The increase in security at airports since Sept. 11, 2001, has been obvious. The large metropolitan airports are crawling with additional personnel, equipment and activity. These large airports have security staffs that usually involve in-house locksmiths to install and service the security...
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In addition to selling new hardware, every piece of hardware that is currently installed presents an opportunity for ongoing service. Discuss the idea of a preventative maintenance contract where (for a charge) you will do a bi-monthly security walk-thru to identify areas in need of additional service.
Here are some potential targets:
Cam, File & Cabinet Locks – Every office and ticket counter is filled with office equipment, storage cabinets, closets and file cabinets. Everything in a customer or common area must be kept locked. Look around and start counting the potential.
Mechanical Door Locks – Everyday use, extremely heavy use, damage from equipment and carts, latch adjustment, door and frame alignment, broken keys, wear and tear, etc. can all add up to service potential.
Hinges & Pivots – Extended use, high winds, stripped screws, propped doors and collisions with carts can all cause doors to sage, bend or warp. Heavier hinges, continuous hinges, doorstops, door bumpers, pivots and door coordinators are all suspect for adjustment or replacement over time.
Door Closers – Surface mounted door closers, floor closers, concealed overhead closers and spring-assisted hinges are things that wear out. Back check, closing speed and latching speed can all change with extended use and even changes in the weather. Pointing out the potential liability of a slamming door or leaking closer to a maintenance or security person will likely get their attention.
Exit Devices – Rim, mortise, surface or concealed vertical rod or electrified panic devices are subject to service. Mechanical lock down parts that use screws or cams can wear out. Electronic hold back or latch retraction units can bind or fail. Simple alignment or adjustment can be the difference between a door closing fully or being left unlocked.
High Security & Restricted Keys – The obvious benefit of key control may need to be explained to your customer. Don’t assume that your customer knows you offer a wide variety of brands featuring a varying list of benefits. Explain the difference between restricted and patented. Explain the various points of high security (side bars, factory milling, anti-drill discs, angled pins, etc.) and why they make it virtually impossible for someone to get unauthorized copies of these keys. While you’re at it, don’t forget to point out the benefits of removable and/or interchangeable core lock systems and the labor they save.
Electronic Door Locks – Programming and maintenance are needed to keep the information current. Explain the benefits of audit trails and time zones. It’s amazing how many electronic locks with the capability to track hundreds of users and codes are set up with one code shared by all users. This makes an audit trail worthless. Explain the features they have already that aren’t being used properly.
Electric Strikes – Adjustment, solenoid replacement, wire connections that come loose and using the wrong strike for the job are all common problems. Don’t use an intermittent duty strike in a continuous duty application. If a strike keeps breaking or wearing out, installing a heavy-duty strike may solve the problem. Keep in mind the importance of a properly aligned and smoothly closing door to operate correctly when an electric strike is involved.
Electromagnetic Locks – Mostly maintenance free, these locks may need an occasional adjustment of the door or strike plate. If a battery backup is used in the power supply, the batteries should be checked to make sure they meet their load rating and life expectancy.
Closed Circuit Television – Constant changes are possible with CCTV equipment. Camera adjustment, lens changes, lighting variation, area covered, pan-tilt-zoom needs change, housing get damaged, etc. Consider the cameras, lenses, housings, wiring, monitors and recording equipment in the whole package. Are they using full color, high-resolution equipment tied to digital recorders or is it old black-and-white cameras hooked up to a VHS system? In an emergency, the better the picture, the better the chance of finding the solution to the problem.
Car Rental Companies – Most airports have on-site car rental companies. They all have doors, office equipment and loads of cars, all with locks. If you no longer do automotive work, be prepared to recommend a friend or colleague who does.
Toll Booths – Some potential here for door, equipment and cabinet locks.
Parking Garages – Doors, locks, closers, hinges etc.
Other Vendors – As mentioned earlier, there are usually some food, gift shop, shoe shining, luggage repair or other types of vendors, even in smaller airports. If it involves a gate, door, counter or cash register, there are locks waiting to fail.
After speaking with various smaller airports in the Midwest, there were three common threads. One, they were reluctant to offer too much specific information; two, they didn’t want to be identified in this article; and three, there are plenty of opportunities for local security professionals.
Because of the security issues involved, I agreed I wouldn’t name any of the airports or identify specific cities, personnel, product names, models or keyways. Use your own imagination to figure out where the potential exists for smaller airports in your geographic territory.
It will take some effort on your part. Identify who is in charge of security, make an appointment to meet with them and go prepared. Bring any brochures or material that explains who you are and what you have to offer in the way of security sales and service.
Dress professionally and explain how you can assist them in meeting their needs. Take some mounted product samples and literature on the products you are proposing. Explain that as a security professional, you can offer consultation and would be willing to do a security survey to better understand their needs. After all, if you don’t tell them about the great service you offer, who will?
The lock stile is where the majority of day-to-day lock service is performed. From keyed cylinders and thumb-turns to latches deadbolts and hook bolts, this is where the action is.
The Trine 3000 program helps the locksmith stock the right electric strike for any job.
A discussion on basic door maintenance.