Top 5 Biggest Access Control Problems 2016

By: Brian Rhodes, Published on Oct 06, 2016

New IPVM survey data reveals integrator's top 5 problems with electronic access control:

  • High Cost
  • Complex Doors and Hardware
  • Lowball Competition
  • Grudging Customers
  • Legacy Systems

Inside, we collect integrator comments that explain these issues, how it impacts them, and what they do to handle this.

Open Ended Responses

Our question asked integrators:

"What is the biggest problem you face with selling/servicing electronic access systems? Why?"

This allowed open-ended responses rather than limit them to multiple choice preset options. As a result, they shared a large volume of feedback with us, which we've condensed into commonly themed groups. Integrator comments provide color to the key findings we examine below.

Breakdown

See the chart below for the key findings shared by our members:

*** **** ****** **** reveals **********'* *** * problems **** ********** ****** control:

  • **** ****
  • ******* ***** *** ********
  • ******* ***********
  • ******** *********
  • ****** *******

******, ** ******* ********** comments **** ******* ***** issues, *** ** ******* them, *** **** **** do ** ****** ****.

Open ***** *********

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

"**** ** *** ******* problem *** **** **** selling/servicing ********** ****** *******? Why?"

**** ******* ****-***** ********* rather **** ***** **** to ******** ****** ****** options. ** * ******, they ****** * ***** volume ** ******** **** us, ***** **'** ********* into ******** ****** ******. Integrator ******** ******* ***** to *** *** ******** we ******* *****.

*********

*** *** ***** ***** for *** *** ******** shared ** *** *******:

[***************]

** *******, *** **** cost ** ****** ********* is *** *** *******, mentioned ** **% ** responses. *** ******* ******* nature ** *****, **** hardware, *** *** **** to ****** ********* ***** like ********** ** ****** with **%.

******** *** *** *** five **** '******* ***********' that ******** **** ** steeply ******** *** ************ (19%), '********', ********* ********* do *** **** ** spend ******** **** **** the ******* *** *** disinterested ** ******** ****** basics (**%), *** **** Legacy ******* *** ********* ones ** ********, **** parts ***, ** ** get ************ **** *******.

** *** ******** **** follow, ** ***** *** color ******** *** ******** they ******* *** ******* with:

High ****

**** **% ** ***** votes, *** ******* ******** cited ** *** ***** of *********** * ****.

**** ***** * **** of ***-**** *********** ** buying *** ********** ****** control *** *** ***** effort *** ******* ******. Especially ***** *** **** commodity ******* ** ********** locks *** **** **** can ** **** ******* per *******, *** ************* high **** ** ******** or ********* *** **** turns **** **** *****. Unfortunately *** **** ***********, price ***** *** ** the ********** ** ******* the ***:

  • "******* - *** ***** to ****** ******** ** is ****."
  • "****** ******* ** ***** very ********* *** **** times ** ** * challenge ** **** **. from ********* ***********, ****** can **** **** * camera ***** **** *** a *** ** *** but ***** ***-******* **** affects ***** ******** ********** we **** ** ******* much ******."
  • "*****. ***** *******. **** are *** ****** ** apples"
  • "******* ** *** ******* problem, ****** **** ** have **** ******* ****** control, *** *** * mismatch ** *** ***** of ***** *********** ** pay *** ****."
  • "*****. **** ******* ** not ********** *** ********* elements ** ** ****** Control ******."
  • "**** ** ******* *** biggest *********. **** ******* want ** ***** **** find *** **** ** involved."
  • "***** - ********* **** no **** ** *** cost ********* ** *******."

Pronounced ***** *******

******* ************ ***** *** emergence ** ******* ****** products ** ************ ********* to ******* *******. ** noted ** ********** **** ****** ******* Is ****, **** ** ***** products **** ****-*** ******** or ************ **** ********** commercial ******** ****** ****, but *** '****** ****' buyers, *** ********** ****** does *** ******:

  • "*** ****-******* ******* (***-**-*** readers, ******* *****, ***)"
  • "*** ******* ******* ** "competition" **** ***** **** cheap ******** *** ******** software."
  • "*** **** ********* **** China."
  • "***** ******** ******** ** hard ** **** ******* when ********* ***'* **** differences."

Complex ***** *** *****

*** **** ****** *******, with **% ** ***** indicates *** ********** **** adapting ** ********* ***** and ***** *** ********** access. ******* ***** *** complexity ** ********** *** work **** ***** *** efforts, ***** ****** ***** the ******* *** **** problems ** ******* **** work *** ** ********* vendors **** **********:

  • "******* **** **** ********, especially ** *** ************ market. **** ***** *** will ****** *** ***** using *** ******* ******** that ** ** **** quality *** ********* *********, then *** *********** **** come ** **** ******** strike ** ** **** at ***. **** *** understand **** ******* ******** and **** ** **** for * ********, *** will ***** ******** *** of *** **** *** to *********** *** ***** what ** ****."
  • "********* ** ******** **** hardware. **** ***** ***** with *** ***** **** devices **** ** ***** with ** ******** *** vertical **** ******* ****** because ********* ********* ** not **** ** ******* panic ********..******** **** *** not ********* *** ********* do *** **** ********."
  • "**** ******** **** *****. We *** ****** **% in-house, *** ************ **'** have ** ***** ** a *********, *** ***** also ** *** ** our ***********. **** ******** can ** * ***** pain."
  • "*** **** ***** *****. Older ********* *** ** a ********* *** *******."
  • "*** ******* ***** ** typically ******* * ********** quote ** ******* ********* work."
  • "********* ******** *** ** thousands ** ****"
  • "********* *****. ***** *** some ***** ***** *** there. ** ******* **** to **** * ********* in ** ********* *****."

** ******* **** ***** and ********** ******** ** a **** ***** *** you, ***** ***** **** Guides *** ********* *** help:

Cut-throat ***********

******* ** *** ******* * ****** ******* Problems******, *** ** **********'* biggest ******** ** ********* against ***** ******* ** do *** **** **** cheaply, ***** **** * pool ** ********* *** are *** **** *** security ******, *** **** major ******** ** ** service, ***** ** ***** companies, ** ***** ******** services *********:

  • "**** *** *** ******* in *** **** ******* up ***** ** *****."
  • "**** ********** ******* ****** end ****** ******* **** we **** **** ** Software ***** *** ******* in ********** **** *** low **** ******, ******, and ********** **** ** see ***** ** *** area."
  • "*******, ***** ***** ******* are ***** ******* ** smaller *********."
  • "**** ** ************* ********* of ****** ********, **** consistently *** ****** ********* on ***** ******* **** look ******."
  • "*** **** ***********, **** profit. **** ****** *******, price ****** - *** cards & ******* *** a ********* **** ** this *****."
  • "***** ******* ******** ***** prices"
  • "*** ***** ** *** new ***-*** ******* ******** have *** ********* *** the ***-***** *** ***** opinion *** *** ***** of * ******."

Grudging *********

******* *** ***** **** shape ** *********, *** it's *** *** **** to ***. ******* *********** noted **** ********* ***** have ******* ****** ******* access *******, ** **** the *********** ** ******** in *** ****** ****** simple *******/*********. ***** ******** featuresets *** *** ****** required, ******** ** ******** the *******, ********, ** advanced ******** ** * system *** **** ******* sales. **** ********* **** no ******** ** ******* features, *********** *** ***** quoted ****** *** *******, and ******** *** ****** awarded ***** ** *** price:

  • "******* ******* ** * lack ** ******** / education ** *** **** of *** ******** **** it ***** ** **** hardware, ********** ** * retrofit *********. ** ***** hardware ************* ** **** we ***, *** *** customers ***'* ***** **** topic ** **** ****** to *** ****** *********."
  • "******* **** ***** ************* of ******** ******* *** long-term *********** *****, **** do *** ********** *** we ****** *** *** cheapest ****** ********* ** larger *********."
  • "********* ** *** **** the **** ** ***** the ******** ** *** intimidated ** *** ********."
  • "** **** *** **** opens, **** ** *****. [Customers ****] ** ******** In **** **********."
  • "********* ******* * ****-**** reaction ** ******** ** an ******** ** * perceived ******, *** *** uneducated **** ******* ** technologies, **** *** ****, and **** *** ***** design ************** ** ******** access *******."
  • "** *** ****** (****** east), *** ******* ******* is ******** *** ********* to *********** *** *** installed ******."
  • "****** ***'* **** ** spend $*** ******* *** a ** ** *** smaller ****** ****. ********* they *** *** ******** price *** *** **** it ** *** *** these ***** ******** **** won't *** **% ** the ****."

Legacy/Old ****** *******

******** *** *** *** 5 ******** ** *** prolonged *** ***** ********* support ** ******* **** are********** ******* ****** ******** ** ******** part *******, ***'* ********, or ****** ********* ** original *************. ******* *** systems ***** ** ********* not **** ******* **** sourcing ** ***********, *** also ******* ******* ******* also ******** '******* ***********' unfamiliar ************ ******* ** system *******.

  • "****** ******* *** * nightmare. ****** **** ******* else's **** ** ****** a ********."
  • "**** *******. *********** ********. Transition ** *** ** to *** **** ************."
  • "*** ******* **** ****** are **** ******* ******** that *****'* *** ** modern ********, ******** ****** ports, ***."
  • "****** **** ********** ********* systems."

Comments (3)

Interesting article. As an integrator that does substantially more access control work than anything else, this is all actually music to my ears. :)

Internal costs are also an issue. Like many integrators, we do both cameras and access control.

Use a $10k small business project on an existing building as a base line example. That would approximate to an NVR and 8-10 cameras or a 4-5 door access control project. A 2 man crew could knock out the camera project in 1 day where the access control project might take 2-3 days. (getting wires down to the door always seems to take longer than you anticipated going in)

And the material costs would vary greatly. the camera project might cost the integrator $1500 (8-10 $100 cameras, $400 NVR, Cable) but the access project would cost double that.

So the 10k access control job has double the labor costs and double the materials of the camera job?

I thought margins for AC were higher than video.

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