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Article


April 04, 2012 | by D. Craig MacCormack

Whether it’s in press releases, at trade shows or during client meetings, it’s fairly standard to hear manufacturers going out of their way to talk about the unique features of their products, using words like “revolutionary” and “one-of-a-kind.”

These days, though, manufacturers—particularly those who spent a few days in Las Vegas for ISC West 2012—seem more focused on making their products easier for integrators to install and easier for end users to control.

“People are expecting lifestyle enhancements out of their security system,” says Scott Harkins, president of Honeywell Security Products Americas. “Our role is to track what’s going on in the world and help our integrators compete and succeed.”

Photos: 8 Easy-to-Use Security Products

Not New For Everyone
Mark Espenschied, senior marketing manager at Arecont Vision, says the company has long been focused on shortened installation times, and proves it again with the release of the Megadome 2 camera, which has remote zoom and focus capabilities and comes in 3-, 5- and 10-megapixel varieties.

“Everyone wants to have that 15-minute install,” he says. “If you have everything you need, you ought to be able to do that, especially if you’re an experienced installer.”

With integrators trying to maximize their time and squeeze as many jobs into their schedules as possible, it leaves them less time for training, says Christian Bohn, vice president of marketing and product management at Milestone Systems A/S.

“The industry has been changing in the last few years,” he says. “For a while, we forgot about making it easier for customers to use. They were buying these devices with all of these new features, but either they don’t know the feature exists or they don’t know how to use it. When you add in the fact integrators have less time to train people, it’s more important that we make it simple.”

In addition to the idea of ease of use and versatility, customers are also pushing to prove the return on investment when it comes to new security products, says Kevin McCaughey, vice president of security solutions at Schneider Electric.

“Technologies have inherent value, and they’re usually focused on the cost side of the equation,” he says. “We’re also hearing more about how to monetize those investments. By applying security elsewhere in the business, you can help to make the overall operation more efficient. For a lot of people, that’s a new idea.”

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About the author

Craig MacCormack is a veteran journalist with more than 15 years experience covering local and national news and sports as well as architecture and engineering. He joined Commercial Integrator in January 2011. Follow him on Twitter: @CraigMacCormack.
View all posts by D. Craig MacCormack
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By no means a thorough resource, more of cheat-sheet, this quick glossary of IT terms will at least help AV integrators demonstrate some basic network knowledge when speaking to their clients' CIOs and IT directors.

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Recent comments

Thanks for your comment, Alan. I understand and appreciate your frustration about the pictures and belief…

Posted by D. Craig MacCormack on 2014 10 14 · commented on
'Inside Look: Long Island Railroad's Hiperwall Command Center Unveiled'.

Too bad the pictures only show a promo of IntraLogic and no real or simulated picture of what was used during…

Posted by Alan M Hoffberg on 2014 10 14 · commented on
'Inside Look: Long Island Railroad's Hiperwall Command Center Unveiled'.

Benson - nicely done.  This is a trend in some of the smarter integrators in AV, but needs the kind of…

Posted by dave fahrbach on 2014 10 10 · commented on
'5 Strategies for Selling and Renewing Service Plans'.

For sure it’s not always better! Maybe just selling better!

Posted by Argis on 2014 10 06 · commented on
'Getting Over That Growth Hump: 5 Questions to Ask Yourself'.