5 Upgrades to Offer Existing Clients

Animate Upselling With Automation

Building automation systems (BAS) are another popular upgrade/upsell. With the recent increases in utility bills, this should be easy to show a return on investment (ROI) for your existing customers.

Studies have shown that energy savings can average 5 percent to 15 percent of overall building energy consumption. In some cases, as much as 30 percent can be saved compared to existing operations energy consumption.

Energy use can be cut with some common BAS strategies, such as:

Lockouts – This prevents certain equipment from running unless necessary. An example would be chiller pumps that do not need to run due to outside temperature drops or building cooling falling below a minimum.

Scheduling – Having equipment turned on/off according to time of day and date.

Diagnostics – Monitoring of critical factors such as temperature, pressure and other equipment to verify it is working correctly and efficiently. The data is used for system maintenance.

Resets – BAS equipment is maintained at a lesser capacity by resetting sensors.

Alarm interfacing – Having BAS conditions, such as lights and temperature, adjusted according to who and when someone is in the building as determined by arming/disarming areas of an alarm system. Savings can be achieved even for small- or medium-sized businesses and home applications.


PERS Perfect for Baby Boomers


After World War II there was a baby boom that resulted in the baby boomer generation. This large group is now becoming a significant part of our senior citizen population.

The good thing about these customers is they have grown up during the technology explosion. Many of your existing customers are part of this demographic. Better yet, they have parents who are living longer and who make up the rest of the senior citizen population.

Many of these customers are good candidates for personal emergency response systems (PERS). These systems not only report “I have fallen and cannot get up,” but also use exception reporting to monitor a lack of daily activity (e.g. PIR in bathroom). The result is peace of mind for anyone with senior-aged parents. Also, you guessed it; it’s a win-win deal for everyone.


Pursuing Proprietary Profits


Selling to large proprietary system users such as schools and universities, medical facility campuses, government, and corporate organizations presents systems integrators with a golden opportunity.

These customers are provided intrusion, fire, video and access, but the alarm panels are typically still monitored directly from alarm receiver displays. The customer is often unaware of other computer-based signal automation options. That makes adding monitoring automation software and hardware to existing alarm signal receivers a great upgrade/upsell option.

Monitoring software such as Alarm Center from Security Information Systems Inc. include features like open/close scheduling, service scheduling and video integration. Lightly staffed security departments also like capabilities such as text messaging of alarms directly to cell phones and PDAs. This makes for more efficient use of security personnel; another win-win application.

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About the Author


Bob is currently a Security Sales & Integration "Tech Talk" columnist and a contributing technical writer. Bob installed his first DIY home intercom system at the age of 13, and formally started his technology career as a Navy communication electronics technician during the Vietnam War. He then attended the Milwaukee School of Engineering and went on to complete a Security Management program at Milwaukee Area Technical College. Since 1976, Bob has served in a variety of technical, training and project management positions with organizations such ADT, Rollins, National Guardian, Lockheed Martin, American Alarm Supply, Sonitrol and Ingersoll Rand. Early in his career, Bob started and operated his own alarm dealership. He has also served as treasurer of the Wisconsin Burglar and Fire Alarm Association and on Security Industry Association (SIA) standards committees. Bob also provides media and training consulting to the security industry.

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