The level of interest in access control opportunities continues to grow among locksmiths, sparked by increased demand from customers who require the higher degree of security, accountability, and flexibility the technology provides. Demand is also up from systems integrators and security companies who need to outsource lock and door hardware installations, especially to those in the process of developing digital access control experience.
It's interesting to note that while some customers are hesitant to spend a few hundred dollars on a mechanical lock solution, they’re willing to invest a few thousand per opening on an electronic access control (EAC) system. Along with being able to issue, change, and revoke access credentials securely and remotely through the convenience of an app, they’re attracted to the value the management insights the solution’s audit trail provides for tracking activity at controlled openings.
Scalability and the migration to digital access control
To satisfy at least a portion of the demand, some locksmith businesses simply want to increase their expertise enough to effectively fulfill smaller EAC projects while still maintaining bandwidth to continue providing the quality service that loyal clients and prospective customers expect. Others have strategies to “go long.”
Locksmith professionals in our Medeco Security Centers program report they’re looking for digital access products that are simpler for them to install and deploy. Subsequently, cloud-based solutions with controllers at the door are very popular with locksmiths today, as are intelligent locks and keys. There’s also a new, radically simplified access control platform designed specifically for the small and growing business community.
In the world of multi-family housing, there’s an increased need for today’s newer access control and door entry solutions that combine smart electronic locks with intuitive cloud-based software and mobile credential capabilities. Video intercom systems are also ideal for multi-family units, allowing tenants to identify visitors and delivery people and safely grant access with greater peace of mind.
As a result, more locksmith businesses are expanding their services into this market, partnering with the systems integrators that are integral to these and other major projects. In fact, partnerships with integration and security companies, in general, present excellent opportunities for locksmiths as more new construction and retrofit projects continue to unfold.
Partnerships, recurring revenue, and strengthening the brand
It's not unusual for larger systems integrators and security companies to only have a few locksmiths of their own (if any) on staff. This means they typically need to outsource locksmith services for all the door and locking hardware installations on the hundreds of access-controlled openings that are increasingly common in their projects.
Where wire runs, electrical work, and tie-ins to panels and software are already being taken care of by other specialists, locksmiths can step in to swiftly install electric strikes, mag locks, and all the other door hardware. If further wiring or electrical work needs to be done as part of the hardware installation, locksmith companies can, in turn, subcontract those services when necessary.
Along with these opportunities, the potential for related recurring revenue models also appeals to locksmith security professionals today. Customers deploying more sophisticated electronic locks and access control solutions want to work with locksmith companies they can confidently rely on for expert technical support, extra services, and guidance on future EAC-related needs. These ongoing touchpoints help build stronger relationships, memorable experiences, and strengthen a locksmith company’s brand.
Smithing declines as the aftermarket accelerates
Commercial business has outpaced residential, with strong growth in new construction and very strong aftermarket activity in institutional, office, and industrial settings. As a result, there are more installations of specialty locks and access control components underway today.
At the same time, the smithing part of locksmithing continues to decline. It makes less sense now to spend several hours fixing an old lock to save someone a few bucks and not make much in the process. That customer is more likely to be happier with the peace of mind that comes from having a brand new lock that’s easier to install, works better, and will last longer.
In other words, locksmith companies that are open-minded about expanding services and expertise related to new lock technologies and electronic access control are more likely to keep their doors open and bound to open more doors to growth.
An educated workforce thrives
Taking that step forward does require investing in training about current access control technology, its capabilities, and value. Attracting talent already experienced in digital access can also accelerate companies down the road to success.
There are those in the locksmith business who worry about losing that training investment if an employee later leaves, but chances are they’ll probably become more loyal knowing a company cares to further their professional development. Today, the labor market requires companies to plan career paths for employees with milestones and benchmarks they can hit that will yield pay increases and a better sense of accomplishment along the way.
Offering good pay to begin with is also essential, not only for attracting new hires but also for keeping experienced members of the team. It’s a vocation in high demand, especially with the expansion of access control and the impact of retirement on the industry. For those who like to work with their hands, problem solve with their innate creativity and logic, and have an aptitude for all things mechanical and electronic, being a locksmith security professional can be a very rewarding, stable career that offers a respectable living and plenty of room for growth.
I’ve seen firsthand that when locksmith professionals are supported, encouraged, and managed properly, they thrive. So do the locksmith companies they work for that are committed to expanding into the realm of more intelligent locking solutions and digital access control.
Tom Hightman is Director of Security Professionals, ASSA ABLOY Opening Solutions
