Get Ready for Success

Oct. 27, 2008

Integrated security systems installers have many ways to achieve success. All you have to do is put your mind to it.

There are numerous vertical markets to set your sights on: education, healthcare, government, hospitality and more. Schools and corporate campuses are beefing up intrusion detection and mass notification systems. (Watch for the December issue of Security Dealer for insights on profitable vertical markets.) In the home, customers count on an experienced and knowledgeable technician who can deploy the right structured cabling their homes can grow with; set up wireless interfaces; and create the coolest home theatre. Convenience is king—customers want to remotely control lighting, drapes, sound systems, the spa and more. Best of all, when they have one person who can do this work in a turnkey solution word will get out that you’re the problem solver they need to know.

When you position yourself and your company as the connectivity authority, business will follow. Got a tough and noisy environment in which to deploy detection? Video surveillance may be the way to monitor industrial processes. Nuisance critters and other objects interfering with alarm signals? Consider the array of intrusion detection sensors with microprocessors, pet alleys, optics and dual-technologies to thwart inadvertent signals.

Don’t forget about maintenance and service contracts. Every customer should have one (of course it’s a mandate with fire) and if you aren’t selling them, you are missing an important source of revenue.

Part of achieving success is adapting to changing times. Expertise in programming Internet protocol addresses is critical; knowing the ins and outs of the computer and the network is second to none. It’s time to partner with someone who has this experience or train your technicians.

The concept of integration has changed, according to George Martinez, product manager, GE Security, Boca Raton, Fla. “It used to be the dealer would perform that integration function on their own, but now manufacturers are delivering it in product. Some 80 percent of integration solutions are coming out of the box. Adding to the mix is the concept of network security and operating on the WAN, LAN or Web. Now, products are IT ready out of the box too. Soon, working on the network and with IT personnel is going to be the bread and butter of the integrator,” Martinez predicted.

Solutions are what your customers want and that’s part of our line up in this issue. Visual verification of alarms is helping the industry deal with the debilitating problem of false alarms and we’ve got the scoop on the latest software tools to verify signals. Check out the profile on leaders in central stations and don’t miss the editorial on access control and visitor management systems, complete with a roundup of printer equipment. Look inside for the latest on emergency evacuation systems, as well as stories on fire, video and all the others that round out a security dealer’s repertoire. And don’t forget the new products in this issue—we’ve categorized them into video, fire, access control, intrusion detection and more so you can find what you’re looking for fast.

Are you ready for success? Security Dealer magazine wants to make sure you are.