Recorded live at the Route Consultant Expo 2026, Josh Gregory interviews security industry veteran Andy Willis on why private security is a growing investment opportunity. Willis explains the security space (guards, technology, threat detection) and argues demand is rising as municipalities struggle to recruit and retain police, pushing more non-emergency and even patrol functions to private firms in the U.S. and Canada, with businesses often required by insurers to budget for security. They discuss starting vs. buying a firm, state licensing via a qualifying agent, required insurance (GL, workers comp, auto, umbrella), and why the business isn’t “hands-off,” with nonstop recruiting and careful hiring. Willis outlines profitability drivers like reaching about 10,000 billable hours per week, contract best practices, handling pay risk (including factoring), leadership and culture, and ways to diversify clients.

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