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    1. Electronics & Access Control

    Diversification: Pushing on Into the 21st Century

    Nov. 1, 2017
    While there always will be mechanical locks, more and more customers are requesting electronic access control
    Both electronic and mechanical options for your customer
    Both electronic and mechanical options for your customer

    The need to diversify into other areas within the physical security arena is something that many locksmiths may not have considered. The sale and service of mechanical locks, like that of studded tires for winter driving, has declined in recent years. Lock manufacturers, driven by consumer demand and legislative requirements at the local and regional level, are pressing toward electronic alternatives to that of mechanical locks. The fact is, electronic access control is trending and it’s time to take a royal leap into the 21st Century.

    According to MarketsandMarkets Research Private Ltd. of Hadapsar, Pune, India, the access control market is expected to be worth $10.03 Billion by 2023, growing at a CAGR of 6.48% between 2017 and 2023. The access control market is mainly driven by the growing demand for security solutions globally. The overall access control market is driven by factors such as technological advancements and deployment of wireless technology in security systems, and the adoption of IoT-based security systems. For this study, the base year considered is 2016, and the market forecast is provided for 2017–2023 (http://bit.ly/2hkFjgO).

    Like every field of endeavor where technological obsolescence combines with changing governmental mandates, there’s always going to be hold outs that refuse the newest technologies. It’s natural to be reluctant about jumping into something you don’t know a lot about. However, there’s a growing body of locksmiths who have already made the decision to move ahead into electronic access control. Those who have will tell you that it’s not that difficult to learn and the rewards for doing so are assured.

    The Consumer Dictates Market Trends

    Steve Norch, CEO of Bierly Litman Locksmithing of Canton, Ohio, is one of those long-time locksmiths who have chosen to move his company to the next level. He began this effort long before it became obvious to the industry as a whole that mechanicals would one day lose favor in the consumer marketplace. In the case of Norch, the decision to do so was made more than five years ago when mechanical locks were still in wide demand.

     “In the beginning demand and margins were primarily the driving force behind my decision to explore the access control market. I soon came to see that most of the alarm companies out there install and service mostly card swipe and key pad systems,” says Norch. “I did the math and came to realize that the [profit] margins associated with electronic access control, combined with what they charge for labor, are far in advance of what locksmiths charge. I thought to myself, ‘I can do that and be a lot cheaper than they are and still make a lot more money than what I am now.’”

    Norch says that he can foresee the day when the primary means of entry into both residential and commercial facilities will be electronic access control. His opinion is that there always will be mechanical locks, but demand will not be what it is even today.

    Dig In and Begin

    The key to diversification and revenue boosting is to ‘purchase ONLY networkable electronic locks.’ Here’s why. Convertible units—as they’re usually referred to—will support both network connectivity for in-home and business LANs (Local Area Networks), general Internet access, as well as local control through wireless technologies. Radio technologies in use usually include ZigBee, Z-Wave, BlueTooth, NFC (Near Field Communication), and WiFi (also known as 802.11).

    Norch agrees. He says that the best place to start is with electronic locks that combine the best of both worlds. Convertible locks provide the mechanical protection that customers have come to expect from their favorite locksmith while offering an electronic alternate, like a keypad that uses a PIN (Personal Identification Number) for ease of use as a standalone lock--something that consumers really want.

    A convertible electronic lock admittedly will cost the client more money than a standalone model. However, it’s possible to sell the networkable version over the standalone model if you take the time to explain the advantages associated with doing so. In this case the advantage is the ability to upgrade the client’s standalone access control system to one that communicates with a central headend host computer—whether on site or in a remote cloud-based data processing center.

    Tap Into Existing Customers

    For the locksmith who has installed a ton of standalone electronic locks throughout the years, it’s possible to stimulate interest in using their own standalone electronic locks in an integrated access control network. In order to determine whether the client’s electronic locks are capable of an upgrade, you will have to research the issue before offering the service.

    For example, the Trilogy electric standalone lock can be upgraded to include Internet connectivity.

     “We came out with our electronic standalone [electric lock] in 1994, called the Trilogy Keyless Access Lock. Since that time we expanded the product line to do standalone wireless, which means you can connect them to an access control system using a gateway (access point), which connects to a client’s 802.11 (WiFi),” says Bob Swoope, vice president of sales with Alarm Lock of Amityville, NY.

    The great thing about what Alarm Lock has done is to create an upgrade kit that enables you to upgrade any of  your older standalone Trilogies so they are able to talk with the client‘s network.

     “We have an upgrade kit for mortise and cylindrical locks, which basically allows you to use the mechanical parts of the Trilogy while replacing the individual components. The locks have a 900 MHz radio that enables them to communicate with a gateway which is a radio transmitter that connects to a customer’s network. We have the availability to upgrade current locks, and we have a new network connection kit that contains the lock, gateway, 30 cards, software, and free [online] training,” says Swoope.

    Gaining the Necessary Skill-Sets

    Once you begin working with access control, it won’t take long until your clients as well as their associates learn of your newfound product offering(s).

     “Many of the people we routinely design and install key systems for often ask us for something more than a simple mechanical solution. They can use our [access control] products to track people as they come and go to and from their building(s),” says Norch.

    Of course this requires added skill sets. This includes a firm grasp of basic DC electronics, basic networking, and the same finger dexterity necessary when working with mechanical-only lock sets. If you’re like many locksmiths, you’ve already graduated from simple mechanical locks to that of standalone electronic locks, like Norch and his technicians, have. If you haven’t done so, what’s stopping you?

     “Some [of our] techs were apprehensive at first, but I was there for the whole job to answer questions and deal with troubles. We've done systems as big as 48 doors and 6 floor elevator controls. We're doing a lot of 6- to 18-camera systems right now,” says Norch. “And most of them are IP (Internet Protocol) based.”

    It's all about how you present it to your existing lock technicians. You need to teach them to walk before they run. Start them off slow with simple 1- and 2-door systems then move them into larger jobs at a reasonable pace.

     “By my doing this, my [technicians] never felt overwhelmed, they had more confidence. At some point, however, you have to pull the trigger and go over the big job. Just allow plenty of time on the first one you do so there's no added pressure due to time constraints,” says Norch.

    5 Steps to Access Control

     

    In order to make the jump from mechanical access control to electronic it’s necessary to have a plan. Of course, the best laid plans can go awry for any number of reasons, so consider this a starting point and be prepared to alter it at any time.

    1. Choose the manufacturer and the brand of equipment you intend to use.

    It’s important that you select a single brand of equipment with which you and your lock technicians will become intimately familiar with. Be conscious of the fact that many of the mechanical lock manufacturers that you have worked with throughout the years may have an electronic line of access control products that you can use in your effort to modernize your line of services. Go to  your local distributor and ask for his opinion on which access control line that you should adopt as he’s familiar with the equipment you usually purchase.

    2. Look beyond the smaller systems with an eye to top capacity.

    It’s not a bad thing to use your favorite mechanical lock manufacturer’s electronic lock offering. However, it’s important that they offer large, feature-filled access control systems as well as electronic locks. Remember, just because you may decide to use electronic locks with network capability during the initial period of your expansion doesn’t negate your need for traditional card readers, eye scanners, and other devices designed to authentic a user’s identity. Some of the calls you will inevitably receive for modern access control will involve large numbers of doors so choose your stock equipment with this in mind.

    3. Find a professional access control technician or a company that’s willing to partner with you on a job-by-job basis.

     While you’re getting all your ducks in a row, find an independent access control technician or a security company to work with. Work with them on the initial jobs you sell and be sure your own technicians shadow this person(s) so they receive a good education in how it’s done. Even if the outside professional(s) you work with makes a little more than you do, it’s definitely a great way to educate your workers. If need be, recruit the help of their sales staff to assist you in the sale of these expanded electronic systems.

    4.Educate your technicians.

    Francis Bacon once said, “Knowledge is Power” (http://bit.ly/2xVryQo). It’s important that your technicians be educated in basic DC (Direct Current) Electronics, basic network technology, electrical safety issues, and the basic precepts associated with good facility security. To make this type of education accessible to your technicians you may have to spring for the money. One way to handle this is to provide this education with an agreement that the tech will remain in your employ for a period of one or two years after said education has ended. All of this is contingent on the tech passing the requirements of the course. Another way to handle this is to send your lead technician(s) to local institutions as well as online universities.

    5. Pay to Play

    Offer to pay for the necessary electronic locks so your technicians can install them on their own residential doors. Replace the mechanical locks on your office/shop with that of a popular access control system. In a word, you must “pay to play.” Take every opportunity to provide your technicians with the experience they need so when they do their first few jobs, they have enough knowhow and experience to do the job right. It’s important to impress the customer because word of mouth advertising can just as well destroy your chances of entering the access control market in your locale as it does to bring valuable business to your door. 

    Smart Lock Options

    Here are seven quality smart locks with Internet access, listed alphabetically. Because they connect to the Internet, professionals in access control commonly refer to them as IoT (Internet of Things) devices. Because they connect to the Internet, access is provided from anywhere to each smart lock. Use the handy Web link to obtain more information on each of them.  A search of the Internet reveals 7 top contenders.

    August Smart Lock Pro

    This top lock features smartphone access, allowing the customer to lock and unlock, track users, and more, from a remote location. The August WiFi Bridge (comes with the lock) allows access to the Internet. This enables the client to access his home smart lock from anywhere in the world. The Agust Smart Lock installs on the inside of the facility so the client has the choice of using his/her standard key or their mobile device to enter. DoorSense and Auto-Lock are features that allow the client to know when the door is closed and the lock engaged. Go to http://bit.ly/2wK0T44.

    Kevo by Kwikset

    The Kevo lock uses Bluetooth technology and the user's smartphone to enable one-touch lock and unlock actions. Arms full of groceries, no problem, all you have to do is touch the lock for it to unlock. The primary means of operation is BlueTooth and the Kevo application for smart, mobile devices. 

    • Kevo tracks exactly who is locking and unlocking the door.
    • Kevo app sends notifications when my kids get home from school.
    • Kevo can send a neighbor an eKey so they can make sure the house is safe and sound.
    • Kevo can be controlled by select individuals With an eKey. The Kevo app will send a notificaton to the home or business owner when an eKey is used. Go to http://bit.ly/2hm6KXL.

    Samsung HAI/FUAN digital door lock/unlock with remote control

    Unlocks with Remote Control, M1 Cards, Pass Code on PIN pad, or Mechanical Key. Features voice navigation while operating. Total of 1020 possible user PINs. Features quick add and removal of users in the system. Go to http://bit.ly/2fEGgAT.

    • Quickly Add or Delete User Pass Code, M1 Card or Remote individually.
    • Max of 100 Codes, 800 Cards, 120 Remote Control users. Stay Unlocked Mode Available. Keypad illumination, Extra remote ASIN B01N29TBZ5,
    • Standard Latch(2 3/8" and 2 3/4" Both Available in the package).Package Includes 1 Remote Control(27A 12V battery required), 2 M1 Cards, and 2 Metal Keys
    • CE certificate, Laser Cut keys, Hidden keyhole, Easy Right or Left Handle Switching, Extra card

    Schlage Connect BE469NX CAM

    Schlage Connect Touchscreen Deadbolt with alarm with Camelot trim paired with Accent Lever with Camelot trim. Go to http://tinyurl.com/schlageconnect

    • Works with Amazon Alexa for voice control (hub required, Alexa device and hub sold separately)
    • Touch Screen keypad and lock cylinder on exterior and thumb turn interior
    • Stores up to 30 personalized user codes at a time
    • Built-in alarm with 3 alert settings
    • Z-wave technology connects to your home automation system and lets you lock or unlock your door remotely via the web or smartphone
    • Battery operated and fit standard door prep
    • ANSI Grade 1 Highest Residential Security
    • Durable Resistive Touchscreen with matte finish to protect against fingerprints and smudges

    SoHoMiLL YL 99 Keyless Electronic Keypad Lock

    The SoHoMill keyless electronic lock has an adjustable latch backset (2 3/8-Inch to 2 3/4-Inch) and it comes in Satin Nickel. Go to http://bit.ly/2xmd8pE.

    • Easy setup: master code, passage code, and up to 8 user codes - all controlled by your master code
    • Fits both left and right-hinged doors; heavy duty design (stainless steel) and all-weather
    • Design for Do It Yourself (DIY), and Easily replace most existing door locks, outdoor or indoor
    • Auto-lock from outside in three seconds after entry to ensure max. security
    • Low battery warning, plus backup battery box jumper (AAA batteries NOT included)

    Trilogy Keyless Access Lock

    Manufactured by Alarm Lock of Amnityville, NY, the Trilogy offers access control at a fraction of the price of other comperable models. Installation is simple and it takes approximately 1 hour to do. The lock supports 100 to 2,000 PIN codes, providing multi-level user codes and one-time service codes. Free passage, group- or total lock-out modes, too. All are fingertip programmable at vandalproof all-metal keypad.  PC programmable models also feature printable audit trail, auto-lock/unlock scheduling saving guard/manpower costs. PC programmable models also feature printable audit trail, auto-lock/unlock scheduling saving guard/manpower costs. Long-life battery operation (cylindrical models use 5AA off-the-shelf batteries); with low battery alert. Go to http://bit.ly/2hm5kwn.

     

    Yale Real Living® Assure Lock® with Bluetooth® (YRD446)

    Forget carrying around keys; lock and unlock your home with your smarpthone. Share digital keys with friends and family, view access history and customize lock settings and pin codes, all from your Yale Assure app. For those times when you don't have your smartphone on you, unlock by entering your unique 4-8 digit pin code on the touchscreen keypad. Go to http://bit.ly/2xqzgR5.

    • The Assure Lock uses Bluetooth to control the Yale Assure Lock on site
    • The Assure can be upgraded with a Yale Network Module to seamlessly integrate into most home automation and alarm systems.
    • Key-free unlocking at the door
    • Advanced smart home features
    • Remote access with Z-Wave or ZigBee integration
    • Modules can be purchased