Spotlight on a dealer: Guardian Security Ltd

Interview with David Wileman: Sales manager at Guardian Security Ltd and top 3 SALTO KS dealer in the UK.

Guardian Security is a professional security company who provides security services to clients across Exeter and the South West of England. They possess extensive experience in all aspects of both domestic and commercial security and can provide their customers with the advice that they need to ensure their property is protected.

This UK based surveillance company understands that the provision of adequate security systems is a significant concern for both home and business owners. This is why they offer bespoke security solutions that are tailored to the needs of their customer's properties. Guardian Security's consultants are always available to discuss their customer's requirements to improve their home or business security.

We spoke to Guardian Security SW Ltd.’s Sales manager David Wileman about the pros and cons of selling a cloud based solution in today's access control industry:

Guardian

How was it for you to embrace selling a cloud solution like KS, vs. server based or other solutions?

Originally they were separate markets, we only really sell Salto so it was easy to embrace, however, the line between Salto and KS has blurred. Both have different unique selling points.

Guardian

How do the sales of KS and other cloud solutions compare to your other non-cloud solution sales for access control?

Currently, SALTO KS is the only cloud product we sell. The beauty of cloud is that it removes any IT investment and responsibilities from the customer, so KS is a game changer.

What were some of the early day challenges with KS when it was fairly a new product for small and medium-sized businesses?

I'm not sure that there were many challenges, however, the limiting factors were the number of app users per IQ as it narrowed the market, this has now been dealt with. The fact that we can't check in/out guests is still a problem and precludes us from most of the hotel market. There is now a Keypad which was originally missing, so all in all other than the check-in/out most things have luckily been resolved.

How do you see the locking industry evolving with the new market demands?

Moving more to a cloud-based system. Maybe the use of smartphones as carriers, however, there is still the problem of flat batteries which a lot of end users fail to realize, I like the KS keypad for that reason. More integration certainly on the hotel side with booking websites. More differentiation between manufacturers with regard to the security of how the data is stored.

Guardian

What are the challenges you face when explaining/selling SALTO KS to a business?

None really that I can think of. Cloud has been around for a pretty long time so most people get the concept.

Guardian

Guardian Security South West continues to do what they do best: Helping their customers feel more secure in their homes and/or business.

We want to thank Guardian Security Ltd and their team of professionals for having us around!

Follow Guardian Security SW Ltd on LinkedIn and Facebook and keep track of this ambitious team!

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SALTO KS provides a flexible access control management system that requires no software installation or the added expense of a fully-wired electronic product. Modern cloud-based, wireless access control system is easy and simple to use for businesses including Coworking Spaces, Coliving Buildings, Purpose Built Student Accommodation, Retail, Multi-Tenant Housing, Gyms and many more. Our best in class wireless access control solution and smart locks guarantee the efficiency for your business. Integrate smart locks, start easily managing wireless access control now!

Spotlight on a dealer: Lockhouse

Interview with Frank de Weijs: Owner of Lockhouse and top 3 SALTO KS dealer in the Netherlands

Lockhouse, based in Eindhoven, has over thirty years of experience in selling high-quality access control systems. Their team consists of five professionals that work hard every day to put a smile on their client’s faces by selling advanced access control systems like SALTO KS. The strength of Lockhouse lies in clear communication between the client and a designated Lockhouse employee who manages a project from A to Z.

We spoke to Lockhouse owner Frank de Weijs about the company, SALTO KS and his beloved old-timers:

Lockhouse

How did Lockhouse start?

In 1987 our company was founded as a locksmith/security company. In 2008 Guido van Dal joined the company as a partner and in 2013 the founder resigned and Frank de Weijs joined and took a part of the founding on him.

Frank de Weijs explains: "Guido and I were already working a lot on electronic locking so from 2013 the company changed a lot: From b2c to b2b. In B2B there’s a lot more opportunity for the electronic locking market. Our clients consist mostly of housing associations, healthcare institutions and companies."

How did you come across SALTO KS?

We were already working a lot with SALTO. When SALTO KS was introduced to us it was a logical step to sell this product.

Lockhouse

What are your favorite functionalities of SALTO KS?

The ability to block tags (hardware tokens) is very convenient if you, for instance, have a specific timeframe you don’t want a person with a tag coming into a specific space. SALTO KS distinguishes itself also by the remote opening feature that is available in the app on your phone. Customers or suppliers waiting outside your office and you’re running late? Simply tap your phone and let them in!

What were some of the early day challenges with KS when it was fairly a new product for small and medium-sized businesses?

Finding out if there was a good enough signal available from the IQ and if it was possible to transfer that signal from the IQ to the repeaters

How was it for you to embrace selling a cloud solution like KS, vs. server based or other solutions?

We believe cloud based products are the future so embracing a cloud solution like KS was easy for us!

Lockhouse

How do the sales of KS and other cloud solutions compare to your other non-cloud solution sales for access control?

How do the sales of KS and other cloud solutions compare to your other non-cloud solution sales for access control? The KS solution is more suitable for smaller systems. For the bigger systems we usually recommend other SALTO products or a different brand. For a smaller system the extra maintenance products like encoder, programmer and software are usually too expensive.

What are the challenges you face when explaining/selling SALTO KS to a business?

It can be difficult to estimate the number of IQ’s we need to mount, because we can’t always know if the IQ can communicate well enough with the cylinder, due to other wireless products we are not able to anticipate on beforehand.

How do you see the locking industry evolving with the new market demands?

I think more and more companies will come with cloud solutions since this is undeniably the direction the locking industry is heading. Granting access from your phone will be part of that future.

What is the craziest you ever encountered with during your work at Lockhouse?

Since we’re based in Eindhoven everyday is a crazy day! (A famous Dutch saying is ‘Eindhoven de gekste’ which translates into ‘ Eindhoven the craziest’). “Seriously, it’s one big celebration to be able to make our clients happy with the whole team!”

Fun fact:

Frank collects old-timers, and has a few gems stored hidden at the Lockhouse property!

Lockhouse

Whether it’s safety, comfort or a secure feeling Lockhouse is solely focused on advising and assembling high quality solutions.

We want to thank Lockhouse and especially Frank and his wonderful team of professionals for their hospitality!

Follow Lockhouse on LinkedIn, Twitter and Facebook and keep track of this ambitious team!

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SALTO KS provides a flexible access control management system that requires no software installation or the added expense of a fully-wired electronic product. Modern cloud-based, wireless access control system is easy and simple to use for businesses including Coworking Spaces, Coliving Buildings, Purpose Built Student Accommodation, Retail, Multi-Tenant Housing, Gyms and many more. Our best in class wireless access control solution and smart locks guarantee the efficiency for your business. Integrate smart locks, start easily managing wireless access control now!