Clearview National October 2019 - Issue 215 | Page 74

HOMESECURITY
Selling security in uncertain times
» » WITH NO CLEAR PICTURE
emerging of the post-Brexit political and
economic landscape, it’s easy for installers and
retailers of security products to feel a sense
of uncertainty about the future. In an ideal
world, everyone would buy good security
products simply because it is the sensible
thing to do. But in reality fear of crime has an
important role in driving purchases. When
the economy slows, certain types of crime
tend to rise. Thefts and burglaries increased
significantly during the last economic
downturn, so securing the home becomes
more important for customers.
GOOD VALUE SECURITY
Security is not an area where it makes sense
to skimp. A cheap lock that doesn’t work costs
three times over; once when it is bought, again
when it is broken or bypassed and possessions
stolen, and a third time when it is replaced
with a better lock. When there is less to spend
consumers will spend more cannily and whilst
there is no such thing as ‘budget’ security,
there is such a thing as ‘good value’ security.
The quality and robustness of the product
is equally as important as how and where
it is used, which provides retailers with the
opportunity to upsell. The brands that are best
placed to help installers achieve this are those
that are well known and have a reputation
for being effective and trustworthy, as well as
being good value. Burg-Wächter is Europe’s
largest manufacturer of safes and post boxes,
and has been producing security products for
over 100 years. Today it manufactures over
4,000 different security products, offering
a wide range of secure solutions to
meet evolving customer demands.
74 » OCT 2019 » CL EARVI E W- UK . C O M
ZONING IN ON SALES
Dividing homes into security zones is a
good way to encourage customers to consider
security levels in and around their property.
Burg-Wächter believes that good security is
all about building in layers. After securing
any perimeter gates, it’s worth considering
installing a post box at the end of the drive/
path, as this limits the number of people
who need to enter the grounds. All Burg-
Wächter post boxes conforming to the
European standard EN 13724 assure superior
performance, enhanced weather protection
and greater resistance to attack. They also
come in a range of designs and colours to
match the style of both the property and the
latest trend in coloured uPVC doors and
windows. The doors and windows themselves
should be secured with the appropriate
bolts, locks, viewers and security
chains.
The last line of defence
for any home (or
office) should be a safe,
which can be used to
store cash, valuables
(including phones
and laptops) as well as
important documents.
Encourage customers to think
of what items they are trying to protect and
from what danger. There are generally two
separate ratings applied to safes (one for cash
and valuables the other for fire resistance) and
it’s also worth advising customers to make
sure the safe is both independently tested and
properly installed.
SMARTER SALES SOLUTIONS
Keeping up with market trends and
customer needs are essential survival tools
for manufacturers and installers alike. The
increase in popularity and affordability of
simple to install and use Smart security
solutions means that video surveillance,
electronic locking and wireless alarm systems
are a growing add-on sales opportunity
for many installers. Correctly positioned
and installed CCTV cameras provide both
a good view of the property along with a
strong visual deterrent. The latest WiFi video
surveillance systems such as BURGcam offer
clear high resolution images, along with
memory card backup for added peace of
mind.
Similarly, the BURGprotect wireless alarm
is a comprehensive yet scalable system that
wirelessly connects to up to 200 accessories
including movement, contact, smoke,
vibration and water sensors as well as external
sirens and remote controls. An integrated
app provides a real-time monitoring feed
for both BURGcam and BURGprotect
on smartphones, tablets and PCs, offering
the convenience of remote access and
notifications.
The bottom line is that whilst no industry
is ‘Brexit-proof ’, the security industry has
more opportunities than most to avoid
serious adverse effects. But this will depend
on installers making sure that they are
offering the public the products that they
need, as well as reminding consumers that the
last area where they want to make cuts is in
protecting their property.