Commercial Integrator + Security Sales April 2024 - 75

PARTNER INSIGHTS
SPONSORED CONTENT
Kings III on RMR Opportunities
from Elevator Phone Monitoring
Security integrators looking to
maximize recurring monthly revenue
(RMR) should be thinking about elevator
phone monitoring. Although many
integrators have benefited from this
opportunity for years, recent developments
- for example, building owners' migration
away from traditional phone lines - have
made the opportunity irresistible. Last
month, Security Sales & Integration chatted
with Tom Worthington, director of dealer
sales, Kings III, to learn how security
integrators can boost their RMR and
increase customer stickiness by leveraging
opportunities in elevator phone monitoring
and emergency communications.
So Much Opportunity
" It's a great time to be in the elevator
phone monitoring business, " Worthington
declares. " There's so much opportunity. " He
points to the fact that the cost of traditional
phone lines is going up. This has created a
situation where roughly a million elevators
in the U.S. need to go from a traditional
phone line to an alternative. " There's never
been a time when you could make so much
money as we're in right now, " Worthington
enthuses, saying that Kings III dealers have
the chance to earn RMR not only on phone
monitoring but also by providing a cellular
solution to building owners. In short, as demand
for traditional phone lines plummets,
integrators can now monetize the communication
path, as well.
Kings III - a leader in elevator and emergency
phones since 1989 - boasts a network
of more than 300 dealers. Nevertheless,
the company, known for its Elevator
Connect 1000 (EC-1000) solution, routinely
has to beat back a common misconception:
that elevator phone monitoring/cellular solutions
fall under elevator companies' umbrella.
In reality, elevator companies don't
really provide cellular solutions of this sort.
" There's a huge lack of supply, and there's
a big demand, " Worthington observes. " So,
it's a really good opportunity for those in
the life-safety and security industry to step
into that vacuum and take advantage. " In
a sense, Kings III dealers can step in and
" be the hero " for
building owners
looking to upgrade
their elevator phone
monitoring solution.
You might be
asking yourself, " But
why Kings III? " The
answer is multifold.
First, the company's
main dealer-channel
product - known as
the Elevator
Connect 1000 - has
been field proven
over several years,
delivers excellent
voice quality and
has shown its reliability. Second, the Elevator
Connect 1000 is non-proprietary. " The
installer/integrator [can] install the Elevator
Connect on any elevator, " Worthington
remarks, " and it can integrate with the existing
elevator phone hardware. " Third, Kings
III has an excellent dealer support team
that's able to help with everything from presales,
to programming, to technical support.
This eliminates the risk of fire alarm and
security dealers feeling overwhelmed.
Some security integrators worry about
the learning curve associated with elevator
phone monitoring because of state-bystate
variations in elevator code requirements.
Thankfully for Kings III dealers, its
in-house code experts really understand the
elevator code. " We can provide unlimited
code resources and support to our dealers, "
Worthington says with pride. And for dealers
who want to investigate state-by-state
code requirements, the Kings III website offers
a code compliance database. Working
with a vendor, like Kings III, that's plugged
into code compliance offers integrators real
peace of mind. As Worthington says, " Dealers
can rest assured that our equipment
is manufactured to meet the ASME A17
elevator code. " Indeed, every single device
that Kings III makes is designed and built
to ensure code compliance.
Kings III - a leader in elevator and emergency phones
that boasts a network of more than 300 dealers - is
known for its Elevator Connect 1000 solution.
Embrace Emergency Comms
For RMR-minded security integrators,
Worthington encourages a broad embrace
of emergency communications: for example,
emergency swimming pool phones, area
of rescue (AOR) communications, etc. " You
can put an emergency phone practically
anywhere now if you have a cellular signal, "
he explains. " By teaming up with Kings III
and using the Elevator Connect 1000, you
can easily transition any elevator, or any
swimming pool phone, or even most area of
rescue systems from traditional phone lines
to cellular. " This, Worthington says, offers
security integrators a great way to win new
customers and differentiate themselves from
the competition - while, of course, benefiting
from all the RMR that results.
Ultimately, for a conscientious company
like Kings III, the rapid evolution in
elevator phone monitoring, combined with
emergency communications' increasing indispensability,
is an opportunity to help others.
" [Our dealers] are really positioned in a
perfect spot, " Worthington concludes. " They
can provide a crucial life-safety service,
[but also] this service is super sticky, and it
allows them to generate a huge amount of
recurring revenue. "
Learn more about Kings III at KingsIII.com.
KINGS III
http://www.KingsIII.com
Commercial Integrator + Security Sales April 2024

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