*Originally published on SecuritySales.com When building a service and maintenance program, it’s important that integrators consider the needs of their customers. Security system service and maintenance contracts provide valuable benefits to customers and are profitable for integrators if done right, but sometimes customers and integrators shy away from them because of concerns about cost and […]
Category: Articles
State of Commercial Security 2020: Execs on RMR, Challenges, & Competition
*Originally published on SecuritySales.com Leaders from four successful security companies discuss the commercial market in this industry roundtable, including what’s working and what needs work. Good times These are the good times Our new state of mind These are the good times The dance line celebrating the robust security business that emerged following the Great […]
How to Actually Calculate Company Value Based on RMR
*Originally published on SecuritySales.com Buying or selling accounts? RMR is defined in different ways, and you need a very careful understanding of how it is going to be calculated for your deal. When selling or buying alarm accounts do you need to know more than the multiple? The multiple is only one of the factors […]
Pricing, Selling, & Implementing Pro AV Service Revenue
*Originally published on CommercialIntegrator.com Want to boost your pro AV service revenue? Industry expert Connor Kane offers his top tips for getting the most from your service contracts. By now, integrators are well aware of the benefits of recurring monthly revenue (RMR) and how pro AV service revenue can help expand a business’ reach. However, there is still a […]
Home Remodeling to Hold Strong Despite Coronavirus Outbreak
*Originally published on CEPro.com According to survey by LightStream, despite the financial and economical hardships the coronavirus has caused, homeowners are still enthusiastic about improving their living spaces. While it may seem counterintuitive, a recently completed survey by private loan company LightStream has shown that homeowners are still willing to renovate and remodel their homes […]
Why Wellness Tech is Poised for a Major Boost in Luxury Markets
*Originally published on CEPro.com The luxury home market is shifting its sights toward wellness and eco-sensitivity, and that’s a good thing for savvy integrators. According to a massive report from Coldwell Banker, the inclusion of wellness products in homes is one of the most-desired features among luxury buyers. For integrators, the message is clear: it’s time to […]
What You Need to Know About Offering Security Equipment-as-a-Service
*Originally published on SecuritySales.com Security integrators can learn insights how to pivot to an RMR-generating security-as-a-service subscription model in this time of COVID-19. Paul Metzheiser is managing partner at managed services enabler TAMCO, focusing on revenue generation and business development for the company. He joins the conversation to discuss his work helping security integrator (as opposed to alarm […]
The Future of AV’s Role in UCC
*Originally Published on CommercialIntegrator.com COVID-19 is accelerating the need for UCC solutions provided by AV integrators as the world ponders about the workplace of the future. The office isn’t going to look the same when we go back, and that includes technology and how we use it to communicate. Now more than ever, AV integrators […]
Opportunities for Integrators Reselling Software
*Originally published on CommercialIntegrator.com Partnering with software companies can provide add-ons to sell to clients, and introduce recurring revenue offerings to your portfolios. Integrators are used to selling and installing hardware, but with the increasing prevalence of IT software within AV systems many firms are evolving to include software offerings to clients that make sense […]
Wellness Business Model Takes Shape
*Originally published on CEPro.com Integrators can earn certifications to bring wellness solutions for lighting, air quality, noise control and even smell to clients. Has the electronics industry somewhat exhausted the entertainment and convenience story? Perhaps. If so, what is the next “angle” integrators can take when speaking with clients about how to improve their lives? […]