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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October 2016 www.SecurityInfoWatch.com / Security Dealer & Integrator 65 Expanding Technology Choices As dealers know first-hand, running a business is stressful, and managing employees can be diffi- cult — especially when you cannot be present all the time. e latest technology offers improved and more convenient property security and access con- trol, but where technology is really driving differen- tiation in the market is through operational insights. Technologies enable owners and managers to get detailed insights into how their business operates, detect if a location opened late or closed early, and identify the responsible employees. e challenges of managing employees and simplifying employee access to the business grow in complexity and become more time-consuming when they include multiple locations. Business owners value a single interface for all their business locations, as well as the capability to manage user codes and access con- trol across each property. Business Intelligence is another way that security dealers can deliver new value to small- and medi- um-sized business owners. Innovative analytics and data visualization tools provide actionable insights into customer patterns. e business owner can opti- mize staffing and hours of operation to capture more business during peak traffic flow times and more efficiently manage low traffic times. Sales Tactics With these enhanced offerings and the extended value they provide, the sales approach has increased in scope — from one focused only on preventing negative outcomes, to communicating positive, mea- surable business benefits. If you were to listen in to a typical sales pitch five years ago, you would have Learn more about our outdoor AV devices at: systemsensor.com/outdoorAV ©2016 System Sensor. All Rights Reserved. Just like an otter's coat, our outdoor AV devices and accessories keep the insides nice and dry. System Sensor SpectrAlert ® Advance outdoor audible visible notifi cation appliances provide all the time- and labor-saving benefi ts as the rest of the award-winning SpectrAlert Advance family. And with features designed specifi cally for outdoor environments, these devices deliver weatherproof performance. You don't want those otter devices. Outdoor Ceiling Devices Outdoor Wall Devices Request information: www.SecurityInfoWatch.com/10215277 heard terms like: slip and fall, liability control and shrinkage — all negative, fear-based selling points. Today, the right sales messages talk to the cus- tomer on positive terms that highlight how the sys- tem can help them run their business more effec- tively day to day, with capabilities like employee management, efficiency and productivity. While the primary driver of the sale remains security, the abil- ity to tell a compelling return on investment story to small business owners is an exciting new way to differentiate and add new value. e market opportunity is now for security dealers to extend into commercial services and engage with small businesses. e similarities with the residential business create a highly accessible opportunity. As new technology solutions promise to redefine the space, the time is right to make the move. ■ » Brian Lohse is Director of Commercial Sales for Alarm.com. Request more info about the company at www.securityinfowatch.com/10216128. Mobile alerts and alarm functionality common to the residential security market are equally applicable to small businesses.