There is good news for the access control industry: it is forecast for steady growth in 2012. According to a new report from Global Industry Analysts, the global electronic access control systems market is to reach $14.7 billion by 2017.
The financial pinch is seen to potentially play in the industry’s favor, with increases in thefts, break-ins, shoplifting and the like putting greater importance on access and security systems.
While bright, the picture needs to be balanced, especially if you don’t know what your sales landscape looks like. Considerable economic insecurity remains and the U.S. debt continues to increase; unemployment is high and for businesses, there are still regulatory and compliance hoops to jump through, among other risks.
To unlock your upside potential, you need to identify your prospects’ pain. The key is to understand and address four real business issues many operators face – and know how to probe those areas with related questions to ultimately grow your business.
1. Key Control
Your issues training begins with informing your prospects that they need to grab their brass keys…. and throw them away.
Something feels safe about holding a ring of brass keys. Its heft can give your prospects a sense of control over who can enter their businesses and where they’re allowed to go.
The question is: How can master keys be suitably controlled? Even under the most deliberately managed key control protocol, loopholes exist, such as loaning of keys between personnel; too many and lost and stolen keys; excessive key levels; ineffective return procedures; and lack of personnel to service cylinders and keys.
Moreover, there is the cost and time incurred to maintain and change mechanical keys and locks.
Electronic access control reduces risk because it eliminates the need to mechanically re-key buildings, saving time and money. An electronic system is easy to change instantly to eliminate vulnerability, and to reduce risk and liability.
When discussing key control, ask your prospects these questions:
1. How many total keys are in circulation?
2. How many different keys are in circulation?
3. Is there 100 percent certainty of unauthorized key usage?
4. If someone loses his or her keys, what controls are in place to ensure
5. Does the key control system consider changes in personnel?
6. With multiple facilities, what is the strategy for the overall organization and for each individual site?
7. Who is responsible for keys in the organization?
It’s no news that businesses are required follow certain specifications, policies or standards of law. Government and regulatory agencies have tremendous power over those found to have ignored laws or mandates and doing so could lead to fines, as well lost revenue -- even business closure.
Make sure that your understanding of how regulatory compliance affects your prospects is clearly documented. Depending on what kind of business your prospects are in, there’s a good chance they’ll need to abide by one or more of the following:
- The Health Information Portability and Privacy Act (HIPPA)
- The Payment Card Industry Standard (PCI)
- The Sarbanes-Oxley Act of 2002.
Security equipment manufactures aren’t immune. The National Industrial Security Program Operating Manual (NISPOM) says that makers of automated access control equipment or devices must assure in writing that their systems will meet certain standards.
When discussing electronic access control with prospects, be sure to cover the following compliance questions. Some or all could apply.
1. Do you know about the compliance rules/regulations governing your customer’s business/industry?
2. Does the prospect maintain employee medical information?
3. Do they store confidential or personal customer information?
4. Do they collect credit card information?
5. Are they a publically-traded company?