Why self‑testing emergency lighting is a win for you and your clients

An actionable guide for fire service companies to convert sites without a fight

Switching clients to self‑testing emergency lighting is not about features. It is about fewer disruptions, faster compliance to AS 2293, cleaner AFSS documentation, and lower total cost. With a staged plan you can convert most sites inside two years while keeping spend steady. During our current Self‑Testing at EM pricing promotion noted on our website, you can quote self‑testing at standard EM pricing to make the first step easy.

Who this is for

Fire service companies and electrical contractors who want happier clients, stronger renewals, and better technician efficiency without asking customers for a big capital outlay.

The benefits your clients will feel

Less disruption. Tests can be scheduled outside business hours, so tenants and operations are not interrupted.

Clear compliance. Digital test records drop straight into AFSS. No paper logbooks and fewer re‑visits.

Faster rectification. Failures are identified early and accurately, so technicians arrive with the right parts.

Smoother cash flow. Replace on failure, add a small proactive quota each service, then complete a final sweep.

Lower whole‑of‑life cost. Shorter service time, fewer return visits, and quick battery swaps recover the small hardware uplift.

The benefits your business will feel

More billable value per tech. Shorter test rounds mean more sites serviced and more defects resolved in the same day.

Stickier contracts. Better reporting and fewer tenant complaints make renewals easier and referrals more likely.

Upsell pathways. Once the site is digital, add sensible extras over time, such as occupancy sensors or integrated smoke alarms.

A practical conversion plan that works

Goal: reach 100 percent self‑testing in 24 to 30 months without a large upfront spend.

1) Replace failures with Self‑Test by default. Keep standard stock if you must, but present Self‑Test as the like‑for‑like upgrade that saves testing time and improves reporting.

2) Add a small proactive quota each visit. Convert two to three working fittings per six‑monthly service. Show recent runtime history in the app to support the recommendation.

3) Finish with a clean sweep. When 70 to 80 percent of fittings are self‑testing, schedule a final changeover so the site moves to one schedule and one reporting method.

Typical timeline

• Months 0 to 6: replace failures with Self‑Test, proactively convert two working fittings
• Months 6 to 12: repeat
• Months 12 to 18: site reaches about 50 to 60 percent Self‑Test
• Months 18 to 24: final sweep to 100 percent

Pricing that earns a yes and protects your margin

A typical like‑for‑like replacement today:

• Labour to replace and commission: about $220 per device
• Standard EM fitting: about $50
• Self‑testing fitting: about $65
• Typical total billed today: about $285 per device

Key point: the hardware difference is about $15 per device. Absorb it where helpful and win the long game through efficiency, client retention, and service add‑ons.

Why it works

• Efficiency: six‑monthly rounds are faster because results are collected on your phone
• Fewer returns: failed units are obvious and battery changes are quick
• Retention: better reporting, cleaner history, and fewer tenant complaints

Current promotion: as per our website, self‑testing can be quoted at EM pricing for eligible lines during the promo period. Use this to remove friction at the first step.

Ethical tactics that save clients money

These methods are not tricks. They reduce waste, avoid repeat hire costs, and deliver better outcomes.

Plan around access equipment. When a failed light at height requires a lift, offer to change nearby fittings at the same time. Clients avoid re‑hiring access gear later and you avoid extra call‑outs.

Bundle by area. Convert whole stairs, car parks, or floor plates so the client gets one schedule and one report for that zone.

Show the numbers, briefly. A two minute ROI note in your quote makes approval easier. For example, cutting one after‑hours visit per year can offset the Self‑Test uplift on a small site.

Make reporting tangible. Attach a sample PDF and a one‑page before and after outline so owners see exactly what they gain.

Talking points for client meetings

• You pay the same today, but future testing bills reduce because data collection is fast
• You can schedule self‑tests overnight to avoid business disruption
• You receive AFSS‑ready PDFs and CSVs without paper logbooks
• One schedule, one battery type, one reporting method once converted

Technician playbook

Before the visit

• Create or request the site in the app and load a simple plan if available

On site

• Walk the site and collect results via Bluetooth
• Replace failed units with self‑testing
• Proactively convert the two to three easiest fittings and use Identify to flash the device so the client can see the asset
• If access equipment is on hire, offer to convert adjacent fittings at height to avoid future hire costs

After the visit

• Email the PDF report with a three‑line summary:
  • X converted today
  • Y remain standard
  • On track for Z percent self‑testing by Month N

Objection handling

“We will wait until more fail.” Waiting keeps two reporting methods and slows testing. Converting two working fittings per visit shortens the path to one simple process without changing the spend profile.

“Why not charge more if it is better?” The uplift is about $15 per device. We absorb it to deliver faster visits and better reports. You benefit now and we both benefit over time.

“Will this be hard to run?” No servers or networks needed. Install the light, open the app, export the report.

Case study style scenario

Riverview Offices, 30 fittings

• Visit 1: 3 failed replaced, 2 proactive. Site at 17 percent Self‑Test
• Visit 2: 2 failed replaced, 3 proactive. Site at 33 percent
• Visit 3: 3 failed replaced, 2 proactive. Site at 50 percent
• Visit 4: 2 failed replaced, 3 proactive. Site at 70 percent
• Final sweep: convert remaining 9 to reach 100 percent. Reporting and testing now fully app based

Ready‑to‑paste quote inclusions

• Self‑testing supplied at EM pricing during the current promotion on our website
• Like‑for‑like replacement price held at about $285 per device
• Digital test reports included for AFSS
• Optional line item for digital reporting and asset management if the client wants it itemised

Call to action

Want a staged upgrade plan for one of your sites? Reply with the site count and a typical annual failure rate. We will send a 24‑month conversion plan with milestones, service tasks, and a one‑page client summary to attach to your quote. Or ask about the current Self‑Testing at EM pricing promotion if you want to start with failed fittings right away.