Security Business

MAR 2019

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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Page 60 of 109

March 2019 / / Security Business 59 are focused on exploiting against us. ey are wrong. It is easy to see why pundits might claim that local staff and offices are liabilities; aer all, the DIY model has no field installation labor costs and no need for expensive local real estate and associated expenses. Instead, the DIY model relies on their customers to provide hours of their own time for installation while the companies cen- tralize their support operations in call centers and fulfillment warehouses. is centralization provides ample opportunities to reduce both the direct costs to install a system and associated overhead; in fact, if the customer experience is no better with local labor and support operations, then these costs are indeed liabilities. How do traditional companies turn these local offices and staff into com- petitive weapons? By positioning them to deliver a level of service these new models cannot match. At ADS Security, we describe this as delivering "legendary service to our customers." Call it what you will, but if you are not pressing this advan- tage every time you are face-to-face with a customer, you are giving away a unique point of leverage. Success for traditional residential security integra- tors will hinge on your ability to dra- matically differentiate every time your team engages your customer. The Keys to Competing with DIY Training: What will it take to suc- ceed in this new competitive land- scape? First and foremost, it will require spending time and money to invest in each member of your team. Every person who touches a cus- tomer must receive continuous train- ing on new technologies to learn how they can make the customer expe- rience easier. ey will also require training on the principles and tactics Turn your camera into an NVR with 30+ days of storage Micron ® Industrial microSD Cards Edge storage for surveillance IP cameras • 32GB-256GB • 3 years 24x7 recording • 2M hours MTTF; 0.44% AFR • Lifetime health monitor • Frame capture optimization; 30 FPS Request information: The cost structure of local brick-and- mortar and labor costs are just the thing (our new competitors) are focused on exploiting against us. They are wrong.

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