Win-win sales for suppliers
August 2013, Security Services & Risk Management
To all the dealers, suppliers and sales personnel of security products, let us show you a way where you can greatly benefit in regards to your sales figures and simultaneously be providing greater gain to the end user and the security risk assessor.
The secret lies in providing the risk assessor with functional information and not just rattling off specs as you were probably trained to do. We need you to paint a clear, concise picture of the capabilities of your product when we seek information during our security risk assessments. By providing this, the client will be able to make that final decision to purchase your product. Remember that if your product meets the specific requirements of the client’s security needs as unveiled during the course of the risk assessment, then you will have definitely made a sale.
The good news about this is if the client buys your product because of our recommendation, you are under no obligation to pay us commission. Our client has already done the risk assessment. We have spent numerous hours with the client and scrutinised their security on many different levels. We are familiar with their working environment and their individual requirements. The client has paid attention to the conclusions and professional, unbiased solutions provided by us. Don’t approach us with all the stock you have in your inventory or your own theories, but rather work with us as a team and listen to what we are actually requesting.
Bearing the above-mentioned in mind, that the assessment has already been conducted, don’t make prejudgments or assumptions as to which categories of wealth a client falls into and if it’s a waste of time. Remember the client has already paid us for our expertise and will not ignore the suggestions we present. The client is beyond the point of simply requesting quotes or purchasing products. Entry-level products are usually the last thing we actually require. Again, listen to our appeal and supply the product most suitable to the needs we have already identified.
An example, we approached five security product providers in the past to quote for an installation we assessed. Three of the five did not respond to our request because of their own prejudgment. The result was an intricate system consisting of approximately 64 cameras being installed for our client. A huge opportunity was lost by those who did not respond. This same client is now ready to increase their system and an additional 32 cameras.
Dealers and resellers of security products; please listen to our request. By all working together: the assessor, the client and you, we all win.
For more information contact Alwinco, +27 (0)71 319 4735, email@example.com, www.alwinco.co.za
- ASIS Security Technology Concepts day
April 2019, Technews Publishing, This Week's Editor's Pick, Security Services & Risk Management
ASIS SA kicked the tyres of a few technologies at its first Security Technology Concepts day in February.
- Securing a reliable source of backup power
April 2019, Drensky Technologies, Mustek Security Technologies, Specialised Battery Systems, Security Services & Risk Management
Dependence on a reliable and stable source of electrical power is a part of everyday life, whether for an individual or a business.
- The value of having a maintenance contract or SLA
April 2019, Johnson Controls, Mustek Security Technologies, Security Services & Risk Management
A maintenance contract or SLA offers a company peace of mind regarding the functioning of their security installation.
- Biodegradable security seals for SA
April 2019, TruSeal, This Week's Editor's Pick, Asset Management, EAS, RFID, News, Security Services & Risk Management
The new TruSeal product extension is produced from a special biodegradable material sourced from Malaysia.
- CCTV operators’ duties to response personnel at crime scenes
April 2019, Leaderware, This Week's Editor's Pick, CCTV, Surveillance & Remote Monitoring, Security Services & Risk Management
Control room operators often have a responsibility to monitor response scenes that go beyond the initial detection and response relationship.
- Simplified surge protection for PoE cameras
April 2019, BFR Digital, Security Services & Risk Management
Traditionally the two most common causes of surge arrestors failing to do their job are sub-standard quality, and incorrect earthing.
- Better energy savings than BMS
April 2019, Johnson Controls, Integrated Solutions, Security Services & Risk Management
Central plant optimisation software provides better energy savings than BMS control alone.
- Hidden person detection
April 2019, Flow Systems, Security Services & Risk Management
The FSC HPD system detects any movement generated by a hidden person or persons in contact with the interior or cargo of a vehicle.
- Making sure the lights don’t go out
April 2019, Netshield, Security Services & Risk Management
Based on the state of our current power grid system, load shedding has become a necessary evil as it reduces the risk of a national blackout that could take the country a week to recover from.
- Gas to replace Eskom’s vapourware?
April 2019, Security Services & Risk Management
With Eskom’s unstable electricity supply and increasing tariffs, a handful of estates in Gauteng offer piped gas as an alternative energy source.
- Is your data protected when the power fails?
April 2019, Security Services & Risk Management
It’s relatively easy to lose data due to a power outage, but it’s just as simple to protect it and ensure losses don’t occur.
- Load shedding calls for essential genset maintenance
April 2019, Security Services & Risk Management, Fire & Safety
It is important that such important equipment is maintained properly and serviced regularly in order to be able to cope with extended electricity outages.