Trunk Slammers Vs. Strategic Partners

By Andrew Barker, senior project manager of educational services, Axis Communications’ Axis Academy

Trunk slammers are the bane of the security industry. They’re the folks who pick up jobs installing surveillance systems without really knowing what they’re doing. But when the system doesn’t work right, the customer blames the product rather than the installer. And that gives the whole industry a bad name.

If you don’t want to be lumped in with these industry bad boys, ongoing education needs to be an integral part of your business routine. Our industry is changing at an astonishing rate which makes it challenging to stay up to speed on your own. Luckily, there are a lot of options for learning about the latest products and software as well as design and installation techniques and best practices. What you’ll quickly discover is that the expertise you acquire will yield huge dividends both for you and your customers. You’ll earn their respect as a strategic partner, a relationship with ongoing revenue potential. And they’ll receive a solution that’s been optimized for their current and future needs.

Finding The Education Resources You Need

Continuing education exposes you to the latest trends and technologies in the security field. It’s an opportunity for you to stay ahead of the curve, learn where the industry is going, and design forward-thinking solutions that are easier to upgrade and augment with new features down the road.

Continuing education also helps you appreciate how to expand the use of surveillance technology beyond security and loss prevention. Many integrators are learning how to install cameras that work on multiple levels. For example, the cameras in a retail store can watch for shoplifters and also track how people move through the store or linger at a display. This kind of business intelligence could help an owner optimize the floor layout or organize associated merchandise to encourage impulse buying. In a manufacturing plant, the camera could be watching the premises for intruders and also monitoring the assembly line for production problems. This kind of early warning can save a factory significant machinery downtime that would otherwise translate into substantial lost revenue.

To gather all that information on your own would be a daunting proposition. But not to worry, the industry is rife with resources.

• Classroom training. These are generally sponsored by security system manufacturers. Classroom training gives you an opportunity to learn from instructors as well as your industry peers. Oftentimes, class work includes hands-on experience with the video cameras, video management systems and software you plan to deploy. It gives you a chance to learn about the strengths and limitations of specific hardware and applications as well as tricks of the trade you can apply to your customer installations to make them run more efficiently and effectively.

For instance, you could be learning how to calculate pixel density to ensure that the cameras gather the correct amount of detail within a particular field of view. Other lessons might teach you how to place and program cameras to leverage advanced features like using a fixed camera to direct a nearby PTZ camera. Such a technique would lower the overall cost of security to the end user since they no longer need a person to operate the PTZ. Another curriculum topic might include how to manage bandwidth to better utilize the customer’s network and storage capacity. This lesson is becoming incredibly important given how much resolution is increasing in surveillance cameras.

But perhaps as equally important as the instruction are the connections you make with classmates and trainers who become a resource you can turn to time and again long after the coursework is done.

• Certification programs. These can be sponsored by equipment manufacturers or security industry organizations. The rigors of a certification are akin to a college degree. When you earn one, you’ve demonstrated a high level of proficiency that distinguishes from your competitors. Certification programs for the security industry run the gamut from networks and software to system design, installation and configuration, and specific manufacturers’ products and professional services. Generally certifications are valid for one to three years and should be updated regularly to ensure that you maintain proficiency as technology continues to advance.
   
• Online knowledge databases and classes. Both equipment manufacturers and professional associations maintain extensive knowledge databases that channel partners and members can access. These online libraries cover the gamut from technical notes and video support to troubleshooting guides, software and firmware downloads and more. Manufacturers and industry associations may also provide online courses that you can participate in at your own pace. This enables you to augment your education without having to take time away from your normal work schedule.
   
• Industry tradeshows, seminars and workshops. Security industry tradeshows such as ISC and ASIS provide opportunities to see the latest equipment and discuss security issues with leaders in the security field.

Knowledge Is Power . . . And Profit

A security system is only as smart as the person who installed it, which is why knowledge is key. Large businesses get that, which is why so many of them won’t let you install certain products and systems until you prove that you’re certified and know what you’re doing.

Education is what separates you from the trunk slammers and elevates you to the level of strategic partnership with your customer. Because your customers aren’t just buying equipment, they’re also buying your expertise.

Andrew Barker is the senior project manager of educational services for Axis Communications’ Axis Academy, a program dedicated to the training and education of its technicians. A former technical trainer, his extensive experience includes network video technology and technical support.