If all the terrorists were suddenly apprehended and jailed, the world might again be a peaceful place and the security business might lose its status as a major growth industry.

Since these ifs and mights are unlikely, we are indeed members of a major growth industry in which end- user customers buy more security every year. While all user sectors of the industry are growing, more and more of America’s infrastructure needs protecting. Therefore, the governmental and commercial markets are the fastest growing markets in early 2005.

When users calculate their security needs for 2005, they are like everyone else in business: They always have loads of questions that need answering. The way they go about it depends on how much help they receive from the dealers and integrators they depend on as experts; or from manufacturers that communicate with them; and all the other sources of information they have. So why should a user worry?

Information Eases User Worries
According to an analysis of end-user issues, customers say they have a lot to worry about (see chart on page 20 of February issue). A nationwide panel of dealers and integrators were asked what concerns were at the top of their customers’ list.

At the very top is the need for industry information. End users want to stay abreast of all the new products, systems and technologies being introduced. How else do they know how to make the best buying decisions?

This is not to say they don’t have information sources. They do. But it’s a little like watching the stocks in your pension plan — they’re up one day and down the next. Do you stay with what you bought last year, or do you buy something else?

The fact is that like dealers, end users are lost in the glut of information they are being inundated with by manufacturers. They don’t need more information — they need the right information. With so many products to choose from, they need the answer on which choice suits them best.

To make up your mind, you have to check almost every day. After all, management is expecting that the CSO or security director is providing the organization with the very best protection for the money being requested.

Budgets, Add-Ons Are Also Issues
This is just the beginning of the issues the user has. They’re also concerned about the size of their budgets. Will they be able to afford everything they need this year? To evaluate how far a dollar will go, they want information on pricing. This is important with more buying channels emerging throughout the industry.

The one item that does not seem to bother users much is their ability to replace guards. This is a testament to today’s manufacturers, dealers and integrators that constantly deliver the equipment and systems that make 2005’s security systems more effective than ever in delivering value to the user.

 

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