NATIONAL HOME SECURITY MONTH
Selling security in
uncertain times
» » WITH NO CLEAR PICTURE EMERGING
of the post-Brexit political and economic
landscape, it’s easy for locksmiths
and their customers 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
Locksmiths will be well aware that
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 locksmiths
with the opportunity to upsell. The brands
that are best placed to help locksmiths
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.
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,
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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 the property. The doors and
windows themselves should be secured
with the appropriate bolts, locks, viewers
and security chains.
As well as securing any outbuildings
with a strong hasp, staple and padlock,
smaller items and lighter items within
those buildings can be linked together
with a security cable, as the extra time it
takes to unbundle them may be enough
to put the thief off.
Safe and sound advice
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. Advise
them that there are generally two
separate ratings applied to safes (one
for cash and valuables, the other for fire
resistance) and it does not follow that a
high cash/valuables rating equates to a
high fire-resistance rating. It’s also worth
SEP/OCT 2019
locksmithjournal.co.uk
Issue Takeover
recommending that the safe is both
independently tested (with their ratings
verified by recognised authorities such
as VdS) and properly installed, ideally by
their friendly neighbourhood locksmith!
Smarter sales solutions
Keeping up with market trends and
customer needs are essential survival
tools for manufacturers and locksmiths
alike. The increase in popularity and
affordability of Smart security solutions
means that video surveillance, electronic
locking and wireless alarm systems are
a growing add-on sales opportunity for
many locksmiths. 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.