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As I pen this editorial I know well what the top challenges are for security dealers and integrators. Having just finished editing the issue, the copy was chock full of terms I had to research in order to make sure my readers were getting valid and accurate information.
Not surprisingly, most of these terms had to do with video technology and networking. Resolution, compression, MPEG, frames per second and more are what I as an editor, and you, as dealers and integrators, have to learn in order to make sense of the business. It isn't easy, but it can be done. Learning new technology and how it applies to your customers is a challenge, but one which will position you and your company for success.
One integrator explained that the information technology (IT) specialist who sat in on project proposal meetings is no longer just shaking his head yes or no at the back of the room. He's working with the integrator, building owner, corporate security director and others in partnership to decide which product fits the application. That means the security dealer must be more than hawking product—they have to know what they are talking about and how to deploy a system solution.
Security dealers and integrators have seen the writing on the wall. They are changing direction to address the need for more IT skills and hiring new technicians who know how to program Internet protocol (IP) addresses and configure cameras to save precious network space.
Of course there are other security challenges, such as finding and retaining qualified burglar and fire alarm technicians as well as working in a strained economy. But the integrator who is customer service oriented and has a head for technology will surely find customers, even in the toughest market.
Vertical niches are a sure way to attain profitability. Investigate the security and fire alarm needs at school and hospital campuses, utilities, government sites, food-processing plants, industrial venues and mixed- use developments. Inside this issue is a story on profitable vertical markets and another on some of the leading dealer programs in the industry. There's also information on video bandwidth and storage, electronic access control and fire sprinklers. Don't forget our groundbreaking SECURITY Technician supplement with information on motion detectors, setting IP addresses and maximizing camera angles. Times are changing. With change comes new challenges. Let SECURITY Dealer help you prepare for the future and do business better. It's what we're here for.
Deborah L. O'Mara
Editor
author: By Deborah L. O'Mara