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Your Rx to Boost Access Sales

From local nursing homes to the largest research hospitals, health-care facilities continue to be a lucrative marketplace. Integrators that understand this environment's intricacies and regulations are best positioned for success.




Defining ‘Security’ for a Prospect

Larger facilities are likely to have some type of an integrated system, although it could be limited. Most will also have developed a security management plan and/or an emergency management plan in accordance with the JC. Ask to review it. Look especially for the plan’s emergency preparedness and lockdown capabilities, visitor management, and security-sensitive areas strategies.

Be sure to emphasize how your solution could enable administrators to lock down the facility in support of their emergency management plan. They need to know your locks meet all ANSI/BHMA A156.25 Grade 1 requirements and are UL Listed, including UL294.

With a visitor management system integrated with badging, health-care facilities can successfully institute rules for visitor oversight. Operators can assign access control privileges to authorized guests and verify that guests are tracked to a particular location. No longer must they use manual systems or paper-based visitor logs. Now hospital personnel can track visitors, schedule their activities and maintain a database for reporting purposes.

Another important aspect of visitor management is the ability to maintain a list of people who are not allowed into a facility, whether for security, guardianship/custodial rights, personnel restrictions or other reasons, including those of national security.

Never Overlook Asking for Help

Here is a potential ace in the hole you never want to fail to play: Oftentimes, your vendor may already have a relationship with the facility. Many vendors have people dedicated to the health-care market, specialists who can advise you throughout the sales and installation projects. Put them to work for you!

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Article Topics
Access Control · Fire/Life Safety · Vertical Markets · Fire/Life Safety 2 · Access Control · Features · Health Care · All Topics
Access Control, Features, Health Care


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