Partnership and the Path to a Totally Integrated Safety and Security Solution
by Byron Whetstone, American Direct President and CEO
Let’s be honest, doors can be a real pain.
For each door opening, there are dozens of mechanical and electrified components, specified and sourced from multiple manufacturers. The end product must meet the design, form, and budget of the architect, security consultant, and end user. The general contractor has to coordinate an array of subcontractors, each responsible for a different phase of delivery, installation, and integration. Not to mention the security and IT teams responsible for software implementation, compliance, and ongoing operation and maintenance.
Multiply that by 100 or even 1,000 doors on a project, and it’s not surprising fingers point up and down the supply chain when an issue arises. If an intelligent lock fails in the field, does the end user call the contractor, the manufacturer, the hardware distributor, the commercial integrator, or the electrician?
In other words, “Who owns the door?” Not who owns the lockset, hollow metal frames, software, or security camera. But who, realistically, is going to be the steward, the keeper of the door?
The Challenge of the Channel
In the contract hardware space, we have seen for years the inevitable convergence of the mechanical, electrical, and electronic components of the door opening, prominently marked when the CSI specification for electronic hardware moved from Division 8 to Division 28 in 2016.
For many in the contract hardware space, the dawn of 8/28 created confusion and chaos. For us, it reaffirmed what we already knew: the door opening is inextricably connected with life safety and security.
However, more than two years later, existing Division 8 and Division 28 sales channels are still extremely fragmented, even as product innovation continues to accelerate. Even the most advanced access control solutions are all-too-often initiated with a “low-bidder” mentality, where the physical, electronic, and software solutions are provided by multiple purveyors with varying levels of experience and training.
This disintegrated approach leads to costly mistakes throughout the project and frustration for the end user left on the hook after a project is “complete.” Even more concerning, it endangers the human lives we are responsible for securing.
Starting with Safety and Security
To ensure the ultimate safety and security of a building, as well as achieve design, budget, and timeline goals, we need to think beyond doors, frames, hardware, and even the latest and greatest access control hardware and software. We must be relentless in our pursuit of total integration of every single facet of a door opening. This includes being able to combine 8/28 products, services, and expertise, as well as finding smarter, more efficient ways to collaborate throughout every phase of a project.
To start, it is imperative we put safety and security front and center in pre-construction.
When access control is treated as an afterthought or add-on, it invariably leads to costly mistakes and frustration for all involved. However, when the end user, security consultant, architect, manufacturer spec team, general contractor, door and hardware contractor, access control provider, and integrator are brought to the table early in the process, we can collaborate to reduce costs, improve timelines, and deliver a better end result.
Taking Ownership of the Channel
It may sound harsh, but in today’s world, you must innovate or die. Our industry is no exception, and if companies are unwilling or unable to find new ways of providing value to customers, they will not survive the imminent collapse of the existing sales channel.
The good news is that for those willing to embrace this change, we have the opportunity to reinvent the channel to our mutual benefit. That makes each of us — owners, facilities managers, security consultants, IT teams, architects, general contractors, manufacturers, spec teams, software companies, door and hardware contractors, engineers, electricians, and commercial integrators — collectively responsible for owning the door opening.
Ultimately, we are not competitors; we are partners. By dedicating ourselves to ongoing collaboration and the relentless pursuit of innovation on behalf of our clients, we can deliver on the promise of totally integrated safety and security solutions and move our industry forward with greater efficiency, effectiveness, and profitability.
To learn more about how you can partner with American Direct and AccessNsite to save time, money, and stress with totally integrated safety and security solutions, contact the sales lead in your region.
East Region: Byron Whetstone
Central Region: Todd Neely
West Region: Jerry Pennington
AccessNsite: Brian Ashley