7 Ways Security Installers Can Boost Sales

The days of simply choosing a security installer for a single installation and moving on are long gone. Today's security leaders select installers who can offer long-term value and strategic partnership. The best installers stay abreast of new trends and developments and advise their customers accordingly. In doing so, they create opportunities to upgrade to new solutions to improve their customers' operations.

Upselling describes an approach where a supplier makes a customer aware of a superior version of a product, while cross-selling occurs when a customer is offered a complementary product to those they are purchasing.

Upselling and cross-selling can significantly increase a customer's lifetime value – how much revenue they generate over their time with a supplier – by 20-40%, according to research. It helps your customers find more value from your firm and, in turn, increases your net profit.

Here are seven easy ways to upsell and cross-sell to your customers.

1. Easy AI upgrades

AI is becoming a “must-have,” and customers are looking for easy ways to integrate the benefits of AI into their existing infrastructure and new installations – without the disruption and cost of re-cabling. Hanwha Vision offers an AI Box called AIB-800, which makes it easy to implement powerful AI analytics such as object detection (people, vehicles, and vehicle type) and virtual line and area crossing detection, thereby reducing false alarms and increasing operator efficiency.

2. Increase coverage

As facilities expand and needs evolve, your customers may require additional surveillance coverage. Similarly, for temporary traffic increases such as events or peak seasons for a commercial, multi-use, or tourist area, a PoE Extender camera can be a valuable addition to a customer's security system. It is designed as a cost-effective and rapid solution for integrators and end-users when there is a need to add a camera or another PoE-enabled device to an existing system.

3. Multi-directional AI solutions

Alternatively, end-users may discover they have coverage needs for large and complex areas and that purchasing a multi-directional AI camera is more cost-effective. For example, Hanwha Vision’s PNM-C34404RQPZ includes a PTZ camera and four 4K sensors, with each sensor capable of individual pan, tilt, zoom, and focus. Meanwhile, accurate AI video analytics reduce false alarms and enable efficient forensic search.
With just a single network cable, license, and IP address, multi-directional cameras offer a lower total cost of ownership by allowing one device to replace several conventional cameras.

4. Add an IP audio system

You could suggest migrating a customer's site from an analog audio system to an IP audio system. An IP audio system, such as Hanwha Vision’s range, offers superior sound quality and scalability with lower cabling requirements and the option of central management with a video management system. If there is no existing audio system, adding one can provide useful benefits such as broadcasting informational announcements, playing background music, and deterring unwanted behavior.

5. Rapid identification with bi-spectrum cameras

The addition of perimeter detection capabilities can be a significant enhancement for installations in low-light conditions or where intrusion is a concern. Thermal cameras provide added value in such environments by offering additional coverage in challenging weather conditions, complete darkness, or where foliage obstructs a scene.
Hanwha Vision’s bi-spectrum AI series provides dual channels (thermal and optical) in a single device, making it easy for operators to use the thermal lens for perimeter detection and the optical lens to determine if an event requires action. This enables rapid detection and identification without having to install two separate devices – saving time, equipment, and ongoing maintenance costs.

6. Unified entry systems: access, intercom, and camera solutions

Investing in an intercom that integrates with a video management system and includes a camera allows operators to benefit from an additional camera channel plus an access control and help point solution. The compact size of a unified intercom and camera system also makes it suitable for numerous installations.

7. Improve system architecture

Sites often start with a simple security system consisting of a limited number of cameras and a network video recorder. Inevitably, they will grow over time; at this point, there is an opportunity to sell a video management system (VMS) like Wisenet Wave, which unifies data streams and system management in one place. An open VMS also offers sufficient protection for the future and the flexibility to add more devices as needs evolve.
Likewise, if a customer's annual software license costs are expiring, it's worth considering the benefits of using Wave, as there are no annual or intermittent update costs.

Long-term loyalty

The moment you complete an installation, your customer's journey with your organization has only just begun. With advancements in video surveillance and connected devices, opportunities abound to maintain your relationship with customers and find new installations and features that can help them achieve their goals. From implementing AI for higher efficiency and reduced false alarms, to unifying surveillance systems and strengthening architecture, your customers will need your guidance to decide on the best security solution for them.