The present economic downturn is forcing all market segments, governments and management gurus to look for sustainable strategies for their operations and a long term survival.
The security systems field is not detached from this reality. As manufacturers in this field are coming up with new products, solutions and technologies; customers are also getting enticed by beautiful presentations and videos to try completely untested solutions.
This scenario means security system integrators and installers face a dilemma. On the one hand they are forced to choose the most advanced security solution for highly demanding customers that are not ready to pay the equivalent price, and on the other hand, great efforts are required to convince the clients to opt for cost efficient and workable solutions as per the real on-site conditions.
Working smart
Sales professionals have to be really smart so that clients can be satisfied with something which falls within their budget, and at the same time, the client’s operators are also able to manage the system on a daily basis without giving unnecessary troubles to the installer’s maintenance team.
Often, the potential for profitability looks very good when the order is received, but as execution begins and the system is put into operation, real hassles start emerging.
The additional costs incurred then, to resolve those hassles, eat away all profit and sometimes invite penalties also. This generally happens because of the errors made right from the beginning at the design stage of the solution; or can be due to the narrow vision adopted by some companies to propose only specific products, solutions or technologies without considering the range of available options possible these days.
Today’s world is obsessed with attractive images. Dreams and desires are more important than needs. Sometimes in order to create a big success story, logic is put aside these days! This approach is neither productive for customers nor for system integrators, suppliers, or manufacturers.
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