Brinks Ventures into Business Market
As Doug Valenski, director of national accounts for Brinkâ€™s Business Security sees it, â€œThe people we talk to say everyoneâ€™s workload is increasing and theyâ€™re looking for things that can streamline or automate their operations and save time. Businesses are telling us that they have one-tenth as many vendors as they had two years ago, so they need less accounting people and so on.â€
Every Brinkâ€™s branch office now has business capability and the new business unit has been staffed with national account managers and salespeople, Valenski says. Brinkâ€™s authorized dealers also may participate in the program. â€œThey have been given the opportunity to sell and install the business offering under strict guidelines,â€ Valenski notes.
Brinkâ€™s Business Security will be headed up by Shawn Lucht, a 15-year Brinkâ€™s veteran who most recently was vice president of business development, and now adds vice president of Brinkâ€™s Business Security to his title. Valenski reports to Lucht.
Valenski expects Brinkâ€™s Business Security to be a â€œsales-driven solution.â€ The company will be involved in some security shows to promote its offering, Valenski says. But he adds that, â€œThe real way to do it is to call on our target audience and say, â€˜You may not know this, but this is what we do.â€™ Weâ€™ll be very skewed toward cold calls.â€
Business customers buying from the new Brinkâ€™s division are getting a new panel that is built to Brinkâ€™s requirements by Honeywell Security. The new device shares some functionality with the residential panel that Honeywell builds for Brinkâ€™s. But, as Valenski explains, â€œWe put more horsepower into it, along with more memory and a new type of drive and backup operating system.â€ Brinkâ€™s has been installing the 96-zone panel, which also features backup radio communications and can store 91 employee codes, since early this year.
Another option that is part of Brinkâ€™s offering for the business market gives business owners the ability to monitor recorded or live video images of their property over a secure Internet connection. Authorized personnel â€œcan manage all locations from their desktop,â€ Valenski says. â€œThose things are important time-savers.â€
Brinkâ€™s also has made some enhancements to its alarm monitoring capabilities, which will support both business and residential customers. Previously the company owned two central stations â€” one in Irving and one in Knoxville, Tenn. â€“ but only the Irving location was live, with Knoxville ready as a backup if needed. Recently, however, the company began serving customers out of both locations. All accounts will be housed at both locations and, as Valenski explains, â€œsignals will go to the place that can answer them the fastest. We have an intelligent call-routing system.â€
At present, Brinkâ€™s Business Security has no plans to offer fire or access control systems, but Valenski says the company has not ruled out that possibility for the future.