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3 Tips for Selling Access Control Technologies in the Hospitality Industry

October 17, 2017

3 Tips for Selling Access Control Technologies in the Hospitality Industry



Hospitality is big business, both in the United States and abroad. Travel and tourism in the U.S. alone nets nearly $1.6 trillion a year and supports more than eight million jobs. With all that revenue at stake, it’s no wonder that the hospitality industry is among one of the fastest-growing within the physical security market as well.

Access control is one of the biggest areas of investment from the hospitality market. Of course, securing access to hotels, motels, entertainment venues, tourist attractions, and other locations is vital for maintaining a healthy, growing travel and tourism industry. Access control technologies have become a necessity for hospitality providers of all sizes.

Related: 4 Tips for Selling Access Control Technologies to SMBs 

For value-added resellers that work within the hospitality industry, the opportunities are significant. However, this market requires a careful approach to ensure that your customers’ needs are met. Here, we count down three of the top tips for selling access control technologies to the hospitality industry:

1. Listen to your customer’s pain points

Access control is a necessity at a wide range of facilities, but that doesn’t mean that your customers need a one-size-fits-all solution. Be sure to listen to your customers’ pain points and take the time to truly understand their problems. Then, present the best solutions for their budget and needs; speak to the myriad of options that are available from today’s access control manufacturers and find the right fit for each individual customer.

2. Focus on the convenience factor

When it comes to security technology, one of the top priorities for the hospitality industry is convenience and ease of use—two benefits that you should highlight in your sales presentations whenever possible.

In entertainment venues, amusement parks, tourist attractions, and similar facilities, employees are typically moving in and out of buildings and rooms frequently. While it is important that these locations are secure, it is also vital that the access control solution doesn’t become an impediment to workers doing their jobs.

In hotels and motels, guests also want access control systems that are quick and easy to use. After all, who hasn’t been frustrated by a guestroom key card that has to be swiped multiple times? Meanwhile, guests want to feel that the access management system is highly secure and reliable. At many hotels and motels, their reputation and ongoing success depend upon it.

The growing demand for convenience also creates an opportunity for you to sell more advanced capabilities, such as mobile computing and remote access—both of which bring a new level of convenience to access control systems.

3. When appropriate, leverage integrated and smart solutions

The hospitality industry is ideal for incorporating access control into other business systems, such as heating, ventilation, and air conditioning, while also taking advantage of new, smart technology solutions. The result can be improved security, optimized energy efficiency, and better service for tourists and visitors.

For example, a hotel in San Francisco recently underwent a significant renovation that included a new locking system for guestroom doors, a new access management solution, and energy management technologies to lessen the building’s carbon footprint.

The integrator on the project offered an exciting solution: The access control system is tied to the energy management platform, which includes wireless digital thermostats, occupancy sensors, door position interfaces, and other advanced tools. When a guestroom is unoccupied, the system automatically takes control of the temperature settings. When the guest returns, the system switches back to the preset temperature settings. That way, the rooms never become too hot or too cold, even when guests are away.

When combined with new radio-frequency identification guestroom keys, the solution improves security, while also adding value to the consumer and reducing the hotel’s energy costs. By using integrated systems and smart technology, the integrator was able to achieve a win-win solution for all involved.

Do you currently sell to customers in the hospitality industry? Does your local market include many opportunities in travel and tourism?