see The Alarm Exchange below or on our web site at
https://www.kirschenbaumesq.com/article/the-alarm-exchange
new categories
Technology and Services that increase or preserve your RMR
and
Parts - Equipment For Sale
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Comment re “Central station closed - what happens to the monitoring contract? from October 11, 2012"
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I concur with Ken’s determination and advice as to utilization of contract direct with customer vs. utilization of your central station provider’s contract. You would wish to leave the impression with your customer that your firm is personally involved and supervising the service vs. the impression of leaving such a visible and assumed responsibility to an apparent subcontractor. As our firm specifically and only provides monitoring services for fire alarm/life safety systems and with over 900 accounts, our partnership with our central station provider is kept internal, with our contracts and subsequent customer communications reflecting our taking full responsibility (through an in-house Accounts Manager) for all liaison of information (excluding operator-direct communications, of course). Follow Ken’s advice through utilization of applicable contract(s) he can provide.
Also, to address the issue of local vs. non-local provision, the one main issue that would impact the customer: are or are not the dial out number(s) toll free or local. A toll call charge per dial out is the one ‘flag’ you don’t want waved in front of the customer. With local and/or toll free dial out, the customer will not see long distance/toll charges on their bills and thus, there would typically be no concern on their part as to where the actual physical central station operations are located.
Richard Schwank, Vice President, Operations - General Manager
Statcomm Inc.
Mountain View, CA
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Response
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It's simple. You must use your own Monitoring Contract with the subscriber, not the central station's monitoring contract. These two contracts are very different forms, written for very different purposes and results, and are entirely unsuitable for the dealer's purposes when contracting with the subscriber. Get your Monitoring Contract at www.alarmcontracts.com, and if you need a Monitoring Contract you will need a Sales Contract and Service Contract as well. With all jobs you also should use the Disclaimer Notice.
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Advice for avoiding certain selling tactics
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Security Marketing Guru, Bob Maunsell, www.securitymarketingguru.com, recently sent out an email explaining that "You Live and Die by the Words You Use To Sell" and he than went on to suggest a few selling tactics that you should NOT use so that you don't cheapen the sale. His idea is that its hard to get out of the selling cheap once you start, and selling cheap is a harder way to turn a profit. Of course many in the alarm industry use the accepted business model of installing for at or below cost and recouping by way of RMR. The "free" systems however require considerable financial backing to carry the start up costs until the RMR moves from the red column well into the black column. So marketing guru Bob Mausell writes
"Here's some examples of things you should NOT be saying. If you're using the following words in your security selling vocabulary, then you'll never get out of "the cheapest price gets the job" mode.
These words should be permanently banished from your thoughts...
1. "You just need a basic alarm system; you don't need all the bells-and-whistles the other guy says you do."
2. "Just let me know what the number is that I have to beat."
3. "Can you give me last look?"
4. "I have the least expensive monitoring in town."
5. "I can do it cheaper than the other dealers"
6. "What's the other security dealer charging you?"
7. "Heck I can cover this shopping mall, with just one security guard"
When you use these statements, you've reduced yourself to the lowest possible commodity in your prospect's mind...you've given away all the selling and buying power. And they know they can make you go lower and lower...a bad position for you is to be bent for the buyer, because they know you'll go lower. You're definitely not creating enough value for your business to thrive and provide you with the income you need to do the things you want to do in life...very scary!"
I think Bob's right. But I'd like to approach at least some of these statements from another perspective, liability. You know that statements made during your sale's pitch can come back to haunt you, which is not legalize and means, expose you to liablilty. Which statements above do you think expose you, no matter what disclaimers you have in your contract? Numbers 1 and 7 expose you because those statements constitute representations that you make "inducing" the subscriber to accept a system or service that is less than appropriate for proper security. If there is a loss the first thing the subscriber is going to do is claim you misrepresented what was really needed. The defense to the contract protective provisions will be "fraudulent inducement" and that can override or negate the contract.
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AESBL Alabama Licensing proposed new rules - central stations to report dealer and subscriber information
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Ken
It appears that AESBL [Alabama Electronic Security Board of Licensure] wants a list from Central Stations of their dealers and subscribers. We believe that they will compare this list to the licensed companies and go after the unlicensed companies to get licensed and/or pay fines.
Permits in Alabama for low voltage are gotten from the cities that you do work. Most cities require your company have a County License to get a city license to pull permits.
The proposed new rule is below. There is public hearing on Nov 13, 2012 and I know John Elmore is interested in this issue and if you are and want to discuss it with him his number is 205-854-2899
John Elmore
Security By Elmore Inc
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October 12, 2012
Memorandum
To: Alarm System and Locksmith Companies
From: Alabama Electronic Security Board of Licensure
Lynne Taunton, Executive Secretary
Re: Proposed Amendments to AESBL Rules
The Alabama Electronic Security Board of Licensure (AESBL) is proposing amendments to Alabama Administrative Code, Section 304-X-1-.02(1) (AESBL Rules, Licensure Procedures). For your review, attached are proposed amendments to the
AESBL Rules. Amendments are identified by "underline" for proposed additions. Written comments relative to these proposed amendments may be submitted to AESBL at the above address, and/or verbal comments
may be made at the Tuesday, November 13,2012, Public Hearing at 9:30 a. m., Alabama Industrial Development Training Center, One Technology Court, Montgomery, Alabama. Following the Public Hearing on November 13,2012, the
Members of the Board are expected to review comments received and vote on final Rules.
SUMMARY OF PROPOSED CHANGES
November 13,2012
ALABAMA ELECTRONIC SECURITY BOARD OF LICENSURE
ADMINISTRATIVE CODE
304-X-l-.02(1) Licensure Procedures
(m) Any person or business entity that offers to undertake, represents itself as
being able to undertake, or does undertake the monitoring of an alarm system for the public for
any type of compensation or, any central station, must. with each renewal application, submit a
report which provides the following: (1) the name of the person or business entity that requested
their accounts be monitored as an alarm system installer or dealer, (2) the date the company
began monitoring accounts on behalf ofthe alarm system installer or dealer, and (3) the number
of accounts being monitored for said alarm system installer or dealer. Said reporting list shall
include monitored accounts for persons or business entities who have requested monitoring of
accounts in the State of Alabama only and said list shall not include the individual customer list
for each alarm system installer or dealer.
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TO SUBMIT QUESTIONS OR COMMENTS REPLY TO THIS EMAIL OR EMAIL Ken@Kirschenbaumesq.com. Most comments and questions get circulated.
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Speaking engagements:
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Want to schedule me, Jennifer or Dennis Stern for a speaking engagement? Alarm associations can book my presentation by calling Eileen in my office at 516 747 6700 x 312.
The Alarm Exchange
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This area is reserved for alarm company announcements, solicitations, offers, etc. Those wishing to sell or buy; borrow or lend; dealer program or dealer; central stations; insurance brokers; business brokers, insurance companies. Equipment to sell; looking for employees; subcontractors; mergers;
There is no charge to post a listing here. The listing is subject to review and approval and will be posted for approximately 10 days unless renewed. Include your contact information, phone, email and web site. Posting by category will depend on response to this forum. Send your post to Ken@KirschenbaumEsq.com. To see the most current postings go to https://www.kirschenbaumesq.com/article/the-alarm-exchange
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Help Wanted:
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Long Island Central Station Alarm Company looking for experienced alarm technicians and central station operators. Excellent salary and benefits. E-Mail hr@lowittalarms.com or call 516-433-6960 ext. 215.
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Oakland, CA company looking for experienced electronic technician – alarms, CCTV, access control, intercoms, etc. Send resume and references to HR@reedbrothers.com or call Nancy at 800-400-5625 x158
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Long Island based locking and electronic security manufacturer is looking for technical support professionals with previous experience installing fire and burg systems. We offer excellent compensation and benefits. Please contact rbaker@napcosecurity.com for more information.
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Indianapolis, IN - Hoosier Security call 317-644-0570 or send resume to: armando@hoosiersecurity.com Actively seeking installation contractors and sales personnel experienced in alarm and digital CCTV.
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Eastpointe Michigan alarm company has an opening for an experienced alarm tech/installer, great salary, benefits, truck, medical. Call Hank Luks 586-772-6100 or email to controllor@aol.com
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San Antonio Texas based company is looking for experienced residential, commercial and fire alarm salesmen as well as experienced alarm installers. Submit resume via e-mail to Gmunford@saalarms.com Glenn Munford, President. Phone 210 342-3100 sanantoniosecurityalarms.com
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Washington DC area Home Automation company seeking experienced alarm technicians. Send resume with references and salary requirements to jobs@american-automation.com
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Western Suffolk alarm company looking for exp'd office help- exp in Microsoft office, downloading of alarm panel, inventory, collections, sales and general office help. Send resume to Jeanne@checkmatesecurity.com
631 669-3303 www.Checkmate Security
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Northern New Jersey Fire Protection Company is looking for an experienced Fire Alarm Technician, with at least 3 years’ experience. Send resume to laura@cityfire.com
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NJ Alarm Company (Bergen County), seeking a Central Station Operator for the 5pm – 12:00pm shift. Email resume and salary requirements to service@merchantsalarm.com . No phone calls please.
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California and Texas alarm company seeking Central Station Manager, Customer Service Manager, Operations Manager, Sprinkler Operations Manager, Service Manager, Project Manager, Service Technicians, Lenel Certified Technicians, Installers, Fire Testers, Reg 4 Fire Testers, Service Dispatchers, Central Station Dispatchers, and Sales Representatives in locations throughout California and Texas. email resume to bwatkins@ssdsystems.com
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Union, NJ alarm company looking for Service Technician, Installation Technician, and
Administrative Assistant. Send resume to humanresources@supremealarm.com
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Clifton, N.J. based alarm company looking for an aggressive sales person. commercial and residential fire alarms, burglar alarms, CCTV systems, Door Access Control Systems, Intercoms, etc. We are looking for a motivated self started, a professional with proven results and references. If you have the experience, product knowledge and drive call 1-800-486-5019 and ask for Tom Sr. or email tomsr@tralarm.com http://tralarm.com/
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Digital Monitoring Products (DMP) is looking for an experienced Regional Sales Manager for the North East Region covering Metro NY, E. PA, Long Island & Northern NJ are looking for a Sales executive with five or more years of sales and territory management experience or dealer direct selling in the region. To learn more about this opportunity, please contact Matt Schweiger at 417-693-3988 or email at mschweiger@dmp.com.
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Central FL based company looking for 2 experienced electronics technicians in Ft Myers and Daytona FL areas – Commercial Fire, Security, CCTV etc. Send resume and salary requirements to Allcomsolutionsinc@gmail.com
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Tulsa OK company is looking for an exp'd Service Technician for Burg and Commercial Fire Alarms, Access Control, and CCTV systems. Submit resume with references and salary requirements via e-mail to tcarey@advancealarms.com, no phone inquiries.
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Montrose, CO alarm co seeking Technician with experience. Email resume and references to Dan at superioralarmoffice@gmail.com or fax to 970-240-0366
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Merger and Acquisitions
NY - looking to purchase fire alarm subscriber accounts in New York metropolitan area. call Bob WIlliams at Briscoe Protective Systems Inc at 888 274 7263 ext 211 or email bobw@briscoeprotective.com All calls strictly confidential
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Southeast Arkansas. Security Integration co very lucrative agricultural vertical market, but having difficulty attracting and retaining installers to keep up with our workload. Primarily commercial/industrial integration but with approx. 240 monitored alarm accounts. Largely residential, upscale accounts with approx. 20% commercial accounts. Will consider either selling alarm accounts to focus on surveillance/access control or will consider selling all and work as regional sales manager for purchaser. Market has loads of potential. For confidentiality reasons, please contact me at my "other" email address hogshogshogs@att.net.
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Central Stations
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Nationwide Digital Monitoring - monitoring all of America UL Listed; NYC FD approved
800 221 0826 www.NationwideDigital.com Contact Alan Ankeles aankeles@NationwideDigital.com
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U.S.A. Central Station Alarm Corp - monitoring throughout the United States Bart Didden 877-872-1266
bdidden@usacentralstation.com www.usacentralstation.com
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United Certified Central Station Inc - monitoring the New York City metropolitan area. NYC Fire Dept approved and UL Listed. Dana Goffer 212 206 0900 x 301 http://www.weprotect.com/Monitoring%20station.html
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Counterforce Central Alarm Services Corp UL Listed NYC FD approved contact Phil Blair 718 575 3333 Phil@counterforcecentral.com http://counterforcecentral.com/services/index.htm
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Metrodial Central Station - FDNY Approved and UL Listed. Contact Andy Lowitt at 866-900-METRO or andy@metrodial.com www.metrodial.com
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COPS Monitoring: Nationwide Burglary, Fire, PERS, Video, & Critical Environmental monitoring from 5 central stations copsmonitoring.com http://copsmonitoring.com/lp/kk.html or call Betty at 800-367-2677 x 1256
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All American Monitoring – throughout USA. UL, Five Diamond, licensed LisaF@AllAmericanMonitoring.com or call 800 318 9486 x 212 www.AllAmericanMonitoring.com
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RESPONSE CENTER USA – Monitoring burglar and fire alarms. PERS (Medical Alarms) Specialists UL Listed.
contact JD Benfer 866-489-4105 jdbenfer@rc-usa.com www.rc-usa.com
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United Central Control, Inc. - UL Listed, 5 Diamond Certified, serving the entire USA - contact Kathryn Schultz - 866-907-4712 or kschultz@teamucc.com http://www.teamucc.com/
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AvantGuard Monitoring Centers : UL 2050 Listed, 5 Diamond, Fully Redundant Central Stations Specialize in PERS monitoring. Contact Troy Iverson 877-206-9141 www.agmonitoring.com
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Electronix Systems Central Station Alarms Inc., UL Listed, FDNY Approved
and Five Diamond Rated. Contact Jacqueline Jones
jackiej@electronixsystems.com (631) 271-4000 www.electronixsystems.com
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SentryNet monitoring nationwide, Canada and Mexico - UL and 2050 listed; FM Certified. Contact Kurt Erdman kerdman@sentrynet.com 800-932-3304 www.sentrynet.com
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Grand Central Station – monitoring of burglary, fire and video verification services throughout the United States. UL Listed Benny M. Martinez 800-230-1654x136 bmartinez@gcsmonitoring.com www.gcsmonitoring.com
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Security Response Center – alarm monitoring across Canada – ULC Listed
Beverley Champagne 888-346-6302 bchampagne@src.net http://src.net/
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Central Security Communications, Inc. monitoring throughout USA since 1963; UL listed; Denver Fire License; redundancy; family owned/operated 1-888-8ALARM8 Natalie@centralsecurity.com www.centralsecurity.com
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Rapid Response Monitoring - UL Listed, FM Certified, FDNY Approved, IQ Certified, SIA Certified -wholesale monitoring services, audio, video, GPS, PERS, IP and residential and commercial protection, completely mobile Connectivity Dealer & Customer Access Services. 800-558-7767, sales@rrms.com, www.rrms.com
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Security Partners – UL listed, CSAA 5-Diamond central station covering the entire US. Advanced Services Division helps dealers become more aware of emerging security technologies. Call Andy Stadler at 717.481.6379 or astadler@securitypartners.com www.securitypartners.com
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Paragon Monitoring Center - UL Listed; monitoring all major formats, video monitoring including Videofied and CheckVideo. Jeff Martin 866-936-6648 jeff@wemonitor.org - www.wemonitor.org
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Your Monitoring Center / A Crime Alert Co. – UL; CSAA 5 Diamond – Burg, Fire, PERS, Video Verification, Total Connect, C24 Interactive. Call Mark Ramsey 800-829-8877 mark@crimealert.com www.crimealert.com
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Business Brokers / Consultants
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Ron Davis Davis Mergers and Acquisitions Group Inc rdavis@graybeardsrus.com Office 847 955 2345
Cell: 847 910 7716 www.graybeardsrus.com
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Mitch Reitman S.I.C. Consulting, Inc. Tax and Financial services 817-698-9999 MReitman@sicc.us www.sicc.us
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Rory Russell Acquisition & Funding Services www.afssmartfunding.com (800) 354-3863 Cell 518-366-5111
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Barry Epstein - Vertex Capital - representing Buyers and Sellers in Life Safety Industry. bepstein4@sbcglobal.net cell:972-740-2740
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Insurance brokers / insurance companies for alarm industry
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Alice Cornett Giacalone, Senior Vice President - selling alarm E&O throughout the United States
Central Insurance Agency, (800) 917-2542 aliceg@ciainsures.com www.ciainsures.com
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Ralph A.Costa - specializes in alarm insurance in New Jersey and other states 973 835 8444
ralph@burglaralarminsurance.com http://www.burglaralarminsurance.com/category.aspx?id=MISC1
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Security America Risk Retention Group Alarm industry owned and sponsored E&O insurance – Call SARRG at 1-866-315-3838, or info@securityamericarrg.com. www.securityamericarrg.com
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Premier Alarm Insurance, Kristin Sikorski, Isle of Palms SC 29451 1-800-792-1728
info@premieralarminsurance.com www.premieralarminsurance.com
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Rick Gombar Insurance Services, Inc. CA. Rick Gombar, President 800-446-6227
Rick@gombarinsurance.com www.gombarinsurance.com
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Eclipse Marketing & Insurance Services. Larry St John, CIC, Pres. 800-530-4448, LStJohn@eclipseinsurance.com - ins for alarm industry www.eclipseinsurance.com
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Financial Services
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Alarm Financial Services - funding for alarm dealers throughout the United States.
www.alarmfunding.com or call Jim Wooster 866-204-9350x12
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RMRFunding - Alarm account funding. www.rmrfunding.com Contact David Tropper (855) 767-1900 dtropper@rmrfunding.com
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Educational and Training Programs
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New York State alarm license Approved 81-HOUR License Course www.mbfaa.com
contact Alan Glasser (718) 894-6712 mbfaa.ny@gmail.com
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NYS 81 hour approved training - contact NYBFAA 814-838-3093 Info@NYBFA.org) www.NYBFA.org
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New York State 81-Hour Alarm License Course - Approved by NY Dept. of State taught by NYBPSS Licensed Instructors; www.electricaltrainingcenterli.com Call Justin or Barbara @ 631-226-8021
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New Jersey Fire Alarm, Burglar Alarm & Locksmith training. Exam Prep Training Series, Practice Exam and approved CEU courses. see www.NJCEUcenter.com or call Bob Shoremount 908-637-8557
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Attrition Busters Presentations-Seminars-Workshops-Consulting www.attritionbusters.com
contact Bob Harris(818) 730-4690 bobh@attritionbusters.com
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Florida Alarm School. FASA and BASA classes. Mike Fletcher mfletcher@heeth.com 813 621 2333 www.floridaalarmschool.org. Upcoming classes - New Agent; Oct 29/30 - Tampa - New Agent; Nov 2 - Gainesville - Renewal; Nov 7 - Miami - Renewal; Nov 8/9 - Miami - New Agent
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Marketing for the Alarm - Security Industry
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Bob Maunsell - Security Marketing Guru - www.SecurityMarketingGuru.com 508-835-1123 support@securitymarketingguru.com
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Security Dealer Marketing - full-service marketing agency for security businesses David Morgan
888-572-4450 x100 dmorgan@securitydealermarketing.com www.securitydealermarketing.com
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Technical Support
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Fire Alarm System Engineering
Fire Alarm Design Services. Complete code consulting, basis for design reports, AutoCAD, submittal documents. PE and NICET IV on staff. NY, NJ, PA areas. Contact Joseph Hayes, SET 914-645-1289 or HayesCPP@optonline.net
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Systems Support Specialists - Technical consultants for Central Station Services & Installation Services, Custom Programming, End User Solutions, Product Evaluations, and Technical training - Contact Mark Fischer - mfischer@systemssupportspecialists.com or (631) 850-0084 www.systemssupportspecialists.com
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Certified System Design – Central Station Facility Design, Automation Platform Conversion Management, Organizational Development, Operational Reviews, and Operational Support. For all things Central Station – Contact Dave Mann (443) 452-9235 or dmann@certifiedsystemdesign.com www.certifiedsystemdesign.com
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Technology and Services that increase or preserve your RMR
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KeepYourIP - Providing secure IPv4 addresses for communicating IP alarm panels to monitoring receivers.
For information contact Davin Roos 866-444-7007 davin@keepyourip.com www.keepyourip.com
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Videofied - video alarms - alarm verification - reduce false alarms Contact Keith Jentoft 877-206-3200 KJentoft@videofied.com www.videofied.com
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Parts - Equipment For Sale
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Monitor Controls, Inc. 178-180 Center Street Wallingford, CT www.monitorcontrols.com
contact our IT rep Dan Hadlock at 203-269-3591
PART QTY ROUGH PRICE (EACH)
D6500 RECEIVER 3 $100.00 ; D6545 TELCO TERMINATOR 1 $15.00 ; D6535 POWER SUPPLY TERMINATOR 1 $15.00; D6515 CPU MPU TERMINAL CARD 1 $10.00; D6540 TELCO LINE CARD 3 $10.00
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Miscellaneous
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Printers MonitoringContracts.com. Authorized printers for the Kirschenbaum Contracts TM. 866 322 4906 sales@MonitoringContracts.com www.monitoringcontracts.com
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alarm contracts - get them at www.alarmcontracts.com
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alarm company valuation - go to www.WhatsMyAlarmCompanyWorth.com
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Legal service for acquisition or sale of accounts. Contact Ken Kirschenbaum, Esq at 516 747 6700 ext 301, Jennifer Kirschenbaum,Esq at 516 747 6700 ext 302 or Dennis Stern, Esq at 516 747 6700 ext 323
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Many of you are forwarding these emails to friends or asking that others be added to the list.
Please tell your friends and employees to go to the Home Page on my web site and sign up for the emails. Thanks.
You can read articles and order alarm contracts on my web site www.alarmcontracts.com
Ken Kirschenbaum,Esq
Kirschenbaum & Kirschenbaum PC
Attorneys at Law
200 Garden city Plaza
Garden City, NY 11530
516 747 6700 x 301
email: ken@kirschenbaumesq.com
phone: 516 747 6700
web: http://www.kirschenbaumesq.com