TRAINING • 59
A trusted locksmith with knowledge of all aspects of security is best placed to offer initial installation and continued service.
In addition to the installation locksmiths can also position themselves as a source of support and advice. This not only makes the initial installation more valuable but also ensures they are front of mind for future security upgrades and upselling opportunities. This can help to secure a recurring revenue stream as consumers sign up to service and eventually data plans.
Mul-T-Lock now offers locksmiths the chance to become Elmech Partners, which certifies their suitability to install the next generation of products and recognises the training they have undertaken. This is a powerful selling tool for both domestic and commercial installations, providing customers added peace of mind and placing locksmiths as a trusted advisor.
Although smart homes and connected devices are very much‘ real’ for homeowners, its influence on the commercial market should not be underestimated. It is important for the future professionalisation and stability of the locksmith industry that they are able to embrace these changes, but this will only be possible with the right product mix and most importantly training and support.
Mul-T-Lock has introduced a smart training course, which as well as covering its core elmech products also provides locksmiths with a better understanding of the market and how to make it work for their business. The course covers; how locksmiths can generate revenue, how to sell elmech and smart products and the advantages of using Mul-T-Lock products,
SMARTair, which provides wireless access control and a cost effective door management system, can also help locksmiths enter the connected devices and smart market. The system is fully scalable and allows administers to easily grant access or block user proximity credentials. See: ttps:// www. youtube. com / watch? v = 7OwRsRZIY08
as well as practical training on software and products and a factory tour. At the end of the course participants can become recognised Elmech Partners, and receive continual support and training from Mul-T-Lock.
By investing the time to learn more about the latest advances in smart home technology and by stocking more smart security products, locksmiths place themselves in a prime position to be able to offer the products end users are demanding, which in turn will help them secure new sales and increase profits.
The rate of change and uptake of connected devices is, in part, being driven by‘ millennials’ and whilst this can seem removed from the reality of current decision makers, it should be recognised that they are the customers of the future. Locksmiths can start to introduce changes to their practice and boost their skillset now, which can ensure they are well prepared to meet the demands of the next generation of decision makers.
Although wireless communication can seem a million miles away from cutting and scheduling,‘ smart’ products themselves are within a field that is a natural fit for locksmiths.
The correct products, training and support means that locksmiths can future proof their businesses and benefit from new revenue sources.
Locksmiths can work with manufacturers to embrace and adapt to a fast changing market, making the most of the opportunities it will bring.
For more information on the smart training and products available from Mul-T-Lock, please visit:
www. mul-t-lock. co. uk or call for more details:
01902 364 200
LOCKSMITHJOURNAL. CO. UK | NOV / DEC 2016