New Potential in Residential
While few may think of residential business encompassing access control and video surveillance solutions, there is money to be made out there for those who do. Cashing in requires knowing what to recommend and how to sell homeowners on it.
For instance, a driveway probe triggers the driveway cam to be viewed and/or recorded (Cartell is a good source), or the front doorbell triggers the front-door camera, etc. This maximizes the storage space on the DVR, ensuring that cameras record only when there is a target present.
Example of a customized video surveillance solution — Driveway and doorbell sensors along with security sensors are installed to trigger the camera, audio/video switchers and HAI automation systems. The integrated system alerts the resident by voice and elegant doorbell tones, informing them that visitors can be immediately viewed on the television, projector screen, computer monitors, or Elan touch screens. In fact, when these particular sensors are triggered, the camera views come up automatically on the Elan touch screens.
If the main TV is on (and it always is) the system engages the picture-in-picture to display the appropriate camera on the split screen for 15 seconds. If the front door bell is pressed, the front door bell tone is heard and its camera’s view is displayed. If a car drives up the driveway, a voice says, “Driveway active,” and the driveway camera’s view is displayed.
Integrating monitored home alarm systems with surveillance cameras is also a viable means to verify intruder alerts and reduce false police dispatches. More than 90 percent of all intrusion alerts are the result of user or system error, which can lead to a lot of lost manpower and money for responding agencies. Consequently, many municipalities are now requiring a second form of intrusion verification, which video can provide. This is another potential source of additional business for the home security contractor.
Access: Migrating Beyond Locks
Like camera systems, access controls are not usually specified into smaller homes. Plus, residential customers generally prefer camera systems over access control. However, there is some interest and it remains a largely untapped market. After all, every residence already has basic access control in the form of lock and key.
Residential access control systems range from door and gate openers to multisite, remote operated systems (ideal for summer or winter homes). Once again, aesthetics are extremely important. Customers don’t want to see an ugly stainless-steel maglock on a $10,000 hand-carved wooden door, or big red buttons to exit.
Instead, install automated wired/wireless deadbolts or door hardware designed for residential use. Many companies make these parts, such as Schlage, Marks USA, ASSA ABLOY Door Security Solutions and others. These devices can be remotely controlled to let visitors/maintenance staff in, as well as to arm and disarm security systems. Typical placement points of access controls are doors, gates and garage doors.
A word of caution is in order regarding access control for garage doors as it is somewhat tricky. Get rid of the openers that come with the garage doors and replace them with a security system remote control. Although Chamberlain makes many of the low-end openers the company is also a good source for enhanced, higher-end solutions. These more sophisticated remotes can allow an event log to be created and provide for the easy administration of timed access and denials/user deletions.
In addition, when looking to sell access control don’t forget about: firearms rooms; wine cellars; pantries; liquor cabinets; home theater rooms; pool gates; control rooms; safe rooms; and security guard gate houses.
Tailoring Commercial Products
Occasionally you may need to specify a commercial product for a residential application. For example, large mansions may require a large commercial system. In such cases, be sure to do your homework. Find a system that integrates card swipes and offers request-to-exit devices that fit, or closely fit, the décor.
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