If it’s true that “the early bird catches the worm,” then dealers who are currently partnering with homebuilders are poised for success. What these dealers realize is that the new construction market is rich with prospective alarm customers who may want security, fire and life-safety services right from the start.
The National Association of Homebuilders estimates there will be 840,000 single-family homes built in 2000, and according to industry estimates, one-third of those homes will have security systems installed during construction. The market offers opportunities to security installing companies of all sizes.
Like security companies, construction companies are locally based operations that target specific segments of the market. For example, David Nevett, president of Lionsafe Security Pro in Edmonton, Alberta, Canada, and Christenson Development have worked out a business plan that serves their customers and their businesses profitably.
Constructing a Secure Partnership
Lionsafe Security Pro, a wireless dealer for many years, recently added a hardwired panel to its line in order to pursue new construction opportunities. Christenson Development is an award-winning designer of adult-living communities in Edmonton.
“Our new homebuyers are empty-nesters and snowbirds in the 55-and-over age range. They’re facing lifestyle changes and they want security,” says Greg Christenson, president of the company.
Product Offerings Begin With the Model Home
To convince a builder that your company is right for the job requires professionalism and dedication to the market. “I want a business partner who can take care of the security side without my people having to get involved,” Christenson says. To convince Christenson that Lionsafe has what it takes, Nevett installed a system with key chain touchpad control and two-way voice in a Christenson model home (called show homes in Canada).
Study the Housing Market Carefully, Thoroughly
New homebuyers are excited about moving into a new home, but fear of the unknown in a new neighborhood can also lead to insecurity. Selling builders on security can help you and the builder minimize the consumer’s risks of moving to new surroundings.
Wireless Options Add Value to Overall Product
Key chain touchpad operation is popular among Christenson’s customers. The wireless controller doesn’t require a user code to operate, so customers don’t have to worry about forgetting the code.
