Security Sales and Integration Magazine

Selling Monitoring, Not Hardware

By Peter Giacalone | November 11, 2011 | Comments (0) | Post a comment

Although I have written articles similar to the topic addressed in the headline, I felt it was important to write again in a greater detail. Over the past several years we have been witness to some game-changing efforts by new entrants to the industry. No, I'm not speaking of the Bells and the cable providers, I'm speaking of the security companies that have taken a very aggressive approach to residential alarm system sales. Most have been resistant to this and in some cases try to combat it. Now, over the past few years, these successful companies have stepped it up and are selling residential monitoring solutions.

Yes it still encompasses the alarm system and a whole lot more. They have approached some of the challenges we face, such as the POTS line issues, and faced it head-on through educating the subscriber. They have also created an offering that consumers can engage with, solutions that include energy management, lighting management, etc. This is not pie in the sky stuff and it's not just for the wealthy. These are systems that can start out as basic and are scalable.

In short, it seems the industry is taking notice as some of large traditional dealers are now taking this approach with success. Engage your clients. The hardware is the byproduct, the solution is what's compelling.

 

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Author Bios
Peter Giacalone
Peter Giacalone

Peter Giacalone is president of Giacalone Associates LLC, an independent security consulting firm providing strategic marketing, operational and sales support planning and structuring to central stations, manufacturers and dealers. He can be contacted at (201) 394-5536 or [email protected].


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