ACCESS CONTROL
Scalable and sustainable
The impact of adopting a recurring revenue model has been transformational for Midland Alarms. Customers tend to stay subscribed, not only because app-based control becomes part of their everyday routine, but also because of the added value built into the service, such as the promise of battery replacements after three years. This long-term commitment helps keep customers engaged well beyond the initial installation.
Financially, the move to monthly payments has brought a new level of stability to the business. Instead of relying on one-off projects, Midland Alarms now benefits from a steady, predictable income stream. This has smoothed out the peaks and troughs that often characterise traditional installation work.
Operationally, the introduction of cloud-connected systems has made the business far more efficient. With remote access through SmartLink, engineers can resolve many issues without needing to visit site, saving both time and resources.
Perhaps most significantly, the shift to a service-based model has increased the overall value of the business itself. With hundreds of customers now on subscription plans, Midland Alarms has created an asset that can function independently of its founder. Steve explains:“ If I ever wanted to sell the company, a buyer can see the systems work without me, and that the revenue will keep coming in.”
Educating the customer
A key to success has been demystifying the technology. Steve and his team train customers in simple, relatable terms, often positioning SecureComm as a smart, cost-effective alternative to traditional monitored systems:
“ We ask customers: would you rather your alarm go off before or after the burglar gets in? HKC’ s shock detectors and app connectivity mean it goes off before- and that’ s the difference.”
Plus, as customers are already accustomed to app subscriptions like Netflix and Sky, the find the monthly fees completely acceptable and the benefits clear.“ The app is so user-friendly, we spend minimal time at handover showing them how it works, and that’ s usually enough. It’ s just a couple of taps to set or unset the alarm, and people are so used to apps these days, they love having that control.”
Making the change When asked what advice he would give to installers who are hesitant about adopting cloud-connected systems or recurring revenue, Steve said:“ I would encourage any installer to seriously consider making the shift. Too many are still relying on outdated business models that require long hours and offer little long-term security.
“ Introducing a service-based approach can improve work-life balance, add
ABOUT HKC, PART OF ASSA ABLOY
Established in 1990, HKC is a trusted brand in both Ireland and the UK, providing electronic wired and wireless intruder alarm equipment to Professional Installers.
HKC manufactures a complete range of feature rich intruder equipment with consistent programming, excellent technical support and installers have access to the SecureComm Cloud Solution supporting both End User and Installer Apps.
measurable value to the business, and create a more sustainable income stream.
“ The market potential is significant- many homes still don’ t have connected alarm systems, so there’ s plenty of opportunity for those willing to adapt. It’ s about staying ahead of the curve and building a business that’ s ready for the future.”
www. hkcsecurity. com
AUGUST 2025
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