How many home security sales must an alarm company lose before it becomes obvious to management there’s got to be a better way to sell it? If what you’re doing isn’t working, it just makes sense to try a new avenue – such as the path of expanding into total home control offerings.

Consider the fact that homeowners who contemplate the purchase of an alarm system most often view the process somewhat pessimistically – like insurance or health care, it is a grudge buy. This is because they believe the only time they will get any use or value out of it will be if and when an intruder attempts to enter the home.

How many home security sales must an alarm company lose before it becomes obvious to management there’s got to be a better way to sell it? If what you’re doing isn’t working, it just makes sense to try a new avenue – such as the path of expanding into total home control offerings.

Consider the fact that homeowners who contemplate the purchase of an alarm system most often view the process somewhat pessimistically – like insurance or health care, it is a grudge buy. This is because they believe the only time they will get any use or value out of it will be if and when an intruder attempts to enter the home.

Of course, alarm dealers know that residential alarm systems do more than that – they offer peace of mind and real security. In fact, many of the alarm panels made today employ network technology, allowing them to communicate with network servers on the Internet, or to perform home control tasks, all of which have the potential of turning an ordinary security system into the connected home of tomorrow.

“The so-called ‘connected home’ ties together appliances, heating and air conditioning, computers, security systems, smoke detectors, lighting, home entertainment devices, and more,” says Jim Paulson, general manager for residential and commercial solutions with GE Security of Tualatin, Ore. “Users can control devices via remote control from a telephone, cell phone, over the Internet, or at home via keypads or touchscreens. A connected home allows all the electronics and systems to work together and gives owners access to their home from anywhere on the planet.”

Tech-savvy homeowners are often willing to pay considerably more than the price of a basic alarm system when they know that what they’re getting will benefit them in a real way on a daily basis. These value-added features can turn a no-go into a go sale, changing an otherwise skeptical prospect into an enthusiastic buyer. Plus, such a client will almost assuredly tell his or her friends and relatives about their new connected home, thereby leading to more referral business.

Integrating Security and Home Control With
Network Technology
Security dealers are truly on the cusp of a brave new world. During the past few years, security technology has quickly moved from analog to digital, and now it’s rapidly moving to the home network. Here, security devices, alarm signals, video images, and command and control signals travel from one end of the house to the other over a balanced, unshielded cable.

Not only that, but the advent of digital devices, long-range radio and the home network – with or without broadband into the home – have given alarm dealers a new suite of products and services with which to derive additional sources of recurring revenue.

“We have both integrated Internet monitoring modules that work with our control panels and we also have a universal module that works with any control panel. This one actually converts full data so that all zone numbers and user numbers are communicated to the central station over IP,” says Tom Mechlar, product marketing manager for intrusion with Bosch Security Systems of Fairport, N.Y.

Monitoring via the Internet and radio is not the end of the story either as a host of other services have emerged from the ether that use this mode of signal transport. The purpose of these services is to provide value-added features that homeowners are willing to pay extra for, in addition to their regular monthly monitoring fee.

One example of where the Internet can be used by homeowners to create a safer, more secure environment for family members is in the case of latch key kids. The VIP-GatewayX by NAPCO Security Group of Amityville, N.Y., enables homeowners to view video cameras in the home over the Internet.

“One popular application is kids coming home from school when the parents are still at the office. The system will trigger the video system, sending the parents an E-mail telling them there is video waiting for them on our video server,” says Tom Karl, NAPCO’s director of sales. “There’s a link in the E-mail that allows them to access the video server where they can view their child entering the home, as well as anyone else that might follow them in. There’s also another link that allows them to view live video.”

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