By Peter Giacalone

Displaying 1 - 20 of 38

Why Integrated Systems Represent Low-Hanging Fruit

April 3, 2013

Understanding how integrated systems deliver RMR.

Establish Touch Points to Create Customers for Life

January 2, 2013

Why creating subscriber touch points builds lasting relationships.

Monitoring Matters: Alert End Users About Alarm Communications Pitfalls

October 1, 2012

An educational message that needs to be amplified.

Central Stations: The Gateway to Additional Value

October 1, 2012

Traditionally, the security industry looks to central stations as resource for attracting revenue. For the most part, if not for the central station monitoring centers, companies could not build the recurring monthly revenue (RMR) bases that they do.

Monitoring Matters: Remote Services Are More Than Just an Upgrade

July 2, 2012

Many security professionals may not fully realize the impact remote services are having on the industry.

Layering Security Services Helps Meet Customer Needs

April 26, 2012

As security professionals, we strive to provide the best possible electronic security solutions for our clients that will meet their unique lifestyles or logistics of their business. This element should always remain to be our focus as we survey a potential or existing customer’s premise.

The Central Station as a Resource, Not a Crutch

April 6, 2012

How basic central station tools can help you greatly enhance customer service.

Gaining Appreciation for Cloud-Based Monitoring

January 23, 2012

I realize that some traditional security professionals turn a deaf ear when they hear term "cloud-based monitoring." I'd like to believe this is true because they don't have a full understanding on the great advantages and redundancy that a cloud-based structure can offer.

Don’t Undervalue the Power of Remote Services

January 18, 2012

In this column, Peter Giacalone explains why remote services are so important to the well-being of alarm businesses.

Selling Monitoring, Not Hardware

November 11, 2011

Although I have written about articles that were similar to this, I felt it was important to write again in a greater detail. I'm speaking of the security companies that have taken a very aggressive approach to residential alarm system sales.

The Imperatives of Redundancy

October 19, 2011

The topic of central station redundancy and its significance is always a popular subject. This is especially so in the wake of Hurricane Irene's wrath along the East Coast.

Sales Pitch Tips for Alarm Companies

July 20, 2011

It seems the rapid pace of Internet sales and door-knocking campaigns have caused some traditional alarm dealers to resort to a faster, less comprehensive sales pitch. Some have gone from the comprehensive in-home sales presentation to a fast-and-furious pitched attempt at a power close.

Paying Attention to Valuation Can Build a Profitable Business

July 13, 2011

In a time when every penny counts, why is it that many owners fail to stay on top of maintaining the highest value possible for their companies?

Monitoring Matters: Time to Face the Alternatives

April 20, 2011

Although I have touched on the subject of alternative means of central station communications in the past, it was specifically from a standpoint of offering ancillary services and creating additional recurring monthly revenue (RMR).

Taking a Look at Subscriber Attrition

March 9, 2011

Subscriber attrition is the dealer's and central station's kryptonite. Attrition is a real problem when times are good and sales are growing, it's even a greater challenge when times are rough and sales are shrinking ...

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PERS Business Continues to Mature

January 27, 2011

How about that news of last week regarding the sale of Connect America, a provider of personal emergency response systems (PERS), to Rockbridge Growth Equity? Considering the economic climate and the lack of consistent M&A activity in the PERS channel, this is ...

Monitoring Matters: Turning Wants Into Needs

January 26, 2011

As a young burglar alarm salesman in the early 1980s I got my first crack at selling a system with access control, including entry doors, elevators and climate control ...

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