Security Sales & Integration March 2023 - 25

SPONSORED CONTENT
Rising to the Top of the Elevator
Emergency Communications Market
An expert from solutions leader Kings III shares new trends and how to find success..
ounded in 1989 and based in Coppell, Texas, Kings III
Emergency Communications prides itself on providing
class-leading, unmatched emergency communication services
while delivering peace of mind to commercial market end customers.
Th e company monitors more than 80,000 emergency
phones across the United States and Canada, partnering with
its network of authorized security dealers for total solutions.
Among myriad opportunities Kings III sees for those dealer
and integrator partners right now is upgrading telecommuniF
cation
systems.
" Th e big trend right now is the migration of emergency
phones within elevators and basically anywhere from traditional
phone lines. Th ey have to basically transition to either a
cellular or some other solution to get off of the POTS lines, "
says Tom Worthington, Director of Dealers Program, for Kings
III. " No. 1, you have extremely high cost. No. 2, there are plans
for the POTS network be shut down by those phone providers.
So, it's a big market opportunity now for integrators to provide
a code-compliant solution that customers can migrate to from
a traditional POTS line. "
More than ever, dealers and even integrators are seeking to cultivate
more recurring monthly revenue (RMR), and Kings III has
" We're really a partner and want to help our dealer partners grow, from maybe a couple of units all
the way to multiples of hundreds of units, " says Tom Worthington of Kings III.
some good news there.
" Dealers have always had the ability to collect recurring monthly
revenue off of elevator phone monitoring. Th e ability to now also create
RMR off the communications path by providing cellular is allowing
integrators to get their recurring revenue, maybe from $15 to $25
per unit, to north of $50 per unit by adding cellular, " says Worthington.
" It's a revenue stream game-changer. You now have two ways to
get RMR off of an elevator phone, representing a huge opportunity. "
Dealers are also fi nding that the immediate fi nancial gains to be
had from providing multiple services to each customer and aids longterm
retention, as Worthington elaborates.
" A lot of fi re integrators and security integrators are already going
into customers' buildings and eliminating phone lines for the fi re
panel and the security panel. Th e value of being able to get that
last phone line for the elevators is not only a tremendous value for
their customers but also for the integrator because it's sometimes a
competitive advantage their competitors don't off er, and ultimately
it solves a headache. A lot of our dealers are using the ability to eliminate
phone lines as a way to acquire customers as well as get a little bit
more stickiness with those customers while increasing their RMR. "
In many ways, dealers can only be as good as their primary suppliers
allow through reliable and feature-rich products as well as rocksolid
support.
" All of our products are designed and manufactured to meet the
elevator code standards, which are very diff erent than what the NFPA
and NEC specify. We have our own codes on the elevator side. So,
every cellular product, every emergency phone and other devices for
elevator phone communications we have is manufactured to meet
those standards, " adds Worthington. " We also have an incredible
tech support team that not only can help fi re alarm and security
companies get into the vertical of elevator phones, but we can help
them do it without headaches while making sure code standards are
met in every state. We're really a partner and want to help our dealer
partners grow, from maybe a couple of units all the way to multiples
of hundreds of units. "
Keeping up with all the fi re/life-safety code variances throughout
the country can be a tall task for dealer company owners and operators.
Fortunately, where elevators are concerned, Kings III is again
there to assist.
" All 50 states adopt diff erent versions of the elevator code. Kings
III is always on the forefront of what technology and code changes
are coming, " assures Worthington. " One big change is that the 2019
code introduces a new video and text messaging portion to the elevator
phone code. In the future, if you were to get stuck in an elevator,
you would have the emergency phone like you have now but also the
operator would be able to pull up a camera feed and be able to text
message with a trapped passenger. Th e good news is we have solutions
for all those new codes. Th ose are the kinds of things dealers
can reach out and work with us if they run across a job involving that
code. Video verifi cation is fi nally hitting the phone market and will
ultimately cut down on false calls and dispatching fi re rescue when
it's not needed. Th at's really the ultimate point of the code. Th ose
changes will slowly aff ect all 50 states over the next fi ve, 10 years. "
To learn more about what Kings III Emergency Communications
can do for your dealer/integrator business, go to kingsiii.com.

http://www.kingsiii.com

Security Sales & Integration March 2023

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