Adding RMR to Access Accounts

Selling the System … Internally
In general, most value-add technology provides convenience for the customer and increased RMR for the dealer. Remote-managed services, however, also extend conveniences to the dealer and allow it to pocket 100 percent of the additional RMR without having to share it with third-party OEMs.

Time is, of course, money — as in, the less time spent installing equipment, the more time that can be spent selling to more customers. While remote-managed access control definitely carries time-saving benefits after installation, the technology also can alleviate some initial installation headaches for both the dealer and end user.

For example, since the server can be managed at the dealer’s facility via a secured encrypted network line, no onsite server is needed at the customer location. This, in turn, means the dealer need not spend time training customers how to properly operate the system, troubleshoot software issues, update virus protection measures, etc. This time saved can also impact a dealer’s bid success rate by allowing lower bid costs that do not include extra labor hours for onsite training.

Additionally, technicians aren’t required to pay a site visit if the customer wants additional services — anything from adding/deleting cards, managing the overall system, pulling reports, providing additional Web-enabled options, etc. Instead, the dealer can simply add the service from its own facility (a key selling point to the customer as well) and begin generating additional RMR.

“This approach improves the sales process,” Harbour says. “Our salespeople no longer have to sell the software and the computer. They just sell the security aspect.”

The prospect of hosting a server to manage multiple accounts may initially sound intimidating or expensive to the dealer. The nice thing about remote managed services, however, is that they can usually utilize resources that are already in place. Onsite technicians or support staff can perform most management. If the system eventually gets too big for current staff to handle, it should have provided sufficient return on investment (ROI) to provide for additional staff to manage the growth.

Two final benefits of having this server located at the dealer’s facility: Because there is no PC housed locally at the end-user site, it virtually eliminates the risk of competitive takeover and provides unique services to increase customer retention that cannot be matched through a traditional access control model.

If you enjoyed this article and want to receive more valuable industry content like this, click here to sign up for our FREE digital newsletters!

Security Is Our Business, Too

For professionals who recommend, buy and install all types of electronic security equipment, a free subscription to Commercial Integrator + Security Sales & Integration is like having a consultant on call. You’ll find an ideal balance of technology and business coverage, with installation tips and techniques for products and updates on how to add to your bottom line.

A FREE subscription to the top resource for security and integration industry will prove to be invaluable.

Subscribe Today!

Get Our Newsletters