Tech Systems Honored by Stanley Healthcare Solutions

By Ashley Willis

DULUTH, Ga. — For the second consecutive year, Tech Systems Inc. is the recipient of the Stanley Healthcare Solutions Patient Security Dealer of the Year Award. Since joining the program in 2004, the systems integrator has added about 60 hospital accounts.

The award recognizes dealers who have excelled in selling, installing and supporting the SHS Patient Security product line. The suite of products includes the Hugs (infant), Pedz (pediatric) and Passport (patient) protection systems.

One of the reasons Tech Systems joined the SHS dealer program was to combat infant abduction in hospitals, Steve Powell, business development manager, Tech Systems, tells SSI. After evaluating the SHS Hugs product, company leaders realized the product fit well with Tech Systems’ core values of technical quality and excellent technical support.

“Infant abduction has been identified by the Joint Commission as a Sentinel Event,” says Powell. “Today’s healthcare facilities must have measures in place in terms of physical and personnel security. They enhance their own internal policies with electronic security systems. The whole idea is to help augment hospital staff by providing tools to help prevent problems.”

Powell says sales for the SHS Patient Security products fulfilled roughly 117 percent of Tech Systems’ annual quota for the dealer program’s expectations in 2010. He notes the systems can also be integrated with other security products.

“We have successfully integrated the Hugs system with CCTV and camera call up in the event of an alarm,” he says. “It can also integrate with an access control system to do a broader, strategic lockdown. Plus, it can tie into radio systems, wireless phone products and mass notification systems.”

Although Tech Systems, which also serves the financial, pharmaceutical, communications and food service markets, is involved in other dealer programs, the company appreciates how SHS maintains a good relationship with clients.

“With other manufacturers, they try to sell direct or use a combination of direct sales and channels,” Powell says. “SHS requires that its dealers go through a rigorous program to get certified. It does a fantastic job of keeping contact with its client base to gain insight on how to improve future versions of the products. SHS also makes sure that the clients’ experiences with their integrators are positive.”

For clients to have a positive view of integrators is of great importance to Powell. Now that consumers can purchase security systems online and install them on their own, Powell says one concern in the industry is that dealers and integrators are no longer necessary. However, as nurses and clinicians continue to use electronic security products, that belief is far from the truth, he says.

“What profession is more hands-on than nursing? Integrators need to provide things like training and regular preventative maintenance programs,” Powell says. “We help nurses manage the various components that they need, and that’s all part of the long-term relationship. That’s what Tech Systems has always been about — providing the best service experience that our clients can have.”

Ashley Willis is associate editor for SECURITY SALES & INTEGRATION. She can be reached at (310) 533-2419.

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