There are absolutely no tricks to selling video cameras or the various devices used to control, manipulate, store or reproduce video images. None! The key is to design security applications using video as support to the security needs of the varied and often complex applications that exist in today’s world.

More often than not, the simplest appearing application can end up in a quagmire of transmission, manipulation, storage and/or review problems. Slowly, but surely, the various manufacturers of industrial video components have been able to simplify and/or improve almost everything within the industrial video system. However, change of any type within a complex network of electronic equipment can, and often does, cause consternation, confusion and/or error.

Consequently, it is the obligation of the security professional to understand that the key design elements of industrial video applications never change. The design keys remain constant and steadfast throughout the often confusing, and sometimes intimidating, equipment modifications and updates.

Following are key points that will guide you in your sales efforts.

Ask Questions to Help With System Design

Key one is to review the application or need of the client. most recent memory of being burnt. The only thing to do is to ask a lot of questions, look around, ask more questions, and look around some more. Always keep in mind that the purpose of video, within security, is to act as visual support to the overall security practices of the client.

Promote Video as a Need; Not a Life-Changing Entity

Security is a complex market derived from a large multitude of simple actions. Locking a door, but allowing access is the first of a long line of security oxymorons. A second would be view-free video systems, which is what you ultimately want to design.

Get the Facts Before Committing to a Camera

Be warned that advertising does not always promote fact. There are many cameras that are advertised as high resolution when, in fact, their resolution rating is on par with other cameras of equal quality.

Make Sure Lens Is Compatible With Cam

After choosing the camera the next step is to select the lens. Choosing the proper lens is an exercise in simple mathematics and discretion.

Transmission Available in Various Technologies

Transmitting the video signal from point A to point B is no longer an automatic either. Coaxial cable is still the singular most popular format for transmission, but not necessarily the best method available.

The last two points of discussion on the video system are recording and monitoring. As professionals, you must read about your industry and do your best to keep up with techniques and electronics. Security is still the same basic, common sense that it was 50 years ago. However, now we have better tools and more knowledge.

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