How to Earn More Money by Offering Environmental Detection

No matter that nearly all security dealers are aware most central stations monitor environmental and supervisory alarms, too often non-security event monitoring is offered only in response to client requests. 

The few alarm companies that do proactively offer event monitoring other than intrusion and fire have experienced great success through improved closing ratios and increased recurring monthly revenue (RMR).

Although environmental and supervisory events are among many different types of alarms, the most common are room temperature thresholds, room humidity, flooding and low water level. While these event types are not new news, applications of value can vary, and this is where most dealers miss opportunities. 

What also gets overlooked is that residential as well as commercial and industrial clients all find significant value in monitoring these events. In fact, I have found through consumer focus groups I’ve sponsored that clients across a range of markets oftentimes base a purchase decision solely on a system that offered smoke, flood and freeze detection. As we all know some residential and commercial clients may not need or see the value of an intrusion system.

In any case, utilizing the value in these services will provide dealers the ability to yield increased revenue for an installation and monthly monitoring. Likewise, in many cases it will give dealers the edge to attract and maintain a client they would not traditionally add with only a plain vanilla offering.

Clients Hail Added Protection

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Let’s take a look at some fundamental examples of where clients find value with these additional monitored events. It is my opinion, as well as many others, that it’s essential for most if not all residential installations to include water or flood detection in one or more areas of a home. 

Anyone who has ever experienced a leaking hot water heater, a ruptured washing machine hose or a busted well system can appreciate the benefit of early detection. Combining inexpensive wired and wireless detectors along with central station monitoring that will immediately send a text message, E-mail and/or dial a client’s call list allows for the preservation of property. 

Using my home as an example, I have three combination freeze/water detectors that safeguard the washing machine, hot water heater and the whole house water softener and well system.

In a commercial or industrial application the need and value is just as great, and sometimes even more imperative. Consider a business that only operates eight to 10 hours a day, five days a week, and is unoccupied the rest of the time. These businesses are subject to a great deal of damage from flooding, for example, should the problem go undetected during unoccupied hours.

What I explain here relates to just about every primary residence and business, anywhere in the world. Taking this a step further, the market for secondary winter or summer homes expands these opportunities even more. Even with the challenge where telephone service is not available in off-season times.

Combining a self-contained security system and GSM communicator with wireless detectors is an immediate and valuable solution. In some cases if you are in an area where many client opportunities exist, you can also offer short-term rentals of these systems when the clients feel they need them most.

Peter Giacalone is President of Giacalone Associates LLC, an independent security consulting firm.

 

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Peter Giacalone is President of Giacalone Associates, an independent security consulting firm.

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