SMARTair from TESA – Flexible access rights management
SMARTair from TESA – Flexible access rights management

One size does not fit all when it comes to managing a facility's access rights. With SMARTair™ from TESA, security managers have a choice between 4 levels of access control, each tailored to the needs of different doors and premises. And you don't need to choose one: all of them can work together in the same organisation, providing exactly the appropriate rights management solution for each door—online or offline, high or medium security. SMARTair™ Stand-Alone is suited for smaller premises and low-traffic doors. Facility managers update access rights at the door using the supplied programming card. No access control software is needed. SMARTair™ Offline provides an extra layer of security. In addition to SMARTair™ Stand-Alone features, access rights can be scheduled and it's easy to generate a manual audit trail for any door in the facility. The SMARTair™ Update on Card option adds more automated access rights management, and is suited to buildings with more doors and higher footfall. Access rights are managed via a wall updater. Facility managers can update access directly via user cards, schedule access rights when needed, and generate automatic audit trails with the easy-to-use system management software. SMARTair™ Wireless Online provides the maximum level of system control for large, busy and high-security doors or buildings. A network of wireless hubs links doors to the company's access control system. It's easy for security managers to update or deny access rights wirelessly, or to generate real-time audit trails for any lock in the organisation. Moreover, system managers can open doors remotely via a web browser or mobile app. Facility managers can pick 1, 2, or even all 4, of these SMARTair™ solutions to fine tune their organisation's access rights management. And SMARTair™ gives facilities managers the power to manage access to more than just doors. As well as electronic cylinders, escutcheons, locks, and wall readers, SMARTair™ provides locks for cabinets, lifts, vending machines, and lockers. With SMARTair™ from TESA, it is simple to manage the rights of every lock within one single, secure access system.

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CIVINTEC uTouch: Programmable, general-purpose intelligent terminal
CIVINTEC uTouch: Programmable, general-purpose intelligent terminal

The CIVINTEC uTouch Android 5.1 quad-core is a programmable, general-purpose intelligent terminal. It comes with an SDK complete source code for third party systems integration, and a software developer to build innovative applications, such as time attendance, access control, visitor management, club/ membership management, e-payment and kiosk services. The risk of card cloning uTouch supports 125KHz & 13.56MHz smart card CSN or encrypted protected data from RFID smart cards utilising key diversification and mutual authentication routines, with one or more SAM for secure data encryption. Smart phones as ID credentials for door access uTouch supports BLE (Bluetooth Low Energy) and NFC technology ISO18092 NFC tags and NFC smart phones in Peer to Peer mode to work with all brands of smart phone to build effective keyless mobile applications. An adjustable reading distance between the smart phone and the door is ideal to account for different door opening solutions. Network management & data transmission The TCP/IP integrated terminal connects directly to the IP network for an easy and low-cost network system, while 4G and Wi-Fi make it flexible for wired or wireless communication for different situations. Based on Android O.S. 5.1 and embedded 1.4GHz quad-core processor, the highly sensitive capacitive touch screen offers a faster, more efficient, intuitive and comfortable self-service and user experience. The battery and PoE function ensure stable working operation during power failure and it also utilises PoE-enhanced stability for low-cost installation.  CIVINTEC demonstrated uTouch, along with the full range of CIVINTEC solutions, at IFSEC International 2017.

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Wireless Idesco Cardea System - IFSEC awards finalist!
Wireless Idesco Cardea System - IFSEC awards finalist!

The Cardea System from Idesco was short listed as a finalist in the Access Control Product of the year category at the 2009 IFSEC Security Industry Awards. Award winners are published on May 12 at the Award Gala of IFSEC 2009. Idesco Cardea System is a network of devices that communicate wirelessly. It is a new product family, and it enables building of open and scalable identification systems by wireless communication. The system shows its advantage in the form of fast, flexible and cost-effective installations. The wireless Cardea system frequently takes an estimated 40 minutes per door to install, compared with an average of seven hours for any wired solution. Faster installations mean cost savings for both system installers and end users. Wireless system is an optimal solution for an office environment where a cost effective and secure access control and time & attendance system is needed. A wireless system enables easy and cost-effective expansion of an existing access control system without the need of changing the existing system structure. It also makes it also possible to build solutions with two applications easily. For instance, an identification system with access control in an office environment and parking control on the parking lot outside the building can be easily implemented, using a wireless solution. Parking control outside the building can be connected to the same system with the office access control without the need of installing any - perhaps underground - cablings. A wireless identification system, built without cabling, brings RFID solutions to applications where RFID has not been utilised before. It makes it possible to build an identification system easily in places where it is not reasonable to install cablings. Some new and innovative, interesting application examples of a wireless system installation: Temporary access control systems on construction sites, events etc. Just take the system with you after the event and re-build it in another place. Small and compact solutions with few doors and few readers and a small group of users (an office environment or a shop with workers and carriers, all having access rights within the system). Harbours and other wide areas where there are a number of readers scattered around a large area and a cabling solution is impossible to carry out. Historic buildings and other sites in which cable installations are not the most optimal solution. Installation does not require opening of constructions, and without cabling the system is invisible. The Idesco Cardea system consists of separate devices, which can operate independently or form a network, i.e. an identification system. Cardea solution supports most used RFID technologies and customers don't have to replace their existing software or ID credentials. Connected to Idesco's new innovative Access Touch touch screen terminal with an RFID reader and a computer in the same device, Cardea system builds up a modern and intelligent method of collecting and analysing identification data.  For more information please visit: www.idesco.fi/ or contact: info@idesco.fi Tel. +358-20-7434175

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Idesco® innovates again: Idesco EPC Reader is now wireless and secure
Idesco® innovates again: Idesco EPC Reader is now wireless and secure

With Idesco's redesigned wireless EPC reader you can create secure, cost-effective and user-friendly identification applications for vehicle identification (AVI), logistics systems, access control and even limited inventory control.  The Idesco® EPC Reader is a passive long-distance UHF RFID reader, compliant with European UHF (ultra-high frequency) standards. In its basic configuration, Idesco's EPC Reader employs an internal, circularly-polarized antenna for interrogating tags presented at any angle. However, this reader may also be configured with either an external antenna or both the internal and external antenna. When the EPC Reader is configured with two antennas, both may transmit and receive data/information simultaneously - or one antenna may be programmed to transmit while the other receives. True to form, Idesco's EPC reader is configurable to a variety of communication interfaces (e.g. Wiegand, RS232-485, Ethernet-IP67, 6LowPan, etc.) and with an enviable array of security options for easier integration into your existing system. The EPC Reader provides four I/O ports for addressing peripherals and is engineered to allow reliable deployment both indoors and outdoors. Additionally, Idesco® EPC tags can be customized with both EPC and MIFARE® enabling a single card to provide both vehicle and personal identification. Easy to install, the EPC Reader initiates polling automatically (by default) upon being powered up; it does not require polling commands to be entered first. However, it is also configurable to await an activating command from an external system. Some ideal deployments for the Idesco® EPC Reader include - but are not limited to - automatic vehicle identification (e.g. parking access control, toll tracking, entry gates, harbour moorings), logistics centers (pallet and case tracking), long distance access control (sequestered reader) and certain inventory control applications.

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PegaSys - Intelligent access control systems for superior security solutions
PegaSys - Intelligent access control systems for superior security solutions

PegaSys access control systems, from Ingersoll Rand, provide competitively priced, quality security solutions that promise to make your environment safer, more secure and more productive - protecting people and property as well as assets. With a wide range of electronic and mechanical entry components to choose from, PegaSys provides a selection of security options to suit every requirement along with the flexibility to fulfil your current needs whilst adapting to any future needs. So, whether it’s the security of a hospital or care home, airport or industrial building, small business or large university that you’re looking to safeguard; PegaSys has the perfect system to suit you. Offline stand alone: The ideal solution for small businesses, offices, surgeries and residential buildings with a maximum of 50 people, this is both economical and simple whilst providing quality protection of individual doors. Battery-powered offline components means minimal installation costs. Credentials (cards or tags) can be deleted from the system through changes to access rights. Offline NetworkOnCard Designed for a larger number of doors and multiple users with different time profiles, this system allows for quick and easy changes to user permissions and as the cards are used to transfer the data there is no need for extensive programming of the offline components. Online / offline validation A sophisticated security solution, this system is designed for multiple doors and users in large, often dispersed, building complexes where changes to access rights occur regularly. System features and benefits include centralised maintenance and programming alongside automatic expiration of credential validity. Near Field Communication (NFC): To simplify things even further for the system administrator we’ve expanded our products around an NFC interface -resulting in a quicker reaction time to changes and automatic synchronisation between offline devices and the software,  to name but a few benefits. PegaSys door terminals and electronic cylinders: Thanks to the wide choice of hardware configurations the PegaSys system can be very easily selected to suit your specific requirements. This allows us to find the most cost-effective, visually attractive and simple solution for your installation. Meanwhile, our electronic cylinders can be installed in place of an existing mechanical cylinder to allow for the simple and swift conversion to an electronic system. Replacing an existing mechanical cylinder with an electronic cylinder is hassle-free too and takes just three to five minutes.

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Access control systems & kits - Expert commentary

Enhance traditional security systems within your smart home
Enhance traditional security systems within your smart home

Market dynamics are changing the U.S. residential security market, creating new business models that better appeal to the approximately 70% of households without a security system. Smart home adjacencies have helped revitalise the traditional security industry, and alternative approaches to systems and monitoring for the security industry are emerging, including a new batch of DIY systems. Growth in the residential security market and its position as the channel for smart home solutions have attracted numerous new entrants. Telecoms, cable operators, and CE (consumer electronics) manufacturers are joining traditional security players as they compete to fulfill consumer demand for safety and security. Connected products also provide a layer of competition as consumers must decide whether having category devices such as doorbell video cameras, networked cameras, and other products suffice for their security. Increasingly competitive landscape Smart home services can provide additional revenue streams for the security industry For instance, IP cameras are a highly popular smart home device rooted in security, and Parks Associates estimates 7.7 million standalone and all-in-one networked/IP cameras will be sold in the U.S. in 2018, with $889M in revenues. Product owners may feel their security needs are fulfilled with this single purchase, as such dealers and service providers are under increasing pressure to communicate their value proposition to consumers. Categorically, each type of player is facing competition uniquely—national, regional, and local dealers all have a different strategy for overcoming the increasingly competitive landscape. Smart home services can provide additional revenue streams for the security industry. In Parks Associates’ 2017 survey of U.S. security dealers, 58% report that smart home service capabilities enable extra monthly revenue. Almost half of dealers also note they have to offer smart home devices and services in order to keep up with their competition. While white-label devices are acceptable in some instances, dealers need to integrate with hero products whenever possible when those exist for a category. For dealers who have added smart home devices and services are all potential benefits and good for business Improved customer engagement That 2017 survey also revealed 36% of security dealers that offer interactive services report security system sales with a networked camera and 16% report sales with a smart thermostat. For dealers who have added smart home devices and services, enhanced system utility, increased daily value, and improved customer engagement with the system are all potential benefits and good for business. Security has served as the most productive channel for smart home solutions, mainly because the products create natural extensions of a security system’s functions and benefits, but as smart home devices, subsystems, and controllers expand their functionality, availability, and DIY capabilities, many standalone devices constitute competition to classical security. Particularly viable substitute devices include IP cameras, smart door locks, smart garage doors, or a combination of these devices. Products that are self-installed offer both convenience and cost savings, and these drivers are significant among DIY consumers—among the 6% of broadband households that installed a security system themselves, 39% did it to save money. Enhance traditional security Self-installable smart home devices may resonate with a segment of the market who want security While many security dealers believe substitute offerings are a threat, some dealers do not find such devices an existential threat but instead view them as another path to consumer awareness. They argue that the difference between smart product substitutes and traditional security is that of a solution that provides knowledge versus a system that gives one the ability to act on that knowledge. A common theme among professional monitoring providers is that a homeowner who is aware of events happening in the home does not necessarily have a secure and protected household. For example, a Nest camera, a DIY product, notifies a consumer via smartphone about events in the home when it detects motion, but only when the notification is opened and identified will a consumer be able to act on the related event. Self-installable smart home devices may resonate with a segment of the market who want security but are unwilling to adopt professional monitoring; however, providers can leverage these devices to enhance traditional security features and communicate the value of professional monitoring. Smart home devices and features, while posing a threat to some security companies, are a potential way forward to increased market growth Increased market growth A key counterstrategy for security dealers and companies is to leverage their current, powerful role as the prime channel for smart home devices. Many security dealers now include smart home devices with their security systems to complement their offerings and increase system engagement. For example, as of Q4 2017, nearly 70% of U.S. broadband households that were very likely to purchase a security system in the next 12 months reported that they want a camera to be included as part of their security system purchase. In response, many security system providers now offer IP cameras as optional enhancements for their systems. Smart home devices and features, while posing a threat to some security companies, are a potential way forward to increased market growth. Security dealers have an opportunity to become more than a security provider but a smart home solutions provider rooted in safety. Provide status updates Comcast has entered both the professionally monitored security market and the market for smart home services The alternative is to position as a provider of basic security with low price as the key differentiator. Comcast has entered both the professionally monitored security market and the market for smart home services independent of security. It has discovered that monetising smart home value propositions through recurring revenue becomes increasingly challenging as the value extends further away from life safety. Since the security industry remains the main channel for smart home services, security dealers are in a unique position to leverage that strength. Value propositions must shift from the traditional arming and disarming of a system to peace-of-mind experiences that builds off the benefits of smart devices in the home to provide status updates (e.g., if the kids arrived home safely) and monitoring at will (e.g., checking home status at any time to see a pet or monitor a package delivery). These types of clear value propositions and compelling use cases, which resonate with consumer and motivate them to expand beyond standalone products, will help expand the home security market.

What’s new in U.S. government procurement for security?
What’s new in U.S. government procurement for security?

Last week, the Schedule 84 Suppliers Research Panel participated in reviewing the 2018 contracting year with the GSA Schedule 84 leadership team. Our panel group consists of experienced contractors and consultants meeting for a monthly conference call. Schedule 84 is the GSA Schedules Contract for Total Solutions for Law Enforcement, Security, Facilities Management, Fire and Rescue. Our opinions are part of a research programme to provide valuable feedback to the GSA Schedule 84 programme and on to the GSA central office. The director of GSA Region 7 Schedules Program, the Schedule 84 Branch Chief and the Category Manager Subject Matter Expert who manages our suppliers' panel gave us their full attention as we discussed the successes of the programme, hot topics, problems and the future. We determined 2018 under the Schedule 84 team to be a year of innovative thoughts, cooperative effort and renewed enthusiasm Innovative review team We determined 2018 under the Schedule 84 team to be a year of innovative thoughts, cooperative effort, renewed enthusiasm and productive changes building upon the successes of 2017. There was high praise for the accessibility to the Schedule 84 staff. Their consistent quick response to questions and concerns, thinking outside the box and supporting the programme by partnering with their contractors was much appreciated. There has been a renewed spirit of partnering to cooperatively bring the best to agency customers. It seems to be working as per the Centre Director sales are growing for GSA Schedule 84. Advocating for the security industry In my experience, business development starts with the Administrator from Region 7 in Ft. Worth, TX. As the annual Schedule 84 Industry Day at the SSAC begins he is shaking every hand and passing out his cards looking folks right in the eye asking, “how can I help you?” They have the best practices and most organised paperwork. The SSAC director has chosen well in her staff and is hands-on in every endeavour to direct things along when challenges occur or to improve the programme. The new 84 Branch Chief is knowledgeable, innovative, tireless and has been heavily involved in advocating for the security industry It continues with the centre’s CASE Manager encouraging the contractors at events, visiting agency customers and promoting the GSA Schedules Program by helping coordinate the partnering. The new 84 Branch Chief is knowledgeable, innovative, tireless and has been heavily involved in advocating for the security industry for adding new technology, meeting with industry associations, understanding the complexity and challenges of Homeland Security Presidential Directive 12 (HSPD12) and advocating for the purchasing Physical Access Control Systems (PACS) utilising the appropriate standards and the GSA Program among other innovations. As far as the supplier panel, we gave our GSA Schedule 84 team and leaders high praise for 2018. GSA also added new categories or SINs for clearly identifying Physical Access Control Products that appear on GSA’s Approved Product List Changes in the GSA programme Some changes this year in certain GSA programmes included the creation of a new category of products/services Special Item Number (SIN) for Order Level Materials (OLM) developed to assist with solution procurements. This new SIN was added to Schedules 03FAC, 56, 70, 71, 00Corp, 738X and 84. Under Schedule 84 it is SIN 84-500. GSA Schedule 84 consolidated many Special Items Numbers (SINs) to make finding products and services less complex Essentially this SIN allows agencies procuring under the aforementioned GSA Schedules’ programmes to purchase and the contractor to add items and services not known prior to the task as a Contract Line Item Number (CLIN) not to exceed 33% of the order. For more information and FAQs on OLMs go to www.gsa.gov/olm. This is not to take the place of “Open Market” items for adding products only that are not listed on a company’s GSA Contract. Physical access control products Previously, GSA Schedule 84 consolidated many Special Items Numbers (SINs) to make finding products and services less complex for the agencies. GSA also added new categories or SINs for clearly identifying Physical Access Control Products that appear on GSA’s Approved Product List according to the standards created under FIPS201. These products appear under SIN 246 35-7 after being tested and approved by GSA. To be qualified to install these products under the GSA Program at least one individual from the GSA Contractor company must complete the class and be CSEIP certified before applying for labour SIN 246 60-5. Additionally, the company must demonstrate certain qualifications and have past performance for this type of work. The Security Technology Alliance offers the training class and certification. Certified individuals and approved products are listed at www.idmanagement.gov. Companies listed with SIN 246-35 7 and SIN 246-60 5 may be found by searching at www.gsaelibrary.gsa.gov. Updates to guidance for procurement Updates to guidance for procurement of PACS will continue to be posted to the GSA PACS Ordering Guide Updates to guidance for procurement of PACS will continue to be posted to the GSA PACS Ordering Guide. The ordering guide posted at www.gsa.gov/firesecurity is a valuable support tool created to assist agencies with understanding the requirements of FIPS201 and procuring a PACS. The guide includes relevant regulations, FAQs, sample systems designs, sample statements of work, a list of key points of contract for additional help and questions. In partnership with GSA and guided by the GSA Ombudsman group, the Security Industry Association and the Security Technology Alliance members and their contractor companies participated in a GSA Reverse Industry PACS Training Day on September 17, 2018. We presented from an industry perspective important fact on PACS system requirements, procurement planning, providing information on resources and further educating with panel discussions, individual presentations and amusing skits to over 300 Government agency staff and acquisition specialists. You can find some of the unedited recording of the PACS Reverse Industry Day Training on YouTube. Some changes included the creation of a new category of products/services Special Item Number (SIN) for Order Level Materials (OLM)  GSA Schedules Program A hot topic about the GSA programme for 2018 was also an issue for the prior year. The GSA Schedules Program is a streamlined contracting vehicle incorporating specific Federal Acquisition Regulations for more efficiently purchasing commercial items. Companies may apply per a continuous open season for a 5-year contract with three 5-year options to renew. Contractors are vetted for past performance, corporate experience and financial capability. Products and services are considered for offering to Federal, State and Local customers (for Schedule 84) with pricing that is determined to be fair and reasonable through negotiations with GSA. To make the determination for fair and reasonable pricing GSA carefully reviews the commercial practices of the contractor To make the determination for fair and reasonable pricing GSA carefully reviews the commercial practices of the contractor as well as the competition of identical or similar item pricing. The most vocal complaint of concern from the contractors was regarding the consideration of competitor contractors offering identical items with out-of-date pricing or holding a Letter of Supply not authorised by the manufacturer. GSA pricing tool Since the GSA utilises a pricing tool to determine if the pricing offered is competitive, a rogue competitor can cause a pricing action to possibly be rejected due to out of date information even as the manufacturer offers an update of the product. This is an issue on all GSA Contracts that the supplier panel hopes will be reconsidered by GSA policymakers at the central office. Most of us believe the Letters of Supply should only be issued by the manufacturer or with documented specific permission of the manufacturer to a reseller. Manufacturers may want to have a better understanding of the Letter of Supply, how it is considered by GSA and more carefully choose their Government partners for experience and compliance. Another challenge for the security community is regarding the lack of accessibility of participating dealers to GSA eBuy Overcoming challenges for the security community Contractors may only see RFQs which are posted under the Special items Number(s) that were awarded to their GSA Contract Another challenge for the security community is regarding the lack of accessibility of participating dealers to GSA eBuy. GSA eBuy is an online Request for Quotation (RFQ) programme that is for GSA Contract holders only. Agencies will post their requirements by Special Item Number for at a minimum 48 hours. Contractors may only see RFQs which are posted under the Special items Number(s) that were awarded to their GSA Contract. GSA Participating Dealers may take orders on behalf of a manufacturer if they are authorised under the manufacturer’s GSA Contract. They may also have an online PO Portal to receive orders. But they have no access to GSA eBuy to response to RFQs. Usually, under these arrangements, the manufacturers do not respond directly, so there is a problem using GSA eBuy for opportunities as their GSA Participating Dealers have no access to respond. GSA Schedule 84 leadership In some instances, a contracting officer may allow an emailed quotation. However, with the use of the electronic ordering system, this has become a common problem we hope to bring to the attention of policymakers. Some changes to the programmes may make the presentation of documentation more effective going forwardThe GSA Schedule 84 leadership has been helpful to explain the challenges to the agencies to try and resolve such issues. So, what’s up for 2019? GSA modernisation is coming. There will be improvements to their tools and more consolidations of SINs and more. There have been discussions of a revival of the GSA Expo. The Expo offered training for contracting staff both Government and private industry. Valuable tools for vendor training Equally important is the networking, meetings and the exhibits of the contractors. Expos have been discontinued since 2012 but smaller events have been growing as well as online webinar training. Webinars are valuable tools for GSA and vendor training, but they do not take the place of being able to meet your customers face-to-face. GSA online eOffer and eMod programme have made processing actions more efficient. Some changes to the programmes may make the presentation of documentation more effective going forward. The GSA online website for viewing the items on the GSA Contract and for purchasing items, GSA Advantage could definitely use an update as it has been basically the same for 20 years. Keep an eye on GSA Interact for the latest happenings with GSA.

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.