Find news and information for the executive corporate security director, CSO, facility manager and assets protection manager on issues of policy, products, incidents, risk management, threat assessments and preparedness.
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VIDEO SURVEILLANCE TRENDS & TECHNOLOGIES How to Sell Video Verification Whether you have been selling some version of video verification (mostly outdoors, right?) or just beginning, my strongest suggestion is to get focused bypicking a market or market segment. We have focused on small businesses and indoors with my alarm company, but we offer and add video verification to all of our proposals. Once you have picked your market, the next step is to pick your assembly. This can be influenced by your current video and intrusion offering, or you can design the offering specifically for your chosen I am seeing dealers across the country add between $35 to $50 per segment. Either way, you need month on top of traditional alarm t o wo r k o u t the assembly, monitoring for commercial indoor customer pricvideo verifcation. i ng a nd c re ation cost. With large systems, we mark up the system design the way we traditionally have and add the monthly fee for video verification. With small systems, we have a three-camera package or assembly that we lose money on and it takes about 12 months to recover our direct costs. I am seeing dealers across the country add between $35 to $50 per month on top of traditional alarm monitoring for commercial indoor video verification. We have focused on indoor installations because it is controllable and repeatable. If a salesperson wants to sell an outdoor system, they have to get our GM's approval of the design before they submit it to the client. We are happy to go outdoors, we just need to ensure that the system is designed well and that we charge enough because you will get more activations outdoors than indoors. Indoor systems are very straightforward and our sales team designs and proposes them on their own. Next, you will need to train your team. You will want to train your installers on the assembly to control your costs and to build confidence for your sales team. Simultaneously, you need to train your sales team on how to sell video verification. It is 32 critical that you have a planned presentation that includes a demonstration for the potential client. We use a step-by-step planned presentation that includes a demonstration. We send the potential client an alarm signal to their mobile device or computer so they can see what it will be like when their alarm goes off. All potential clients have had false alarms and or an actual and this demo shows them how valuable it is to have the operator and the owner see what caused the alarm. Demonstrate the service and they will buy it. Lastly, set appointments with your existing clients and potential clients and sell the service. For many small-business owners, much of their attention is tied up in their businesses — they need to know what is happening in their businesses in real-time and to know that an operator is working the alarm with enough information to know what is happening on the premises. Video verification makes that happen. With the increased competition from traditional and non-traditional sources, it is important to differentiate your company. By offering commercial-grade monitoring with video verification, you can avoid being lumped in with the other commoditized burglar alarm providers. ❚ Larry Folsom is the owner of American Video and Security of Las Vegas (www. avsdigital.com), which has been named a two-time Fast50 company by SD&I; magazine. He is also the president, CEO and co-founder of I-View Now, a cloud-based video verification service. To request more info about I-View Now, visit www.securityinfowatch.com/10855572. RESOURCES Learn more about verifed response: • Security Industry Alarm Coalition (SIAC): www.siacinc.org Twitter: @SIACINC • Partnership for Priority Video Alarm Response (PPVAR): www.ppvar.org Twitter: @PPVARnews www.SecurityInfoWatch.com | SD&I; | January 2014