KEN KIRSCHENBAUM, ESQ
ALARM - SECURITY INDUSTRY LEGAL EMAIL NEWSLETTER / THE ALARM EXCHANGE
You can read all of our articles on our website. Having trouble getting our emails? Change your spam controls and whitelist ken@kirschenbaumesq.com
******************************
Comment on salesman / ISC meeting sign-up
October 25, 2025
********************************
Private meetings at ISC EAST
***************************
To arrange a private meeting with K&K and staff at ISC East on November 19 or 20 please contact Kathleen Lampert at 516 747 6700 x 319 or KLampert@Kirschenbaumesq.com or Stacy Spector,Esq at 516 747 6700 x 304 or SSpector@Kirschenbaumesq.com. We are planning half hour appointments between 10:30 and 4:30 on November 19 and 20. If you think you need more time let us know. We look forward to seeing you at ISC; meetings will be outside the hall at the food court area.
******************
Comment on salesman or estimator - who is right for the job from article on August 21, 2025
******************
Ken,
Comment from another former NTS instructor (now retired):
Definition of a salesperson:
“95% B.S.; 5% Commission”
BTW - the ESA National Training School is a fantastic training program for technicians, service dispatch and sales persons alike. New to the industry? Take advantage of what ESA (Electronic Security Association) has to offer. Education. On-line courses are available.
Andy Wilson
**********************
another comment
**********************
Ken
I knew two people that had events happen that may be of interest to business owners.
1. Owner of alarm company hired his prospective son in law, and then after the marriage started giving a percentage of the business to his son in law, after several years his son in law said, dad, you no longer need to come into work, he was no longer had controlling interest. The son in law did make the business bigger and better; didn't run it into the ground.
2. Business owner would start, build, then sell his alarm businesses. Eventually he went to work for a large established company; there was a falling out and he talked his way into running a sprinkler business for the (silent?) owners. After a few years the owners of a good business started in the 50's realized they were losing money and many jobs were not profitable and closed the doors. The company had just started to install a fire pump and upgrade the sprinkler controls in a hi-rise commercial building; he had the inside track to a major fire alarm deal for the building. He didn't want to lose the building so he called me to take over putting in the fire pump and doing the sprinkler work with the understanding he would get the fire alarm job. We did take it over and when we started doing the sprinkler upgrades on each floor that involved changing the OS&Y valve to a butterfly valve, adding a flow switch and inspectors test and drain valve we found a problem, the valves were different lengths, a filler piece was needed, however, shorter that the books say can be made. I asked him what had been his plan. How did he figure making this work, how did he bid he job? His answer, "not my problem it is the guys doing the jobs problem. I bid it low to get the job and commission".
I then realized, he was getting lots of jobs because he bid low to get the commission and not care about the company making money. He got a commission on the gross sale, not on the profit.
Jeff
*******************
Response
*******************
Every employee who works for you should sign a K&K Employment Agreement or, particularly independent salesmen, an Independent Sales Affiliate Agreement. If you have 10 or more employees you should have an Employee Handbook.
Salesmen are important in most operations and it's common to work on commission as a way to incentive them to work better and harder. Like all employees, however, they need to be monitored and don't lose sight of something you need to remember, the buck stops with you. [or maybe, the captain goes down with the ship ...... or, success comes to those who are persistent, hardworking, and willing to take risks, and who focus on their goals with clear planning and consistent effort. It is often a result of continuous action and dedication, rather than just wishing or dreaming - google proverb]
********************
STANDARD FORM AGREEMENTS: To order up to date Standard Form Alarm / Security / Fire and related Agreements click here: www.alarmcontracts.com
***************************
CONCIERGE LAWYER SERVICE PROGRAM FOR THE ALARM INDUSTRY - You can check out the program and sign up here: https://www.kirschenbaumesq.com/page/concierge or contact our Program Coordinator Stacy Spector, Esq at 516 747 6700 x 304.
***********************
WEBINARS: https://www.kirschenbaumesq.com/page/alarm-webinars
***********************
ALARM ARTICLES: You can always read our Articles on our website at www.kirschenbaumesq.com/page/alarm-articles updated daily
********************
Wondering how much your alarm company is worth?
Click here: https://www.kirschenbaumesq.com/page/what-is-my-alarm-company-worth
***********************
THE ALARM EXCHANGE - the alarm industries leading classified and business exchange - updated daily
*************************
PODCASTS: https://podcasts.apple.com/us/podcast/ken-kirschenbaum-presents/id1794851477
*************************
Getting on our email list / Articles archived:
Many of you are forwarding these emails to friends or asking that others be added to the list. Sign up for our daily newsletter here: Sign Up.
**************************
Ken Kirschenbaum,Esq
Kirschenbaum & Kirschenbaum PC
Attorneys at Law
200 Garden City Plaza
Garden City, NY 11530
516 747 6700 x 301
ken@kirschenbaumesq.com
www.KirschenbaumEsq.com
|
