Invest Energy to Save Energy and Power Profits
Security systems integrators are uniquely positioned to capitalize on the trend toward saving energy and sustainability. Providing energy management solutions is a natural extension of the relationships, skill sets and system capabilities already inherent in servicing clients.
Combining skills in access control and video systems with new applications of using these systems to save energy decreases the payback period for funding physical security systems. Integrators need to learn the language, trends and methods of energy management. ©iStockphoto.com/ZoneCreative
Get Inside Customers’ Businesses
Most physicists view energy as the ability to perform work defined as force X matter X distance. Since I did not pass the rocket science test in college, I am going to simplify the idea a bit. Let’s think about saving energy by reducing the individual workloads our customers must perform in their buildings. Now this is going to fly in the face of convention. I know, new ground for me, and will require a new approach to selling complex solutions because it takes you out of your comfort zone! Allow me to elaborate.
Force yourself and your individual stakeholders to take a fresh look at the energy it takes to do their jobs every day with discrete and aging systems for BAS, HVAC, security, video, and access control systems that require more Band-Aids, budget dollars and hassle. It does matter because in these times what has worked in the past won’t cut it in the future, especially if the “hidden” costs are compartmentalized and not recognized f
or what they really are, wasteful.
You must go the distance to build some bridges between departments; really understand how and why inefficiencies are not addressed. And be willing to paint a compelling business and system solution for senior management to fund. So who is the one person that could really help you out? Who looks broadly at the entire financial landscape and has the ear of the CEO … the controller or CFO! It is their responsibility to look at the big picture for saving money and streamlining operating expenses.
So when you think about saving energy, think about it from a big picture perspective. Save your company some energy by doing your homework with existing customers to learn the real costs of managing lots of different building systems. Save your customers some energy by delivering more technology and services from a single vendor; one phone number is easier to remember than five isn’t it? Save some energy for the environment because it’s our responsibility to our children.
Finally, save energy because it is expensive and upselling solutions that save money make great business sense.
Paul Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is principal of Canfield, Ohio-based Matterhorn Consulting (www.matterhornconsulting.com). He has more than 30 years of diverse security and safety industry experience and can be contacted at [email protected].
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About the Author
Paul Boucherle, SSI Contributor
Paul C. Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is Security Sales & Integration’s “Business Fitness” columnist. A principal of Matterhorn Consulting, he has more than 30 years of diverse security and safety industry experience including UL central station operations, risk-vulnerability assessments, strategic security program design and management of industry convergence challenges. Boucherle has successfully guided top-tier companies in achieving enhanced ROI resulting from improved sales and operational management techniques. He is a charismatic speaker and educator on a wide range of critical topics relating to the security industry of today and an accomplished corporate strategist and marketer whose vision and expertise in business performance have driven notable enterprise growth in the security industry sector.
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