SDMmag logo
search
Go to Ask SDM AI
cart
facebook twitter linkedin youtube
  • Sign In
  • Create Account
  • Sign Out
  • My Account
SDMmag logo
  • NEWS
  • PRODUCTS
  • TOPICS
    • Access Control & Identification
    • Integration & Network Solutions
    • Life Safety & Fire Alarm
    • Monitoring
    • Smart Home
    • Trends & Industry Issues
    • Video Solutions
  • COLUMNS
    • Digital Shuffle
    • Editor's Angle
    • Insider News & Business
    • Integration Spotlight
    • Marketing Madmen
    • Security & the Law
    • Security Comings & Goings
    • Security Networkings
    • Technology @ Work
    • Technology Solutions & Skills
    • SIA Waypoints
    • Cybersecurity Chronicle
  • EXCLUSIVES
    • Annual Industry Forecast
    • Dealer of the Year
    • Project of the Year
    • SDM 100
    • State of the Market Series
    • Systems Integrator of the Year
    • Top Systems Integrator Report
    • TMA Excellence Awards
  • BLOG
  • MEDIA
    • Videos
    • Podcasts
    • Polls
    • White Papers
  • EVENTS
    • Industry Calendar
    • Webinars
  • MORE
    • Classified Ads
    • Newsletters
    • SDM Store
    • State of Security eBook
    • Sponsored Insights
  • BUYERS GUIDE
    • Buyers Guide
    • Take a Tour
  • EMAG
    • eMagazine
    • Archive Issues
    • Monitoring Today
    • Advertise
  • SIGN UP!
Access Control & IdentificationLife Safety & Fire AlarmTrends & Industry Issues

ACCESS CONTROL

4 Key Elements of Selling Door Activation Devices

Door activation devices are often the one thing end users see and use every day — so they’d better do their jobs well.

By Karyn Hodgson, Editor-in-Chief
ngp_06-sq

IMAGE COURTESY OF CAMDEN DOOR CONTROLS

Touchless or “wave” switches are increasingly popular with end users seeking convenience or concerned about germs.

1553279004956

IMAGE COURTESY OF DORMAKABA

Install and test devices before putting them in a customer’s site to ensure they are high quality.

ASSA Hands On Up Close

IMAGE COURTESY OF ASSA ABLOY

Several manufactures offer training classes, guides and written documents to help dealers and installers make sure they get it right.

ngp_06-sq
1553279004956
ASSA Hands On Up Close
May 27, 2019

Access control discussions today often center around the latest and greatest features, new technologies, integrations and high tech options. However, when a user goes to a door, what they see is more likely the door activation device. These unassuming pieces of hardware are undergoing some of the same shifts as other technologies in the security industry.

What is a door activation device? It is the button, sensor or reader that causes the door to open. It could be a traditional “mushroom” button, push plate, request-to-exit (REX) button or bar. 

“An initiation device is any device used to open the door or lock the door,” says David Price, marketing manager, Camden Door Controls, Toronto. 

Two of the biggest trends affecting door activation devices in recent years have been wireless and touchless technology. 

The Hand-E-Wave from Essex Electronics, Carpinteria, Calif., is a hands-free switch with 24GHz Doppler radar technology, designed for use in hospitals, food processing plants and other areas where “no touch” switches are increasingly popular, says company president, Garrett Kaufman.

Dormakaba, Cambridge, Ontario, also has a popular wave button activation device, says Murray Lewin, senior product manager and site lead. “We are enjoying success with it, particularly in a hospital environment.”

These “frictionless” options are becoming increasingly popular in many vertical markets, Price adds. “There is no physical contact between the user and the switch, which helps prevent the spread of germs. That is why it is popular in hospitals. But it is also convenient in shipping areas where you may be carrying a load of boxes. We are starting to reach critical mass where they are becoming a common type of switch for both control of automatic doors and push-to-lock and other kinds of security functions. You can wave to lock and wave to exit.”

Looking for quick answers on security topics? Try Ask SDM, our new smart AI search tool. Ask SDM →

Another trend echoes a larger one in the security industry as a whole: wireless. One of the reasons wireless options are increasingly popular is the advancement of the technology itself, Price says. “In the past, wireless system reliability, lack of features and short battery life meant that installers would only use this when wiring was difficult. Now that wireless systems offer comparable reliability to wired systems and manufacturers can offer up to five years’ battery life, installers are using wireless to reduce installation costs by more than 50 percent.”

Issues with wireless in the past may have hurt adoption levels, but the industry is now at a point where new wireless technology, such as frequency hopping or spread spectrum, has made it a viable alternative for door control applications, Price adds. 

No matter what type of device you use, there are several factors to be aware of when choosing and installing these customer-facing products.

 

1. Quality

For starters, Price says, make sure you choose a quality product. 

“One of the biggest mistakes an installer can make is to assume that all makes of activation devices on the distributor’s shelf are the same or, if there is a difference, that it won’t affect their business,” Price says. “There are big differences in product features, quality, performance and value between brands — and that will have a direct impact on the installer’s profitability and the customer’s satisfaction.

“If you think about an access control installation from the end user’s perspective, they don’t see the $5,000 invested in the control panel and wiring. They rate the quality and performance of the installation based on the one thing they see and use every day — the $50 activation device. This is not where an installer should say that ‘second best’ is good enough.”

Kaufman recommends looking for rugged construction, especially in a setting like a hospital. “By installing ruggedized switch-activation devices, the dealer can expect to install it once and forget about it. The ruggedized nature of our switches reduces the impact of having to replace the product due to vandalism or every day heavy use.”

One good evaluation process is to purchase the products and use them at your office or do a side-by-side comparison between brands, prior to putting them in a customer’s site. Another thing to look for are ISO ratings, as well as manufacturer warranties to gauge the overall quality. “We not only offer a three-year replacement warranty, but also a two-for-one replacement warranty, which means that if our customers send me back a switch with a manufacturing defect I will replace it with two switches,” Price says.

 

2. Aesthetics

Consider how the button will look — something that is increasingly important to users and specifiers. The 6300 series low-energy operator from ASSA ABLOY, New Haven, Conn., features one of the slimmest profiles available, according to the company. 

“This operator was designed to be mounted to low-profile architectural projects that help minimize what might otherwise be a visually unappealing aesthetic,” says a company spokesperson. “This was designed to be one of the most architecturally beautiful door activations on the market.”

 

3. Customer Expectations

One of the most important things Lewin recommends is that you put effort into making sure the customer expectations are met. “If there is a disconnect between what the owner is expecting and what they provide, there can be a huge gap.”

Door openings are getting more sophisticated and so are customer expectations, he says. The key for the dealer or installer is to make sure they get it right. “They need to know, are they connecting to a head end somewhere? Is there an access control system these devices need to be connected to? Are the openings being monitored and reported? Where is that information going? 

“We should never go into access control without having a roundtable discussion with the owner or end user, the integrator and perhaps the manufacturer to understand how the product is going to work and is it going to work?”

 

4. Installation & Design

It is imperative that dealers and installers do their due diligence when it comes to designing and installing door activation devices. 

“Poor planning and installation standards are the biggest issues we see,” says the ASSA ABLOY spokesperson. “Installers often forget to plan ahead for installation challenges or look into resource materials available to them. This results in them failing to make sure the product is installed level, correctly and on the right surface so that it will look right and operate properly.”

ASSA ABLOY and other manufacturers offer training classes, written guides and numerous resources to help. But it is up to the dealers and installers to seek out that help — or in some cases simply read the manual.

“We go to great lengths to provide installation manuals that are technical, but not over the top, to help an installer know what they are doing,” Lewin says. “More often than not, these are thrown away because they think they don’t need it. Installers think they know what they have, and then they put a wrong wire somewhere and send it back to us saying it is defective.”

Another thing Lewin stresses is to use the correct wires for the installation. “Should it be Cat 5 or Cat 6? Shielded? I have witnessed access control switches being installed with speaker wire because that was the only thing the guy had in his truck. That is a dangerous thing to do because it could backlash to the head end and actually blow it up.”

The bottom line, when it comes to door activation devices, is they are not “throw-away” items that require little thought. Like any piece of the access control system equation, they take proper planning, customer input and installation. After all, Price says, “The typical building occupant walks up to a REX switch and they hit it; if that product doesn’t work, it undermines the whole system.”

 


 

More Online

For more information on door activation devices and hardware, visit SDM’s website where you will find the following articles:

“Smarter Intelligent Locks and Hardware for the Intelligent Age”
www.SDMmag.com/locks-and-hardware-for-the-intelligent-age

“How Distributors Can Help You Sell More Security Locks & Hardware”
www.SDMmag.com/how-distributors-can-help-you-sell-more-security-locks

“How Can Low-Powered Locks Benefit You?”
www.SDMmag.com/how-can-low-powered-locks-benefit-you

“3 Trends Poised to Impact Door Access”
www.SDMmag.com/trends-poised-to-impact-door-access

KEYWORDS: access control door activation door hardware life safety

Share This Story

Looking for a reprint of this article?
From high-res PDFs to custom plaques, order your copy today!

Karyn Hodgson is a veteran security industry journalist.. As the Editor-in-Chief of SDM, Karyn is responsible for the overall editorial direction of the magazine, its supplements, newsletters and website. She works with the SDM editorial staff to develop content that helps security dealers and systems integrators operate successful businesses. Karyn represents SDM at trade shows and conferences, and directs exclusive research such as the SDM Industry Forecast, the SDM 100 and The Top Systems Integrators Report. She also manages SDM’s Dealer of the Year and Systems Integrator of the Year Award programs. Karyn has an MSJ in Journalism (magazine publishing) degree from Northwestern University, and more than 30 years’ experience writing for and about the security industry. Contact Karyn with article ideas.

Recommended Content

JOIN TODAY
to unlock your recommendations.

Already have an account? Sign In

  • SDM 100

    SDM 100: Top 100 Security Dealers of 2026

    The top 100 security dealers navigated a complex...
    Exclusives
    By: Karyn Hodgson
  • Security camera

    State of the Market: Video Surveillance

    As video surveillance shifts from siloed systems to...
    State of the Market Series
    By: Brianna Wilson
  • 2026 Industry Forecast

    SDM 2026 INDUSTRY FORECAST

    Rapid technology advances meet shifting economic...
    Annual Industry Forecast
    By: Karyn Hodgson
Manage My Account
  • SDM Newsletters
  • Online Registration
  • eMagazine Subscriptions
  • Subscription Customer Service
  • Manage My Preferences

More Videos

Sponsored Content

Sponsored Content is a special paid section where industry companies provide high quality, objective, non-commercial content around topics of interest to the SDM audience. All Sponsored Content is supplied by the advertising company and any opinions expressed in this article are those of the author and not necessarily reflect the views of SDM or its parent company, BNP Media. Interested in participating in our Sponsored Content section? Contact your local rep!

close
  • Doctor examining child patient with mother present in medical clinic
    Sponsored byHID

    The Human Side of Hospital Security: How Modern Visitor Management Protects People First

Popular Stories

Video surveillance camera

Why Video Health Monitoring Is a ‘No Brainer’

ESA Board of Directors Q2 26 Elections

Electronic Security Association Announces 2026 Board of Directors Election Results

TMA & SDM Logos

Becklar, Elite & Puget Win 2026 TMA/SDM Monitoring Center Excellence Awards

SDM Dealer of the Year 2026 Promotion

Poll

What’s the most promising trend in the industry?

What’s the most promising trend in the industry?
View Results Poll Archive

Products

Physical Security Assessment Handbook An Insider’s Guide to Securing a Business

Physical Security Assessment Handbook An Insider’s Guide to Securing a Business

See More Products
SDM 100 2026 Rankings

Related Articles

  • NOR_6300_DD-onframe-wall_app_ang_rendering (LoRes)

    'Don't Touch That Door: Door Activation Devices in Demand

    See More
  • Porch Pirates - Video Solutions - SDM Magazine

    Porch Pirates & the Art of Selling Front Door Video Solutions

    See More
  • Access control cybersecurity

    3 Fundamentals of a Cybersecure Access Control System

    See More
×

Be in the forefront of security intelligence when you receive SDM.

Join over 10,000+ professionals when you subscribe today.

SIGN UP TODAY!
  • RESOURCES
    • Advertise
    • Contact Us
    • Directories
    • Store
    • Want More
  • SIGN UP TODAY
    • Create Account
    • eMagazine
    • Newsletter
    • Customer Service
    • Manage Preferences
  • SERVICES
    • Marketing Services
    • Reprints
    • Market Research
    • List Rental
    • Survey/Respondent Access
  • STAY CONNECTED
    • LinkedIn
    • Facebook
    • YouTube
    • X (Twitter)
  • PRIVACY
    • PRIVACY POLICY
    • TERMS & CONDITIONS
    • DO NOT SELL MY PERSONAL INFORMATION
    • PRIVACY REQUEST
    • ACCESSIBILITY

Copyright ©2026. All Rights Reserved BNP Media, Inc. and BNP Media II, LLC.

Design, CMS, Hosting & Web Development :: ePublishing