Open More Revenue Doors With Access Control
The need to determine who goes where when continues to make access control one of the security industry’s most in-demand offerings. Pick up some soup-to-nuts pointers on how to improve your success from initial sale to deploying advanced capabilities.
Here is an example of how long-range RFID readers can be used with RFID tag devices and biometric readers to identify both pilot and plane as they move throughout an airport.
Biometrics, Databases and Automation
Let’s wrap up our access control exploration with some further tips and advice.
Make sure that biometric reader devices fit the physical specifications of users. For example, certain fingerprint readers have trouble reading the topography of worn and dirty fingertips of laborers. Look for a reader that can define below the surface of the finger, or better yet possibly look for something like a hand geometry device.
Another suggestion is ensuring you have addressed who will be responsible for entering the profile and configuration data for new system enrollees. This is a good example of how you want to define all project responsibilities in your proposal and contract. I have often noticed, on even very large access control systems, that the customer assumed the integrator was doing the data entry and vice versa. The data entry time was never planned in the contract.
Finally, don’t forget using some basic alarm services you already have in place for access control. One of the simplest upgrades is providing your clients open & closing services from their existing alarm systems. Many panels today have programmable access capability.
If you have a customer with older alarm equipment that is not programmable, your central station may be capable of providing access control services via automation software such as Alarm Center from Security Information Systems. Such programs can configure at the central station access control rights and schedules based on alarm panel arming/disarming codes. Systems can even be partitioned for area access within an account. Remember, these types of services can add recurring monthly revenue (RMR).
Bob Dolph has served in various technical management and advisory positions in the security industry for 30+ years. To share tips and installation questions, E-mail Bob at [email protected]. Check out his Tech Shack blog at www.securitysales.com/blog.
Tech Talk Tool Tip
This month’s pick is the Aperio product line from ASSA ABLOY.
It is based on smart technology that enables mechanical locks to be wirelessly linked to an existing access control system. According to the manufacturer, only 5% of all doors today are connected to access control systems. Therefore, for every wired door there is an opportunity to equip seven more with this solution.
Since Aperio’s technology is compatible with most common radio frequency identification (RFID), integration is easy to accomplish. The nonproprietary, open architecture of Aperio provides a convenient way of connecting with any standardized interface.
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About the Author
Bob Dolph, SSI Contributor
Bob is currently a Security Sales & Integration "Tech Talk" columnist and a contributing technical writer. Bob installed his first DIY home intercom system at the age of 13, and formally started his technology career as a Navy communication electronics technician during the Vietnam War. He then attended the Milwaukee School of Engineering and went on to complete a Security Management program at Milwaukee Area Technical College. Since 1976, Bob has served in a variety of technical, training and project management positions with organizations such ADT, Rollins, National Guardian, Lockheed Martin, American Alarm Supply, Sonitrol and Ingersoll Rand. Early in his career, Bob started and operated his own alarm dealership. He has also served as treasurer of the Wisconsin Burglar and Fire Alarm Association and on Security Industry Association (SIA) standards committees. Bob also provides media and training consulting to the security industry.
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