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Connecting With Customers in New Ways

Doyle Security Systems of Rochester, N.Y., began offering customers Honeywell's Total Connect solution, which enables control of intrusion and surveillance remotely via smartphone, in March.



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Can you give me a ballpark in how much more monthly it is to have that feature?

It’s about a $20 uplift a month.

And is that inclusive of all features or if I want to have video as well is that another charge? How does that work?

That does not include the video. Video is another $10 uplift per camera, so on an average install, you might get four cameras, which would be an extra $30-$40.

Given that that the offering is so new, how did you come up with that particular price structure?

We looked at the profitability of the deal to see if it actually would cost us some money per month to sell this. We pay Honeywell a little bit of a fee per month, so we looked at that. We looked at some competitive benchmarking in the marketplace and we also looked at what we thought the market would bear on a monthly cost for the customer. At some point you reach a level of, ‘I’d rather not have it.’

It seems this could also be beneficial in helping mitigate false alarms if the customer is more engaged in their system. It could also help in verifying if an alarm is a real event or not.

Yeah, that’s a good point. For sure, I’d say a video, and then I would say false alarms because there is actually going to be some evidence there. There will be something to go back and verify. So, yes, I would say the way video is going, it’s going to make significant inroads into the industry problem with false alarms. It will soon be verified video.

When someone adds a Total Connect service is that a contract or can that be added or dropped at any time?

That’s a contract component. We haven’t had any drops yet. We would consider that part of the five-year agreement.

 

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Article Topics
Business Management · Intrusion · Doyle Security · Features · Honeywell Total Connect · Managing Your Business · MarketingPromotions · All Topics

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Scott Goldfine
Scott Goldfine is Editor-in-Chief and Associate Publisher of Security Sales & Integration, directing all editorial aspects of the magazine brand in print, electronically, online and in person. The voluminous, innovative and award-winning body of work he has distinguished himself with since joining the publication in 1998 includes groundbreaking research, landmark features, leadership roundtables, high profile case studies, and many industry exclusives. Well versed in the technical and business aspects of electronic security (video surveillance, access control, systems integration, intrusion detection, fire/life safety), Goldfine is a nationally known figure in demand as an industry presenter and subject matter expert to mainstream media. He is responsible for developing many unique products and programs, including the SSI Industry Hall of Fame, Control Panel (industry’s first E-mail newsletter), Police Dispatch Quality (PDQ), Marketing Marvel, Installers of the Year, Integrated Installation of the Year, Security Industry Census, Systems Integration Study, Installation Business Report, Operations & Opportunities Report, Commercial End-User Study and Security’s Fantastic Fleets. Recognized for his relationship building, integrity and lead-by-example ethic, Goldfine is a solutions-oriented team player who advises and collaborates with industry dealer/integrator, consultant, distributor, central station and manufacturer icons, luminaries and executive business leaders on a daily basis. He is also actively involved in several security events and organizations, including the Electronic Security Association (ESA), Security Industry Association (SIA), Security Industry Alarm Coalition (SIAC), False Alarm Reduction Association (FARA), PSA-Tec, SAMMY Awards, International Security Conference and Exhibition (ISC), Electronic Security Technology Summit (ESTS), Mission 500, Electronic Security Expo (ESX), ASIS Int’l, Honeywell CONNECT and other supplier conventions. Goldfine also serves on several boards, including the CSAA Marketing and Communications Committee and PSA Cybersecurity Advisory Council. A certified alarm technician, former cable-TV tech, audio company entrepreneur, and lifelong electronics and computers enthusiast, Goldfine graduated with honors from Cal State, Northridge with a management degree in Radio-Television-Film. His professional media endeavors have encompassed magazines, Internet, radio, TV, film, records, teletext and books. Goldfine resides in the Charlotte, N.C., area with his wife, son and three cats.
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Doyle Security, Features, Honeywell Total Connect, Managing Your Business, MarketingPromotions


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