Prepare for Perimeter Growth

perimeter security home

Perimeter security could be a lucrative niche for your security firm over the next five years. Government agencies and commercial businesses are looking to move the line of security away from the front door of the building and onto the perimeter line of the property. As more businesses expand their wall of security, demand for the service will increase. By preparing your sales team now to incorporate perimeter security into their sales pitch, you can gain an advantage over your local competition.

 

Perimeter security is a form of prevention. Government offices with sensitive information or critical services would rather spend the money preventing serious problems. Commercial businesses would rather eat the cost of security now rather than see a spike in insurance coverage after an inevitable breach.

 

Before going high-tech, consult with your clients to see if there are any low-tech solutions for perimeter security. Burglars can easily take advantage of fencing gaps, weak doors, and low walls.  Even adding industrial lighting to the exterior of the building is a basic way to deter crime that many small-business owners overlook. If you don’t have a strong relationship with a reliable contractor, start making contact now. Perimeter security often means physical deterrents.

 

For low-tech solutions, you can offer your clients some simple options first. Go on site and show them how motion detectors and video cameras can deter criminals without much additional cost to the overall security package.

 

Finally, work with us at National Monitoring Center (NMC) to help you identify the clients who will want to security features with high-tech solutions. Biometric security, laser fencing, and live communication options are all readily accessible for the business or government agency that needs to avoid security problems at all costs.

How To Talk About CO and Radon

carbon monoxide monitoring

As you already know, most homeowners come to you with concerns about fire and burglary. And because most of them already have fire alarms in the kitchen and deadbolt locks on the front door, they often lack a sense of urgency to make a buying decision. However, by introducing the dangers of carbon monoxide and radon poisoning, you can give them the motivation necessary to sign a contract on the spot.

 

Although you want to introduce poison gas monitoring, you can easily make the customer defensive with scare tactics. Because both carbon monoxide and radon are odorless, most customers do not have a first hand experience with the dangers. Emotionally, poison gas is like a ghost; if the customer can’t see it or smell it, then is it really there?

 

Start with a fact sheet. Written information often comes with more credence that the word of a salesperson. A properly cited reference indicating that up to 4,000 people die every year from carbon monoxide poisoning will have more of an impact than just another piece of information coming out in the sales pitch. For those consumers with potential exposure to radon through unfinished basements, the statistics are more frightening at 30,000 annual deaths due to lung cancer. When presenting information about either danger, having multiple sources from reputable news organizations like the New York Times will give your clients confidence in the information. Without a good source, the statistics could undermine the entire sales approach.

 

For a more aggressive sales approach, you can ask any potential clients sign a “liability elimination form” confirming that the salesperson covered each topic during the visit. Of course, clients will pay more attention when they are being asked to sign a document. This kind of sales tactic can feel artificial unless the release was genuinely written by a lawyer trying to help you avoid being sued for neglect.

 

Finally, you can offer your clients a free plug-in CO detector when they sign the contract. This immediately will give the clients a solution to their new-found fears in poison gas and allows your team time to come out and install the permanent monitoring device. Of course, this is an emotional ploy that can come with some backlash if the clients don’t sign the contract.

 

Poison gas is a highly motivating factor for buying a home security system. Contact National Monitoring Center (NMC) for additional guidance on how to use this sales approach to increase your sales rate.

 

Selling Points for Elevator Monitoring

elevator security monitoring

If a commercial client doesn’t subscribe to elevator monitoring services, you have an excellent opportunity for a value-added upsell. Once you have an established relationship with the client, you can visit the client for a routine inspection and then discuss the benefits of elevator monitoring based on the client’s needs.

 

Not all of your clients will immediately see the benefits of elevator monitoring. And each client will have one or two specific needs that an elevator monitoring system can address. By presenting a concise, focus sales pitch, you will be able to increase your own revenue and increase your client’s satisfaction with your on-going services.

 

Technical Supervision: Although to the average person an elevator ride might show no signs of a technical problem, an elevator monitoring system will give your client an early warning signal for the minute problems that lead to jerky rides and overall shutdowns. This can be an attractive feature to a high end client who wants all visitors to have a smooth, upscale ride as a first impression.

 

Visual Supervision: Elevators are one of the few places where people voluntarily remain in close quarters with strangers. And for thieves, and elevator means a moment of privacy for an easy hold-up. A crowded elevator can also mean a thief can easily snatch one or more wallets as people ease their expectations for personal space. An elevator monitoring system will discourage thieves from taking advantage of the tight space. Many monitoring systems include a life feed of the video surveillance directly into the elevator. For clients with a cross-section of the population visiting daily, visual supervision can be an appealing option.

 

Allaying Fears: Fearing elevators is quite common. Fear of falling, fear of small spaces, and fear of being stuck are just a few reasons some people avoid elevators. An elevator monitoring system can help those riding in an elevator to relax and feel at ease during the short ride.

 

National Monitoring Center (NMC) can go over these benefits with your sales team in order to help them prepare a client presentation about elevator monitoring. Because of our years of experience offering this service to a diverse group of consumers, we have unique insights into the reasons and motivations for adding this feature to a monitoring package.

 

Integration and Its Impact on Your Customer Base

customer integration security

The average consumer’s desired level of integration continues to increase requiring security firms and monitoring systems to look for continuous improvement. Technology allows customers to achieve new levels of control with deeper and deeper levels of information, and security firms have to change as consumer needs change.

 

The pedometer is a simple example of changing consumer needs. The basic pedometer has been around for decades. How many steps did I take today? However with wearable technology on the rise, the basic pedometer now means that consumers can track exactly where they went and how many calories they burned. And then they can share it on Facebook.

 

What does this mean to you? At some point in the very near future, mass consumers will want to automatically see this kind of information as part of their overall Smarthome. As a security firm, you will provide them with the core hardware and software necessary for their total home security system. And if they aren’t careful, sharing a jogging route on Facebook becomes an open invitation for burglars. You, as a security advisor, have to review the impact of Facebook privacy settings to keep your clients safe.

 

In other words, as technology pushes those integration options forward, someone will have to be at least one step ahead to determine how integration affects personal and professional security. National Monitoring Center can guide you through the impact of any technological changes on your customers.

 

The good news is that new levels of integration mean more reasons for you to visit your core customer base with the newest bells and whistles. And those bells and whistles mean additional revenue. Technology can create needs and wants; consumers may not even realize some of the ways their home security system can help them improve their lives.

 

As you integrate new features, benefits, and services into your existing framework, don’t forget to take the time to educate your clients about new upgrades. These will be the easy sales and revenue streams that allow you to invest in those necessary continuous improvements.

Adding Horizontal Growth

business growth security monitoring dealers

As a security firm, you naturally expand your security services vertically. You might start with a client by offering a basic security system. Then, you add deeper security features such as video monitoring and supervised open/close procedures. However, you can also review your customer base and invest in horizontal growth.

 

Horizontal growth within the security niche means adding ancillary services such as compliance reviews. Start by reviewing your customer base and determining if you have a majority of clients in a specific sector. Traditionally, those clients will have looked to you for help with preventing theft, keeping customers and employees safe, and establishing cash handling procedures. At a certain point, you might feel that you don’t have extra services you can offer those clients. But by adding horizontal growth, you can broaden your product line and duplicate those added services to all of your other clients.

 

For example, you might have a significant number of clients in the food service industry. Restaurants and cafes constantly work to remain in compliance with state and local safety laws. In addition, they have basic UL rules to follow along with any additional reviews that might be required by their commercial insurance carrier. As a safety firm, you can help them meet all those requirements by forming a separate division for restaurant and food service safety.

 

National Monitoring Center (NMC) can help you build this kind of consulting service thanks to our on-going relationships with organizations like UL. We can direct your investment efforts so that you create these new services quickly. We know the start-up investment for horizontal growth can be steep, and you will need to build the division correctly, with minimal errors.

 

Expanding your suite of services to your existing customer base can be as easy (or easier) than finding new clients for your core services. Your clients have additional needs within the realm of safety and security. Don’t let that opportunity pass to one of your competitors.

 

You might even find that horizontal growth will also work in reverse. Once you create a marketing push for your new compliance service, you might acquire clients who have their basic security services with a competitor. Then, you simply back-sell you original services and you’ve doubled the value of offering an expanded product line.

Accepting the DIY Trend

DIY Security Systems

As with most technology trends, you have to embrace the DIY consumer trend or you could be swept into obscurity. Security dealers that accept and embrace the increase of do-it-yourself security systems will succeed because of their ever-evolving knowledge about what the end consumers want.

 

DIY security systems are not a true competitor. However, they offer an affordable entry point for the consumers that might have otherwise delayed any home security purchases. For some consumers, one more looming monthly bill (for an unseen service) feels like a waste of money. However, once the consumer has a taste of a security system, they might be more willing to upgrade to a paid service.

 

By understanding the increasing list of security features offered through the DIY systems, you can learn about emerging consumer needs. Technology is perpetually changing the security industry, and you need to be more knowledgeable about the capabilities and limitations in those DIY systems than the end users.

 

Technology requires time and technical know-how. In fact, you might encourage some low entry-point customers to buy and install a do-it-yourself system. And encourage them to keep the receipt. After three or four wasted weekends and a minimally acceptable level of security, they might happily open their home to a security professional and a simple monthly bill.

 

You already know most customers don’t buy the most expensive options immediately. Young couples, single parents, and new business owners want security and they often think they can do it themselves. Many can’t. And those that do successfully install a DIY system will soon see the benefits of security, and they will see the expanded services that come with a paid provider like you.

Complexities of Offering PERS Options

PERS Security Monitoring

Personal Emergency Response Systems and mPERS (Mobile PERS) can mean an increased level of security for your end users. However, offering PERS and mPERS systems come with a variety of complexities that you need to know in order to address any consumer questions or concerns.

 

For the adult children of elderly, the idea of a PERS system can be very comforting. Regardless of how far the children live from the parent, knowing the elderly person can call for help on a moment’s notice can mean significant ease of mind. Except when the elderly adult doesn’t want to use it or forgets to wear it. Although your clients in the mid-50’s might be comfortable with wearable technology, older adults may still be reluctant to admit the need for supervision. They also might resent the lack of privacy. Or they may simply mis-use the monitor causing frequent false alarms.

 

Statistically, end users only subscribe to a PERS service for three years or less. Generally, after three years, circumstances change for the customers. They elderly adult may move into a nursing home or may pass away. Although long-term contracts are the most profitable, arming your sales team with the relatively short-term nature of PERS contracts could become a powerful sales approach. Customer may fear another long-term contract cost, so knowing that the average user only subscribes to PERS for three years might make those end users more willing to try the service.

 

PERS services can also be emotionally distressing for a monitoring team. National Monitoring Center (NMC) staff members are well-trained in the complexities of medical emergency calls. Don’t take those in-coming PERS calls unless your team is prepared to be part of someone’s passing. If you want to offer PERS services to your customers, you can rely on the highly trained staff at NMC to remain calm during any call. Keep in mind, PERS calls can also lead to some on-site dispatch. Those mobile security teams will still need to be ready to address medical problems and distressed customers.

 

Technology is pushing all industries to become more personal. The security sector is no different. The demand for personalized services will continue to help push your company’s growth and profits. But with PERS comes difficult and unusual situations for your staff. Use NMC to help you gain access to this growing demand, and rely on our expertise to make this service a profitable add on.

UL Announces Video Certification

ul video requirements

UL will now be reviewing managed video services with their new standard, UL 827b. According to UL, current video services in the  security industry are just the start of what will be possible as hardware storage increases and software products expand.

 

Video services have always been held back by the physical capacities of data streaming and storage. Even low resolution videos have strained the most advanced systems. But technical capacity is expanding beyond low to mid-level video feeds. Eventually, streaming and storing high definition video will be comfortable for any data system.

 

With mid and high-level resolution, security firms are able to use advanced video software programs to decrease liabilities and increase consumer services. Facial recognition is at the core of many of these advancements. High definition video feeds be able to transmit sufficient data for definitive recognition by advanced software programs. Identifying and locating suspicious persons is an obvious benefit. But when combined with home security systems, these software programs can provide unparalleled smart-home services.

 

The UL certification first addresses the technological requirements for advanced video monitoring. By establishing and updating baseline standards for streaming and storage capacity, UL certification means a security firm won’t fall behind in technological requirements for video services. In addition, UL will review contracts and cross-reference business capabilities to ensure customers are receiving the services promised by the security firms.

 

Video services will also become more affordable as technology marches forward. Start now and communicate with all of your customers about these emerging video services. While some individual and small-business accounts might not be able to afford the most advanced video services today, educating all of your customers about these possibilities is the first step in creating a more satisfied customer tomorrow.

Hackers Beware

Computer Hacker Security Monitoring

National Monitoring Center (NMC) constantly evaluates, tests, and upgrades its systems to keep hackers out of our security systems. At the Black Hat conference in 2014, computer hackers demonstrated the ease with which they altered the camera feeds for several security systems.

 

Even if burglars can’t prevent an alarm system from notifying the monitoring team about a break in, when the team loses its video feeds, the security system is nearly blind. In a large commercial building, video feeds help direct on-site security efforts to prevent losses. If the on-site team doesn’t know where to focus its efforts, the burglars gain time to pilfer and exit without much trouble.

 

A successful breach in security comes with nuanced, technical efforts along with brute force. Hackers have the advantage of time; an on-site attack can simply wait until the hacking team has found a way to disable or reroute the video feeds. Because hackers are continuously looking for new ways to break firewalls and overload technical systems, NMC has to continuously find solutions to keep those hackers at bay.

 

Your clients have turned to you to keep their assets safe. In a commercial office, assets could be as cumbersome as a safe or as small as a USB drive filled with data. In fact, a thumb drive of data could be worth millions. And just one hacker and one burglar could mean your clients lose their valuable information and their valuable reputation.

 

As technology becomes the basis for more business transactions, your commercial clients need to know that you are providing them with the highest levels of technological security. From data storage to video feeds, NMC is a leader in eliminating technical vulnerabilities.