Security Sales & Integration

September2013

SSI serves security installing contractors providing systems and services; surveillance, access control, biometrics, fire alarm and home control/automation. Coverage in commercial and residential product applications, designs, techniques, operations.

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POWER PROTECTION POWER QUALITY DISTURBANCE COST AND FREQUENCY (SOURCE, DUKE ENERGY SURVEY) Disturbance Cost/Event Annual Frequency Voltage sags $7,964 22.9 Momentary outage $11,027 2.4 1-hour outage: notice $22,973 1.1 1-hour outage: no notice $39,459 1.1 4-hour outage $74,835 1.1 The list of causes of power glitches is long and perhaps interesting to read about, but they are highly annoying for those businesses and residents that must endure them. Beyond mere annoyance, however, are the costs and potential liabilities associated with power issues — particularly where it comes to security systems. According to Frost & Sullivan, every year 72% of businesses in the United States are affected by power cuts that interrupt critical operations. International Data Corporation estimates that companies lose an average of $84,000 for every hour of downtime. function properly or provide adequate battery backup time For end users, having a comprehensive power protection when the need arises during a power outage. In order to de- and management plan will lead to more reliable operation termine the right size of UPS, the power supply rating (watts of the security system, even when power anomalies hit hard. or amps) for each device to be connected to the UPS should Studies have proven that equipment lasts longer when power be calculated. protection solutions are installed. Customers don't become Once the entire load is determined, the right size of UPS frustrated with a system that sufers from lock-ups because can be selected. A valuable tool can be found at SizeMyUPS. of poor power quality. Few manufacturers cover electrical com, providing a wide variety of security manufacturers damage in their warranties such as might occur from a surge and equipment power listings, According to Electrical Power ELECTRIC POWER RESEARCH allowing simple system conResearch Institute, an estimated INSTITUTE ESTIMATES fguration. Once the full load $105 billion to $164 billion goes is determined and put into the down the drain annually due to Annual Cost of Power Outages in US power interruptions, while another confgurator, the appropriLow: $105 billion High: $165 billion $15 billion to $24 billion is lost as a ate UPS models are displayed result of poor power quality such as along with various battery Power Quality Cost Estimates voltage fuctuations, power surges backup time options. Low: $15 billion BENEFITS OF SELLING POWER PROTECTION When a dealer or integrator gets involved with a customer in a consultative manner and goes the extra mile by looking beyond a sale as just another installation, it sends a loud message to the client. Creating trust by showing an interest in the client and their business generally leads to a long-term business relationship that benefts the reseller in future revenue opportunities, while also providing the customer with a more comprehensive solution. By taking the time to explain the benefts of a comprehensive power protection solution that further protects a business owner's or manager's employees, customers, assets and facilities, the reseller can solidify the position of a "trusted advisor." By putting together a power protection plan, resellers can also beneft through additional revenue from an installation, leading to more proft. Tere is also an ongoing revenue opportunity by providing a monthly or quarterly backup power testing service. Each UPS has a self-test feature that can be initiated to execute a variety of status checks, and replacement of the batteries in the UPS every two to three years can also lead to additional revenue. Perhaps the biggest beneft from selling a comprehensive power protection plan is the fact that the reseller does not have to deal with an unhappy customer because of a fully preventable power problem. 138 / SECURITYSALES.COM / SEPTEMBER 2013 High: $24 billion and spikes. or spike. Tis can lead to an unhappy customer, especially if they learn it could have been prevented with some type of inexpensive power protection product. If a power outage occurs and the security system continues to do its job, the customer benefts through peace of mind, while legal liabilities also are reduced. Including power protection solutions in every security system sale benefts all parties and should be a standard component when specifying a solution. Many resellers have adopted the strategy of not selling and installing a security system unless the customer agrees to include power protection, which not only protects the reseller, but also protects the customer. Other resellers require customers to sign a waiver if they choose not to include power protection. When the facts and benefts of a complete power protection solution are carefully explained to the end user, it is generally easy to get the customer to a "yes" when it comes to protecting their investment in a security system. Who can say no to improving protection for employees, customers, assets and facilities? Asking questions and a little selling can make a big diference for both resellers and customers. Bill Allen is Marketing Director for Minuteman Power Technologies. He can be reached at ballen@minutemanups.com.

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