Special Focus: Healthcare--Prognosis Positive

Dealers and integrators use TLC to keep healthcare customers coming back

For Vision Security Technologies, based in Birmingham, Ala., an extra dose of TLC and expertise goes a long way in keeping its healthcare customers—who comprise some 25 to 35 percent of the company’s business, according to Barry Komisar, chief executive officer and founder. (Vision Security Technologies is also a Security-Net member.) Komisar said the sales cycle for healthcare is a long process, but they continue to cultivate their existing customers and also excel at takeovers, garnering systems contracts from healthcare customers who were unhappy with their previous installing contractor.

“Healthcare customers continue to move from analog to IP systems and also focus on integration with access control systems,” he said. “We also do infant abduction systems and are looking at RFID tracking of equipment and capital investments. What we are seeing is the emergence of emergency call phones—those same phones are going IP and now hospitals can push mass notification through that single connection, or push out weather alerts from the central command center,” Komisar said.

Vision Security migrated from a low-voltage systems contractor to an IT-centric solutions firm and that has helped position the company with the ability to handle even the most complex IP installations. In addition, the company excels at sole-source contracts. “We truly partner with the end users and this helps remove us from the bid-spec world. We value engineer solutions and we are all about long-term relationships. We only hire IT centric people and we have a state of the art training center, called Vision University, for our personnel and for our customers and prospects for training. We bring in the healthcare end user and provide continuing education for them. As an IT-centric company, you have to do that,” Komisar said.

With a keen eye on the market, Vision Security has hired personnel with direct healthcare experience, one who was the director of security at a major healthcare provider. “We are experts in the healthcare market and we have the experience the end user is looking for.”

Komisar concurred with RFI’s Wilson that mass notification is a big trend, along with shooter training.

Service and maintenance contracts also keep hospital customers sticky. Vision Security calls its security and maintenance plan VIP or Vision Investment Protection. “The single, most important business driver for us is service and maintenance agreements. We need to ‘touch’ the customer on a regular basis. When they have this as a monthly cost it’s an operating expense they can budget for. We don’t put a proposal out without a service and maintenance agreement,” he said.