In the world of systems installation, there is perhaps nothing more exciting than closing a big sale. Tallying up the bill of materials (BoM) on a multi-piece security system or campus-wide HVAC system feels like a win – because it is! However, many installers and electricians may be unaware that they are leaving valuable opportunities on the table by forgetting about one crucial line item – surge protection.
Surge protection has long been thought of as an add-on to electronic systems when, in reality, they are a critical piece of equipment that installers and electricians should take advantage of. Installing surge protection is a win-win, offering end users protection from damaging power surges while benefiting installers in more ways than one. If you are not already offering and installing surge protection, here are 5 reasons why you should:
1. To Boost Your Bottom Line: The idea of adding surge protection to boost sales seems like a no-brainer. However, many systems installers shy away from adding surge protection to their bids out of fear that it may price them out of winning the project. Or they feel like they are offering their client a piece of equipment that they don’t really need. The key to adding surge protection to a sale lies within the installer’s ability to communicate the value of surge protection to their customers.
Surge protection is necessary to protect your customer’s investment. It would be a shame if you installed a brand-new fire system only for it to be destroyed by a power surge just weeks later. The costs associated with surge protection are usually less than the sales tax on the system and can be added to a BoM as an optional protection upgrade. This allows installers the opportunity to convey the ROI that surge protection offers in a pressure-free way.
2. To Uphold Your Brand Reputation: It may seem counterintuitive for installers to sell a solution that actively reduces billable services. The logic being if surge protection prevents system damage, then the opportunity to make money on repairs and replacements is therefore stunted. While this could be true, system repairs and replacements generally reflect poorly on the installer. Even if the damage caused by a power surge was not the installers fault, customers have a hard time seeing it that way.
System failure, loss of customer confidence, and frequent system repairs caused by unaddressed voltage irregularities can damage your brand and lead to lost business. Bad reviews also spread quickly both online and by word of mouth, hurting your business in the long-run. On the other hand, installers offering surge protection are seen as industry experts looking out for the best interest of their customers. Professionals that go beyond the basics to deliver high-quality installations and customer service are usually rewarded with strong brand loyalty.
3. To Unlock New Business Opportunities: There isn’t a modern industry functioning today that doesn’t rely on electronic systems. The explosion of digitization has only deepened the need for integrated electronic systems and those that install them. In fact, most local jurisdictions require a licensed professional to perform the install of hard-wired surge protection solutions. By simply offering surge protection, you have a foot in the door to new industries that may have gone overlooked by other installers.
For example, the installation of electric vehicle charging stations has grown substantially and presents a large opportunity for the sale of surge protection. This growth can be expanded upon, as parking garages may offer multiple EV charging stations but also utilize POS, lighting, security, access control, and other valuable electronic systems. Sometimes all it can take to get noticed by one of these high value businesses is by asking the simple question, “Do your systems currently have surge protection?” A well-versed sales-person can take the conversation from there.
4. Because Fire Code Necessitates it: The National Fire Protection Association (NFPA) updates their recommendations for the NEC (National Electrical Code) every three years. The most recent updates came in 2020 and included provisioning for surge protection devices. Section 230.67 specifically requires the installation of a surge protective device (SPD) at or near all dwelling unit service entrances. This section further specifies two types of SPDs and recommends the use of at least one of them for new residential electrical service.
While adoption of the NEC is spotty at best, as it is up to each state to adopt NEC standards as they see fit, this does not negate the identification of surge protection as a critical element of electronic systems as a whole. With new NEC updates on the horizon, expect to see even more requirements surrounding the use of surge protection in residential and commercial applications.
5. Because Sources of Power Surges are Growing: Any experienced electrician knows that power surges are caused by so much more than the occasional lightning strike. power surges can come from both internal and externals sources, with global developments increasing their frequency and likelihood. For example, the US power grid is showing its age, with much of the current system decades old. With electricity consumption outpacing infrastructure improvements, the grid switching required to meet shifts in demand makes the entire system vulnerable to electrical power disruptions, surges, and spikes.
Furthermore, recent environmental and social changes have put a bigger strain on electrical reliability. The North American Electric Reliability Corporation (NERC) predicted energy shortfalls due to higher than normal temperatures and increased drought conditions. Not only do such conditions reduce the reliability of hydroelectric and thermal power sources, but warmer temperatures also drive up the demand for power. The growing adoption of electric vehicles has also placed substantial new strains on an already weakened electric supply grid. As long as electricity supply and demand continues to be unequal, the need for surge protection and competent installers becomes more obvious.
Work With the Right Partner
As a systems installer, integrator, or electrician, you now understand why the installation of surge protection is not only beneficial to you, but to your customers as well. By explaining the importance of electrical surge protection to your customers, your business can certainly reap the rewards. To do so, you will need to select the right surge protection provider who will offer you reliable products and support that will increase your sales and revenue.
DITEK surge protection solutions deliver a cost-effective and highly efficient way to protect customers’ core electrical systems. DITEK’s products are made in the USA, available immediately from stock, and are offered only through professional distributors, not big-box retailers. This means no wrestling with supply chain issues, low quality products, and razor-thin margins. Just reliable surge protection solutions that your customers can depend on to protect their electronic systems and you can rely on to help grow your business.
