For those locksmiths who want to be successful in 2015 and in years to come, a major trend is bringing electronic access control (EAC) to interior openings. Don't stop at the front or back door. Consider the president's office, the data room, the utilities room, labs and others. Using the same credential used to get into the building, authorized employees can obtain entrance to these higher security rooms while they remain locked to everyone else, as they should be.
Since 90 percent of the openings in the market are still purely mechanically managed, just think how easy it would be to add two to four more doors per job by promoting electronic solutions. That could generate between a 15-20 percent increase in revenue without installing any more projects than before, without finding and winning any more customers and without driving to any additional sites.
For instance, developed specifically for facilities that want to upgrade from mechanical locks and keys to electronic credentials for improved security and efficiency, new standalone wireless locks are ideal for interior office doors, common area doors and sensitive storage spaces at a fraction of the cost of traditional EAC. Programming is easy. All the administrator needs is a lock and a free mobile app.
All this sounds nice to the locksmith that's been working with EAC solutions. But, what about those that have pretty much stayed with mechanical locks and only the simplest of electronic solutions. Where do they even begin?
Most likely, your manufacturer has been thinking the same thing; how can I help my locksmiths sell EAC more successfully - and install it? Go to their websites. You will probably be shocked at all the material that you will find.
You will uncover many types of training, including CEU courses, general education courses, how-to videos and webinars. Whether you want to gain CEU credits, bone up on door hardware or view a quick how-to video, odds are that you will find what you need. For instance, you will see listings of "how to" videos that range from how to re-hand a particular electronic lock to upgrading credentials.
Many websites go beyond just the technical and offer ideas to help you run a more successful business. There will be guides on codes. For instance, are you up to date on fire door codes? Do you know which state codes apply in your locale?
Lockdowns are a big topic among security managers. Are you able to provide your customer with a choice of lockdown strategies? Mechanical? Remote? Centralized? Remember, it's always easier to let a customer choose among your many offerings than to sell them only what you know you can install.
Are you able to market the new solutions that include some easy programming, simple wireless and differing types of credentials? There is no reason for a locksmith to take a backseat to security integrators on EAC jobs, especially those that have been historically the purview of locksmiths. The information is available and there is a lot of it.
Consider spending an investment of 15 minutes a day going over your favorite manufacturer's website or taking a class or two. The return on investment will be outstanding. Couldn't you use a 15 to 20 percent revenue increase per job, simply by securing a couple more doors with EAC?
Minu Youngkin is Allegion's Integrator Marketing Manager
