Security Dealer & Integrator

JAN 2014

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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YOUR BUSINESS By Ray Bernard, PSP, CHS-III and Jerry Bidmead, CSPM Proft-Boosting Project Strategies Five ways to limit customer dissatisfaction and impact on the bottom line A ccording to many security systems integrators large and small, the business of systems integration has become increasingly challenging every year for more than a decade. The pace of technology change is faster, product life cycles are shorter, and both systems and devices are growing more complex. This means that it is harder to keep sales, design and installation personnel up to speed on product capabilities, value and cost. Economic challenges for integrators are greater, with fuel costs, lower product margins, and stricter financing being several factors. Economic factors also affect customers, impacting customer security budgets and increasing the pressure for cost-cutting measures, including competitive bidding. Competition for security integration projects remains keen. This makes it more important than ever to protect and maximize the profit from each individual project. The following are five strategies for boosting project profits — while none of them are new ideas — they are often neglected and their importance is much greater today due to their impact on project bottom lines. Applying these strategies 46 www.SecurityInfoWatch.com | SD&I; | January 2014

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