** *** ****** ********* **** they **** ** *** ****** ******.

Prefer ***** ******** **** ****-**** ***** (******) **** ***** ** * ******** ******

**** ****** ***** ***** ***** ** a *** ******* ** ****'* *****, Pilchick ********* **** ** ******** ****** because ** ** * ******* **** can ****** "****-**** *****" *** *** business ***** ****** (********** *****) ******:

* ****** **** ** **** ************* at **** ***** *** **** ***** for ** ******** ** *** **** term. ** ******** ** *** **** term ** ******** ****** **** ********* like ****** ******* ***** ********* *** on * ******** ****** ** **** their *** ******.

***** ********* ***'* **** ****-**** ***** for **, *** **** ***'* **** long-term ***** *** ** *********. *****'* only ** **** * *** ** to *** ** **** *** ******, but * ** ***. *** *** Hanwha ** *** ** *** *********, Hanwha *** *******, [**** ***] ***** very **** **** **.

Some ********* ***** **** *****

***** ******** *** *** ******* ******** numbers ** *** **** ***** ******** BLVS ***** ****** ****** *** ******, Pilchick *** **** **** **** ********* still **** ******** ***** ******* **** is **** *******/*** ********* *** **** to, *** ** ***** **** *** much ** ******. ******** **** **** he *** ***** ********** ********* ** take ** "**** *************" ********, *** many ****** *** ****:

** ******** ** ** **** **** my ********* ****, *** **** *** the ******** *** ********** ***** **, we ***** **** * ********** ****** of ******* **** **** **** ****** back *** **** **** ***** **** and **** *****.

************* ******, **** ** *** ****** dealers, *'** ******** ****** **** ** them *** ****, "***, *** **** may **** ** ********** ****. * know *** **** ****** ****, *** I'm ***** ** **** *** ******* I **** ** ** ********. **** pays ** *****, *** *** ******* is *** *** **** ** ******** switching ** ********* **** *************."

* *** ** ****** **** ****** me **** *** ****, "***, * don't ** ********** ****. *'* *********** with ****, *** ** ***** **** this. ** ********* **** **."

******** ********** ** ** ******* ***** a ****** ******** *** ******** ** switching **** **** ***** ******* ** high ********** *****:

* ****** ** * ******, *** I ****, "***, * **** [*******] Speco. *** * ***** **** ****'** doing **** *** ******** ** ****** amazing. *** ****** ****** ******** **."

** ****, "***** *** ** ** customers *** ******** *********. **** *** have ******** ********* ** *****. ****'** comfortable **** *** ********, ****'** ***** with *** *** *** ******* ***** for ** ** ** ***** *** introduce ******* *******. **** ***** **** I'm ***** ** **** ** ** in *** ****** **-** *********. **** don't **** *** ****** *** ****. They're *** ***** ** ** ****. If **** *** ******* ********, ****'** just ***** ** ***, '****, **** keep ***** **** *** *** ****** because **'* ****.'"

Another ******* ***** ************ ********: *******

******** **** **** ** *** * very ******** ********** **** *********** **** Uniview *** **** ** ** ********* by ***** ******* *****:

** ******, ***** *** * *** of ***** ************* **** *** ******* their *** [******]. ******* ** ***** very ****. ****'**, **** **** *** market *** ******** ***** ****.

**** ** ***** * *** ** the ******* ******* *** ****'** *** some ***** ********. ******* ** **** an *********** *******. * **** ****'** Chinese *** *** ****, *** * will *** ****, * ***** **** Uniview ** ******** *** ** *** nicest ********* **** * **** **** in *** ***** ** *** **** they **** ** **** **** ** and *** **** **** **** ** help **.

****'* **** *********** ***** ******* ** they **** **** * ***** ******* range, **** ** ****** **** ******* public ******* ***** ***** *** *** build * ***-**** ********* **** ***** products ** *** *** ******* ****** control *** **** [********].

CCTV ***** *** ***** ***

**** ****** *** ***** ** * hot ***** *** ***** ** ***** surveillance (*** **** ******:****: *** ****** ********* ** **** Cloud ******** ******** *********), ******** **** *** *** **** play *** ** *** ******** ****, he **** ****:

* ***'* *** * *** ** CCTV, ** ***** ***** ***** ****. I *** * *** ** ** being ****** *****, *** * ***'* see **** **** ** ******** **** that ***** ** ******** * *** thing ***.

***** ******* *** *****, ***** ********* still ***** ** *** ******** ** the ******, ******** ****:

* ***** **'* ****** ** *** future. *** ***** ***, **'** ***** selling **** ******* **** ******, **** or ******** **** ** ** *******. The ***** ****** ** ** ** still ** *** *******. ***** **** of *** ****** *********** *** ****** closer ********* ** **, *** * think * *** ** *** *** rate ********, * *** ** *** smaller **** ** ********, ******** **** five ** *** *******, ***** *** all ***** ***** **** **** ***** recording, ***** ***** ****** *** ***** like ****. *** ******** ** *** industry ** *** ***** ***.

************, ******** *** **** **** **** since ***** ***-*** ******** ** ************* such ** ******, *********, *** ****** are ********* ******** ******* ************* *** integrators/end *****, **, ** * ***********, will *** **** ********* ********* ****** on **** *****. ****, ***** ***** manufacturers ******* ***** ***** *********, ************ like ******** ***** *** **** * cut ** ****** ** *** *******.

Intercom: ******/********* ******* *** ***********

** *** ***** ****, ***** ******** does **** ************ * ***** ** recurring ********. ******** **** ****'* **** popular ******** ******* ** ******:

** ** **** **** **** *** intercom. * **** ***'** ****** ** some ** *** ******** **** ******. We're *****, *** **** ********* **** with ******. ** ** ****, ** is ******** *** ** *** **** intercom ******** ** *** ******. * know ***** **** *** *** ***** to ** ***** ** **** ** say ****.

******** ********** ** *** ** ****** Akuvox **** *** ***** ******** ******** and ******** ******* ********* *******:

** **** **** ************ ** ******* them[Akuvox] *** ******* **** ***** ***** service. **** ********* *** ********* ***** on *** **** ****** ** ** the ***** *******. ** ****** **** structure ****. **** * *** **, I'm ******* ********. *** ** ****** * **** brainchild **** ** ***** ** ***** types ** ******. *** ******* ***** from ****** ** * ******* ***** is ***********.

******** **** ** **** ***** ******** as * ***** ** *** *****:

**'** ****** * **** ******* ********** to *** ***** ** *** ******** space. **'** ******* * *** ** intercom ******** **** **** ***** ******** and **** ****** ** *** ******** is ******* ****, **** *******.

**** ** *** ***** ***** ************ get ***** *** ** ********* ******* as **** *** ***** ** *** solution. ******** ***** **** **** *** not ****** **** ******:

** *** ******** *****, ** *** seeing **** ************* ***** ******* *******. Some ** *** ********* ******* ** getting ** ** ***** ***********, *** it's ********* **** ** ***** **** thought ***** ** *********.

Recurring ******* - *** *** ******** ***** *** **** ** ****

**** ****** **** ******* ****** ********* revenue **** ***** ******** *********, ** will *** ** ** *** **** of *** ********, ******** **** :

*'* *** ****** ** *** ********* revenue *****. *'* **** ******* ****. [If ***] **** ** *****. *'* happy ** **** **, *** **'* not **** ****'* ** ******** *****. My ******** ***** ** **** ***, and *** *** **** ****** ** least, ** ** ******** ** **** products **** * **** * ****** on. ****'* ** ******** *****.

**'* *** **** *'* ******* **** and ******, "****, ****'* ** ****, 2025, **** ******** ****, *** *'* gonna **** * ****** ** ******* from ********* *******. ** *****'* **** compute ******* **'* *** ** ********.

*******, ******** **** ******* **** ********* if ***** *** ******** ** **:

* ***** **** ** ***** *** revenue ** * ***** ** ********* revenue **** ** *****. ** ***** was ** *********, * ***** *** to **** **.

Access *******: ******** ********

******* ***** ************ *** ********, ******** said **** ****** ******* ******** *** also ********* ** ****'* *********:

**'** ***** **** **** **** * lot ** ****** ******* ******. ** represent ******** ***** ** ********* ****** control ***** ************* ** *** ***** is ***** *****. ****** ******* ** a *****, * *****, * ***** part ** *** ********.

* *** **** ** ***** ***** on ****** ******* *** ****** ******* is ******** * **** **** **** of *** ********. *** **'** **** proud ** ****, ******* * *** of **** ******** ** *****, ** built ** *********.

******** ******** ** *** ** *** most ******* ***** ***** ********'* *********. He **********:

*****'* * ******* ****** ******** ********. We ** ********* **** **** ****. We're *** ** ***** ******* ************; maybe *** ******* ***********, ********** ** the ****** ******. ** ******* * lot ** **** ********. ** **** after *** *******. ** ********* **** to *** *** *******; ** ***** the *******.