Education Session

How to Build RMR from Commercial Fire Alarm Sales
Thursday, June 15, 2017 08:00AM - 09:15AM

Fire systems are an integral component of life safety and property protection for businesses. Monitoring is essential to fire systems, however, more services are critical to properly meet the code requirements for a well-maintained fire alarm system. In this session, we’ll explore:
  • Why you should have a commercial fire alarm business
  • What staff you need to sell, install and service fire alarms
  • How to properly estimate a commercial fire alarm system
  • How to price and sell testing and inspection contracts that create lasting RMR



Don Childers
Don Childers began working in the electronic security industry in May of 1992. Childers is the current Past President of the North Carolina Electronic Security Association and holds a North Carolina Limited Electrical Contractors license. He is NICET Level IV certified in fire alarms, and a member of the National Fire Protection Association. Childers was honored to receive the 2010 ESA/NTS Instructor of the Year award and served as the Education Chair of the ESX Program Advisory Committee for (5) years. Childers also served as the Chair of ESA’s Installation and Service Professionals (ISP) group, is on the ESA Education Committee as well as on the ESA Standards Fire/Life Safety Committee, and a past member of the IQ Board of Directors. He has also presented educational seminars at many of the industry’s top level tradeshows including ESX, ISC West, ISC East, TechSec Solutions, the CSAA annual meeting and Fall Ops, has been published in many security industry trade magazines and has published several technical pieces.

Patrick Cusick
Pat is a 2nd Generation business owner. Tom Cusick started IQ Life Safety Systems in 1998. Pat worked for the company while going to school and started full time in 2004. Since then, Pat has earned several certifications and licenses including NICET Level III in Fire Alarm Systems. A fire alarm technician at heart, he has now moved into a management role and runs the security alarm division of the company. Pat is on the ESA Education Committee and was a member of the inaugural class of the ESA Mentorship Program.

Joe Siderowicz
Joe started his career with Honeywell Building Services Division as a Service Sales Representative and went on to hold national service marketing positions. At Simplex, he built the fire alarm service sales program and served as VP & GM of the Service Division and VP of Corporate Marketing. Joe started AfterMarket Consulting in 2000 to help fire alarm and security distributors grow their renewable service revenue. His client list includes over 150 life safety firms. He is the author of Service is Not a Product – The Experts Guide to Selling Service Agreements. He has also introduced the first online training courses designed specifically for field and support staff on the topics of Customer Service, and Service Sales Skills. Joe is a graduate of Temple University and the University of Pennsylvania’s Wharton School of Business.

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"ESX is the best way in the industry to network with peers to grow your business."
— Jamie Vos | Security Solutions NW | WA
"ESX is the best show in the security industry to learn new ways to grow my business and to network with people who are very knowledgeable and passionate about what we do."
— Jacob Engel | Strauss Security Solutions | IA
"I was challenged to think outside the box. Seminars were inspiring and made me think about the future of our business in a proactive way."
— John Yohe | Security Unlimited Professionals | OH
"We had breakfast with a new intercom provider — and we quoted it the first day back to the office."
— Chris Gilbert | Security Pros, LLC | KY
"I enjoyed the interactions I was able to have with other owners at ESX. It seems like everyone has the same problems!"
— Agnes Albright | Security Alarm Corporation | FL
"The speakers and education programming as a whole were top notch. If you didn’t attend — you missed out."
— LJ Lynes | Stanley Security | MS
"As a business owner and the sales manager, time away from my day-to-day operations is expensive — but the insight, education, connections, and business intelligence gleaned from my time at ESX was priceless."
— Sofia Aguilar | A-1 Security | CO
"You can get what you want out of this show. There’s been a lot of great ideas gained from ESX."
— Dee Ann Harn, RFI Enterprises, CEO | CA

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