This session explores why talent retention is just as critical as customer retention and how to build a culture that keeps employees engaged, motivated, and loyal. Learn practical strategies for recognition, career development, compensation, and communication that strengthen your team while protecting customer relationships.

The ESA team is excited to see you at this event. Keep Your People, Keep Your Customers

An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

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This session walks you through the practical steps of implementing rate adjustments: when and how to raise them, how to communicate changes to customers, and how to manage the tough calls when they come in. Using simple math examples and even a live mock call, you’ll see how regular increases can strengthen your business without losing credibility. Walk away with the confidence and tools to raise rates the right way—and make it part of your company culture. 

The ESA team is excited to see you at this event. Raising Rates…JUST DO IT! 

An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

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This session highlights often-overlooked opportunities to increase RMR, such as enhanced monitoring, proactive maintenance, premium support, and data analytics. Learn how to evaluate and package these high-value services, and walk away with proven strategies for packaging, positioning, and delivering that maximize profitability while meeting the evolving expectations of your customers.

The ESA team is excited to see you at this event. Expanding RMR: Profitable Services You’re Overlooking

An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

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In this session, you’ll learn how to design meaningful gross margin reports, integrate them into your weekly operations, and use scorecards to keep your team accountable and aligned. Hear how integrators are transforming their businesses by making gross margin reporting a core driver of their growth and profitability strategy.

The ESA team is excited to see you at this event. Profit in Focus: Real-Time Gross Margin Reporting 

An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

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This session breaks down how to evaluate, implement, and integrate field service management software that fits your business. We’ll explore how to automate key workflows such as dispatching, work orders, inventory management, and invoicing, while ensuring your systems work together. Whether you’re just starting your digital transformation journey or looking to tighten up your tech stack, you’ll leave with a clear roadmap to run smarter, leaner operations—with fewer headaches and stronger results.

The ESA team is excited to see you at this event. Smarter Ops: Using Technology to Run Leaner, Faster, and More Profitably

An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

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In this session, we’ll review practical tools and methods to analyze project outcomes, uncover root causes of variances, and capture customer feedback that strengthens future work. Industry experts will share proven strategies for documenting lessons learned, identifying installation upsells and RMR opportunities, and streamlining closeout processes. Walk away with practical templates and best practices to reduce callbacks, boost profitability, and transform every completed project into a catalyst for stronger client relationships and long-term success. 

The ESA team is excited to see you at this event. From Completion to Continuous Improvement: The Power of Post-Job Assessments

An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

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This session breaks down the latest NFPA changes and emerging compliance requirements that directly impact your business. Learn how regulatory changes create new recurring revenue (RMR) through enhanced maintenance requirements and compliance services. We’ll cover new standards, complex code interpretations, and how to position yourself in the business of life safety. Discover how to turn regulatory complexity into competitive advantage, commanding premium rates for expertise others lack. Walk away with strategies for building a profitable compliance-focused service division. 

The ESA team is excited to see you at this event. Code Red: Navigating the Latest Fire System Regulations

An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

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This session shows managers how to train technicians to identify upsell opportunities, confidently present add-on solutions, and turn every customer interaction into a growth opportunity. We’ll also explore simple ways to encourage Google reviews and design incentive programs that motivate without distracting. Walk away with practical tools to empower your field team to not only fix problems but also fuel sales and strengthen customer loyalty. 

The ESA team is excited to see you at this event. OP.2 Coaching Technicians to Sell: Turning Customer Interactions into Sales Wins

An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

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In this session, you’ll learn the methodology to calculate labor rates accurately, understand the impact on margins, and apply markups that safeguard profitability. Gain practical tools to evaluate service efficiency, price jobs with confidence, and make smarter operational decisions that balance customer satisfaction with financial performance. Walk away with a clear understanding of what each technician visit really costs your business—and how to turn that knowledge into stronger margins. Mastering Your True Labor Cost

The ESA team is excited to see you at this event. Mastering Your True Labor Cost 

An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

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National security brands dominate with massive ad budgets—but that doesn’t mean they win at the local level. In fact, regional integrators and dealers have a unique edge when they learn how to leverage sales and marketing effectively. This session will teach you how to compete—and win—online in your market, even if you don’t have a corporate-sized marketing budget. Learn how to optimize your digital presence so that when local prospects search for security, surveillance, or life safety services, your business appears first and stands out as credible. We’ll cover proven strategies for improving your presence, managing your personal and business profile, collecting impactful reviews, and building an online reputation that outperforms the national players in your service area.

The ESA team is excited to see you at this event. Leveling the Playing Field: Competing Online with National Brands

An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.

See all CEU credits available for attending ESX 2026 education sessions. MORE