Commonly, alarm dealers want to build a base of accounts to derive recurring monthly revenue (RMR) that will fund their operations; but, ultimately, those accounts provide a large asset that can be "cashed out" as needed or at retirement. To maximize the value of the accounts, there are two key tactics that should be followed: always keep current contracts with customers and have all accounts residing on your own line card.
By Kevin Lehan · August 16, 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.
By Peter Giacalone · July 19, 2011
Given our propensity for smartphones and interactive technology, the more savvy alarm dealers are gearing their offerings toward this trend. More than ever manufacturers and third-party vendors are really coming up to speed with mostly IP-based, interactive security systems and devices.
By Mark Matlock · June 26, 2011
Prospective alarm account buyers — especially those with their own central stations — are smart investors who examine the smallest details, and so should alarm dealers if they want to maximize the value of their subscriber accounts.
By Kevin Lehan · May 22, 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).
By Peter Giacalone · April 19, 2011
Let's discuss a cautionary tale about alarm signals gone mad. Here's the idea: Imagine three turnstiles in a subway. Every couple of minutes a passenger deposits a coin and passes through easily.
By Mark Matlock · March 24, 2011
All central station alarm monitors should be trained comprehensively and subject to background checks that include a run of fingerprints through the National Crime Information Center (NCIC).
By Kevin Lehan · February 15, 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 ...
By Peter Giacalone · January 25, 2011
SECURITY SALES & INTEGRATION "Monitoring Matters" columnist Peter Giacalone will serve as a guest speaker at the Electronic Security and Technology Association's (ESTA) annual General and Financial Meeting, scheduled for April 10-13 at the Le Pavilion Hotel in New Orleans ...
January 18, 2011
Although I have touched on the following subject before in my “Monitoring Matters” column, a recent experience has compelled me to bring it up again in this blog. Simply stated, it is essential to your customers well being and ...
Peter Giacalone · December 01, 2010