Page 75 - Security Today, May 2017

Dealer Strategies
“A core value at Salient is ‘service first’.” said Paul Smith, district sales manager for Salient. “Partners like I3Concepts which share that value and bring technical expertise to the design and installation of security systems consistently deliver the best deployment experience for our users.”
Understanding the security aspect of the parking vertical depends upon the type of technology installed. A license plate reader will scan the license plate and if it is in the system, the gate arm automatically raises. If it is not recognized, the driver will have to take and ticket and pay upon leaving the parking structure. Parking payment also has its own routine. All card issue devices and payment terminals are brought into the Dallas office, and checked to make sure they work properly and efficiently.
I3C mainly operates in the Dallas/Fort Worth area but is expand- ing and is scheduled to make a move to a much larger facility this month. The benefits of being a Texas company allow for training for clients and end users, and offers excellent tech support for the cus- tomer. Those customers are mainly high-rise, multi-tenant buildings, as well as low-rise buildings and executive office buildings and park- ing garage structures.
Service staff who can keep up with the changing and evolving tech-
nology is likely the one thing that keeps Comeaux awake at night. The future is systems that are IP based, Comeaux said. In fact, he is certain that today’s security technicians must have more education about IP/IT networking experience and infrastructure systems that will integrate together. He also said that the systems used yesterday would require two, three of four cameras per room, where today it can be accom- plished with one camera. It also requires less sophistication for installa- tion, but the technician must understand programming.
Well-qualified employees are so important to I3C, that the com- pany will pay for all training classes that technicians need to stay cur- rent with trending requirements. Comeaux said technicians need to know plenty about a lot of different security installations. In fact, I3C does not do any new analog installations but will encourage custom- ers to upgrade and move to digital technology. If a customer has ana- log, they will use endcoders to upgrade the client’s system but still encourages the move to digital.
For aspiring technicians, Comeaux has some valuable advice: “Learn as much as you can with every educational opportunity in the security and IT business.”
For anyone else in the security business, he said that service should always take a priority. “Value the customer’s needs,” he said. “We guarantee a 4-hour onsite visit, and a 2-hour response to a call.
Ralph C. Jensen is the editor-in-chief of Security Today magazine.
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