Security Sales & Integration October 2021 - 33

ing opportunity. Dealers have always-on marketing
campaigns like social media that put them
in front of their customers, so it makes these
conversations more natural. Th is sunset is driven
by the need for increased technology that will
add value to customers' lives. Th e key is to focus
on benefi ts of the overall system, instead of positioning
it as system maintenance. Make sure customers
know how important this upgrade is to
them and how important their health is to you.
Th e No. 1 thing we advise dealers to do is
follow the math. We off er a calculator that helps
them identify how many customers, per day,
they need to upgrade to meet the deadline. By
being proactive, they can reach out to the customer
and sell additional services. For example,
add new services or upgrade to all-new technology
that introduces a path to improved RMR
for the dealer via smart home services, cameras,
etc. Th e longer a dealer waits to contact customers,
and once they are in a reactive situation,
they will be less likely to be able to drive value-adds
- and may need to give a device away.
What other advice and tips do you have
for dealers and their customers to
experience the best outcome?
Hillenburg: Th ey should use as much automation
and software power as is possible for their
company. Systemize the upgrades. Standardize
on a single technology so their techs become
pros at the upgrades. Th e process comes down
to messaging. Th ey need to create a professional,
consistent message as this situation should not
be a problem creator for the consumer. Th is is
not the only technology refresh happening in
the world. My advice is to keep it simple, and
track things closely to see what is working and
what is not.
Mayne: Plan ahead where possible, and if you
have systems in the fi eld that need to be upgraded,
carry two to three months of product
inventory to off set the chance of distributors
and manufacturers running out of parts. If you
haven't already, put together an upgrade plan
that will enable you to update every system you
have in the fi eld. Th is may take some prioritizing
of current accounts over the opportunity to
add new accounts.
Also look for opportunities to add value
along with the upgrade. Off er substantial discounts
on new, add-on devices like doorbell
cameras, smart devices, new touchscreen interfaces,
etc. If you've got a customer that's not
benefi ting from the convenience of interactive
Compliant with the 2019 and
earlier editions of NFPA 72,
Telguard's TG7FS LTE can
serve as the sole communication
path for a fi re alarm
system.
PHOTO COURTESY OF TELGUARD
ARE YOU BETTING ON AT&T EXTENDING
FEBRUARY'S 3G SUNSET?
▶ AT&T and Verizon have
been upgrading their networks
and consumer devices
for years and I think many
dealers will be caught off
guard as this sunset occurs
more quickly than they expect.
- Dave Sheff ey, Napco
▶ I do not expect AT&T to
extend the life of the 3G
network. Appeals have been
made by associations and
bodies within our industry,
but to no avail. I do not
believe anything can be done
to change the course they
are already set on. Another
thing to watch out for as we
near the 3G/CDMA sunset is
network degradation. -
Dave Mayne, Alula
▶ I would not bet on that. I
don't believe there is a way
for our industry to change
the outcome. - Mark
Hillenburg, DMP
▶ I'm hopeful and optimistic
that AT&T recognizes the
issues facing the industry and
pushes out the sunset date.
AT&T has been in business
for more than 135 years,
and we are only asking for a
very reasonable 10-month
extension. We should raise
our collective voices and not
assume " somebody " else will
make the eff ort. - George
Brody, Telguard
▶ I only place business
bets on the facts currently
available, and at this time we
don't have any knowledge
of a deadline extension. The
fact is that sunsets result in
higher attrition. Any extension
that is gifted to the
industry should be used to
help reduce that attrition. -
Mike Maher, Resideo
▶ The only hope we have is
whether AT&T can get the
chips they need for 4G/5G
towers. I would not plan on
that. AT&T is big enough that
they will be fi rst in line for
chips, and I would bet they
do not extend the sunset.
Hoping for an extension only
lets us feel like we don't have
to start upgrading today. -
Jeremy McLerran,
Johnson Controls
securitysales.com
OCTOBER 2021 Security Sales & Integration 33
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Security Sales & Integration October 2021

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