SSI serves security installing contractors providing systems and services; surveillance, access control, biometrics, fire alarm and home control/automation. Coverage in commercial and residential product applications, designs, techniques, operations.
Issue link: https://securitysales.epubxp.com/i/166764
end customers' needs, the problems they are trying to solve, the pain points they face and how the technology can be used to create a return on investment. Tere's more opportunity than ever to create diferentiating solutions. Understanding how to leverage the technology is the key to success. Te last thing an integrator wants is merely to be going into a job and basically selling his labor with everybody having the same equipment. In today's world, there are lots of options if you can diferentiate your solutions from the broad range of the technology around you. But you really need to understand how to deploy that technology and how you can solve customers' problems for that. To do that you need to rely on the resources of organizations like Bosch. We have highly technical and competent sales teams and support staf that can help you really realize how to exploit that technology. Tose are the key ingredients. Of course, you also need experts within your integrator organization who understand bits and bytes. Bosch is a uniquely structured, philanthropic-oriented entity, especially compared to most commercial U.S. companies. How does that afect the way Bosch conducts itself and infuence its approach to the security industry? How important is it to be perceived as part of the security community for the common good of all? Hockham: As a major player in this industry, we recognize not only its importance but we also have a responsibility to help move the industry forward. We started ONVIF [Open Network Video Interface Forum] and that was part of that initiative. I'm currently on the board of SIA [Security Industry Association], we're also members of PSA [Security Network], and CSAA [Central Station Alarm Association] and CAA [California Alarm Association], and so we have representatives serving on those committees. I did an internal survey recently and we have something like 380 industry touch points across our organization where we're supporting either local chapters of ASIS [Amer- ica Society for Industrial Security] or all the organizations already mentioned. So we support the industry at both a senior level and at a grassroots level. On the philanthropic side, we endeavor as an organization to be responsible citizens of the communities we live in and we have a number of outreach programs. Next month myself and a number of other people here are of to help build or renovate a house for people in need in our local community here. We're endeavoring to do our part to support the local communities and take a responsible position in the places that support our businesses. Editor-in-Chief Scott Goldfine has spent nearly 15 years with SECURITY SALES & INTEGRATION. He can be reached at (704) 663-7125 or scott.goldfine@securitysales.com. Retroft with your iPad. Te new Retroft Installations iPad app from Access Hardware Supply is a quantum leap in specifying hardware for door openings. Just download it for free through your iPad at the Apple Store (store.apple.com). Tis revolutionary app "asks" key questions and ofers choices that prompt you through door opening specifcations. Everything is there; just fll in the blanks or make selections as you go. When completed, data is sent to Access Hardware Supply for analysis. You will be informed exactly what you need and what it costs. You can even take and send reference photos through the app. Imagine: t/PTDSJCCMJOHTQFDTPOOPUFQBET t/PDPTUPWFSSVOT t/PXPOEFSJOHBCPVUIBSEXBSFDIPJDFT t/PNJTUBLFT It's almost as good as having an Access Hardware Supply Pro at the jobsite right there with you. And it's free. Download today and lose the paper and hassle! More information: blog.accesshardware.com R www.accesshardware.com 855.847.5691 www.securitysales.com/freeinfo/19225 SEPTEMBER 2013 / SECURITYSALES.COM / 61