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ACCESS CONTROL & IDENTITY By Paul Rothman Manufacturer 1-on-1: Kwikset Exclusive Q&A; with Keith Brandon, the company's residential access control guru W hen it comes to residential access control, Kwikset is a brand that most dealers and integrators — as well as their homeowner customers — know pretty well. The manufacturer's Home Connect locks achieved Z-Wave certification back in 2010, and since have become an integral piece in many home automation and security systems. SD&I; recently caught up with Keith Brandon, the Director of Residential Access Solutions "Dealers don't have to stray far from their core selling proposition around security, since the lock is such a natural ft and extension of what they are already selling," Brandon says. for Kwikset, who explained the value of the locks to the alarm dealer market, ways to earn RMR, and a look to the future of the mechanical lock industry. To request more information about Kwikset, please visit www.securityinfowatch.com/10939880. Q: How is the Kwikset product applicable to the alarm dealer market? Brandon: Kwikset Z-Wave locks are a natural device fit and extension of the security solu68 tions that the alarm dealer is already selling. A lock is a security product that provides a core benefit for homeowners in locking their doors to ensure that they feel secure both at home and when they are away. It's surprising that previously a security solution could provide a status to homeowners of whether their door was open or closed but couldn't actually lock the door — Kwikset Z-Wave locks provide this full solution (To see the latest Kwikset Z-Wave offering, check out www.securityinfowatch. com/11104496). How is RMR tied to the product? When Kwikset Z-Wave locks are added to an interactive security solution, alarm dealers can use the locks, along with other Z-Wave devices such as thermostats and lighting controls, to increase the value of their offering and lift total RMR revenues. The lock is also a device that homeowners use every day in their daily lives, which in turn can increase the use of the dealer's system and help to drive retention as they find more value in what they are using and interacting with on a frequent basis. What's the best way for integrators to explain the product and sell it to a homeowner? The great thing about Kwikset Z-Wave locks is that the dealers don't have to stray far from their core selling proposition around security, since the lock is such a natural fit and extension of what they are already selling. For the homeowner, the remote capabilities of know- www.SecurityInfoWatch.com | SD&I; | September 2013