Biggest Problems Selling Access Control 2020

By Brian Rhodes, Published Oct 29, 2020, 10:38am EDT (Info+)

Access control can cause integrators big headaches. What practical issues do they face selling and installing them?

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~200 integrators told us the biggest problem they face when selling electronic access control and why those particular problems are so significant.

In this report, we examine the trends with the key factors that apply.

Key ******

***** **** *** *** ******** *****:

  • *** *********
  • ***** ******** ********* ** *** *** Integrate
  • *** *****, **** *****, *** ********** Parts
  • ******** *********/************* ****

****** ** ******* **** ** ***** problems, ********* ********** ******** *** ********* what **** ******* *** *** ****** of *** ****** ******* ******.

Most ****** ******: *** *********

****** **% ** *** *********** **** out **** ***-***** *** ************ ********* by ******-****-******** ********* *** ******. **** 'top' ******* ******* ** *** ******* from*** **** ******.

*** ****, *** ******* ********* *** customers **** *********** ************ ** *** budgeting ****** ** *** *** *** access ******** **** *** ***:

  • "******* *****. ****** *** ******* ***** when ****** ********* ***** *** ******** locking ********."
  • "*****. ******* *** *** ********* **** high ***** *** **** *** **** access *******."
  • "***** **** ****"
  • "****** ** ******** * ******** **** it's *** **** * "*** ***********", because **** **** **** ** ** that *** **'* *** *** *********."
  • "**** *** * ****** ******. ** can ** ***** ***** ****** *******, but *** ******* *** *** ***** of *** *********** ** ********."
  • "******. ********* *** ****** ********* **** procurement ******, ********* ***** *** ****** looked **."
  • "****. ****** *** ****. ******** ***** access *******. **** ***** **** ** on ***** **** ** ***** ********. However **'* **** ********* ** * per **** *****. * ***'* *** that ****** ***** **** ******* ** the ****** ** ********** *** ***** involved. * ***** ***** ** ***** to ** * **** ** ***** wireless *****. *** *** ******* *** it ** *** *********** ****. *** the ******* ** **** *** *** tough ****** ** **** ** ** the ********** ***********. ************* **** *****'* stop ********* **** ******* **** **** space. *** *** *** **** **** purchasing ****."
  • "*****. ****** **** **** *** ******** option."
  • "**** - ****** ***** **** *** do * **** *** ***** $**, and *** *** *********. - ******** get ****** **** ** * ******, or **** **** ** ******* ********* and ********* ********."
  • "** *** **** ***** *** **** the ******* ********. **** ********* ********** if **** *****’* ***** **** ***** before ** *** ********** *** **** is ******** ** ****** ******** *** why ** ***** ** $** ** $3000 * **** ** ****."
  • "**** ******* ** *** ****. ****** expect ** *** *** **** ***** of * *********** ******* ***** *** their ********** ****."
  • "*****, *** ***** ***********, * *** of ****** ********* *** *** ***** prices *** ****** *********."
  • "**** ** *** *** ****. **** people **** * **** **** ****** the ******** ** * **** ****** system."
  • "*******. **** ********, ******* *** ***** high ******* ******** *** ******** ************ by ***********. ****** ** ******* *** they ****** ** **** *** ******* quote ** **** **** ***** ** the **** ***."
  • "**** ** ***** *** ****** *** issue. ***** *** ****** ********** **** to *** **** *** **** ** the ***** ******** **** ******* ** access *******."
  • "****. ******* ****** *** *****."
  • "****** ****, ********* ***'* **** ** spend * ***** ** ***** ***** now."
  • "****. **** ********* **** * *********** idea ** **** ****** **** *** when **** *** ****** **** ********* try ** **** *** ********* *** will ** ** *** ***** ********* idea ** **** ** ****** **."
  • "*****. ****** *** ****** ******* ** how ********* ** ** ******* ** looks ********** ****** ** *** *** user. **** ***'* *** *** *******, head *** ********, ***. * ***** they ******* ** *' ***** ******* the ****** *** *** ****..."
  • "**** ** *** ****. *** ***** don't ***/********** *** **** **** **** in ** ******* *** ******* *** an ****** ******* ****."
  • "******* ****. ***** *** **** ** high *** ******** ** ** ** right **** *** ******* ********."
  • "****...***** *** **** *** ***** ** costs *************. ********* ***** ****** # of *** ***** ***** ** ******* and ***** ** ** **** ***** locks ***** ** **** *********."
  • "*** ******* ******* ** ***** *** cost *** **** ** ******* ****** control. "
  • "*** **** ****** ***** *******."
  • "**** ** ****** ******* ** **** so ********* ** ******** ******* ** go *** *** **** ******."
  • "********* **** ***** ********* *** *** proposing ***** ******* *** **** *** poorly *********, ** **** ***** ***** sorting ***** ********* ******* ***."
  • "*****. ***** *** ** **** ******* out *****, ****** *** *** *********** the *************, *** *** ******** ** uphill ******."
  • "****** ********* ** ***** ***** *** wanting ** *** ******* ******* ** bringing ******* ** ****. **** ** cheap *** **** *** ***** *** safe."

**** *** ******** ***** ********* **** Expensive

*************, **** *************/**** ******* ************* **** ********* **** ************* hardwired ****** *****.

************ ** * ****** **** **** installation *****, ******** ******* ** ***** can **** ******** ** **** ** avoiding ***** ********* *** ***** **** costs ** ********:

  • "****** *** ***** ** ***** **** they **** **** ****** ***** ******* $2,500-$5,000 *** ****. **** ** *** the **** ***** *** ******* * lot ** ****** *** ********. **** is ***** ** **** ** * hardwired ******** ******* * **% ******* is ***** *******."
  • "* ***** ***** ** ***** ** be * **** ** ***** ******** locks. "
  • "******* *** **** *** ********* ***** enough ** *** *******. **'* ******, because ******** ***** ***** ***** * little *** ** **** *******."
  • "**'* ****** ** ***** *** ********* as *** *** *** *** ****** to *** ***** *** ******* ********* above *** **** ** ** ********** However ********* ***'* ******* **** ******** when ** ***** ** **** ~£** a ***** *** ******** *** ** £500 ********* **** *** * *** easily ******* * * *** ** the **** ****"
  • "******* ********** ******** ********* ** *** box ******. **** ****** **** **** they *** *** * ******* *********** handset ** ******** ** * ****. Until ********* ***** ** ********* *** they *** ***** ************* ******** ******** in ******."

Dated ******** ********* ** *** *** *********

******* ****** ***** ********* *** * lack ** ********* ************ ******* ******* and ** ******* ***** ********* ** cumbersome *********.

** **** *****, * ***** ******** platform ***** **********-****** ******* (*.*.: ***** or ******), ** ** *** ******* extended ********* ***** ** ** ***** tasks (********** *** ************ ********* ** one *******).

******* ******* ************ **** ***** ******* can ***** * ***** **** ******, as *** ******** *** ******** ** look *** ********* **** ***'* *****:

  • "********* ******* *** ********** ********** *** better *********** **** ***** *** ***** systems *** ***** ***** **** *********** outdated ******** *** *** ***** **** to **** ** **** *** ******* to ******* *** *** ******* *** hardware."
  • "*********** **** ***** ***** ******* ** we ** *** **** **** ******* with ***** ***** ******."
  • "**** ***** ********* ***** ***** *******. Legacy ******* **** ******* ** ****** more ********** ********* *** ***** *****."
  • "***** *** **** *** ******** **** can **** ********** **** ***** ******** and **** ******** *** ******* ******* rather ****** *** ****** ** *****."
  • "**** *********** **** **********."
  • "******* **** ** ***, ********* ******** for *** **** ****."
  • "****** ******* ****** ******** ** ** very ****. ******* **** ******** **** much ****** **** ********* ****** ******* and ***."
  • "*********** ******** **** ******* ******* *********, difficult ********* **** *** ******** ** offered ** * ******."

*******, ******** **** ****** ******* ******* *********** ************ ***** *** ****** ** *********** so **** ****** ** ****** **** an ***** *** ********, *****-**** *******.

*** *****, **** ***** *** ********** Parts

**********, *********** ***** *** ******* ** dealing **** ***** *** **** ******** that ** ******, ****, *** *** working ********.

** ***** *** ********** ****** ******** to ******** ****, ********** ************ **** to ** ***** *********. ***** **** doors/hardware ** ***** ********** ** ****** or *** * **** **********, **** integrators **** ******* ***** ***** ********** in **** ***** ** ********* *** biggest ********:

  • "******** *** **** ** *** ** always **** ** **** *** **** where *** ***** **** ********** *** have *** **** ******* **** *** falling *****."
  • "* ***** ****** **** *** ** the ********* ** *** ******* ** reviewed ** ****** *** **** **** operate ********. *** **** ***** **** retrofits *** ***** *** *** ********* correctly *** **** ***** ** ** addressed ** *** *********** *** *********."
  • "******** ************ *** **** ******* ******** on ********* **** **** ******** ** in **** *********."
  • "***-******** **********, ********** ***** **** ******** fasteners."
  • "*** ** ******* ********* *** ****** a **** **** ***** *** ** terrible *****. ****** ** ********** **** to * ****** **** ** * long **** ********."
  • "****** ******** ****-******* ********: *** **** variations, **** *******/************ ** *** ***** millwork, ****/******/****** ******** **** ********* ** replace. ******* **** ***'*. ******* **** won't."
  • "*** *****. **** ********* ***** **** because ****'** ********** ****** ******* **** it **** *** ***** ****** ***** that ***'* ******* ********."

Customer *********/************* ****

** ***** *****, *********** ********* ******** when ********* ****** ** ********** *** system ************, *********, *** *********** *****:

  • "*** ******* ******* ** ******** ********* and ******. *******, ***** *** ** convinced **** * ***** ***** ******."
  • "**** ** ********. **** ** ******* what *** ** ***** *** **** to **."
  • "****** ******* ** **** *** **********, and **** ****** *** ****** ** constantly ********* ***** ******** *********** *** things *** **********, *** ***** ****** is **** ** *****, ***** ****** designers *** *** ******** **** **** approach *** ***** **** ****** ******."
  • "******** *********, **** ** *** ***** they ***'* **** ** ***** *** money *** ***** ***** *** ******* option *** ******** **** ******."
  • "*** ********* ******* ** * ***** one. **** ** ******* * ******* concern ** ** ******* ******* ** understand **** *** ******** ****** ****** just ******* *****."
  • "******* *** ***** ******* ** **** up **** ******* ********** *** ** able ** ***** *** ******* ***** technologies ** *** ********. "
  • "********** ********* ** ****** ***** ***** system (**** ******, ********** **********, ********* capable/enabled, ***.) *** **** ****** *** up-front ***** *** ****."
  • "******** ********* ** *** *** **** to *** ***** ************."
  • "**** ********'* **** ************ ** ******* or ******** ***** ****** ******* ************. They **** **** **** **** * need *** ** ****** ******* ****** and **** **** ********* *********, ** cheap ** ********, ******* ******** ******* interest ** *** ****** ******** ** certain *******/************."

********* *** ***** ***** **** *** resources, ***** *** ******** *** ******* system *****. ***** *** ******* **** of *** **** *** ** *** access ********** *** ******* *****, ******** user ******** *** **** ******** ******** follow-ups *** ***** ********** *** ***.

Hardware *** ********** **********

**** ********* ******* *** **** *** base ************ ******* ***** *** ****** systems ***** ********** ***** *** **********:

  • "*** **** ********, ******** ******* *** passage ****. ** *** ** **** that *** ** **********."
  • "******** *** **** ** *** ********* and *** *** ********* **** *****."
  • "******* ******** ******"
  • "********** **** *********. ******* ** *****."
  • "********** *********** ** *** **** ******, which *** *** ****** **** ** our **********"
  • "*********** ******** ***** ****** **. ********."
  • "*** **** ******* ** ****/***** ***** and ****** ***** **** ******** ******** designers ******* **** **** ********."
  • "**** ******** ************ ** *** ********; it ***** **** ******** **** *****'* a ********* ********** ******* *** **** hardware."
  • "**** ******* ******** ***** *** **** Prep. ** ***** *** * **** sticker *****. *** ** ******* ********* are ****** * **** **** ***** are ** ******** *****. ****** ** electronic **** ** * ****** **** is * **** **** ********."
  • "***** ** *** *** * **** hardware *******, ************ **** **** *******, latch **********... **** ***** ** ********* our *********."
  • "*** ***-**** *** ************* **** **** hardware ****** ** ******** ** *** door ******** ******. **** ***-*****, *** all, **** ** ***** **** **** hardware ***** ** ** ********* ** detail ***, ** *** ******** **********, we ***'* ****** **** ***** *******."

***** *** ******* ********** *** ***** underestimated ****** ** ***** ****** ** install *** ******, *********** *** ***-***** alike *** ***** ** ***** * specialist **** * ********* ** **** specifier ** * **** ****** ** relieving ******* ****-***** **** ****** ***.

Comments (18)

Undisclosed Manufacturer #1

10/29/20 04:47pm

Interesting report.

One thing is universal; door hardware installation expertise is a sub-culture of the security industry!! A lot of people can do it. Very few can do it exceptionally well and in timely, quality fashion.

Definitely leave it to a qualified locksmith.

I find most of the hardware guys that can tell you the difference between model number ser0t8w05t8-08tu and model number e-r9t8]qi24t-9iqop (finger slapping) and why you should use one over the other and recite those model numbers in mid-conversation are pretty reliable.

Agree: 3
Disagree
Informative: 1
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Undisclosed #2

10/29/20 07:23pm

I feel this report heavily weighs toward the outlook that the access control industry is severely outdated, lacking innovation and in dire need of an overhaul to the core sales and engineering strategies deeply imbedded in the majority of access control manufacturing giants. Change is coming!

Agree
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Shannon Davis

IPVMU Certified | In reply to Undisclosed #2 | 10/29/20 10:11pm

What change is coming? No matter what the system itself does with whatever fancy software features you still need door hardware and that will never change. You will always have code requirements, which get more stringent every year.

I have come across so many doors these past few years installed by someone who thinks the industry is too old school, POE at the door is the only way to go, centralized systems are whack, databases are a thing of the past, who have completely butchered up a door or causes a fire escape issue because they put the incorrect hardware on.

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Undisclosed #2

In reply to Shannon Davis | 10/29/20 11:52pm

The super freaks are coming, those that can only create change.

Let the legacy mode thinking layman continue to watch their Jenga puzzle collapse as they have not learned to build a foundation horizontal before going vertical.

American born engineers that will go head to head with the rest of the world for a battle of superior ingenuity and design. No more coddled suck ups to corporations that corrode the mind and force you to believe the world is flat. Those that limit your creativity by censoring a free mind each time it blooms.

Everything will change except for those that are unable to accept change.

Agree
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Unhelpful: 10
Funny

Undisclosed Integrator #3

10/30/20 10:39pm

The biggest issue we see is in the access control software, not meeting the latest IT standards (RMF, DISA, FIPS, NIST, ETC.) when it comes to installing enterprise systems; specially in the Federal government market.

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Undisclosed #2

In reply to Undisclosed Integrator #3 | 10/31/20 01:10am

Your largest issue is small in comparison to the commercial deployments. Perhaps the issue with not being able to keep up with IT standards is that access control in 2020 is severely outdated. The supporting populace includes manufacturers, consultants, application engineers, customer security directors(look for the Asis dinosaurs smiling on their linkedin where they post when they first got their PSP or CPP). The "I am the SME mentality goes unchecked and unchallenged, until they get punched in the face". Punched in their dino-jaw by freakish thugs like me, with an attitude that spews change and forces the hardest critical thinking. F all you face value suck-up thinkers that want to take a cozy seat in the lazy industry that is still pulling OSDP wires to the door. INSANITY!

Outdated, yes the whole lot of you. YOU.

Agree
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Unhelpful: 7
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Jeremy Ellis

In reply to Undisclosed #2 | 10/31/20 02:07am

Do you have anything meaningful to add?

Agree: 4
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Undisclosed #2

In reply to Jeremy Ellis | 10/31/20 03:45am

Yes, whenever something stands up, it is cut down.

Are you capable of standing on your own?

In these times you lack the tools of reasoning, critical thinking that will allow your self interest to peak.

Do you not see the unhelpful button? you are better off clicking on that then facing someone that resonates higher than your entire bloodline combined.

Agree
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Unhelpful: 9
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Jeremy Ellis

In reply to Undisclosed #2 | 10/31/20 07:43pm

Always an “Undisclosed” hiding.

Agree: 2
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Undisclosed Manufacturer #5

In reply to Undisclosed #2 | 11/02/20 06:05pm

Guessing you didn't like the consultant presentations last week?

And...let me guess, you were a Viking for Halloween? Pillage the industry and all...

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Funny: 1

Undisclosed Manufacturer #4

10/31/20 02:57am

There was a guy who had a whole new concept of how to manage an enterprise system and sold his company only to have that converted back to the standard thinking.

I actually believe changes in locking hardware from wired to battery, low power transmission is a significant change.

Identification using a mobile device or biometrics is becoming common instead of managing card databases. I have to wonder when you will have to register your mobile device in a building and based on wifi you will be allowed, blocked or alarmed, as a permanent person or guest beyond the current NFC apps.

I remember a stand alone access control system from about 40 years ago using voice authentication. Obviously we have made improvements there.

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Undisclosed #2

In reply to Undisclosed Manufacturer #4 | 10/31/20 03:52am

Tip of the iceberg salad my friend. Thanks for keying in on the possibilities of change.

Note: How to spot DinoDNA: They will always baseline design on legacy proven infrastructure arguments such as building codes, NFPA, BICSI, OSHA and even Energy codes. They simply do not understand the future products that will be laden in this forum 10 years from now. That is if this place exists in 5 years.

I really want a super manufacturer to arise can cripple the industry into change, bankrupt distributors and smash integrators.

Ahhh such a fresh and clean breath of air to look forward to after all this 2020 paranoia.

Agree
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Unhelpful: 7
Funny: 1

Shannon Davis

IPVMU Certified | In reply to Undisclosed #2 | 10/31/20 03:03pm

Welcome to U2’s Land of the Trolls 😈 where everything is Unicorns 🦄 and Rainbows 🌈 where the Troll couldn’t get out of Utopia because they didn’t install the right hardware and the place burned down!!

Agree: 3
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Undisclosed Manufacturer #1

In reply to Undisclosed #2 | 10/31/20 04:33pm

Do you have anything informative or constructive to say? Or even humorous?

Agree: 2
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Michael Votaw

11/02/20 04:48pm

IT centered companies are making a big inroad into our security business. I don't believe most of them take security seriously being that we protect people and property rather than worrying about losing email access. They don't understand hardware in most cases. But, that doesn't mean that IT isn't buying from them, Amazon and other low cost or more IT centered providers. We traditionally don't make access simple or sexy or grab onto new trends. There are major changes taking place, some driven by the pandemic and a shift in how people work and purchase. IT deployed a lot of security and AV this year and didn't necessarily follow the traditional channel vendors to do it.

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Igor Keel

3dEYE | In reply to Michael Votaw | 11/03/20 03:34pm

didn't necessarily follow the traditional channel vendors to do it.

Hi Michael, what do you presume they followed? Do you think they're cutting corners? Have you heard any negative experiences of IT install/support of security systems?

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Undisclosed Integrator #6

In reply to Igor Keel | 11/03/20 03:52pm

Every time I do an access control retrofit and run into Cat5 cabling used as control wiring for the locks, door sensors, and REX devices, I "know" who must have installed that system.

Agree: 2
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Michael Votaw

In reply to Igor Keel | 11/03/20 04:52pm

I think they are either buying in the IT channel or buying direct from companies that are marketing via the IT channel. Yes, they are typically cutting corners. The systems are function, but they don't look at the entire security picture, backup, physical security during failures etc. Negatives are that I see some very questionable installations, code violations and quality of work issues. At some point it will come back on them.

Agree: 1
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