An industry problem that reared its head more than a decade ago remains largely unresolved. When the ability to add Ethernet emerged, the price to add interface cards was quite high, and installing security companies did not have a trained staff to sell or install the service. Dealers were well trained in selling security but lacked the knowledge to sell, install and service network-ready products.
In today’s market, the prices for Internet-compatible products have become reasonable and sellable. Meanwhile, almost every security manufacturer produces network-compatible intrusion, video and access products. Thus the dilemma: How can dealers ensure they’re fully capable of riding the IP/convergence wave to stronger profitability?
In addition to bringing their staffs up to speed on the digital universe, dealers must adequately arm sales personnel with a selling strategy that presents networking communications first, followed by an intrusion, access and video system built around the benefits that networking provides the potential prospect’s system users.
Following are some basic tips dealers can use to help ensure they develop educated, purpose-driven staffs that can sell, install and service network-compatible products.
From Whence We Came
To start with, let’s take a look at how we got to where we are today. It’s always enlightening to remember the path the past has led you upon, and wonder where you are going in the future.
Remember, for instance, when security systems consisted of simple relays in bell boxes with barrel key switches? The industry eventually moved forward and added other types of communicators such as coded shared circuits, multiplex and proprietary radio. The tape dialer followed and, later, the digital dialer.
But the evolution of alarm technology truly started getting interesting in the mid-1990s, when manufacturers began developing security panels with the ability to add an Ethernet network interface card to their control panels. This development ultimately helped pave the way for today’s alarm technology, which has steadily migrated onto IP networks.
As a result, the future will bring more advances in wireless networking technologies like Global Satellite for Mobile Communication (GSM) with General Radio Packet Service (GRPS) for signal transport.
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IT Networks ·
Tips for Success ·