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October 2003
Welcome to the Brigham Scully Newsletter.  
More GE Interlogix Business

We’re pleased to announce that GE Interlogix people appreciate what we’ve done for our present GE Interlogix clients (Video in Costa Mesa, Calif. and Access/Integration in Boca Raton, Fla.) and have assigned us even more work. As of this month, we’ll also be handling the following three product lines of the GE Interlogix Commercial Group.

  • The GE Interlogix InfoGraphics’ product line includes Diamond II, the most sophisticated multimedia access control, alarm monitoring, asset tracking, photo badging and video management tool available in today's market. When combined with the InfoGraphics’ Sapphire Pro and Topaz products, Diamond II completes the range of the most technologically advanced, cost effective and sophisticated security management systems available anywhere. (Garden Grove, Calif.)
  • The GE Interlogix Alliance System Security Platform is the industry’s first that provides security dealers with tools for system sales, installation and user documentation in one software package. (Tualatin, Ore.)
  • TRACcess provides access and key control with a centralized audit trail for every locking point. (Salem and Tualatin, Ore.)

Former West Coast Space Rep Passes

Pam Rock, who sold space for several magazines on the West Coast before moving back East some years ago, lost her 10-month battle with pancreatic cancer. Tragically, she has left behind 7- and 9-year old children. Our prayers are with them. For those of you who didn’t know Pam, she was a pistol. She was prepared, vivacious and tenacious.

If It’s Not Important, Why Did You Create It?

People sometimes ask us, “What’s your biggest pet peeve with your customers?” That’s easy – they sit on information. They create an improvement to their product, start selling it and we find out about it 3 months later.

“Why didn’t you tell us?” we ask. “Oh, we didn’t think it was that important. We didn’t think you or the press would be interested.” Then, we start talking about how it provides new benefits, creates a feature that competitors are missing, and so on and so on.

It’s our job to turn molehills into mountains and we do that pretty well, if we don’t say so ourselves. But, we need to know about the molehill. We’ll have a pretty good idea if that molehill is mountain material, from a press standpoint.

As a corollary, I’m reminded of what my door-to-door encyclopedia sales trainer stressed as we left his car for “educating the public” another day during my college summers. “Don’t ever say ‘no’ for the prospect by not knocking on their door. You’ll be sure not to get a deal there. Make them say ‘no’ to you. Who knows? Maybe they’ll say ‘yes.’”

We hope you have found this newsletter to be informative.  If there are others you know that would like to receive this email, please feel free to forward us that information or call us at (818) 716-9021!
Copyright (c) 2003 Brigham Scully