Back Page, April 2026

10 Years Ago

Know Your Distributor was our April 2016 cover focus. We profiled four leading distributors (at that time), Clark Security, HL Flake, IML and SECLOCK. IML and SECLOCK remain, with Clark Security absorbed by Anixter and then Wesco and HL Flake is now part of Banner Solutions. Arnie Goldman (now retired president of IDN-Hardware Sales) wrote about creating a professional image for your locksmith company. “Dress like a professional, sell quality products, and act like a professional,” was valuable advice from Goldman’s father that is still valid today. Tom Brigham listed “The Advantages of Knowing Your Distributor,” which include technical support, on-time shipment, and customer support, especially valuable when problems occur. Tim O’Leary wrote an overview of electromagnetic locks, addressing code compliance and providing installation tips. Gale Johnson also addressed maglocks, noting that swinging or sliding doors, overhead doors and fence gate doors are just some of the instances where maglocks may provide the simplest access control solution.

20 Years Ago

Tim O’Leary described the emergence of biometric technology.  Tom Gillespie introduced the Herald Datanetics Limited fingerprint door lock. This company is long gone.  Rod Oden showed how to install an access control system on an aluminum storefront door. Our SHDA coverage in 2006 included interviews with Accredited Lock, Key Products and Security Plus.  Kaba Ilco showed their new RW3 automotive cloning tool. Maureen Williams, D&D Technologies, offered the installation of D&D gate locks as an added profit center. Jerry Levine tested a Brinks Touch 'N Open Biometrics safe.  Locksmith Ledger attended the Texas Locksmith Association (TLA) convention in Fort Worth, Texas.  2006 ALOA President, Bob Mock was interviewed by Steve Kaufman. A good interview to re-read.  Tiny reported on the servicing problems associated with Chevrolet Cobalt ignition locks.     

Create Your Own Professional Image

Editor’s Note: This SHDA Report from (now retired) IDN Hardware Sales President Arnie Goldman contains advice that remains valuable today.

SHDA suggests to the modern lock and security pro that, “Customers appreciate and relate to professional-looking service providers. A sharp shirt with your company logo will do the trick. Also, why not take booties with you on residential calls? You need not invest a lot in your uniform — a clean, pressed pair of khakis and a logo-shirt are more than sufficient. What is your professional image in the eyes of your customer? The first impression you make on a potential customer can reap rewards for the long-term potential of that customer and the references they will make, leading to increased sales potential.”

Rob Massard, President of Redford Lock Security Solutions (www.redfordlock.com), believes in “professionalism from start to finish.” His goal is to sell the features and benefits of security (“people buy the professionalism”), starting with the basics of a mechanically sound door and then adding access control.

Redford Lock certainly does what SHDA preaches, which includes, adding “Professional Signage on your Trucks—this is an ideal advertising opportunity. The sign should include your business name, phone number, web address and a reference to services you provide.”

Here are some other recommendations from SHDA:

Create a Security Checklist to Help Customers. Proper home and office security can help prevent theft, damage and injury. Prepare a checklist for residential and institutional customers. Increase your sales by up-selling when on a call.

Make a list of potential customers in your area—retail, office, multi-housing buildings, etc. Set aside some time each week to visit and introduce them to your services. Let them know you are right in their neighborhood and are ready to assist with whatever needs they might have

Create powerful advertising, including first-rate business cards, attractive flyers and a strong website presence for one’s business. Add Educational Videos to your website — link to YouTube presentations or product demonstrations. Talk to your distributor about what they might have available to help you with your website.

Use Yelp and Google and list your business on FindALocksmith.com.

Read the full article at www.locksmithledger.com/12173225