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.
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UPSELLING ACCESS CONTROL today's access systems, 13.56MHz smartcard technology is the choice of tomorrow since it provides more security and storage for access control systems. T e cost of a smartcard is comparable to that of the standard, traditional proximity card, which is the most used card in physical access control today. T e smartcard, however, provides much higher security than a proximity card along with the ability to handle a wide variety of applications from holding biometric templates to being used for cashless vending. T e comparable cost alone removes a major impediment to the use of smartcards. It is very important that all organizations be prepared for smart credential deployment, even if that facility wants to install proximity at present. Multicredential readers are perfect for these locales. Besides aiding implementation, multitechnology readers are available to create fl exibility in the transition while allowing your customer's organization to leverage the lower cost of smartcards. With a multicredential reader being installed at every new door, they are able to fl exibly plan for the future. Since multitechnology readers work on both the proximity frequency and the smartcard frequency, they can still use prox credentials today while migrating to smart credentials at their own pace. During the transition, they can use both their old credential and the new smart credential, upgrading on their preferred timelines, not due to the whim of technology that forces a "now or never" alternative. When their switch to smartcards comes about, they will not have to tear out and reinstall all of their facilities' readers. Drew Alexander is a Product Manager for Schlage Electronics, Ingersoll Rand Security Technologies. He can be contacted at drew_alexander@irco.com. WHAT PROPERTY MANAGERS LOVE ABOUT MANAGED ACCESS CONTROL SERVICES When managed access control services fi rst entered the market the prevailing notion was that some companies — namely small-to-midsize business end users — needed a solution that could lessen the time and effort required to manage and maintain security operations that often require the attention of a full-time staffer. Managed services are indeed proving very effective at fi lling this need, but one of the side benefi ts that have unexpectedly come to light as a result of this technology is fi lling the needs of companies that do want to manage these systems themselves. This is largely because these software solutions not only simplify the process for dealers to perform tasks, such as badging and pulling reports, but are just as easy for end users to use. This new model for offering managed services is providing new opportunities for dealers to increase their recurring monthly revenue, while evolving the technology's business benefi ts to end users. One of the best use cases to illustrate this concept of using managed services as a business tool vs. purely an operational expense is the property management industry. The key players in this industry (i.e. the management fi rms) are constantly tasked with fi nding new ways to vie for the attention of prospective tenants. "It's a market differentiator for us," says Paul Faris, senior property manager at Seattle-based Property management fi rms are fi nding that managed access control services can be a key differentiator for enticing new tenants who are attracted to secu- rity as a building amenity. Colliers Int'l. "Tenants want access control systems at their facilities just as much as they want onsite food service." Security as an amenity is one of the latest examples that show how security systems in general have evolved from necessary expenses to assets that meaningfully contribute to a business' bottom line. SDG Alarmtronics based in Flemington, N.J., is using managed access control to provide its property management customers with customized levels of support. SDG President Robert Shore, says he's found that most of his managed access customers would rather manage the systems themselves, as opposed to having his company manage them. One such SDG customer is Colliers, a global commercial and residential property management fi rm using managed access control at three of its New Jersey facilities to attract new tenants. In having complete control of the managed access control systems at these facilities, Colliers has the fl exibility to add/remove access cards for tenants, unlock/lock facility access doors remotely, and run access reports as needed. Most security professionals will recognize those types of capabilities as the kind that most managed access dealers typically offer their customers. However, Shore believes end users fi nd just as much value in taking responsibility for those tasks on their own. "Offering a customized managed access control solution to your customers is a great way to add value to a client's business, increase your monthly RMR, and keep control of your overhead costs," Shore says. "Selling a customized managed access control solution is not much different than a traditional deployment. The only difference is the customer is managing specifi c components themselves." FIND IT ON THE WEB The online version of this article includes additional reporting on how SDG is generating RMR through system hosting and maintenance, the core benefits of how managed services add value to dealer companies, and much more. Visit securitysales.com/SDG-1112. — John Smith, Senior Marketing Manager, Honeywell 60 / SECURITYSALES.COM / NOVEMBER 2012 PHOTOGRAPHY ©ISTOCKPHOTO.COM/ALIJA