Industry Specialists Detail RMR Opportunities With Managed Access

Support obviously is important as well and that goes along with training in my opinion. But as far as what the end user should be looking at in us, I think it’s the same thing as Doug said. I think that we need to be operating a quality product which there’s two tracks to that. There’s the actual product we specify for the customer. Are we specifying the right product for their application? And the track of quality is the quality of installation. That’s very important. They need to know that they have references from others about the qual
ity of our installation for instance. Then of course that we’re going to be providing good service.

I think it’s the same too that we’re willing to be a partner with our clients, that we’re there for them whenever they need us and as Doug said early on, I think it’s very similar in those two directions except for the fact that we’re the ones that have to provide the field service.

Brown: Our predominant product we use 100% of the time is Kantech but we’re corporately trained in other products that are currently in the field that we have to manage and maintain. But it was the team behind it. There’s relationships, there’s friendships, there’s trust.

They’re embedded in the trenches of what they do and know it forward and backward. It makes a world of difference, other than just a sales rep selling you a product. This is an industry where people tend to move around a lot within the industry and stay in the industry and have a relationship within the industry a long time, and have a huge background. That’s something you can count on, you can put your money on that kind of stuff.

Sharp: It’s predictable.

About the Author


Scott Goldfine is Editor-in-Chief and Associate Publisher of Security Sales & Integration. Well-versed in the technical and business aspects of electronic security (video surveillance, access control, systems integration, intrusion detection, fire/life safety), Goldfine is nationally recognized as an industry expert and speaker. Goldfine is involved in several security events and organizations, including the Electronic Security Association (ESA), Security Industry Association (SIA), Security Industry Alarm Coalition (SIAC), False Alarm Reduction Association (FARA), ASIS Int'l and more. Goldfine also serves on several boards, including the SIA Marketing Committee, CSAA Marketing and Communications Committee, PSA Cybersecurity Advisory Council and Robolliance. He is a certified alarm technician, former cable-TV tech, audio company entrepreneur, and lifelong electronics and computers enthusiast. Goldfine joined Security Sales & Integration in 1998.

Security Is Our Business, Too

For professionals who recommend, buy and install all types of electronic security equipment, a free subscription to Security Sales & Integration is like having a consultant on call. You’ll find an ideal balance of technology and business coverage, with installation tips and techniques for products and updates on how to add sales to your bottom line.

A free subscription to the #1 resource for the residential and commercial security industry will prove to be invaluable. Subscribe today!

Get Our Newsletters