Security Sales & Integration January 2022 - 39

▶ 41% were able to sign a new term contract.
MacGuard believed this number would
have been higher. However, when we dug
deeper, one large dealer indicated it did
not want to add more complexity to the
sunset issue and just performed the radio
upgrades as a system inspection rather than
an attempt to extend the contract term.
▶ Almost 80% conceded that the upgrade
enhanced the relationship with clients.
The past few years have taught us that the
electronic security industry is essential and resilient.
It has also led many to understand that
operational efficiencies and staying close to the
customer are paramount for long term viability.
New entrants and new thinking like DIY can
help re-educate us. It can also show us that our
most important asset, our employees, need to
be nurtured and never ever taken for granted.
Following are the top seven things to focus
on in 2022 and beyond.
securitysales.com
1. Make Upselling Standard
Based upon the MacGuard survey, more than
70% of dealers/integrators were successful in
gaining additional equipment revenue. In excess
of half generated increased RMR of $6-$10
per month. Many were able to garner a new
agreement, which is excellent news if the dealer
updates its consumer agreements with the most
recent required legal and insurance mandates.
Upselling should be part of your company
DNA. If you are not upgrading your accounts,
someone else will. Upselling positions
you as the expert in the home or business by
offering the latest technology which has been
vetted by you.
2. Engage Employees
According to the Gallup organization, which
studied more than 2.7 million workers across
100,000+ teams, 12 core elements were uncovered
that prove to be the most effective in deterJANUARY
2022 Security Sales & Integration 39
One benefit
you will realize
is better and
more consistent
bottom-line
revenues year
over year if
you place your
employees at
the top of your
priorities.
YINGYAIPUMI/STOCK.ADOBE.COM

http://www.securitysales.com

Security Sales & Integration January 2022

Table of Contents for the Digital Edition of Security Sales & Integration January 2022

Security Sales & Integration January 2022 - Cover1
Security Sales & Integration January 2022 - Cover2
Security Sales & Integration January 2022 - 1
Security Sales & Integration January 2022 - 2
Security Sales & Integration January 2022 - 3
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Security Sales & Integration January 2022 - Cover3
Security Sales & Integration January 2022 - Cover4
https://www.nxtbook.com/emerald/securitysales/august_2023
https://www.nxtbook.com/emerald/securitysales/july_2023
https://www.nxtbook.com/emerald/securitysales/june_2023
https://www.nxtbook.com/emerald/securitysales/may_2023
https://www.nxtbook.com/emerald/securitysales/april_2023
https://www.nxtbook.com/emerald/securitysales/march_2023
https://www.nxtbook.com/emerald/securitysales/february_2023
https://www.nxtbook.com/emerald/securitysales/january_2023
https://www.nxtbook.com/emerald/securitysales/december_2022
https://www.nxtbook.com/emerald/securitysales/november_2022
https://www.nxtbook.com/emerald/securitysales/october_2022
https://www.nxtbook.com/emerald/securitysales/september_2022
https://www.nxtbook.com/emerald/securitysales/august_2022
https://www.nxtbook.com/emerald/securitysales/july_2022
https://www.nxtbook.com/emerald/securitysales/june_2022
https://www.nxtbook.com/emerald/securitysales/may_2022
https://www.nxtbook.com/emerald/securitysales/april_2022
https://www.nxtbook.com/emerald/securitysales/march_2022
https://www.nxtbook.com/emerald/securitysales/february_2022
https://www.nxtbook.com/emerald/securitysales/january_2022
https://www.nxtbook.com/emerald/securitysales/december_2021
https://www.nxtbook.com/emerald/securitysales/november_2021
https://www.nxtbook.com/emerald/securitysales/october_2021
https://www.nxtbook.com/emerald/securitysales/september_2021
https://www.nxtbook.com/emerald/securitysales/august_2021
https://www.nxtbook.com/emerald/securitysales/july_2021
https://www.nxtbook.com/emerald/securitysales/june_2021
https://www.nxtbook.com/emerald/securitysales/may_2021
https://www.nxtbook.com/emerald/securitysales/apr_2021
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