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Industry Specialists Detail RMR Opportunities With Managed Access

SECURITY SALES & INTEGRATION’s Editor-in-Chief Scott Goldfine chats with four leading integrators about their success with managed access control. Learn tips on how to offer one of the industry's most promising new recurring revenue offerings.

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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 quality 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.

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Article Topics
Business Management · Access Control · Exclusive Web Features · Managed Access Control · Managed Access Roundtable · All Topics

About the Author
Scott Goldfine
Scott Goldfine is Editor-in-Chief and Associate Publisher of Security Sales & Integration, directing all editorial aspects of the magazine brand in print, electronically, online and in person. The voluminous, innovative and award-winning body of work he has distinguished himself with since joining the publication in 1998 includes groundbreaking research, landmark features, leadership roundtables, high profile case studies, and many industry exclusives. Well versed in the technical and business aspects of electronic security (video surveillance, access control, systems integration, intrusion detection, fire/life safety), Goldfine is a nationally known figure in demand as an industry presenter and subject matter expert to mainstream media. He is responsible for developing many unique products and programs, including the SSI Industry Hall of Fame, Control Panel (industry’s first E-mail newsletter), Police Dispatch Quality (PDQ), Marketing Marvel, Installers of the Year, Integrated Installation of the Year, Security Industry Census, Systems Integration Study, Installation Business Report, Operations & Opportunities Report, Commercial End-User Study and Security’s Fantastic Fleets. Recognized for his relationship building, integrity and lead-by-example ethic, Goldfine is a solutions-oriented team player who advises and collaborates with industry dealer/integrator, consultant, distributor, central station and manufacturer icons, luminaries and executive business leaders on a daily basis. He is also actively 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), PSA-Tec, SAMMY Awards, International Security Conference and Exhibition (ISC), Electronic Security Technology Summit (ESTS), Mission 500, Electronic Security Expo (ESX), ASIS Int’l, Honeywell CONNECT and other supplier conventions. Goldfine also serves on several boards, including the CSAA Marketing and Communications Committee and PSA Cybersecurity Advisory Council. A certified alarm technician, former cable-TV tech, audio company entrepreneur, and lifelong electronics and computers enthusiast, Goldfine graduated with honors from Cal State, Northridge with a management degree in Radio-Television-Film. His professional media endeavors have encompassed magazines, Internet, radio, TV, film, records, teletext and books. Goldfine resides in the Charlotte, N.C., area with his wife, son and three cats.
Contact Scott Goldfine: [email protected]
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