Security Business

MAR 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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73 | SD&I | March 2014 them from competing over larger system solutions for companies and organizations with multiple facilities spread over wide geographic areas. By networking among themselves and establishing intra-dealer part- nerships, independent resellers can pool their resources to deliv- er local support services in their respective territories. For example, Galaxy has a reseller partner in the New England area that handles a major insurance company's facilities nationwide. The reseller is a local access control dealer that handles the main facility but does not have the resources to deploy the system in the insurance company's field offices, which are scattered across the country. To help secure the account, we introduced the reseller to a network of our resellers across the country to handle local deploy- ments. All sales activity goes through the New England reseller's office, which maintains supervision over the main software installation at the insurance company's headquarters location. This intra-dealer par tnership arrangement enables the local deal- er to efficiently support a national client. It's a win-win for the local dealer, its network of dealer partners and the end-user. Dynamic Training New technologies — including those that are also backwards com- patible — require new techniques to ensure they are properly imple- mented and utilized to their fullest potential. Continued training and education is critical to ensure the long-term success of every access control reseller's business, given that technologies continue to evolve at a rapid pace. Just as technology continues to change, so should the manner in which manufacturers train their reseller partners. It is important to be sure training programs continue to evolve to meet today's challenges. In past years, training sessions (includ- ing ours) consisted of an agenda of items that manufacturers wanted to convey to a group about our latest products. Although information on new features, implementation and installation tips is still important, it is only part of the curriculum that Request information: SDI_70-75_0314 Laughlin AccessControl.indd 73 3/5/14 1:43 PM

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