With so many manufacturers and suppliers of door entry systems, and so many options available, how do you choose the right system for you and your customer?
The range of systems available is wide and sometimes confusing, with both off-the-shelf and bespoke systems on the market. As well as the different permutations of the system, prices can range from around £30 to hundreds of pounds for a top-of-the range audio system.

Some questions that often get asked before you specify a system include:

  • Will the system be audio only, video-based or a combination of the two?
  • If video, will it be colour or mono?
  • What will the style of the panels be – budget, stylish or vandal-resistant?
  • What type of wiring – simple or versatile?
  • Multi or single entrance?
  • Is the system being fitted for security or convenience?
  • What sort of electric locking will be required?
  • Flush or surface entrance panel?

When you arrange to survey your potential customer's premises you are often going on a fact-finding mission. You are trying to find out what your customer wants to buy, and why. If you simply offer what you have always offered you may be assuming that the customer wants the product you usually install.

For example, if you always offer budget kits, you could be missing out on a larger sale. However, if you always offer a 'better' system, the customer might be looking for something simpler. Perhaps if you ask your customer: "Are you looking for something basic or more reliable, stylish, robust?" you may get right to their wants and needs.

Since not all customers are the same, it might seem sensible to offer more than one product: perhaps a budget range, a stylish range and a vandal-resistant one.

Technology moves on
Door entry equipment has moved on significantly in the last few years, with powerful two-wire digital technology. A good example of this is the Comelit Simplebus system, which allows installation of audio/video systems on a single twisted pair of wires. How much time and energy would you be able to save by installing a two-wire system rather than a conventional multi-wire, multi-connection system? Would your engineers be under less pressure? Would the installations schedule be more or less likely to stay on track? If you feel that the two-wire system might work for you, you might like to consider your options … Simplebus also offers a choice of three panel styles: aluminium (Logicom), stylish (Powercom) and vandal-resistant (Vandalcom).

The modular style of the entry panels also allows a choice between digital call, scrolling name directory and traditional call buttons. You can choose from two monitors and a telephone.

Of course this two-wire technology does not suit every installation. It might be over-specified on a simple one-to-one system, but even here it can save you installation time. Often your customer will have a pre-conceived idea about the system they require. Sometimes the information is based on what they have seen in the latest Bond movie rather than on reality. However, your job is to see through to what they really want, rather than what they think they want.

You have an opportunity to let them know of features they had never dreamed of. Here are a few:

  • The entry panels can be manufactured from a variety of materials with many finishes e.g. plastic (sometimes it looks good!), anodised aluminium, painted aluminium (white and various other colours), polished brass and stainless steel
  • The entry panel can have a built-in keypad and/or card-reader, proximity reader, illuminated house name, scrolling name directory, digital call module, video camera and, of course, call buttons
  • The panel can be flush (with or without rain hood) or surface mounted
  • The telephone or video-phone can be in white, but it can also be supplied in a variety of colours to match or contrast with the interior. It can be used to communicate with other phones around the property, have a different ring tone, be set to automatically open the door during certain hours (e.g. for a doctor's surgery), be desk or wall-mounted, have lights to indicate door status … you get the picture! And video – colour or mono
  • The locking device: is the system high or low security? There is a huge choice of lock releases, magnetic locks and solenoid bolts for every type of door. Specifying the type to best suit your customer can be the most important decision. Simply fitting something to work with a night-latch might be easy, but will it last? And does it really suit the application?
  • The electric locking is important if the reason for fitting the system is to improve security. However, if the reason is to have a more convenient way of opening the door, then a budget release might be just the job, particularly if the traffic through the door is fairly light
  • By offering choices to your customer, they are not simply making a YES or NO decision. You are teaching them to understand the choices YOU are offering a budget, stylish and premium option, then they can decide which system to go for. It is often easy to up-sell if your customer understands the choices you offer. If you offer choices and your competitors don't, you will be talking for longer with your customer. This also allows you to build rapport.

Getting the right system for the job at the right price is always the challenge and ease of fitting must not be forgotten, as excessive amounts of time fitting eat into the profitability of the job. However you now need to consider the installation and after-sales service of these products. Clearly, having access to good training for your installation and service engineers is essential.

In conclusion …R Armed with good demonstration equipment, literature and up-to-date photographs of previous installations, you are likely to come across as a professional installer and stand a better chance of making the right impression, getting the jobs you want to win.

One of the keys to unlocking more business is to offer your customers a choice of products – and explain those choices. A bit like the Quality Street tin at Christmas, we all have our favourites. But keeping up with new products on the market, product improvements and enhancements can help save you time and money.

* SRS, 842 – 850 Coronation Road, Park Royal, London NW10 7QJ. Tel 0870 010 1001, fax 0870 010 2001, email sales@planetsrs.com

Mix, match and modify
The Aiphone GF system is a totally flexible audio and video entry system allowing you to create the exact configuration and features needed for your installation. It is modular and can expand up to 150 apartments for video and 250 apartments for audio, and five entrance stations per system.

   Call modules are available with one, two, three or four call buttons per unit; each includes a name panel with backlighting. A blank panel is also available into which keypad or proximity access control can be installed.

The GF black and white video is a four-wire BUS system. The BUS control unit distributes the four-wire BUS line between each apartment and provides a junction point every 5m, from which multiple BUS lines may be distributed. The system is also easy to modify, adding further apartments to the system.

Distributor BC Technology believes installers will like it because you can mix and match audio and video on the same installation and you can even go back to the system after installation to add more handsets and modify from audio only to video.

The GF door entry system is also easy to programme and has many useful features to increase its appeal to end-users. For example: built-in volume control, privacy switch with LED indication, timed lock release and secondary buttons that can be programmed to bring on the lights in the lobby or provide automatic door release. Even the front door bell can be wired into the handset and a door release mechanism can be operated.

Its stylish modern lines and solid features make it attractive for most applications, says BC Technology. "It looks good and has an expensive feel to it, though it is competitively priced. And it comes with a two-year warranty."

For a Bench Test of this system, see next month's Security Installer.

Multiple entry
Videx Security has new software for use with its VPROX 1000 door entry system. It is aimed at premises with multiple points of entry and exit such as housing associations and local authorities requiring door entry management at low and high rise tower blocks.

The Windows-compatible software enables users of the VPROX system to carry out all operations including user logs and system set up. As the system runs in a Windows environment, it also enables other tasks to be completed while it runs in the background.

The system shows doors that have been opened and the last five users on the system, while a database logs all records of operations carried out including the details of the user. It can also download the last 511 users of the system from the CPU.

It also allows you to see how many doors are on the system and set up parameters for keys to work only at certain times. User details can also be added, edited and deleted from the system, enabling monitoring and control of a multi-entrance door system to remain efficient.

Defeating vandals
From BPT Security Systems comes a range of vandal-resistant digital door entry panels. The faceplate is made from 2.5mm thick stainless steel, with a bezel mounted on the stainless steel back box, to provide the panel with protection. The engraved faceplates show clear instructions and a backlit LCD has two optional digit sizes.

The panels are available in a range of options including audio and/or monochrome or colour video, 16 button public telephone-style keypad or 20mm vandal resistant buttons. They can be fitted with a proximity reader to combine door entry and electronic access control.

The installation package includes standard components that can be used with the full range of BPT door entry systems.

Stylish – with a difference
The Exedra 200 is a stylish door entry kit from BPT Security Systems and comes with a difference – it can also be used as a telephone. A modular range, Exedra 200 can be used for simple audio communication at one end through to an integrated telephone and video/audio door entry system and also include video memory and answering facilities at the top end.

Depending on the chosen module, Exedra comes with a host of special features, including the ability to activate and monitor cameras at any time to see what is happening outside, switch on external lights, give quality images on the video monitor, hands free use, phone list and abbreviated call functions, as well as performing all the functions of an entry system handset.

Exedra 200 has emerged as a highly attractive communication and security tool that will look good in any home environment. It is available in white or anthracite grey with blue finishing touches and can be surface-mounted or recessed.

Two-wire security
The VX2200 Digital '2- wire' system is part of Videx Security's advanced VX range. It has been designed with ease of installation as a priority and is based on a two-wire BUS connection for audio (four wire for video) intercoms.

   This makes it suitable for small to medium installations in the local authority and housing sectors.

A new feature for this system is an innovative call select facility. This enables a caller to either select a flat/office by typing in a flat number or by using keys to scroll through a list of tenant names. Up to 255 names can be added to the system, enabling more than one name to be stored for each flat number.

It is also possible to type in a personalised message of your choice (e.g. ENTER FLAT/ OFFICE). All programming is carried out from the door panel keypad.

In addition, the concierge will have three distinct modes of operation. These include DAY, whereby all calls are intercepted by the concierge; NIGHT, whereby door calls go straight to apartments but can still call the concierge; and OFF, whereby the concierge is completely disabled.

Source

Security Installer