How to Increase Your Sales Potential

Learning About New Technology Increases Sales

Many security dealers focus on selling products with which they are familiar and selling them effectively. But there are many growth opportunities. For example, dealers familiar with network wiring may have the chance to sell surveillance cameras or access control systems. Some have experience in installing electric locks for access control systems. However, there are many other opportunities available that can significantly increase their sales. It just requires some education.

There are numerous excellent opportunities for expanding dealer sales, as customers prefer to use dealers they know and trust. These dealers have established strong relationships with their customers. They expect the dealer to provide excellent support for other products.

When dealers are asked to provide equipment or services that they are not familiar with, excellent resources are available to help them get up to speed.

Resources available from Manufacturers

Whitepapers

Explain how products work, how they are used, and how to install.

Videos

Provide examples of how customers have used the products, and provide details about installation.

Product Training

Scheduled training courses and remote learning help the dealers keep up to date on new technology.

Website support and Frequently Asked Questions

The manufacturer’s website provides many support resources.

Manufacturing Support

Many manufacturers have on-call support services. Dealers can utilize the support team to assist in specifying a system, installation, and technical support. Hanwha has both pre-sales and after-sales support.

Manufacturer & Dealer Training Programs

Security dealers aiming to stay ahead in the rapidly evolving high-tech landscape can leverage various resources to enhance their knowledge and skills. Here are some effective avenues:

Many leading security manufacturers offer comprehensive training programs tailored for dealers:

• Hanwha provides videos on its YouTube channel. They can help the dealer understand how the cameras and their software work. They also offer technical articles that provide detailed instructions on installing and using their cameras.
• Hexagon: Provides support for its powerful software products, which are used with IP camera systems. This includes product training and calculators that determine the server capacity required.
• Hartmann provides helpful information regarding their access control system. They have technical articles, videos, and training programs to educate the dealers.
• Kintronics Media: Provides technical articles that offer an understanding of how hardware and software work and are used. The articles include information about Door Access Control, IP Camera Systems, and IP Intercom and Paging systems.

These articles include buyer’s guides that compare different product offerings. Describes how to determine your customer’s objectives before buying. Helps prospects reach decisions by providing ROI justification. Describes how to install the products and provides examples of how people have used the technology.

Networking & Trade Shows

Attending industry events can offer hands-on experience and networking opportunities:

• ISC West/East: Major security industry trade shows featuring the latest technologies and educational sessions.
• Local technical gatherings: Manufacturer’s reps sometimes host technical meetings at regional distributor locations. These meetings introduce the latest technology from the manufacturers they represent.

Summary of How to Increase Sales

By actively participating in these programs and utilizing available resources, security dealers can stay informed about the latest high-tech products and effectively enhance their ability to meet client needs.

If you need more information about how to improve dealer success, please call 914-944-3425, email dennis@kintronics.com, or visit our Kintronics Media website.