Adding RMR to Access Accounts

Adjusting the Traditional Model
As illustrated in previous examples, remote-managed access control has great potential for growing dealer business and increasing the value of individual sales. Ironically, the traditional dealer business model is one of the biggest obstacles standing in the way of increased adoption of this technology.

With the traditional model, the sales professional in the trenches has historically viewed the access control opportunity in terms of hardware and software installation. This is a very short-term view along the lines of, “If I sell an access control system for X number of doors, that’s commission on a $10,000 sale.” Typically, additional revenue is generated with this business model only if an annual maintenance contract is included in the deal.

To increase the value of the access control business though, dealers and integrators should be careful to make sure their sales personnel start thinking more about the long-term value of the sale. Selling a managed service provides two different options for a dealer to present.

The first option allows the dealer to charge the upfront cost, for hardware and installation, and the additional monthly revenue charge for managed services. The second option allows dealers to offer reduced upfront hardware and installation costs and absorb in the monthly cost during a longer period of time.

Engaging in the Paradigm Shift
SDA Security began offering remote-managed access control in January. Thus far, Harbour says, the technology has been well received. “The property managers love it because they don’t have to deal with onsite computer management. They also like the software’s ability to tie multiple properties together, so they can look at everything.”

While this technological approach definitely represents a departure from traditional access control sales, it also arms dealers with streamlining features that can make it difficult for a customer to pass up. Probably the more pressing challenge in making remote-managed access control successful in the industry will be shifting sales philosophies.

“It’s a paradigm shift in thinking,” Harbour says. “It is a cultural shift. We were very used to selling access control as an outright sale and then walking away from the job. This might be a much different approach, but it’s also much easier approach and I think it’s really going to catch on.”

John Smith is Channel Marketing Manager, Access Systems, for Honeywell. He can be reached at (800) 675-3364 or [email protected].

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