It’s no secret today’s security technology has advanced significantly from the systems being offered only a few years ago. Cloud access, mobile interactivity and endless integration options have brought significant benefits to security customers, yet many security companies are ignoring new technologies that could have that same positive impact on their daily operations.
Tablets have emerged as incredibly useful tools for the security industry, especially for on-the-go employees. They’re as powerful as most laptops, have long-lasting batteries and can be carried comfortably through a day of sales calls or installation work.
Some security companies have used tablets for years and found the benefits of these tools have far-reaching implications that touch on nearly every aspect of their business. They’ve contributed useful insights for this article that can help your company take advantage of these new tools and successfully implement them in your organization.
Sales: Seeing Is Believing
New technologies featuring cloud platforms, high-resolution video and interactive apps cannot be properly demonstrated using old-school sales tools like product flyers or cardboard cutouts. A tablet’s vibrant screen, online access and ability to run industry-specific applications allow salespeople to bring these technologies to life for the customer like never before. Prospects are more engaged during meetings and are often more willing to purchase after experiencing the technology first-hand.
American Defense Systems in Dallas was an early adopter of tablets, and Director of Outside Sales Alan Demers says it has changed the dynamic of prospect meetings. “Our presentations are entirely interactive now. Salespeople have a demo of the alarm panel installed right on their iPads so the customer can experience a life-size version of the keypad, interact with it and familiarize themselves with its operation,” says Demers. “They know what they are actually going to get when they make the purchase.”
For video-based products, a tablet’s ability to showcase high-resolution clips offers prospects a much more tangible benefit than any chart comparing pixel counts. “We encounter a lot of people with misconceptions about their video systems, especially when it comes to monitoring,” says Ryan Smith, owner of Titan Protection and Consulting in Overland Park, Kan. “We use tablets to demonstrate our video analytics solutions that automatically alert our central station of suspicious events. Once prospects see the technology in action, they have a much better appreciation for the value it can bring to their business.”
With many technologies, salespeople can show off real-world examples to help establish that extra layer of credibility with a client. Cameron Wilkins, vice president of The Wilkins Co. in Erie, Pa., says some of his most successful demonstrations have come from a camera mounted at a local campground in a prominent area of town. “People tell us, ‘I drive by that spot every day!’ and they start to realize this technology is already having a positive impact in the community.”
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