Try These Ideas
Tips for selecting your access control partner
- By Karen Evans
- Jan 01, 2018
The global access control market is forecast to be worth
nearly $10 billion by 2022, with annual growth nearing
7.5 percent over the next six years, according to a recent
report by Markets and Markets Research firm. The report
indicates that access control has quickly become
one of the top-selling segments of the physical security industry, and
North America is expected to hold the largest share of the global access
control market. If you’re a security integrator with an access control
partner who does not meet your needs or are without an access
control partner and solution on your line card, now is the time to
consider getting in.
The projected growth makes an attractive proposition for system
integrators, dealers and distributors looking to either add to their access
control line or enter the market with a new offering. However, selecting
the right manufacturer partner involves more than comparing
price lists. There are many variables involved in selecting an access
control partner, but most important are the manufacturer’s product
development capabilities, service and support, and last, but not least,
their reputation and track record.
PRODUCT DEVELOPMENT
The pace of change in the physical security marketplace makes it imperative
for access control manufacturers to regularly refresh their
product line with software upgrades, new product solutions and
increased integration capabilities. As an example, wireless locks are
gaining significant traction in the marketplace because of flexible
deployment and their use in providing users with cost-savings on
infrastructure along with actionable intelligence. Manufacturers offering
access controllers that fully integrate with today’s wireless locks
provide a ready-made, trending solution for installers with a strong
value proposition.
Security resellers looking to enter the access control market may
want to consider doing so with a specialized product such as an emergency
notification and lockdown system for the education market.
These advanced systems provide real-time classroom status, updates
and notifications to administrators and first responders using graphical
maps, email and text messaging to assist in making split-second
decisions in the event of an incident or developing situation. This is a
hot category for the education market as well as mixed-use facilities
that, pardon the pun, open doors for access sales and opportunities.
OPERATIONAL EFFICIENCY
The operational efficiency of your access partner will greatly impact
your long-term success. Even something as simple as a return policy
can increase the potential for a satisfied end user. Additionally, working
with a manufacturer that excels in operational efficiency makes
managing inventory and acquiring goods smoother and more efficient
for you.
Business priorities will differ from one sales organization to the
next, but the following few measures should be operational standards
for the manufacturer — efficient ordering and status; same-day
shipment of core products; GSA and PEPPM purchasing contracts;
clearly defined reseller contracts; fair access to marketing materials/
support; and equitable pricing policies.
REPUTATION/TRACK RECORD
When looking at a potential access control manufacturer partner, it
can help to separate the criteria between hard and soft — hard being
the product, pricing and technical requirements, with the soft
involving more complex assessments relating to reputation and track
record.
Reputation is earned through field-proven and time-tested installations
for a solid base of clients. These same clients’ testimonies will
become invaluable references for you. Company size and geographic
location can also have a bearing on talent and how quickly situations
are remediated. Manufacturers who produce their product off-shore
may not be able to quickly address technical issues or react to changing
needs. It’s important to know how long the company has been
in business and specializing in access control products. If it’s just an
off-shoot of their main physical security product line, it may be secondary
to them and you may end up paying for their learning curve.
SUPPORT
In the highly competitive access control market, after-sales training
and knowledgeable support are mandatory. A competent and knowledgeable
manufacturer must have problem-solving experience with
accessibility to key personnel ranging from customer service personnel
and engineers to the corner office. This high level of support and
accessibility will help propel sales and sustain long-term customer
relationships.
The time is right to move into access control or enhance your current
solution offerings with products that you and your customers
can grow with. Follow the core criteria outlined for selecting an access
control supplier, and you’ll open the door to new sales opportunities
(pardon the pun one last time).
This article originally appeared in the January 2018 issue of Security Today.