Security Sales & Integration December 2022 - 18

EXCLUSIVE!
Management
2022 Commercial Dealer
Executive Roundtable
after each project. Quarterly for service calls to
a client otherwise they'd be getting a survey every
day, and nobody wants that. Two is utilization
and you don't want to manage utilization
without managing effi ciency. Th en the fourth is
inventory. You want the inventories to be right
on their trucks. Th ey can make 10% more if
they hit those four categories, and they get that
check quarterly.
What other new technology areas are
you excited about or seeing traction?
Stark: With the pandemic, everybody started
to adopt biometrics, even for touchless exiting.
Th e other big thing I've seen, and obviously it
has to do with the state of active shooter activity
in our culture, is weapons and shooter detection.
We're doing a pilot program in a healthcare
environment. Th ere's not a lot of hospitals
that have weapons detection capabilities. We
see that as an ongoing trend.
Haught: Gunshot detection is coming into
its own. I got involved with a project years ago
for gunshot detection where we spent a lot of
time, energy, eff ort and money going through
that process. It didn't pan out like everybody
anticipated it would. Now you're dealing with
air pressures or sound for the gunshot side of it.
It's still an evolving technology. Whoever is able
to combine two or three diff erent technologies
will win. We're getting pretty close to seeing
some of these things fi nally come to maturity.
Nemerofsky: With one of our largest clients,
as you drive into their corporate campus,
they're capturing your license plate. As you get
out of your car, they're using a product called
ZeroEyes to see if you've got a weapon drawn
already. As you get to the front door, you're
walking through a full height bullet-resistant
turnstile and then through an Evolv weapons
detection platform, where now if you've got a
concealed weapon, we're going to detect that.
Th en you can fi nally get to the visitor's desk to
check in for the day or go to your offi ce. Weapons
detection's a hot tech area for sure.
Another is anti-drone detection. We sold
drones to one client, and then we sold them anti-drone
detection. It wasn't to detect the drones
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Security Sales & Integration December 2022

Table of Contents for the Digital Edition of Security Sales & Integration December 2022
