36 | AUGUST 2020
Hardware & Security
Read online at www.proinstaller.co.uk
SAFE WORKING FROM HOME
Since the March lockdown, a huge
number of people have made the
tremendous effort of transitioning
work from the office to the home.
Despite the gradual easing of
restrictions, for a significant number,
this is going to be a long-term change
to a new “normal”. Many customers
have chosen to convert previously
underused space such as lofts,
spare/box rooms or even garages/
sheds into working office space.
Although home burglaries
have fallen during lockdown, the
influx of additional computer
equipment, precious documentation
and in some cases valuable
stock, has resulted in many
homeworkers to reconsider their
home security measures. Despite
a fall in boots on the street,
this presents installers with an
opportunity to sell a vast array of
security equipment; ranging from
modern “Smart” solutions such as
CCTV, alarms and video doorbells
to more traditional physical
measures such as door cylinders,
window locks and safes.
A safe space to work
Still one of the most effective
ways of protecting valuables,
Burg-Wächter believes that safes
should be the last line of defence
for any home (or office). Locksmiths
will already appreciate
that the demand for safes is as
diverse as the range of potential
customers; but there is also an
opportunity for hardware experts
and door and window installers
to add this string to their bow.
Most of the time it’s individual
homeowners looking for a simple
safe to lock away valuables and
important documents.
But it isn’t just an installation
opportunity. Safes should also be
a priority for small and medium
businesses; even ‘one-man-bands’
whether your HQ is at home or
elsewhere. Next up are the local
businesses handling cash; from
restaurants and retailers looking
to secure cash, to offices,
accountants and solicitors with
a need to secure important data
and documents. Add to that the
small executive housing developer,
local hotel and even pharmacy
all looking for advice on safes,
it’s easy to see why it’s important
to have access to a wide range of
safe solutions via a reliable and
well-resourced channel.
To realise the potential of this
growing marketplace, locksmiths
need safes that are easy to sell at
a price that gives a good return,
to customers who are happy with
the product and its installation.
Before they seek your professional
advice, customers will
often have a pre-determined idea
about the size and cash/valuables
rating for the safe they need to
meet their insurer’s requirements.
However, it’s important to establish
from the outset what the
customer is going to put in the
safe, and what they are seeking
to guard against before discussing
the most suitable options
available. Doing this will not only
ensure customer’s needs are met,
but it also provides opportunities
for upselling features and protection
levels.
Customer service
In the current economic climate
there is a temptation for locksmiths
to engage in a race to the
bottom, particularly if safes are a
new or experimental line for their
business. Ultimately this race will
lead to so called “safes” that are
nothing more than glorified cash
boxes that fail to meet customers’
needs. Independently certified
safes provide locksmiths with an
opportunity to upsell to a model
that is not only fit for purpose,
but also offers higher profits for
locksmiths.
Anecdotal evidence suggests
that most burglars will take safes
off site if they can, where they
have more time, tools and privacy
to break it open. Customers need
reminding that for insurance
ratings to be valid in the event of
a claim, the safe must be properly
installed in accordance with
the manufacturer’s instructions,
ideally by a professional.
Contrary to popular misconception,
a high cash value rated safe
isn’t necessarily going to offer adequate
protection against fire and
vice versa. Regardless of which
rating is the most relevant to each
particular customer, it is vital that
the advertised ratings for models
with cash ratings of £4,000 and
above have been properly tested
and approved by an independent
body such as VdS and ECBs and
are recognised by the AiS.
Space is also an important
consideration, as is location and
fixing method. It is also worth
discussing the frequency and
number of people requiring
access to the safe’s contents, as
this will help customers select the
most appropriate locking mechanism,
whether it’s timed, keyed,
digital or biometric. For the fashion
conscious, modern safes can
be produced in any high gloss
colour to complement the décor.
As Europe’s largest manufacturer
of safes, Burg-Wächter is
able offer locksmiths not only
the widest range of AiS approved
certified safes, but also the
training, support services and
sales materials needed to make
the most of this growing marketplace.
Coinciding with its 100yr
anniversary, Burg-Wächter has
comprehensively reviewed and
revised its safe range with new
models and features, proving
that it remains at the forefront of
innovation after all this time.
www.burg.biz