How The Security Owners Group Aims To Improve Independent Integrators
Independent integrators face various challenges, from building a business on their own to competing against growing mega-integrators funded by private equity firms.
Based on an interview with the Security Owners Group's founder, Hoosier Security's President, Armando Perez, IPVM examines how the group aims to establish business metrics, financial education, and peer support among independent integrator owners and how it differentiates itself from other organizations.
Executive *******
********* **** ** "****** **** [***] mind" ****, ******* ** *** ******, his "******** *** *******," ***** **** he ****** ** ******, *** **** motivated *** ** **** ***** *********** with ******* *********** ********** *** ******* the ********** ** * ******** ***** "at *** ***." ** ********** **** while ******* ******* ***** ********* ******* is **** ** *** *****'* *******, it **** ****** **** *** ******* on **********.
******** *****, ***** **** ** ***** ******** the ******** ****** ***** **** ** a ******** *********** ***************'* ************** ** **** ** ** * "peer *****" ***** "****** *** ** understood" ******* ** * "*****'* *****" with "******* ***** *** *** *******" like *** (****** *** **** ******* education *** ***** **** ******** ** addition ** ******* **********).
*** ***** *** ***** *****:*** "****** *****" ** ************ ***+ *******; *** "**** ********** Group," ***** *** *******, ***-****-**** ******** with **-** ************ ** * ****; and *** ******* "******** ********** *****," a.k.a. *** "***** *****" ****, ***** is * ********* ***** **** ***** four ***** * **** ** *** of *** *******' ***** ********* ** to ** ******* ***** "**-** ********** a ****."
"Holistically ********** ********"
*** **** ** *** ******** ****** Group ** ** **** ****** "************ successful **********" ** *** ** ********* success; ***** ********** ** *** ****** for *** *****:
* **** ** ******* ** **** financial ******* ** *** ********, ***** all, **’* **** ** **** ******** back **** *** ***’* **** ******** left, *** * **** ****** ** ensure **** ** *** ***** **** SOG **** ** **** ******create ************ ********** ********** through the development of the owner as a human being and leader, and not just the tactical and profitability components of being a business owner. [Emphasis added]
***** ******* *** *** *** ***** aims ** ***** ********* *** ********** in ******** *******, ********* ************* ** finances *** **********, ** **** ** social *******:
**** ***** *** **** ********* *** also ****** *** ****** *******, **********, leadership, *********** ***** *****, *** ************** for *** ****** *** **** *** the ***** *** *** *** *** often ** ****** ** ***** *** organizations.The ******* **** ** ** **** *** ***** ****, which results in a better business for them, their employees, their families, and their customers. [Emphasis added]
Perez's ******* ** ******** ***********
******* *** ******** ****** *****, ***** is **** *** ********* ********* ********, ********* *********** ******* **** ***** ** employees** ******** *** ** ************* ** Indianapolis, **. *** *** ********** ** an *********** ********** ******** *** ** found *** ******** ****** *****.
***** ******* ** ******** ******** ** high ****** ** * "****-**-****" ***** salesman *** ****** ** **** **** "one ***** ******," ** **** ****. At *** ****, ** *** *** consider ******** ** ** *** ******** he ***** **** **, *** ** went ** ** * ********'* ** Jazz *** ***** ******** ***** ** Indiana ********** ***********. ***** *******, ***** started "******* ******** ** *** ********** world," ***** ** ******* ***** ********-**** standardized ******* ** *******, ***** ******, and **** ******* * ****-********** ********.
* *** ***** *****, ** ******* his *** ******** *********** ******** ** 2007 ***** "***** ** *** ******** and ****** ** ***** ** *** bank ** * ******** *******, ******* that [**] *** ***** ** ** the **** *** ** **** ** and [***] ******** *** *** [***** to] *****."
*****'* ******* *********** ********,******* ********, ** *** ********* ** *** first ******** ***** ** *** *** business ******* "****** ****." *** ******** was ******* "******" ** *** **** 2010s ** ** ******* ******* ***** year *** "***** **** ***** ** three *****" ***** "******** [***] *****" every **** ** *****, ** **** IPVM.
*******, ***** **** **** ** *** not ******* ** *** **** *** that "*** ***** ****** [**] ****, [he] *** ****** $*.**" *** **** if ** **** *****, *** ******* business ***** **** "****** *** ***********."
"Lot ****** ** * *** * ****** ****** **** ********"
***** ******** ** *** ** **** through ***** **********, *** ** *** that ***** **** **** ****** ***, like ***, *** *** **** ****** about ********, *** *** ** ***** have ********* * *** ** ** had * ****** **** ** *********:
**** * ******* **** ******* *** process ** **** ** ******** ***** to ** **** ****** $*.** *** every ****** *** **** ** ********** the ******** *** ******* * ********** and ****-********** ******** *******,I ******* **** ***** **** **** * **** ** * *** ****** ** *'* *** * ****** ****** **** ********, if I had some resources, if I had something to work from. [Emphasis added]
Many *********** ******** ****** **** ******** *********
******* *** *** ********, ***** ******* out **** ** ******* ******* ******** knowledge ** *** * ***-*** **** in **** ******** ** **** ******** owners *** *** **** **** * business **********:
* *** ******* *** ******** **** the ***** ***********, *** **** *** business ***********. **, *** **** ******** of ****** ** *** ******** ***'* have ** ***; **** *** *** former ***********. **** ***'* ********** *** numbers. **** ***'* ********** *** *** business **** ** ****** *****. ****'** a ****** **********, * ****** ***********, a ****** ******* ***, ** * technology ******.
Security ****** ***** ******** ** ****
** ******** ** **** ********** ** and ****** ***********, ***** ******* *** Security ****** ***** ** ****, ***** before *** ********, ** *** **** of ************ ********-**** ******** ******* *** educational ******* ***** *** ******** ********** of "**********" * ********:
*** *****'* **** ******** **** **** the **** ******** ***? *** *****'* it **** **** *** ********** ******** has? * ******* ******* **** * group ********* ****** **********, ***** ** ******* **** ***** across *** ******* ******* ** *** industry, *** **,**** ***********, *** ***** ******* *****, [*********]****** *****************. * ******* ******* **** ****, and ** **** *** *** ***** this ***** ****** **** ********. ** encouraged ** ** ** **. * spent *** ****** ****** ** ****** out *** ** ******* ****** ** how ** *** ******. * ************ the *** ***** ****** [***] *****-** [pandemic] ***.
"Frustration ** ***** ** ************"
*** ******** ****** ***** *** ***** focused ** ******* *********** *********** **** with *** ***** ** ********** *** frustration ** * ******** *****, ***** said:
**********, ** *** ******** ***** *** frustrations ** ***** ** ************ ** our ********, *** ****** ** ** at *** ***, *** **** ** is ** **** ** **** **** your ****** *** *** ** * smile. ** ****** ***** *** ***, under **** ****** ** **** *** got, ***** *** **** ******** *** got, ** ****** *** **** ** is, *** [****] ** **** **** that ****** [***] *** * ***** on **** **** *** *** **** employees ** *** **** *** ***** is ******.
********** ** *** ******** ********** ** faced ** * ******** *****, ***** added *** ** *********** *** ********** one *** **** **** ***** ******** struggles:
**'* ****** **** *** ****** ** be ******. **** *** **** ** the ******* ******* ***** ****** *** Security ****** *****. ** *** **** my ******** *** ******* ******. * did ********** * *** ** ** to **** **. * ****** **** my ****. * **** **** **********. I ****** **** ** *****. ** was ****, **** ********* ** **** with.
Elements ** ********* & *********** *********
***** *** ******* ***** ** ***** a ******* *****, *** ******** ****** Group *** ****** **** ********* ****** improving ******* ********** *** **********, ***** said:
***, *** ***** **** [***] *****-** [pandemic], *****'* * *****, *** **'* becoming ***** ************** ** *** ********* metrics, ************** ** *** *********** ******* of *** ********, *** ****** ** essentially *****-******, *********** ** ********** ****** for * **** ********** ******** **********.
Helping ****** "***" ********* ************
*** ******** ****** ***** ***** "**** owners ***********" ** ***** ******** *********** and **** ** ****** ******* *** profit ******:
**'* *** ******** ** ******* *** business. ** *** ** **** **** other ***********. *** ******* ** *** group ** ** ****** *** *********** of ***** ** ************ ** **** industry, ***** ** ********** * ********* component. ** ***'** ** **** ******** and *** *** ******* **** ***; yu're ******* $*, $*, $* ******* a ****, *** ***'** ****** *******, that's ********** ***********. ** *** **** as * *****.
* ***'* **** ********** **** *** along ***** ***** **** ***, "***, you ****** ** ** **% ***." The ******** ** ****** ****** **** a **** ******* **** ***** **** the ***** ** ***** ** **** different *********** ******* **** ** ********** house ********** **** **** ******* *** video. * ******* ****'* ***** ***** is ***** ** **** ******* ********* operational ******* **** * ******* ****'* got **% ********** ***** *******.
* ***'* **** * *** ** quantify [****], ***if *****'* ******* ** *** ***** ***'* ****** **** **** * **% [**] *** [******], **'** ********** **** **, "***, **** ** * *******. **'** *** ** *** ****." The group bands together to hold them accountable to improve that number. [Emphasis added]
Improve *** ***** ** *********** ******** ***********
******* ******** ****** *****'* ******* ******** on ********* *** ********* *******, ***** pointed *** **** *** **** **** of *** ***** ** ** "******* the *****" ** *** *********** *** their ********* *** ********:
* ****** ** ******* **** **** SOG ** ***** ** ****** * difference ** *** ***** ** *********** security *********** *** ********* *** ********; I **** **** **improve *** ***** of not just the owners but their employees and families. [Emphasis added]
Compared **** *** *** ******
******** ** ***** ******** *************, ********** the **********-**********, ***** **** *** ******** ****** Group ** ***** ** ** * peer ***** **** ********* ********* ** operations ************* ***************'* ************************, *** *** * "****** *****":
* ****** ******* ** *** **** we ***** *******. ** * **** to **** ***********, * ***** **** more ******* ** ****** ************* ***************'* ************. ** ******* ** ** **** we *** ******** *** ***** ********** and ********* ** *** ******** ********. It's **** ***** ****** * ********** with *** *********** [***********]. **** ** what *'* ******* **.
*'* *** ****** ** ****** * buyer's *****. *'* *** ****** ** create *** ************ **** *** ******* power *** *** *******, ** ***********, or ******** **** ****. **** ** really * ***** ***** ****** *** be ********** *** *** *** ******* that **** **** **** ****** *** have ****** *** **** ******** ****'** dealing ****.It ** * **** *****, ***** *** ********. [Emphasis added]
***** *** ** * "******' *****," as ***** ********* ****, ** **** provides ********* *** **** ******* ***** its *******.
Peer ***** ********
*** ********* ** ******* *** ******** Owners ***** ******* ******** **** **** other's *********** *** ****** **** ************ in ******** **********, ***** ****:
*** ******* * **** **** ******* SOG **** *********** ** ***** ** our ******** **** *** **** *** years. ***** *** **** **** **** people ** *** **** ** ****, and * **** **** ******** *** opportunity ** **** **** **** ** them ******* ***** *******.
** **** ** * **** ******** and ***, * **** ******** *** learned *** ********** **** ************ ***** peer ******. ** ** **********, *** ears *** ****** ** **** ****** can ** *** ********** ******* ** owner ***** ******* ******** *** *** that ***** ******* *** ********* *** founders ******* ** ***********. ** *** is ** **** ** **** ****** as * *** ***** ***** ********* and ***** ***** ************.
Three **** ***** *****
***** **** **** **** *** ******** Owners *****, ***** * **** ***** for *********** ***********, ******** ** * for-profit ******* *** ******* ************ *********** in *** ***** ***** ** ********/******. Perez ******** ** *** *** ***** evolved **** *** *****-**** ********* *****:
[*** *********] *** ****** * *** by *** **********. *** ******* ******* out ***** "******* ***********," ***** *** one ** *** **** [********] * week *** *** ***** ** * row **** ******** ****** ****** *** country.
**** ******* ***** *****, ******* ** was **** ** ************* *********, **'** all ****** ** ****** *** *** to **** **** [**]. ** *** got ********, *** * *** *** first *** [****] * ****** ** them, ***** **** ******* **** *****-****** [********] **********, [*.*.* *** ****** Group].
Virtual **** ********** ******
*** "******* **** **********" ******** ********* discussions ****** ******* **********, *****, *** more, ***** ****:
** ***** ** ********* "******* **** Masterminds," ***** *** *** ***** ** a **** *** ** **** ** two. [** **] ****** ****, *** we ** ** **** ****. **** tend ** ** ****** ***** ****** a ******* **** ** *** ********.
**'** **** ******* *********** ****** ******* management, *****, *** ***********. **'** *** down ** ***** *****, *** **** I ***** ** ** ***** *** expert ********* **** ** *** ******** to **** ** *** **** ** us ** *******.
********* ** *****, **** ******* *** 15-20 ************ ** * **** *** would **** $*** - $*,*** *** member *** *** *****, ********* ** "how **** [***** ********] *** *** what *** ***** **."
The ********* "******" ******** *********** *****
***"******** ***********" *****, ***** ***** **** ** **** named *** "******" ***** ** *** members, ***** ********* ***** ***** *** four ***** ** ****** * **** at * ******'* ****. ***** **** the **** "****** ****** *** "**** I'm **** **** *** **," *** while *** **** *** *** *** idea, ** ** "***** ** **."
***** **** **** *** "****** *****" is * "**** *********" *****. ***** there **** "********* **-**" ********** * year, ** ** ****** ** ** members, *** *** **** ** *** ten ******* **** **** ****** **** $2 ******* ** $** ******* ** annual *******.
*** "******" ******* *** "******* ******** dollars * ****," ***** ** "** line ****" *** ***************'* *******************, ********* ** *****.
***** **** ******** ** *** ** chose ** **** **** ***** "*********" from * "******** ***********":
*** ******** ***** ** **** *********. I'm **** ******* **** *** * let ** *****, *** **** **** a ******* *********** *** **** * culture ***********. **** ***** ** **** open, *** **'* *** *** *********** within **** *****. **'* *** **** peers. ***** ****** ***** **** **** other ***** ****** ** **** ****** to.
Existing ******* **** *** *********
**** *** ***** ************ ***** ******** members, ***** ********** **** ** *** "Flagship ***********/******" *****, ******* **** ** have * ********* ** *** ** let **** *** *****:
**** * *** ****** ***** **** the *****, *** ******** ********** **** to ******* **** ** **** **** are ***** ** ***'* ****** **.
"Almost ***% *******"
***** **** *** "******** ***********/****** *****" had ** "****** ***% *******" ** its ****-**** *******, *** ******* **** grown ** ****** * *******-******* "***** of ********" *** **** *****:
**'** *** ****** ***% ******* [****]. The **** ****** *** ****'* ***** in *** ******* ** *** ***** was ******* ** **** *** ********. Everybody **** ******. **** ****'** ** the *****, **** *** * ********. This ******* * ******** *** ************ board ** ********, *** **** ****, you **** **** *****.
"Simply ***'* **** ***** **" ** ********* ******* *********
** ********* ***** ******* **** ** compete ** ********, ***** **** **** "simply ***'* **** ***** **":
***** **** **** ********** ***** ******* have ******** ** * *******, *** it's *** **** * ******* ******* we ****** ***'* **** ***** ****.
In-Person ********
** *** **-****** "******** **********/******" ***** meetings ** *** ******'* ****, ******* would **** *** ******** *** ***** about **** ********'* ********** *** **** employees ** ** * ***-**-*** *****:
** *** ******** **** ***** * year ** * ******'* ****, ***** is * *****-*** *******. **** **** day ** ********* ** * **** of *** ******** *** * **** interview **** *** ** *** *********.
*** ******* ** **** ** ** expose ********** ** ***** **** ** doing ******, *** **** ** **** expose *** **** *******'* ***** ** all ** *** ********* **** *** going ** **** **** ***** ****** who *** ***** *** **** *****. [Their] ********* *** *****, "*** ** you ** ** **** ***?" *** they **** ** ****** **** ** the ******, *** *** * ****** good ***** ** ******* ***** ****** understand ***** ***. ****'* * **** advantage ** *** **** *******.
** *** ** ***** **** **-****** meetings, ****** ***** ***** ** ******** with ****, *** **** ***** **** to ******* *** ** ***** ******** in ******* ***** **********:
**** ***** * ****, ** **** at ********'* ********, *** ***** * year, ** **** ** ******** **** us, ** ** **** * ********* meeting ** *** **** **** ***** the ********* *** ******** **** ** director ** ********** ** ** *** same *****, ** *********** **** *** prod. **** *** *** ******** **** they're ******* **** ***** *** ** their ********, *** **** ********* *** available **** *** ** *** ***** members **** *** ***** **** ******* today?
*** "******** ***********/******" ***** ** ********** evolving, *** **** ****, ***** ******* to **** ******* *********** *** ***** financials *** *******' ********/********. ** ******** on *** *** ***** *****-******** **** each ***** ** ******** ********* *******:
**** ****, **'** ******* ************ * lot **** ********* ************** ******* *** membership ** **** ****'** *********** *** their *** *********** ** ***** ********, and ** ***** **** ******** ******* on * ********* ********* ** *** the ********* ******* ** **** **** can ******* **** ***** ** **********.
Business ********** *******
***** **** *** ******* ** *** "Flagship ***********/****** *****" **** ***** ** an **** **********, ***** ****** ***** and ********** ** *** ******** *********:
** **** *** *** ** **** for * ******, *** ** *** really, ****** ********** ** *** *** his ********* **** ******* *** ***** and ********** *** ** *** ********* buildings. **** ** *** ***** ****** we *** *** ******** *** **** type ** *****.
*** ***** *** "********" ** *** business ***** ***** ***** ******** ****** could *** ********* *** ***** ** blind ***** ** ***** *** ** aware ** *********, ***** ******* ***:
*** ***** ***, ** ********* [****] on *******. **'* *** ** ** a *** ** **** ** ******* the ***** **** *********. ** ******** that ** * ***** **** ***** employees, *** ** ******* ** **** interesting ******** **** *** ********* *** that ** ****'* ***** **. * can't ** *** **** *** ***, but *** **** *** ** ** that *** **'* *** ********* *** of **** ******* **** ** ****'* know. *** ********* ******'* **** **** it ** *** ********. **** ***'** got *** ***** ****** ******** ** the **** ****** *** ******** *********, poking * *******, [**'* *********]. **'** going ** *** ********* *** ** you. ****'* ****** ******** *** ***** members.
Want **** ******* ** *** **** *****
** ** ********* *** ******* ********* group, ***** **** **** *** "****** Group" "***** **** **" *** **** members ** *** **** *****, * geographic ******** ** ** **** ******* in:
*** **** ***** ***** ** ******** is ********** ********* ** ***** *******.
** ***** **** ** *** * couple ** ******* ** *** **** Coast. **'** *** *** ****** ***** now ** *** ******* *********, *** it's * **** *** *** ** travel.
**** ********** ********** *** *** ******* also ***** *** ***** ***** *********** competition ***** ******* ** *********** *****.
600-Member **** ******** *****
***** **** *** *** **** *****, the ******** ****** ***** *** ***** "****** *****" ** ************ ***+ ******** ******** ******/**********. ***** explained *** ***** ** *** *****:
***** ** *** ****** [*****]. ** is * **** ***** ** ********. The **** *********** *** **** ** you [**** **] ***** **** *** are ****** ** ********* ** *** own * ******** *******, *** **** does *** ****** ** **'* * fire *******, ** ***** *******, ** an **********. ******** **** ***** **, that's ********** ** **** ** *** have ** ********* *****. ** *** to ****** **** ****** **** *** Secretary ** ***** [******** ******] ** LinkedIn. **** ** ** ** *** 100% [********], *** ** *** **** hard ** *** **** ***** *** avoid *** ***** ** ****** *****. That ***** ** *** ********* ** 600 *******/****** ******** ******* ****** ****** the *******.
******* ** *** "****** *****" *** ask ********-******* ********* ** *** *****, and *** ***** ****** ********* ****** operational ********* ** *******. ***** ******** on *** ******* *** ******* **** this **** *****:
**** *** ********* ** *****, *** I *** ** ******** ** ** best * ***, ** **** *** trash ***. **'* **** * ********. Within **** *****, **'** *** **** best ********* [**] **** **** ** publish **** *** **** ** ***. We've *** * **** ** ******* who *** ********** ** ******** ************** for ***** *******. **'** *** ****** who *** ********* ***** *********** *********** or *********, *********, *********, ** *** business-related [******].
*** ***** ** **** *** *********** around ******** **********, *** ********* *******, Perez ****, *** **** ****** *** technical *********, ** ******* **** ** find ******* *********:
*** *** *** ********** ****** *** jumps ** *** ****, "***, **** this ****** **** **** ****?" *** I **** **** ********* ****.
Security ****** *****'* ******** *********
***** ******* ** * **** ******* within *** ********, *** ******** ****** Group ** * ***-****** ********. ***** pointed *** **** ** * ***** organization, ** ** ***** ** *** "growth" *** "************" *****, ***** ***** the "**** ******** ** *******' **** and ****" *** ********** **** "****** creating *** *********, *************, ** ********* for ***** ******* ** ***."
*** *******, *** ******** ****** ***** is *** *********** *** **** ** collected ** ******** ********-**** ***** ****** benchmarks ******* ***** *******, ***** **********:
***** ***, **'** ** ************* **** a ****** ** ********* ********* ** create *** ********** *** *** ******** so **** ** ********** [***] ** do *** ********.
[**] ****** *** ******. ***'* **** at *** **** ******* *****. ** really ***** **** ***** ******. **** should *** ***** ****** ** *** the ********? ** *** ****** **** benchmark *** **** **** ***** *********** for **. *** ***'* **** **** that ****** *** ** **** ***. You **** ** ** *** ******** to *** **** ***********. * ****** want * ***** ***** ** ** that. **'** ***** ** **** **** out ** *** ********** **** **** the **** *** *****.
Next ****** ** ** **** ******
**** **** **** *** **** ****** from **** *********, ********** ********* *** the ***** ***** *** ******* ****** of ** ***** ***** ******** ***********.
[We] ****** *** ******. Let's look at the most obvious thing. It really looks like gross margin. What should the gross margin be for the industry? We can create that benchmark and hold each other accountable for it. You can't just pick that number out of thin air. You have to do the research to get that information. I really want a third party to do that. We're about to fund that out of the membership dues from the last two years.
* ***'* ***** *** ****** ******* above ** * **** ****. *** one ****** ** ********** ** ***** ignored ******* **** *** *** *** isolate *** ***** ** *** '**** important' ***** ** ** ** *** be * ********** ******.
**** ****** * **** **** **** are ***** *** ***** *********** *********** et **, *'* *** **** * like *** **** ** '******* *** metric' -and **** ******* **** ***** ***** ***** ** ****** **** **** *** ******** - which may not even be answerable. and even if it is answerable, it still may mean nothing at all.
*** ***** **** *** ** **** even ** *** ******** ** ************* unanswerable, *** ***** ***** ** ******** to ****** ** ** **** **** can ******. ******* **** ** **** they *** **** ** **.
****** **** *** “******** ****** *****” lost *** *****, *** *** ****** a “****** *****”.** *** *** ***** **** *** won’t **** *** “********” ***** *** define *** “*******”.* ***’* ****** ******* **** **** Report ***** *** “************ *****” (**** known ** ***** *****). * ***** of ******** ************ (** **** ** *) that ******* *** ***, ********* *** remote **********. *** *** ***** ***** is **** ****** ** *** ******* false ***** *******, *** **.******* ** **** ***** ******* ******* end-to-end ************** *** *** **********, ***** generally ******** *** **** *******, **** lowest *****.
******** *********** *** ********* ***** *** amounts ** ***********, ***-*****-*****, ***** ********** which ** *** ******* ***** ** the "***** ***** *******" **** *** typically ******** *****.
****…*** **** ******* ** *** “***** Alarms”.** ** *** *********** ** ***** alarms.***** ****/******** ********, ******* ****** **** ********** to ***** **** ******* ********** *********…** ********, ** **** *** ********.******* *********** ** **** ** *** Major ****** ****** ***** ******* *** dozens ** ******* *****. ********** ** policy ** *********.**** ***** **************, **** ** ****** to ******** *** ****** ** ******* via ***** ***** *****/****; ** **** asked ** **** *******, **** *** yes… *** **** ***** *** ******** time, ** ******* ** *-* *****.*** *** **** ** *********. *** response ** ** “****** ******” *** uniformed ******, *** ** ******* ***** $200 *** “******”.******* **** ** ****** ****** ** not *******, ****** ******* * ****** in ******. *** ***** *** **** do *** ****** *** **** ** public ****** *********.
***, ** ***** ** *** *** distracting **** *** ****** ***** **** specific ********** *****, ***** **** ****** that ******* ** *** ***** **** you ************ ******** *****.
*****: ****, *** ***** ****** **** the ******** ****** *****, ****** *****, and ****** ********** **** **********, ***** lots ** **** ** *** “**********”, forgetting *** **** *** ** ********* and ******* *** ********** ** ********** ***** *******, *** “*** *********”.**** ** ********* *** ****** ********** have ********** *** ********** **********, *** now **** ********* *** ***** *********** *** *********** ** ********* ***** ** ****.**** ** *** **** ****** *********** that * **** **********, ***** * smooth ********** **** **** *******.
******* ** *** **** ** ******** as * ********** **** **** *****'* have ********* *** ************ ** * mistake. *** ****** ********* **** **** the ***** ******* **** *** ********** with *********, *** *********** *** ******** of *********. *** *** ******** ** this *********, * ***** ** **** about *** ******. *** ************ ** one ******, *** ** ******, * fire ***** ******* ** *** ***** to **** *** **** ******* ** someone ***** *****, ***.
** *** ******* *** ***** **** data ** "***** ******"? ******* ** to *** *** ***** ***** **** operating ** ***...? ******* *** *** comparable ****** ********* ********** ** **** across ****** ********, *** ***** ** interesting ** **** **** ****.
********** *** ****** ** *********** (*** relatedly ******** ** *****) **** ******* margins.
** *** ****** ***** ******* ****** what **** **** ** ***** ** and ** *** ********** ** **** the ******* ********** ***** *******. * chose ** ******* ** *** ** easy *** ** *******.
****'* **** ****** **** ***** ****** goals ** *******? ********* ****** *** net?
*****, **** ******* ** *********. ** are ******** ** ************ ** **** company ********** ** ***** ******** *****. We **** **** * ********* ***** on *** "*********" **** ** ****** a ******* ** **** **** ** putting ** ********.
* **** **** **** ***** ****. We **** **** ***** ** *** group **** *** *********. ******* *** the **** ** *** ****** ***** have **** * ********* ******** *** a ******** ***** ** **** ********. Everyone *** ***** ********* *** ********** so ** ** **** ********** ** share *********** *** ********* **** **** other.
***** * ***** *** ** **** lonely **** *****. ***** *** ****** up *** ***** ******* * ******** and **** ** ******. **'* ******* to **** ****** **** ****** ** the **** ***** ** *** ** understand *** *** *** *****.
* ******* ******* *** *** **** of **** ***** *** ***** *******. The ******* *** *********** ** **** and ******* ******** ******, **********, ********** is ******** ********* ** ***** ******* success. **** ** **********, *** ******** report **** **** **** ****** * Galaxy ****** ********** **** **** ** much ***** **** *** **** **** spend **** ***** ******** ***** ** they ** *** ********** *******. **** keeps **** ****** **** **** ***** year.
"[**] ****** *** ******. ***'* **** at *** **** ******* *****. ** really ***** **** ***** ******. **** should *** ***** ****** ** *** the ********? ** *** ****** **** benchmark *** **** **** ***** *********** for **. *** ***'* **** **** that ****** *** ** **** ***. "
/****** ** *****/
* ***** ** ******** ****** ****** together ** ** *********, *******-********** ***********, and ******** ** ********* "******** *********" for ***** ******- ***** ** * direct ***** *** ******* *****, ***** being **********...
*******: "**** ***** ******** ** *****, Mr. *******?"
**. *******: "****, *******, ***'* *** the ******* ******* ** **** *** find ***!"
...
* *** *** *** **** ***** be *********. ***** ** * ***** difference ******* ********* **** *********** *** helping **** ***** ******* ** *** price ******. **** ******* *** ********* costs *** ********, ***** *** **** COGS. ***** ***** *** ******* *** very ********* ****** *** ***** ** are *** ****** ** **** ****** for *** ********** ******* ** ****. Price ****** ***** ** ****** ********** in *** ******** *** ** *** of *** *********. ***, ******* *** others ********* ***** ***** ***** *** having ****** ** *** ******* **** as **** ** ****** *********** *** maybe **** ****** **** **** *** calculate ***** ** * **** *********. Some ****** ***’* **** ** ***** other ****, **** *** ********* ***** way ** *** **** ***, **** is *** *** ********.
*** ** *** *** **** * point ** **** *** ******** ** mainly ** * ************ **** ** words, ***; ***** ** **** * world ** ********** ******* "***** ******" and "****-*********** *******."
*****, ** ****** ** ******* *** right *** (*** ** ********* *** suffered ***** **********) *** **** ***** when ***** ** ** ***** ********.
*'* ***** ** **** **** ****** attention ** ***** **** ** ******** such *************, ** **** *** ***** and *** ****** *****-*** ** ********** until **** ** "****."
"***** ******" *** "****-*********** *******."
** * ***** ** ***** ********* working ************* *** ********* **** ******* market ***** ******* ******** ** * competitive ****, **** **** **** **** make ********* **** ********** **** **** acquired **+ *********** *** *** **** times ****** **** *** *** *********** in **** ***** ********?
* ** **** ** ***** **** the ******** ******** ** ********** *** growing **** ***** ***** ** ***********, for ***** **** * **** **** in **** ******** * *** **** few ***-****** ************* **** ********** *** many ********** **** *** *** ** existence. ***** *********** **** **** * lot ** ****** *** ******** *** directives *** **** ** *********** ****** before *** ***** *** ******* ***********; so, ** *** ***** **** *** the ******* ** *** ******* ********. Unlike ***** ********** **** *** **** represented, **** *** ********** ******** *** others; **** **** **** **** ********** in *********** *** ********** *** ****.
** * ****** **** *** ********* as **** * **** **** ******* Miller *** ***** ****** ******** *** also *** **** * ** * member ** * ****** ** ****** and *************, *** **** ********** ***** is ***** * *** ***% **** out ** **** *** ***** *****.
*** ******* ** ** ***** **** true ***, *** **** ** **** into ****** *** ********** *** *** be *** **** *** ******* "*** should ** *" ** "********* ********" often **** ** ***** ****** ** insurmountably *******. ******* ******** ***** *** a ***** ** ******** *** ******* is **** ***** *** ********* **** most ****** * ******, *** ***** 70+% ** *** ** ***** * am ** * ***. *** ******* that **** **** ***** **** ******* with *** "****** ****" ********* *** we *** **** ** *** *****, and **** *********** *****. ** ***** secrets ***-*** *** *'** ******* ** much **** *** **** ******* ********** as * **** **** *** ****** ones.
* ******** ** *******, *** *** of ** ****** *******! ******* ******* to * *** **** ** *** next **** ** ** ***** *** really ******** ****** ********* ** *** security ******** **** **** ** *** best ** *** ********! #******! ***** you ** **** *** *** ******* as ****, ****** ********** *** **** you *** ** ** ******* *** industry!
** ****** **** ***** * *** months *** *** ** ******* ***** the ***** ** ******. *** ******* are ****-******, ******* ****** *********, *** genuinely **** ***** ***** *********, *********, vendors, *** ******** ******, ******* ** our *** *******. *’* ******** *** chance ** ******* **** ***** ******** dealers, ********** ******** ********, ********, *** processes ** ******* **** ***** ******. With ** ** ***** ** *** industry, * ***** ****** *** **** kind ** ************* ****’* ******** ******. Armando ** ***** * ********* *** of *********** *******-********* ****** *** *********** both *** ***** *** *** *** company ** ****** *** ***********. * believe *** ***** *** ******* ** directly ************ ** *** ****** *** invest, *** *’* **** ******* **** we ****** **** *****.