Instalments

"After a Post Office had been hit by lightning we were called in to change the damaged control panel. It was one of those situations where the original alarm company who had installed the system had either gone out of business or been bought by the next alarm company who took on the maintenance contract.

"The evidence was found on the bell box with the latter company's name covering the original. Without mentioning the company name (who I believe have now been sold out to another alarm company), they had been NSCIA members . While I was in the process of examining this particular system, I was very surprised to find that the mains cable to the control panel was four core alarm panel and no spur! After a considerable effort to locate the connection I discovered it under the floorboard in the bedroom above the Post Office, direct to a 30amp junction box.

"The lesson we all learn from this is that we should thoroughly check any system we are thinking of taking over, rather than just stick our company's alarm logo on the old bell-box."

What to look for in a panel
(Graeme Dow, Castle CareTech's Commercial Director in 1989 gave some advice about choosing a control panel ...)

"The vast array of products available leaves an installer with a major headache: How do you make the right choice confronted with an array of leaflets using lines of hyperbole (hype) and technospeak (my own pet hate)? What are the really important factors and how do you check them? My advice based on over ten years from the inside is listed in priority order. The first is the most important ... Reliability.

No, not price! Reliability has to be the corner stone. We are providing security and down-time is not acceptable. Trouble free systems are an excellent recommendation in themselves and really do produce new business by way of referrals. What makes a panel reliable? Quality does. Quality of experience, research, design and manufacture, and of training. How do you know what is reliable?

Don't ask the salesman, he's bound to say his own products are . Ask the trade. Ask for references. Speak over a long period of time.Get a cross section. Products used by the big installation companies have all been tried and tested. Read the detailed product review in the trade press, and also read between the lines."

(In case your wondering, next on the list came Value for Money followed by Price, Quality of Manufacture, User Friendliness, After Sales Support, Who Owns Who and Aesthetics.)

Advertising on a budget
(Our writer gave advice to installers who were looking to advertise ...)

"Write the text as though to a good friend. A cheerful message without frills or attempts to be clever is all that's needed. After explaining the benefits you offer tell the customer how to buy the product and sign off with your logo, company name and address.

"Read every advert you come across with care. Note how many make a promise and how those without a promise fail to attract your attention and command your interest. Observe how many people reading advertisements tend to look first at the picture, then at the headline and next at the bottom right hand corner.

Check whether the text is clear and interesting, whether it makes a pitch at a particular audience and, if so, what one? Take account of seasons which can be used for best effect, such as the onset of autumn – more burglaries take place in winter.