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Unlocking profits for integrators in the ever-evolving world of access control
Unlocking profits for integrators in the ever-evolving world of access control

Whether you are a veteran in the access control world or have never installed a card reader before, there are always ways to increase profits in the ever-evolving world of access control. The hope is that by considering a few key focal points, you can find ways to increase market share. Whether we are releasing an electronic lock through a simple intercom button or using biometric and multi-authentication based on a database; the tactics for bringing on more revenue is the same. Learning to focus on a few key items can help open up opportunities. Business access controls Understanding vertical markets is a strong strategy for success in increasing your profits with access controlIf you are new to access control, it’s important to determine the right product offerings for your business model and experience level of your team. Mistakes in estimating or installing can be costly and complex. Take advantage of manufacturer training both online and in the classroom for both your sales team and installation department. It’s important to understand the fire and building codes in your area to make sure you design the proper solution for your customers. Furthermore, understanding the products, components and proper wiring can save you money in labour and materials.  Today we will look at four focus points: vertical markets, cloud-based access control, technology upgrades, and preventative maintenance and service agreements. These four focal points are simple to implement and can be easily added to your current operation. Vertical markets Understanding vertical markets is a strong strategy for success in increasing your profits with access control. The concept is that understanding a certain vertical and their security needs can increase your sales team’s marketability. If you spend your time focusing on the healthcare industry, for instance, you will see that HIPA requirements open doors for selling access control. Getting to know the regulatory concerns of different verticals is a great strategy for more effective sales Having logs of who entered your HR files room or patient records storage is a crucial part of addressing privacy concerns. Getting to know the regulatory concerns of different verticals is a great strategy for more effective sales.  Another example could be apartment communities or other multifamily dwellings. In this competitive marketplace, these complexes are looking for ways to stand out in their market. Knowing this and being able to offer amenities like secured locks with Bluetooth credentials that tenants can open with their smartphones is a selling point for you and for your customer. Building on each customer you contact within a vertical is like free sales and marketing training. The more you learn from each potential client, the more you increase your conversation starters for the next potential client. Cloud-based access control With the growing cloud-based access control market, integrators can find more opportunities in small businesses and vertical markets that typically wouldn’t be on the radar of your sales team. A typical card access system often makes the move from the traditional lock and key systems to electronic card access cost prohibitive. This is due to the large upfront costs for a server, software and annual licensing. With cloud access, integrators can offer less expensive upfront costs with low monthly subscription fees that cover all software updates, database backups, security patches and more. The real benefit for the integrator is the reoccurring revenue. By helping our clients save money on server, software and IT infrastructure costs, we are securing reoccurring revenue for our companies that increase our profitability. Building reoccurring revenue not only provides cash flow but also keeps your name on the top of the minds of your customer and that leads to additional sales. By helping clients save money on server, software and IT infrastructure costs, we are securing reoccurring revenue for companies that increase profitability Technology upgrades Another often overlooked opportunity is technology upgrades. Training your sales staff and even service technicians to watch out for clients with older technology can reap major benefits. When you bring new technology to your clients, you show another value that you bring to the table. Even if your client isn’t ready to make an upgrade, you can easily plant a seed that will get their minds and budgets rolling. An easy example is a customer with an older intercom door access system An easy example is a customer with an older intercom door access system. This may have met their needs 10 years ago when it was installed, but the office has grown and perhaps an integrated card access intercom system is a great technology upgrade. Bringing this to the customer will once again show that you are the “subject matter expert” and your customer will be more apt to refer you to their friends and colleagues. Another easy way to find technology upgrades is to dig through your ageing client list and build a list of potential targets that you have not visited lately. If you keep records of what was installed previously, it will make it easier to plan ahead and bring solutions to your next visit, saving your sales staff time and again building confidence with your clients. Preventive maintenance and service agreements One thing that sales teams often miss is the opportunity to add service agreements and preventative maintenance agreements. Even if a customer already has an access control system, they may not have a service provider and may be interested in securing a service agreement. Typically, a service agreement can be written to cover all parts and labour or just labour for an annual feeShowing the value of a service agreement is paramount, adding annual or semi-annual preventative maintenance to your service agreement is one way to add value. Inspecting locking mechanisms, request to exit motions and buttons, door status switches, headend equipment, batteries and power supplies, can save your customer from a costly after-hours service call or the inconvenience of a non-functioning access control system during business hours. Additionally, checking computer hardware and software logs for errors can save a customer from a catastrophic failure.  Typically, a service agreement can be written to cover all parts and labour or just labour for an annual fee. It is helpful to come up with a percentage of the install value that makes sense so that your sales team can easily quote a service agreement for your customer. Offering several levels of service also opens the table for negotiations. You can offer an “all parts and labour 24/7” or a “parts and labour M-F 8AM-4PM”, as an example. Offering guaranteed response times can also be a marketing strategy. Critical area access management Checking computer hardware and software logs for errors can save a customer from a catastrophic failureA 24-7 facility that has 200 employees moving in and out of critical areas may be a great potential customer for a high-level service agreement with semi-annual preventative maintenance and a guaranteed 4-hour response time. Where a small office that is only open during standard business hours may be better suited for a labour only M-F with annual preventative maintenance inspection. The point is that a creative, intentional, and focused approach to access control can yield the fruit that brings long-term success to your team. Building a plan and learning from each prospect, sale, and installation will develop a process that brings results. Attending a trade specific expo like ESX will give you the opportunity to meet with manufacturers and other integrators that can help you implement a product offering and strategy for success.

Smart home access control growth and the future of door security
Smart home access control growth and the future of door security

There’s growing noise around smart homes and smarter security. You’ve probably heard it. But there is a place where access control and more have been smart for decades: the workplace. Home automation and IoT are still playing catch-up with the commercial sector. A new insights report from ASSA ABLOY and IFSEC Global — “The Smart Door Locks Report 2018” — measures just how fast consumer smart technology is running. According to a survey conducted for the report, 61% of households now claim to own at least one smart home device or system. Energy monitors, home CCTV cameras, intruder alarms and smart door locks are the most popular, according to the report. All these functions, of course, have been available to businesses for years.61% of households now claim to own at least one smart home device or system Educating the smart home consumer Paradoxically, report data also questions how much consumers really know about their smarter home. A surprising 42% of those surveyed, for example, were unaware they could control a smart door lock from their phone. In fact, many leading smart door lock models offer this feature, delivered by Wi-Fi or Bluetooth and an app. Despite a wealth of features offered by the latest smart door locks — remote and location-based locking/unlocking; voice activation; timed access; emailed entry alerts; and integration with smart camera and lighting systems — most people still have limited knowledge of their capabilities.  Smart technology is increasingly becoming the new norm in terms of home security  Only 14% of survey respondents described themselves as “very familiar” with what a smart lock can do. Even though most of them probably use smart access control solutions at their workplace. Secure homes through smart technology Monitoring and security are not the only drivers for smart home adoption. We humans also love convenience, and modern living presents us with problems that smart home technology can solve. Ironically, given the report’s findings, it takes a smartphone to really unlock the convenient possibilities of smarter living. The device that’s “always to hand” is central to the newest generation of smart door locks.A smart door lock is a convenient way for a landlord or agency to offer round-the-clock check-in and check-out If homeowners wish to remotely manage property access for friends and family, many smart door locks oblige. You let in guests remotely, send them a virtual digital key, or provide a temporary or single-use PIN to unlock the door. It is just as easy to revoke a digital key, if you don’t want its owner to come around anymore. This is a significant improvement over sharing physical keys — or hiding one under the doormat. We cannot be totally sure where a metal key ends up and have no way to track or cancel it once it’s “out in the wild”. Commercial access control offers such functionality as standard, of course.  In addition, smart door locks offer more than just stand-alone operation and clever functions. In a domestic setting, magic happens when locks work in harmony with a home automation system, connected by protocols like Z-Wave, ZigBee or Wi-Fi. "Smart" security on the move  The smartphone is becoming a remote control for managing a connected life beyond just home (and even workplace) security. According to Accenture, the parcel delivery services market will grow by $343 billion by 2020. Just like home security, convenience is a major driver of change. Homeowners can send guests a virtual digital key to their phones, or provide a temporary or single-use PIN to unlock the door A recent PostNord pilot in Sweden aimed to remove the inconvenience of waiting home for a postal delivery. Selected customers of some major Scandinavian e-retailers could choose to have parcels delivered inside their front door, if it was equipped with a Yale smart door lock.  Home delivery is among potential smart services covered in “The Smart Door Locks Report 2018 ”. When asked whether the ability to receive parcels securely in a porch or lobby would make them more likely to invest in a smart door lock, 79% said it would.It is easy to revoke a digital key, if you don’t want its owner to come around anymore Holiday rentals and smart home tech ASSA ABLOY research published in 2017 forecasts continued growth in the European holiday rentals sector (at 5.8% CAGR). Smart door locks are also making an impact here, at both ends of the market: for service providers — agents and homeowners — and for travellers. A smart door lock is a convenient way for a landlord or agency to offer round-the-clock check-in and check-out, without creating extra work or staff costs. Both Intersoft, in Croatia, and Hoomvip in Spain have built holiday rentals management systems around an app and the ENTR® smart door lock. Agents issue, revoke, track and manage virtual keys for all their guests, saving everyone time and hassle. Travellers use their phones and an app to unlock their apartment. For these visitors the smartphone is already an essential travel accessory. It is a boarding pass, a credit card, a travel guide, and a postcard home... why not a door key, too? And if this key is backed by a trusted home security brand — and a company with vast experience in the mature market for commercial “smart” security — better still.

Integrated security systems for medium and large-sized offices
Integrated security systems for medium and large-sized offices

If you’re responsible for a medium or large-sized office, it’s more important than ever that you have access to a means of ensuring people’s safety, managing risks and fraud, and protecting property. Any security system that you employ must therefore meet the most demanding commercial requirements of today’s offices, and tomorrow’s. This means thinking beyond a basic intrusion system and specifying a comprehensive solution that integrates smart features like access control, video management and intelligent video analytics. Because only then will you have security you can trust, and detection you can depend on. Reliable entry management Access control systems have been developed that guarantee reliable entry management for indoors and outdoors Access control is becoming increasingly important for ensuring the security of office buildings, but as the modern workplace evolves you’re unlikely to find a one-size-fits-all solution. Today, it’s commonplace to control entry to individual rooms or restricted areas and cater to more flexible working hours that extend beyond 9 to 5, so a modern and reliable access control system that exceeds the limitations of standard mechanical locks is indispensable. Access control systems have been developed that guarantee reliable entry management for indoors and outdoors. They use state-of-the-art readers and controllers to restrict access to certain areas, ensuring only authorised individuals can get in. With video cameras located within close proximity you can then monitor and record any unauthorised access attempts. The system can also undertake a people-count to ensure only one person has entered using a single pass. Scalable hardware components As previously mentioned, there is no one-size-fits-all system, but thanks to the scalability of the hardware components, systems can adapt to changing security requirements. For example, you can install Bosch’s Access Professional Edition (APE) software for small to medium-sized offices, then switch to the more comprehensive Access Engine (ACE) of the Building Integration System (BIS) when your security requirements grow. And, because the hardware stays the same, any adaptations are simple. APE’s ‘permanent open’ functionality allows employees and guests to enter designated areas easily and conveniently The APE software administers up to 512 readers, 10,000 cardholders and 128 cameras, making it suitable for small to medium-sized buildings. With functions like badge enrollment, entrance control monitoring and alarm management with video verification it provides a high level of security and ensures only authorised employees and visitors are able to enter certain rooms and areas. Of course, there will always be situations when, for convenience, you need certain doors to be permanently open, such as events and open days. APE’s ‘permanent open’ functionality allows employees and guests to enter designated areas easily and conveniently. Growing security needs You switch to the Bosch Building Integration System (BIS), without having to switch hardware (it stays the same, remember?). This is a software solution that manages subsystems like access control, video surveillance, fire alarm, public address or intrusion systems, all on a single platform. It is designed for offices with multiple sites and for large companies with a global presence. Bosch Building Integration System (BIS) manages subsystems like access control, video surveillance, fire alarm, public address or intrusion systems, all on a single platform The BIS Access Engine (ACE) administers up to 10,000 readers and 80 concurrent workplace clients per server, and 200,000 cardholders per AMC. An additional benefit to security officers is the ability to oversee cardholders and authorisations through the central cardholder management functionality and monitor all access events and alarms from every connected site. For consistency, multi-site cardholder information and access authorisations can be created on a central server and replicated across all connected site servers, which means the cardholder information is always up to date and available in every location. Intrusion alarm systems Bosch B Series and G Series intrusion control panels can also send personal notifications via text or email Securing all perimeter doors is vital when protecting employees, visitors and intellectual property. Doors are opened and closed countless times during business hours, and when intentionally left open, your office is vulnerable to theft, and the safety of your employees is compromised. For this reason, intrusion control panels have been developed with advanced features to ensure all perimeter doors are properly closed, even when the system is not armed. If a door remains open for a period of time (you can specify anything from one second to 60 minutes), the system can be programmed to automatically take action. For example, it can activate an audible alert at the keypad to give employees time to close the door. Then, if it is still not closed, it will send a report to a monitoring center or a text directly to the office manager, and when integrated with video it can even send an image of the incident to a mobile device. Customised intrusion systems What about people who need to access your building outside of working hours, like cleaning crews? Your intruder system allows you to customise the way it operates with a press of a button or swipe of a card. This level of control enables you to disarm specific areas, bypass points and unlock doors for cleaning crews or after-hours staff, whilst keeping server rooms, stock rooms and executive offices safe and secure. Bosch B Series and G Series intrusion control panels can also send personal notifications via text or email. You can program the panel to send you opening, closing, and other event alerts, which means you don’t have to be on-site to keep track of movements in and around your facility. Video management system A video management system will add a next level of security to your access control system Every office building has different video security requirements depending on the location, size and nature of the business. Some offices may only need basic functions such as recording and playback, whereas others may need full alarm functionalities and access to different sites. A video management system will add a next level of security to your access control system. For example, the video system can provide seamless management of digital video, audio and data across IP networks for small to large office buildings. It is fully integrated and can be scaled according to your specific requirements. The entry-level BVMS Viewer is suitable for small offices that need to access live and archived video from their recording solutions. With forensic search it enables you to access a huge recording database and scan quickly for a specific security event. For larger offices, embellished security functions for the BVMS Professional version can manage up to 2,000 cameras and offers full alarm and event management Full alarm and event management For larger offices, embellished security functions for the BVMS Professional version can manage up to 2,000 cameras and offers full alarm and event management. It’s also resilient enough to remain operative should both Management and Recording Servers fail. Large multi-national companies often need access to video surveillance systems at numerous sites, which is why BVMS Professional allows you to access live and archived video from over 10,000 sites across multiple time zones from a single BVMS server. When integrated with the BVMS Enterprise version multiple BVMS Professional systems can be connected so every office in the network can be viewed from one security center, which provides the opportunity to monitor up to 200,000 cameras, regardless of their location. Essential Video Analytics Video analytics acts as the brain of your security system, using metadata to add sense and structure to any video footage you capture If your strategy is to significantly improve levels of security, video analytics is an essential part of the plan. It acts as the brain of your security system, using metadata to add sense and structure to any video footage you capture. In effect, each video camera in your network becomes smart to the degree that it can understand and interpret what it is seeing. You simply set certain alarm rules, such as when someone approaches a perimeter fence, and video analytics alerts security personnel the moment a rule is breached. Smart analytics have been developed in two formats. Essential Video Analytics is ideal for small and medium-sized commercial buildings and can be used for advanced intrusion detection, such as loitering alarms, and identifying a person or object entering a pre-defined field. It also enables you to instantly retrieve the right footage from hours of stored video, so you can deal with potential threats the moment they happen. Essential Video Analytics also goes beyond security to help you enforce health and safety regulations such as enforcing no parking zones, detecting blocked emergency exits or ensuring no one enters or leaves a building via an emergency exit; all measures that can increase the safety of employees and visitors inside the building. Intelligent Video Analytics Intelligent Video Analytics have the unique capability of analysing video content over large distances Intelligent Video Analytics have the unique capability of analysing video content over large distances, which makes it ideally suited to more expansive office grounds or securing a perimeter fence. It can also differentiate between genuine security events and known false triggers such as snow, rain, hail and moving tree branches that can make video data far more difficult to interpret. The final piece in your security jigsaw is an intelligent camera. The latest range of Bosch ’i’ cameras have the image quality, data security measures, and bitrate reduction of <80%. And, video analytics is standard. Be prepared for what can’t be predicted. Although no-one can fully predict what kind of security-related event is around the corner, experience and expertise will help make sure you’re always fully prepared.