PTI Joined AZSA’s Inaugural 2026 Ruralpalooza!

Jason, How Would You Describe the Experience?

Attending AZSA’s first Ruralpalooza with Amy Amideo in 2026 was a great experience. It’s vital that PTI continues to engage directly with the market to better understand a facility’s needs. While PTI sells to owner-operators, it’s the managers who use our solutions daily, often without input into the decision. Meeting them face-to-face is crucial for understanding their challenges and gathering feedback on our products.

What Was the Managers' Initial Response Like?

We started with a friendly “Hey, how are you?” to set a positive tone, making it clear we weren’t there to buy a unit. When I introduced myself, they recognized PTI, and when Amy introduced herself, they were already familiar with her. This created a comfortable environment for open communication.

Sometimes Sales Happen When You Least Expect

We had an interesting case where we ended up making an organic sale, which is always the goal - to strengthen the relationship. A client mentioned her aging system and showed me a piece of paper from our marketing team. She was concerned about fitting the upgrade into her budget, even though she knew it was necessary.

I encouraged her to be proactive about upgrading while addressing the foundation work, stressing the importance of aligning the technology with the facility improvements. It’s a tough sell, though, since systems can last a long time. The uncertainty of upgrading to a new solution is always challenging, as it's often easier to stick with familiar technology than move to a newer system with unknowns.

It’s Great to be Able to Discuss Options with Managers On-Site

In our business, it’s crucial to focus on smaller, independent operators. These operators usually run just one or a few facilities, unlike large chains such as CubeSmart or Extra Space, which have thousands of locations.  These smaller operators often face tighter budgets and can’t afford unnecessary expenses. This awareness is key when reaching out to these smaller companies, which often don’t get the same support as larger operators.

Did the Managers Seek Out any Tech Support from You While You Were There?

The only challenge I faced, though it wasn’t really a challenge, was visiting an account that wasn’t on my radar, and it turned out they had recently switched to a competitor. The manager mentioned they used to have PTI products, but weren’t happy with the switch. He said, "I liked your stuff before; it worked fine. The new stuff doesn’t work as well."

While it wasn’t ideal since they’re now using a competitor, it wasn’t negative either, as the manager was open to future collaboration. I made sure to say, "We’ll stay in touch!"

Were the Leave-Behind Bags a Hit?

The leave-behind bags that Amy and AZSA prepared were a great addition. During our interactions, we were simply walking in to drop off business cards, and the bags included some pamphlets. I believe it was a nice gesture to leave behind as a way to express our gratitude for their business and time. Overall, I think it was a good idea.

Don’t Forget that Managers Help Make Decisions

Vendors often overlook that managers play a key role in decision-making. It’s crucial to treat them with respect and engage in meaningful conversations. Managers are on the front lines, so instead of just trying to reach owners and operators, who are hard to get a hold of, talk to the managers. They’re eager to learn and are always looking for ways to make their jobs easier.

Collaborating with AZSA

In our strategy with AZSA, collaboration is key. We have a great working relationship with Amy and AZSA, which helps us be effective. It's important not to make every visit on the Ruralpalooza route feel like a sales pitch, as our goal is to better understand why a customer may have chosen a competitor's product and to hear how our products are being used today. I see these interactions more as an information-gathering opportunity and collecting competitive intelligence through in-person surveys rather than always pushing for a sale.

Meet Face-to-Face

Face-to-face conversations create a very different dynamic than phone or email communication. Being in person makes the interaction more comfortable and personal, adding a human touch that’s hard to replicate virtually. It’s a valuable experience, and I’m glad we had the opportunity to connect that way.

Jason Price  |  Director of Sales at ASSA ABLOY / PTI Security

I specialize in helping organizations solve complex business challenges through innovative security and technology solutions.

My background spans enterprise account management, sales development, direct and channel sales, and professional services, with expertise in security, managed services, cloud, IT outsourcing, and software.

Known for building trusted relationships and aligning strategy with practical execution, I focus on delivering measurable value and guiding clients through rapidly evolving technology landscapes.