Mike Dolt Enterprises
Mike Dolt Enterprises
User: nhfire77, Location: NH
Asked on: Tuesday, March 22, 2011 at 7:24 pm EDT
Answered on: Tuesday, May 14, 2024 at 3:07 am EDT
Question: I have been the lead adviser for a fire alarm upgrade for a 150 unit apartment complex. The system has been abused and neglected since the day it was put in over 25 years ago. Its a conventional panel no longer in production. There is a false alarm every week or two, sometimes there is no zone in alarm, the panel is just in general alarm. Among a few other critical things.The client is private real estate equity firm. Their director of maintenance and operations asks for a conference call of the general manager, salesmen and I. He wants to know why the fire alarm needs to be replaced. This is a very normal request, and understandable since we are looking at $25,000+ dollars.After going over the specifics, he informs us that he has spent time on the phone with the fire alarm manufacturer, they assured him the 25 year old panel has NOT reached the end of its life yet, and that its almost impossible to have a problem, short of lightning hitting it.(oh I see you have special glasses that can see those kinds of things )Now, if, the system was properly installed and maintained, there is still a slim chance that is true. But, it wasn't and it isn't. I calmly explain this. He then proceeds to quote prices on Ebay for used parts for the system. I calmly tell him we don't buy from Ebay, but would gladly use the parts with the understanding that we will warranty nothing we touch with used parts....from ebay. (only because I was told to by the boss)He tells us that his job is to not spend money, because they won't own the property for too long and would rather pass the buck down the road. OK, reasonable response, except it's a life safety issue now. His retort was, well that's just your opinion that the fire alarm is in need of replacement.Now, I wonder why are we having a 90 minute conversation, when my opinion doesn't matter? I am the only one with any in depth technical knowledge, license or certification talking to him about this.Then he tells me he doesn't want to spend any money because he is sure that "soon the federal government will mandate all fire alarms of a certain age to be replaced with a current code compliant system, you know they can do it." It was said half kidding and half serious. "That's what the economy needs" he blurts out as if to blame the current political climate.Why is politics involved??? I don't get itI left the conversation after that, couldn't take it.Does this sound familiar to anyone here? Do decision makers at large firms sound like this to you on the other end of the phone?
This scenario is unfortunately all too familiar to many professionals in the fire alarm industry. Here are some common reasons why you may encounter such resistance and skepticism: Lack of Understanding
Decision-makers may not have a full grasp of the technical aspects and safety implications of fire alarm systems. They may see it as an unnecessary expense, especially if the system has been functioning for 25 years without any major incidents.
Financial Constraints
Real estate equity firms often have a fiduciary responsibility to minimize expenses. They may be under pressure to reduce costs, even if it compromises safety.
Avoidance of Liability
By delaying or avoiding a fire alarm upgrade, the client may be hoping to shift the responsibility for any future incidents onto a subsequent owner.
Political Influence
The mention of potential government mandates may be a veiled threat or an attempt to downplay the urgency of the upgrade. It could also indicate that the client is seeking political cover to justify their decision.
How to Counteract Resistance
Provide Comprehensive Documentation
Gather detailed information about the system's history, present condition, and potential risks. This could include inspection reports, maintenance records, and incident logs.
Emphasize Safety and Liability
Explain the importance of a reliable fire alarm system in protecting lives and property. Highlight the legal and financial risks associated with a neglected system.
Quantify the Benefits
Show how a new fire alarm system can improve safety, reduce insurance costs, and enhance property value.
Address Concerns
Listen to the client's concerns and address them directly. Explain why used parts from eBay are not a viable option and why a system upgrade is necessary, regardless of potential government mandates.*
Build Trust and Credibility: Establish a relationship with the client based on trust and professionalism. Demonstrate your expertise and willingness to work with them to find a cost-effective solution that meets their safety and budgetary needs.It's important to remember that your goal is not only to sell a fire alarm upgrade but also to educate and empower the client to make an informed decision that prioritizes safety while balancing financial considerations. Flag for review