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Dig deeper to uncover potential physical security opportunities

November 01, 2017

Dig deeper to uncover potential physical security opportunities

A prospective customer wants you to install video surveillance cameras to catch would-be thieves working the neighborhood. They’re ready to buy cameras today. How often do you slow down the sale to dig deeper to ensure your solution is a fit and no needs are unmet?

Even seasoned solution providers sometimes take shortcuts, especially when the customer is eager to spend. Unfortunately, taking the easy way out can lead to dissatisfied customers and missed revenue-generating opportunities.

A commonly overlooked aspect of a physical security project has to do with system expectations. Asking the question “what do you want this system to do?” doesn’t always lead to an accurate answer because the customer often doesn’t know what the technology is capable of or how it can help.

Instead, take a deeper dive by sharing the following surveillance options with your customers:

General—useful when customers want to get a high-level overview of their facility or operation. Not looking to catch criminals. No high-resolution ability to identify faces.

Detailed—common in retail, cameras with high-enough resolution to identify gender, clothing, details of bags they’re carrying. Useful in gathering evidence of shoplifting.

Evidentiary—cameras positioned above registers in retail settings and tills in banking. Gives the ability to track voids, refunds and theft by employees.

Facial recognition—useful when tying cameras to a federal database to identify known criminals.

License plate recognition (LPR)—can be used to track parking ramp customers and identify stolen vehicles. Can also track vehicles moving suspiciously around a campus. Some car dealers use LPR to know the arrival of VIP customers who visit the car lot (even after hours).

Theft prevention—often implemented in convenience stores as a deterrent. Often placed near high-value items.

Operational support—utilized to identify potential problems. For example, if grocery store employees keep slipping, is it a false workers compensation insurance claim or a leaky AC unit creating a danger?

Business intelligence—provides retail clients people counting, heat mapping and dwell time analytics, which is useful in increasing revenue and/or reducing expenses.

Walk your customer through the above examples and see how their initial request for cameras to catch neighborhood thieves can be expanded to potential revenue opportunities.

Considering the capability of today’s physical security solutions, you should leave no stone unturned when talking to customers about a new project. If you need help in understanding this market or getting started, contact Chris Kacala or our physical security expert, Jason Destein.