Security Business

JUN 2018

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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14 Security Dealer & Integrator / June 2018 Access Control SECURITY WATCH Inside ASSA ABLOY's Merger of HES and Securitron Exclusive Q&A with Stacy Deveraux on the reasons for the change and the strategy moving forward When ASSA ABLOY announced it would unify two of its popular access control hardware companies – HES and Securitron – under the brand of ASSA ABLOY Electronic Security Hardware , it was designed to simplify the operations of both companies. Both brands have been a part of the ASSA ABLOY Group for more than 15 years, and both have thrived selling through the same channels and to the same customers. Merging them will streamline these efforts while also helping to develop a more robust product portfolio beyond electric strikes and magnetic locks. recently caught up with Stacy Deveraux, VP of Marketing and Product Management for ASSA ABLOY's Electromechanical Specialties and High Security Group to discuss the merger: What was the goal of the merger? Deveraux: As the security indus- try transforms from product-based sales to complete solution sales, this merger reflects ASSA ABLOY's cus- tomer-facing strategy to deliver conti- nuity and simplicity to customers. Were there any concerns about losing some of the brand cache that both HES and Securitron had built? It is critical to carry forward the legacy of the brands. Legacy products retain the HES and Securitron names, such as the HES 1006 Electric Strike and Securitron M62 Magnalock; in addition, we focused on bring forward the best of both brands – for exam- ple, HES packaging and Securitron's no-fault, no-questions-asked war- ranty, which now applies to all Securitron and HES products. channel partners. Our team commu- nicated early and often with partners to inform them of coming changes and to garner feedback in order to make adjustments and improvements throughout the process. How will this better streamline product offerings and how they are brought to market? Bringing these two legacy brands together allows us to provide a solu- tion that is more comprehensive than either brand could provide alone. Some integrators prefer installing a complete solution from a single man- ufacturer, while others like to select best-in-class individual components to build a solution. This makes sure we offer products in ways that satisfy both of those approaches. Have there been any miscon- ceptions or confusion about this combination that you think needs to be addressed? Response to the HES and Securitron unification has been pos- itive. By communicating up front and with transparency throughout the process, listening to and valuing stakeholder feedback, and hold- ing true to the qualities that built our legacy brands, we have been able to provide our partners will a clear vision of what's to come and how it will help benefit their businesses. Will this impact the respective employees of each organization? HES and Securitron have worked alongside each other for years, with a combined sales force for around 15 years, and over time, they moved into the same building and share the same internal systems. Now that the brands are officially united, we are able to highlight and accentuate the best offerings of each brand. ■ BY JOEL GRIFFIN, EDITOR, SECURITYINFOWATCH.COM What steps were taken to inte- grate the companies together? This has been a careful, step-by- step process to make sure the tran- sition is smooth with no interruption to sales, service or support for our customers. We strive to simplify the model and make it as easy to do busi- ness with us as possible. How does bringing the compa- nies together help you better serve dealers and partners? During the past four decades, HES and Securitron have built reputa- tions for electric strikes and mag- netic locks; however, we have much more to offer. From power supplies to IP-enabled wireless cabinet locks, we are helping customers secure not only doors, but any opening – from gates to drawers and cabinets. Both HES and Securitron started as component product manufacturers. The component market is still a large and important part of what we offer; but, with the increased complexity of access control and security systems, integrators need more flexibility and options to meet customer demand. What challenges are you expect- ing with the new brand launch? The challenges of launching a new brand also allow for new opportuni- ties to connect with customers and "With the increased complexity of access control and security systems, integrators need more flexibility and options to meet customer demand." – Stacy Deveraux, ASSA ABLOY

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