Digital Surveillance Systems Offer Sales Opportunities

Used with permission from Business Solutions magazine

Security systems at the POS (point of sale) aren't just for deterring shoplifters and dishonest employees anymore. Retailers, restaurants, and similar businesses are using video security systems to improve store operations, reduce costs throughout their businesses, and monitor customer purchasing behavior, among many other functions. In fact, showing your retail customers how they can use video monitoring systems to add value throughout their operations is a surefire way to grow your sales of security systems.

Preventing loss from internal and external dishonesty is still the top reason your customers will consider investing in a POS security system. "There is likely not a retailer out there that isn't concerned with theft and shrink," says Tony Sorrentino, vice president of merchandising for ScanSource Security. "And as the economy slows, more theft and shrink issues arise. This is a great opportunity for resellers to go out and talk to end users about the value of implementing security solutions to help them combat these issues and remain viable." Become an expert on the threats your customers face and the vulnerabilities in their operations so you can offer consulting services on setting up the system, including where to locate and how to configure security cameras, as well as whether to integrate the security system with the POS. The latter couples recorded video with POS workstation data for a record of financial transactions and interactions between customers and cashiers.

Estimates indicate that shrink reduces a retailer's profit by an average of 2% to 3%. When coupled with well-planned security policies, practices, and procedures, remote monitoring can help identify who or where a retailer's problems are. Video provides more information than ever before, enabling a more planned, intelligent response to the activities that lead to shrink. "Loss prevention is key for retailers. They want to become more proactive in preventing loss versus addressing it after the fact," says Sorrentino.