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The Coach
The coach is anyone who helps the seller
locate the other buying influences and
determine what it takes to satisfy their
needs. Commonly a user buyer is also a
coach. A specifier or insurance company
may also be a coach.
Evaluating the Competition
There are three types of competition to the
FR Series. First, there are products sold by
competitive manufacturers. Second, there
are other Atlas-Soundolier products with
the UL mark or approval by other agencies.
Third, there are contractor-constructed
solutions designed to win local approval of
a non-UL Classified loudspeaker system in
a fire-resistant ceiling system.
To evaluate products from a competitive
manufacturer, ask the following questions:
1) Is the product UL Classified for use in
fire-resistant ceiling systems?
One existing competitor’s product was
designed and independently tested
for
use in fire-resistant ceiling systems
but, as of this printing,
this competitor’s
product is not UL Classified for use in
fire-resistant ceilings.
UL Classification
is important to local authorities and
will help speed the process of local
approval.
The Coach
It is also possible that a competitor’s
product may be UL Listed for “Fire
Protective Signaling” or “General
Signaling” under UL Standard 1480.
General Signaling refers only to the
product’s safety in terms of electric
shock or fire hazard. Fire Protective
Signaling refers to all the tests of
General Signaling plus additional tests
for the ability to provide adequate
audio performance in a fire signaling
application.
Unlike the FR Series, which
was tested under UL Standard 263,
products tested under UL Standard
1480 are not rated for use in fire-
resistant ceilings.
2) Is the product easy to install and cost
effective?
A competitor may recommend a
specific model product for use in fire-
resistant ceiling systems but specify
the use of contractor-constructed
drywall enclosures to complete the
fire-resistance system. The installed
cost of this kind of system will be
much higher than the installed cost
of an Atlas-Soundolier FR Series
system and this kind of system will
not be UL Classified.
3) Does the product fit the system performance
and appearance needs?
Like other Atlas-Soundolier products,
the FR Series comes in a wide variety of
cost, performance and aesthetic options.
Part 4
(continued)
