An introductory chapter explains the nature of the alarm market and lists questions that should be considered in making the decision to enter the market. Steps necessary to start a business are outlined, with emphasis on capital requirements, locating and equipping an office, issues related to the size of a business, and the legal and other steps involved in organizing the business. Guidelines on operating the business explain management functions, the presentation of the company image, financial procedures, distribution, tax considerations, and compensation issues. Chapters on marketing techniques explain marketing goods and services, making sales calls, designing an alarm system, bidding for a job, and following up and closing the sale. Chapters on the applications of alarm systems cover basic installation procedures; types of control, detection, and annunciation devices; specialized equipment; and unusual applications such as mobile protection. Additional chapters cover the use of computers in an alarm business, legal liabilities, the problem of false alarms, and licensing. Tables, diagrams, and photographs are included. An index and appendixes listing sources of information, professional associations, a glossary, and a sample organizational manual are supplied.