Page 18 - Security Today, October 2019

Biopharma Turns to the Turnstile Industry
Another industry that is rapidly turning to turnstile manufacturers is biopharma due to the rise in intellectual property theft. This industry sector is in a state of improving research and manufacturing methods. Confronted with increasing generic competition and greater regulatory expecta- tions, it is more imperative today to protect assets as well as staff.
Only fully-locking security turnstiles can be installed in unmanned areas in rear locations as well as multiple levels of a building for added protections. Many end users are finding that a small field of turnstile manufacturers can meet all of their quality, reliability and security expec- tations. If they cannot protect these remote locations with a quality device, they must rely on a more expensive, but less efficient solution of manpower and remote camera viewing.
However, neither value add reliable security. In addition to the biopharma sector, many federal banking institutions and stand-alone corporate campuses are focused on investing in quality turnstiles with full height-framed forced entry resistant panels that prevent breaches without hu- man decision-making intervention or potentially climbing over the lower height panels that are a manufacturing limit for most manufacturers.
With physical security professionals and operation vice presidents raising the bar intensely due to the level of asset protection, their purchas- ing decisions are at the critical decision junction of cost versus security and safety. In making the purchasing decisions at most government and biopharma facilities, reliability is the key factor to this audience when making a purchase.
Planning on escalating service costs—and shortly down the road (4-5 years)—actually replacing the expensive turnstiles should never be a consideration when deploying quality, reliable physical-access control equipment. Our current economic state is strong, and most end users want to buy a turnstile that lasts 20 years, not five years and the good news is that it can be done today without breaking the bank.
Currently there are major changes taking place in the industry, end users and integrators are now easily evaluating the overall costs of the lower budget products in a very short period of time, which become the absolute most expensive and unreliable to keep operating. Only a product with a 10-year MTBF should be considered for the front door protection of any facility. As we move forward, turnstile manufacturers will continue to develop solutions to better protect facilities around the country. However, only the ones that foster a quality-first philosophy will survive and be around for the long haul.
“Consistency is the key to suc- cess and being consistent in every aspect of your business is the way to rise to the top.”
knowing they will never have to worry about replacing a lane due to malfunction. The best way to keep a 100-percent cus- tomer retention rate is to offer customers 100-percent reliability on your product.
It is extremely important for manufacturers to invest heavily in engineering and internal resources. For example, if you have multiple requests from customers that require a specific need such as improving throughput on turnstiles in order to maintain the highest level of security for certain locations, then you need to step up and invest in the proper internal resources to give custom- ers what they want.
Quality Is the Key to Loyal Customers
Customers will pay more for a product or service that they feel exceeds the industry standard. If a customer knows that a prod- uct is top quality, typically they will not mind paying more for it if required. As we all know, buying a cheaper product can end up costing you more money in the short and long-term. By investing in a quality turnstile up front, you are saving your- self from costly repairs from product failures that put people’s safety in jeopardy.
When it comes to perimeter protection, protecting people is the number one priority and without the proper internal mechanics in place; turnstiles will not add any value down the road. Quality is critical to long-term customer relationships and becomes the fundamental basis of all buying decisions. When it comes to pur- chasing and installing turnstiles, being diligent in your research and product reviews is extremely important. Talk to prior cus- tomers and see if they had any lane failures or replacements over the course of 10 years.
The test of time is a good indication if your turnstile manufac- turer is really producing a quality product.
Quality Can Help Shape a
Company’s Brand Reputation
Quality reflects on a company’s brand reputation and can be a key differentiator when an end user is looking to purchase a turnstile. The growing importance of security in our country, and keeping our buildings secure by being able to track who can enter and exit a facility, has become a fundamental need for all types of businesses.
As a manufacturer, if your company consistently delivers what it promises, your customers are much more likely to refer you to other customers and be your voice in the industry. This can help you build brand awareness and credibility in the industry without spending a fortune on advertising. Let your customers be your advertisement.
Consistency is the key to success and being consistent in every aspect of your business is the way to rise to the top. It is also important to bring disruptive technologies to the market that are
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