John M. Brady

John Brady is president of TRG Associates Inc., Old Saybrook, Conn. Since its inception in 1991, TRG has been successfully assisting a wide range of security and fire alarm companies, entrepreneurs, lenders and investors in due diligence and acquisition planning. TRG continues to work in conjunction with the Central Station Alarm Association (CSAA) in the most comprehensive attrition study ever undertaken in the security industry. Contact John at TRG Associates (www.trgassociates.com) or Monique Talbot at CSAA (www.csaaintl.org) for information on how to participate in the 2012 study.

Articles

ARTICLES

Attrition study security industry

Attrition Spikes up

John M. Brady
May 8, 2015

The Attrition Measurement Study continues to develop meaningful trends. Results from 2013 —the latest year for which data are available — show that attrition-lost-to-competition increased and residential net attrition rose to a three-year high.


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Art of Buying Pt. 6

How to Make Your Letter of Intent Work for You

This sixth and final part of “The Art of the Deal” examines how to establish a letter of intent.
John M. Brady
June 9, 2014

In both cases, buyers’ and sellers’ interests are best served when they each have professional consultants, brokers and attorneys that are very familiar with these industries.


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Art of Buying 4

Installed Equipment & Signal Platform Can Impact Valuation

The days of trading RMR rooted in wired platforms and associated equipment are over. Significant premiums may be offered by sellers for current technology platforms and to companies that focus on the evolution of their technology offerings.
John M. Brady
April 24, 2014

The life safety industries have been fortunate over the last 20 years in that monitoring services associated with recurring monthly revenues (RMR) have been reliant on hardwired systems whose signals were transported to monitoring centers via the telephone landlines.


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Art of Buying

Cash Confirms the Valuation Economics

Learn how to rely on the old saying, ‘Cash is king,’ in this third of a six-part article series on evaluating an acquisition target.
John M. Brady
March 18, 2014

The market values and trades on the recurring monthly revenue (RMR) of a customer base, but there are a number of definitions and business systems used to classify and document that RMR.


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Art of Buying

The Elements of Valuation

Not every dollar of revenue has an assignable market value as a buyer assesses a security or fire alarm company. Learn what counts in a company valuation, in this first of a six-part article series.
John M. Brady
January 14, 2014

While all revenue sources help drive EBITDA (earnings before interest, taxes, depreciation and amortization) and the related operating margins of the segments of the business, not every dollar of revenue has an assignable market value as a buyer assesses a company in the security and fire alarm industry.


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Attrition

2011 Attrition Measurement Study

The economic recovery proved to be a mixed bag in 2011, the latest attrition study shows, with net attrition increases in all U.S. regions and internationally.
John M. Brady
March 14, 2013
Attrition is the measurement of customer dissatisfaction, which, for the most part, is company-caused. However, some attrition of recurring monthly revenue (RMR) in recent years can be related to the effects of the recession on the security channel. Overall, in 2011 — the latest year for which data are available in the annual Attrition Measurement Study — the industry experienced mixed results depending on the size of a company and its location.
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