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What's PERS / Proposals / Comment On Yard Signs And Decals- February 15, 2017


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Ken
    I am confused, what is called PERS?   Most all of our standard burglar alarm systems have a medical button on the keypad and may be programmed for that purpose.   Also, medical pendants may be added to the system.   I didn’t think this qualified the system as a PERS.  I would appreciate any input.
Thank You,
Lloyd
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Response
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    I believe the two devices do qualify as PERS.  Personal Emergency Response Service is typically associated with emergency medical relief.  It could include panic and GPS tracking with panic.  The PERS industry grew somewhat independant from the alarm industry.  Some companies specialized only in PERS and other ventured into PERS only with a button on the keypad or separate panic buttom designated as panic or medical alert.  You should ask yourself, what does my subscriber expect when pushing the button for "medical alert"?  Does your contract specifically address that service and manage the precise details of what response can be expected, and perhaps more importantly, what response should not be expected?  I know we do not address this sufficiently in the Standard All in One Agreements; we offer a PERS Agreement which is designed for single state, or, because a PERS business model lends itself to nationwide sales [like DIY sales] we offer a "nationwide" agreement that covers the requirements of the various jurisdictions.
    Today systems are more complicated and monitoring more precise.  I believe it wise to use separate contracts for PERS and that is how we offer the forms.  Our Residential All in One does not include PERS, and our PERS Agreement [offered as single state or a nationwide form] is not for intrusion or fire.  Sure we could combine the forms but more companies seem to want to keep the services separate.  There are PERS companies that do not consider themselves in the "alarm or security" business, and in fact PERS seems to be largely unregulated, at least from alarm license requirements. Keep in mind that PERS monitoring can include a wide range of services, from a quick notification to designated care givers or family, dispatch to EMT or other First Responders in that jurisdiction, to remaining on the phone until aid arrives.  Including the medical alert button on the keypad in the good old days simply won't cut it today.  
    PERS offers unique liability issues and some insurance carries won't be willing to write you if the main part of your business is PERS.  No point having PERS covered in the same contracts you use for your intrusion or fire if it's not a significant part of your business because the insurance carriers are going to be concerned that you're doing more PERS than your owning up to.  
    You can get insurance if you do PERS.  I'm not sure how the premiums compare to more traditional alarm services.  Both are RMR generating and I encourage you to offer PERS and other services that increase your RMR.  Like any other services you offer you must be sure that your contracts cover both your expectations and the expectations of your subscribers.  The DYI model is exploding and you don't want to miss this new era in the alarm industry.  PERS and DIY go hand in hand and you should consider how you can get on this gravey train.
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PROPOSALS
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Ken
    What should the proposal state?  Our current proposal states beneath the subs signature “Agreed to by.”  Our proposals are integrated into to AlarmBiller which is a company owned by Perennial Software, aka SedonaOffice.  We would have to get them to change that language because we don’t have the ability to change it.
Thanks,
Kyle
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RESPONSE
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    Yes, ask them to change the form.  You have to be careful with proposals because you don't want the proposal to be your contract.  AlarmBiller may make that clear and I am only commenting on the "agreed to" provision.  If that proposal makes it clear that "this is only a proposal and no binding agreement is intended unless and until YOU and ABC Alarm CO sign our Standard Form Agreement" then it would be acceptable.  
    The proposal usually contains the equipment and services and pricing; it doesn't contain the necessary terms and conditions, the protective provisions, and should not be the contract.  The proposal can be incorporated in the Standard Form Agreement by attachment to the Schedule of Equipment and Services.
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COMMENT ON YARD SIGNS AND DECALS FROM ARTICLE ON FEBRUARY 14, 2017
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Ken – gotta respond to this...
    While putting stickers and placing yard signs on vacant buildings or homes might seem like a great sales trick, lead-provider or advertising, consider what you’re doing to the value of your stickers and yard signs.  In my opinion, you’re devaluing them significantly.  In the nearly 40 years I’ve been in this industry, our installation/service/sales division never gave stickers away and never placed them on buildings that did not have an alarm system installed/serviced by our company.  Periodically someone would come into our offices and ask for a dozen window stickers.  We would often say something like “Sure, I’ll sell you a dozen window stickers for $2000 and throw in the alarm system for free!”.  We saw the value in having a working (hopefully monitored) alarm system backing up every one of our window stickers/yard signs.  Our intention and reputation dictated that if you saw a SAC sticker on a window, you could be pretty certain there was a working alarm system in the building.  No company should ever give away window stickers.   “Free window stickers?” – go to Radio Shack!
Jeff Martin, PSP
Security Alarm Corp
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                                WEBINARS:  Sign up for any or all of the webinars that interest you.

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FREE Webinar Series "All You Need To Know About" alarm industry issues. 
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Title: All You Need To Know About Automatic Renewal Provisions in Alarm Contracts
When: February 15, 2017 at noon EST
Where: Your computer for power point, live video and call in on computer or phone
What will be covered: The why, where and how of automatic renewal provisions in alarm contracts
Who should attend: Alarm company owners, general managers, sales managers, sales staff
Presented by: Ken Kirschenbaum, Esq.
Register here:    https://attendee.gotowebinar.com/register/3498770624606417921
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Title: All You Need To Know About Video Surveillance
When: February 16, 2017 at noon EST
Where: Your computer for power point, live video and call in on computer or phone
What will be covered: Discuss latest in video surveillance equipment and services
Who should attend: Alarm company owners, general managers, sales managers, video technicians
Presented by: Ari Erenthal, training manager for IPVM, the leading resource for independent news, reviews, and testing of cameras, VMS, NVRs, and more. (862) 414-3078 ari@ipvideomarket.info
Register here:  https://attendee.gotowebinar.com/register/6264618512556065793
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Title: All You Need To Know About Selecting the Right Broker to Sell Your Alarm Business
When: February 23, 2017 noon EST
Where: Your computer for power point, live video and call in on computer or phone
What will be covered: General discussion about finding the right broker to represent you on the sale of your alarm business
Who should attend: Alarm company owners
Presented by: Ron Davis and Steve Rubin from Davis Mergers and Acquisitions Group, the Graybeards rdavis@graybeardsus.com srubin@graybeardsus.com
Register here:   https://attendee.gotowebinar.com/register/8548769256865453057
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Title: All You Need To Know About modern nationwide central station operations and how to select the best central station for your needs
When: February 24, 2017 noon EST
Where: Your computer for power point, live video and call in on computer or phone
What will be covered: General discussion about what you should expect from your modern nationwide central station and how to select the best central station for your needs
Who should attend: Alarm company owners, general managers, sales managers, sales staff
Presented by: Morgan Hertel from Rapid Response MHertel@rrms.com
Register here:   https://attendee.gotowebinar.com/register/507826318172222465
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Title: All You Need To Know About Fire Alarm Systems and Taking Over Fire Alarm Systems
When: March 1, 2017 noon EST
Where: Your computer for power point, live video and call in on computer or phone
What will be covered: General discussion about issues to consider when installing, servicing or inspecting fire alarm and when taking over an existing system
Who should attend: Alarm company owners, general managers, sales managers, technician managers
Presented by: Jeff Zwirn JeffZwirn@alarmexpert.com
Register here:   https://attendee.gotowebinar.com/register/4756737271107996417
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Title: All You Need To Know About Standard Fire Protection All in One Agreement Covering Installation, Inspection, Service of Sprinkler System, Portable Extinguishers, Kitchen Hood, Smoke Detectors, Fire Pump
When: March 2, 2017 noon EST
Where: Your computer for power point, live video and call in on computer or phone
What will be covered: General discussion about the Standard Fire Protection All in One provisions including scope of work, liability limitations, insurance issues, indemnity issues, how to handle subscribers who won't sign or want you to sign their agreement. 
Who should attend: Alarm company owners, general managers, sales managers, sales staff
Presented by: Ken Kirschenbaum, Esq.
Register here:   https://attendee.gotowebinar.com/register/658147149875346945
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Title: All You Need To Know About Alarm Licensing and Contracts for DIY 
When: March 9, 2017 noon EST
Where: Your computer for power point, live video and call in on computer or phone
What will be covered: General discussion about licensing in the alarm industry for DYI. Different types of licenses, where you need them and how you get them. How and when to use License Holders or Qualifiers for your business and how to become a license holder for a company. Risks involved in not being licensed. Contract you will need for nationwide DIY monitoring agreements.
Who should attend: Alarm company owners, general managers, compliance managers and license holders.
Presented by: Ken Kirschenbaum, Esq.
Register here:   https://attendee.gotowebinar.com/register/2585168820901654273
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