Some codes do not require fully sprinklered buildings to have fire alarm control panels installed, therefore making sprinklered buildings good monitoring prospects.
Since the economic downturn, there has been a huge drop in commercial building construction — a market that has significant impact on the sales and installation of fire sprinkler systems. Without as many newly installed sprinkler systems needing monitoring, how does this affect fire alarm dealers and engineered systems distributors who work in this market?
Shawn Mullen, president and chief energy officer, Protex Central, Hastings, Neb. advises fire specialists to offer monitoring services to owners of existing sprinklered buildings. “Ask about their needs and listen to what they say,” Mullen states. “When you understand the need and the motivation behind that need — such as an insurance requirement — you’ll be able to provide a competitive solution that adds value…and customers are willing to pay for good value.