Actualizing Your Access Control Sales Growth

Pick up tips to increase access control sales.

The oft-changing world has endured several technological advancements over the past decade, and will continue to do so as dictated by the trend. These advancements have improved surveillance and cellphone capabilities, to name a few, while also extending access control availability.

Before electronic lock solutions, facilities simply relied on manual locks because it was all the marketplace knew; however, as technology continues to evolve and the portfolio of options expands, many are asking the question, “how do you decide what system best fits your needs?”

There are a number of factors to consider when looking at access control solutions, such as facility age, credential management platform and protocols, and budget and long-term security strategy – all of which impact the type of solution professionals use.

Not only do professionals need to determine what system fits best for the main building, but the industry is also seeing an increase in extending access control into parking garages, warehouses, storage units, etc., due to the enhanced security, efficient management and convenience it provides. In addition, security experts have hopes for more efficient monitoring in one centralized location. Although there are obvious benefits with this, successfully adding to the security perimeter requires careful evaluation.

Data transmission is one common limitation for access control extension. For starters, an access control security plan must address how information will be transmitted from new security points back to the main server or controller. Cost concerns can also be a factor. To avoid these end-user cost limitations, systems integrators must strive to effectively cut costs by integrating new technology in efficient ways. In addition, integrators can perform security audits, which can help clients overcome compliance issues and enable them to gain more productivity from their workforces.

It All Starts With a Plan

For those in the market looking to implement or extend access control, the best approach is to start with a plan.

When a problem arises, many people’s first reaction is to solve it quickly. However, before rushing into a decision, it is important to get the right people together for a planning meeting to develop a practical solution.

To start, there are demands on band-width and internal networks, so it makes good business sense to involve clients’ IT. With electronic access control growing significantly in the marketplace – expected to have topped $3.5 billion glob-ally in 2014 – integrators are crossing paths with IT more frequently now. Taking a collaborative approach confirms that IT infrastructure is up-to-date and all products will be equipped to work in the future.

In the planning meeting, it is import-ant to discuss the structure use and its overall intent, figure out what policies and procedures will be needed for access control, confirm how the extension of access control fits into the end user’s over all security plan, and address the barriers and limitations along the way.

Extending access control beyond the main building is becoming more popular as businesses adopt electronic access control, but just like anything else, there is a right and a wrong way to go about it. Oftentimes, a client may know what they want, but the fiscal planning may occur over a period of time, and extending access control becomes a two- or three-phase initiative. This is partly why you need to sit down with the group and decide what kind of security is practical for your situation.

You must ask yourselves, are you looking for a networked security system, a standalone, or maybe a combination of both? It all depends on what suits the customer’s facility best.

Networked locks that connect to an access control system are available with either hardwired or wireless options. Some clients go this route when retrofitting historical buildings, whereas wireless locks have lower costs and allow for installation in areas where it’s difficult to run wires.

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Tagged with: Access Control

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