When I entered the business, I “sold” fire alarm systems. Codes at the time had begun to require that such systems be installed in some occupancies. However, most installations needed someone to convince the owner or other stakeholders about the value a fire alarm system would add to occupant life safety and property protection.


NFPA 72 did not exist then as we know it today. We had the affectionately named “alphabet series” of standards: NFPA 72 A, B, C, D, E, F, G and H. These thin booklets had limited information to guide us in designing and selling a fire alarm system.


Looking back on what might seem to be a handicap, many of us were quite successful at selling fire alarm systems without a building code that forced an owner to install it. We learned that we had to read the codes and standards to better understand how to design and install the fire alarm systems we intended to sell. In my case, I had to learn how to actually install a fire alarm system to train myself to properly sell one. I also read about fire alarm systems’ performance in emergencies and provided that information to potential customers, so they could understand the value for their facility.


Today, NFPA 72, National Fire Alarm and Signaling Code, is a multichapter document that has grown to more than 300 pages of requirements and explanatory guidance. We also have the work of the NFPA Research Foundation, which provides up-to-date information on fire alarm systems performance.


The major building codes now require more fire alarm systems in many different occupancies, driving most fire alarm systems sales. So now, many people in the field have stopped selling life-safety fire alarm systems and focus solely on the merits of meeting an owner’s and other stakeholder’s fire protection goals.


Have I just described your method of selling a fire alarm system? Do you only bid fire alarm systems when the code requires them?


As a professional contractor, you have a leg up on properly installing, inspecting, testing and maintaining fire alarm systems. You already know the mechanics of installing raceway, boxes, wire and fire alarm system components, including the fire alarm control unit. So, you already speak the fire-alarm-system-installation language.


In today’s marketplace, you must develop a detailed understanding of the NFPA 72 2013 requirements and explanatory guidance. In fact, the annex of the code is a treasure trove of helpful guidance for various applications that would assist you in selling a new system installation. Of course, the information in the code also helps you evaluate existing systems.


One sales approach involves evaluating existing fire alarm systems for compliance with various codes and standards. Then, you can often sell updates and improvements to a fire alarm system by evaluating whether the owner has changed a facility’s fire protection goals.


You probably already have a base list of customers for which you originally installed fire alarm systems. Regardless of your current workload, frequently review the list of past installations to determine whether they should be upgraded or replaced—based on age or safety-related changes that now appear in the applicable codes. 


In some cases, the technology may have changed, making a new system more stable than the original. You could also develop metrics to determine when fire alarm control units approach their end of life. Most electronic equipment has a defined period of operational capability before system and component failures begin to plague the owner. In addition, as a fire alarm system’s components age, the system may produce an increasing number of false alarms. False alarms may also increase due to changes in the facility’s operations. 


Thinking of a fire alarm system as a life-safety management system, and convincing the owner of the benefits of using the fire alarm system to “manage” other life-safety systems, takes you in the right direction to becoming a true seller of fire alarm systems. 


Finally, if you currently service and maintain fire alarm systems, include an annual operational reliability evaluation of those existing systems. You can do this procedure while on-site and get paid for your service work. 


Most owners do not like surprises or crisis system replacements. Using your ability and time on-site to evaluate the systems’ operational capabilities and future life expectancy helps the owner avoid the dreaded crisis repairs and replacements.


The simple act of paying attention to these issues will improve your fire alarm system sales. By understanding each owner’s fire protection needs and goals, in addition to knowing the operational status of the existing fire alarm systems and the requirements of the codes and standards, you will become adept at selling the value of fire alarm systems.