Remote Video Catches ‘Em in the Act
Remote video offers security contractors an attractive service to sell to their clients and build recurring revenues. Taking it a step further, interactive surveillance is transforming the security dynamic from primarily deterrence to prevention and response.
Security guards don’t have special training and they get paid a nominal amount. Most guards work alone and with little supervision, especially at night. What if the guard falls asleep or gets distracted during a security breach? Or worse — what if the guard is injured or injures someone else? Now, that guard is getting expensive.
Interactive remote surveillance systems do not let end users down and the costs are fixed. They also permit customers to look in on their businesses whenever they wish, which beats calling a guard at 4 a.m. just to check in. Simply log onto a Web site and users can see live video images of their property. They can rest assured that when interaction with a perpetrator is necessary, a highly trained human analyst will be available immediately.
Brian Fader, owner of a Mercedes-Benz dealership, says he stopped employing security guards because they were unreliable. Since then he has relied on interactive surveillance to cover his car dealership around the clock.“This certainly gives us better coverage,” he says. “If they see something going on, they come right on over the loudspeaker while they are calling the police. It’s a huge deterrent.”
Identifying Interactive Advantages
Some prospects might ask, “What about those new Webcam security systems? Aren’t they just as useful?” The answer is no. Web cameras cannot interact with a criminal on a client’s property, or alert the authorities when necessary. Cameras can be a great tool for law enforcement but are not a deterrent without human intervention, says Gee Cosper, president and CEO of security/life-safety consulting firm Gee Cosper & Associates.
Also, a business owner would have to watch an establishment constantly to get the kind of 24-hour surveillance this system provides. With that much time devoted to security, the owner would have no time to actually do business.
Interactive video monitoring services provide the human element of a guard, but without the cost. Security analysts can safely interact with intruders, perpetrators and even customers or employees via the two-way audio system. Some video monitoring services even allow employees to call as they leave the facility to request a remote escort watch them, ensuring they make it to the car. Not many security guards can do that for every employee.
For a small monthly fee, one location with around 30 cameras can be completely secured using an interactive remote surveillance service, which carries with it a 24-hour fix or replace guarantee for all hardware (video and audio devices). Even the lowest paid security guard is more expensive than a remote video monitoring service.
Still another advantage of interactive video systems is the verification of intrusion alarms. Thus, false alarms are greatly reduced or even eliminated thanks to the ability of interactive security personnel to see and hear what is happening at a given location to determine if an actual criminal event is taking place before dispatching guard patrol or police.
So how can a video monitoring service save companies money and promote revenue? Easily. These services prevent theft, promote productivity, ensure safety and provide documentation for legal pursuance of criminals, internal or external, without the salary costs and liability associated with employing a security guard. How can a video monitoring service promote recurring revenue for a security company? Again, easily. The monthly maintenance fee ensures revenue for the life of the service contract.
Going It Alone Vs. Partnering
Investing in and selling interactive surveillance technology would seemingly be a lucrative venture, and it may very well be depending on the circumstances. However, consider the costs and evaluate all the alternatives (see sidebar to learn more about the growing area of hosted video) before launching a new service.
A remote surveillance start-up is plagued by substantial expenditures and liabilities such that jumping without any partners may not provide the desired return on investment, particularly in the short-term. Not only does it require an investment in new technology, most of which is proprietary or commercially unavailable, but it also demands significant investment of time and money for the supporting infrastructure.
The video and audio feed must be completely secure yet remotely accessible to clients. The network needs to be linked to local fire and police networks. And, while well trained and properly equipped employees are the backbone of any security business, the employees necessary for an interactive remote surveillance company need to be especially highly trained (and well paid). This is because they will be interacting with potential perpetrators remotely, which can also increase the risk of liability for your company.
A final note is that it takes time to break into a niche field where there are already well established providers. Again, while not by any means impossible, aligning with a partner may be a more viable option than generating these services internally.
The Case for Dealer Programs
Instead of jumping head-first into the interactive remote surveillance field, why not wade into the waters by partnering with an existing provider? There are dealer programs available that allow electronic security installation companies to add interactive remote surveillance to their service offerings by subcontracting the work, thereby making a profit without the expensive initial investment.
Adler believes dealers should embrace the opportunity to build recurring revenue without the hassle or expense of starting a new division within their company. “It’s really very simple. Eyewitness Surveillance [which offers such a dealer program] does all of the work for a nominal partnership fee,” he says.
Offering interactive remote surveillance services will not only attract new clients but it can also be used to upsell existing customers. How much money can be made? Adler supplies an example. “Dealers can expect to make at least $600 a month per client working with us,” he says. “That’s money coming in every month just by offering a new service and selling it to your client.”
Remote Surveillance Has Arrived
Although the technology behind interactive remote surveillance has been around in one form or another for quite a while it has experienced many false starts and never quite taken off as anticipated. However, what we have now is the perfect combination of technology that has come of age, pricing models that make sense, customer demand and the need for new recurring revenue bases among dealers.
Savvy business owners are looking for technology backed up by a security team that can thwart criminals and replace expensive security guards. Interactive remote surveillance is ready to give these end users what they need. Why not be the one to help them, and profit in the process?
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