Despite all the discussion about electronic access control systems and their various benefits, there is a cold reality for locksmiths. Most doors are still accessed by a mechanical lock and key. To grow your business, you need to get your prospects and customers away from relying on the mechanical key as a means of access control and into electronic security. Some customers are ready to go directly to a new card-based system with audits, zone protection, remote lockdown and all the bells and whistles. But most customers prefer to start slowly.
A traditional approach that most locksmiths take is to start with a simple mechanical pushbutton lock on a back door or on a specific application with higher value assets behind that opening. Mechanical pushbutton locks are a big business but there are some concerns.
All too often, customers don’t change the factory default setting. This is not a problem with the door hardware but a problem with the single transaction approach that is so often taken by the customer and the security consultant. Most customers don’t change the factory default setting because they either don’t know enough to do it or weren’t advised to change it.
A second concern is buyer’s remorse. The PIN creates a feeling of security. The illusion diminishes when that PIN is given out more quickly than the metal key they just got rid of. An unhappy customer rarely comes back for security advice.
Those customers who are taking the mechanical pushbutton lock approach need to know that, for relatively the same price, you can provide them with a battery-operated electronic pushbutton lock. The electronic lock physically performs the same and introduces your customer to the basic electronic access control mindset. For those that have the mechanical version, try to upsell them on the extra capabilities of the electronic version.
The most basic form of electronic lock is the offline system. An offline lock demonstrates the added security and convenience of electronic access control without the cost or complexity of a fully networked system. An electronic pushbutton lock is manually programmable and user rights are stored on the lock. Unique credentials can be assigned to each user and can be easily added or deleted at any time right at the door.
It is important to remember that there are different types of chassis available. Cylindrical, mortise and exit trim options are available as well as a wide variety of finishes and levers to coordinate with their existing hardware. Mechanical key override is standard and compatible with multiple cylinder types.
Keep in mind that with the migration to electronic credentials, your customers’ mechanical key system is not as likely to be compromised. Not only are you helping them increase their access control security and flexibility, but you are also eliminating the costs and frustrations of constantly cutting keys and re-keying locks.
What do you say to your customer to get them to spend more money on access control?
First of all, ask them what they want and listen to their needs. This simple act plus your knowledge and explanation of what is available will greatly help your customer make a decision based on their broader needs. Stress to your customers they will have more flexibility in what they want to achieve now and in the future.
A baseline electronic access control lock offers a variety of options. You are there to help them customize the right solution for their facility. With both offline and networked solutions, they can control where and when people gain access by setting up rights and schedules in a central database and then transfer this information to the locks. In an offline application, they will use a handheld device and tour the locks when changes are made.
There is greater convenience in a networked application because the customer can simply change access rights via a piece of software and these changes are generally in real time. What is gained in an offline solution is price but what is lost is the flexibility of the networked system. You also have the ability to tie in various video surveillance systems in a networked application.
What is your customers’ credential strategy both now and in the future?
It is important to know your customers’ vision regarding the future of their system. Electronic locks now come with various reader options. These include 12-button keypads, magnetic stripe readers, magnetic stripe plus PIN readers, proximity readers and proximity plus PIN readers. There are even electronic locks now with smart card readers as well as smart card plus PIN readers. It is also worth repeating here that the electronic lock that you choose must be compatible with your customer’s mechanical key system.
Often a concern of customers, commercial electronic locks are rugged. Most manufacturers today test their locks to the highest quality and reliability standards. The electronic parts of these locks are built upon the foundations of their rugged mechanical lock counterparts and are also ANSI/BHMA Grade 1 certified. Is it a requirement that your solution be UL294 listed? Select models are also compatible with leading brands of exit trim, including those from Von Duprin, Falcon, Sargent, Precision 21, Yale, Corbin Russwin and Dorma. A wide variety of finish and lever options are also available. These locks are typically powered by off-the-shelf batteries. It is important to note how many are needed, what type and how long those batteries last.
Full Access Control Infrastructure
As locksmiths that have taken this step have learned, electronic access control becomes self-promoting. Once the customer starts implementing electronic access control, there is often the demand for more and more features. You have probably noticed that the customers themselves will start requesting more and more access control options. That’s when the customer becomes a prospect for a true electronic access control system.
That is when you want to start promoting open architecture for more flexibility, scalability and a growth path for even more sales. Remind your customer that security applications frequently are installed in stages. Too often, over the years, different brands with various operating mechanisms are installed. The products operate independently, without integration into one system. Oftentimes, the hardware and software systems are proprietary and not compatible with other components.
Security directors today need to choose access control systems that can be upgraded to create an enterprise security system. They need systems that can meet current safety and security issues, as well as accommodate emerging technologies that allow the system to expand and adapt as needed. Such solutions should be able to operate current technologies, as well as those under development, without compromising or risking investments in their present systems.
For a growing number of end-users, single-factor verification does not provide the access security level they now require. Today, they want to have multi-factor verification with what they have, a card, plus what they know, a PIN. With a combination proximity card reader plus keypad in one unit, you can provide the 2-factor verification that solves their request.
In addition, while 125 kHz proximity technology is the common technology in today’s access systems, 13.56 MHz smart card technology is the technology of tomorrow since it provides more security and storage for access control systems. The cost of a smart card is comparable to that of the standard, traditional proximity card, which is the most used card in physical access control today. The smart card, however, provides much higher security than a proximity card along with the ability to handle a wide variety of applications from holding biometric templates to being used for cashless vending. The comparable cost alone removes a major impediment to the use of smart cards. It is very important that all organizations be prepared for smart credential deployment, even if that facility wants to install proximity at present.
Multi-credential readers are perfect for these locales. Besides aiding implementation, multi-technology readers are available to create flexibility in the transition while allowing your customer’s organization to leverage the lower cost of smart cards. With a multi-credential reader being installed at every new door, they are able to flexibly plan for the future. Since multi-technology readers work on both the proximity frequency and the smart card frequency, they can still use proximity credentials today while migrating to smart credentials at their own pace. During the transition, they can use both their old credential and the new smart credential, upgrading on their preferred timelines, not due to the whim of technology that forces a "now or never" alternative. When their switch to smart cards comes about, they will not have to tear out and re-install all of their facilities’ readers.
Near Field Communications (NFC) technology is now being added to a growing number of mobile handsets to enable access control as well as many other applications. Over half the phones sold in 2015 will be NFC-capable. In some cases, existing 13.56 MHz smart card/multi-technology readers are already compatible with the new NFC technology which allows your customers’ users to deploy their own smart phone as their credential to enable secure access into their facilities. NFC is one of the key technologies on the horizon.
That’s Not All
With a modular, open architecture locking system, security administrators can customize door openings with options, including credential readers and networking, to create a perfect fit. Plus, they can upgrade readers and network modules from an offline program to a networked solution, change credentials at any time and use future innovative technologies as they emerge. As earlier mentioned, upgrades do not require replacing all the locks or even taking locks off doors to retrofit.
By design, this type of open architecture easily accepts additions, upgrades and replacement of components to the security system. For instance, components traditionally located around the door can be integrated into the lock itself to yield a smarter solution and more value for the investment. Locks can be configured to create a custom fit right at the lock. You can provide your customer with multiple, interchangeable credential reader modules, as well as interchangeable offline, wired and wireless networking modules so that access control can be installed at doors where it had been previously unfeasible.
Users can choose which openings should remain offline or moved to a network. They can manage both types of locks with the same software and database. As security needs evolve, a facility can have more locks on more doors and move more offline doors to a network solution when the budget allows.
Get your customer to rely more and more on you while you increase revenues and profits. It may seem like they are simply asking for a pushbutton lock but a great relationship starts with you knowing what is available so that you can create a custom, long term solution for both you and your customer.
