AUTOLOCKSMITHING
THE LIGHTNING PACE OF CHANGE By Victor Southern
It is very likely that the pace of technological change in the physical security industry will not only continue but also accelerate. What can be achieved with micro-computers and transponders is streets ahead of where we were five years ago. Fast forward perhaps another five years and the industry will probably be unrecognisable in today’s terms. Many locksmiths face these challenges, perhaps none more so that the auto locksmiths.
Obstacle or Opportunity? When one looks at the technical prob- lems that have to be overcome in deal- ing with various aspects of transponder technology, there is a temptation to close one’s eyes and pretend it is isn’t really happening - one will always be able to make a living as a locksmith working on the purely mechanical aspects of locks, even car locks. Tat is a totally incorrect assumption and even in 2011 we can see cars appearing which have no locks as we understand them, certainly no ignition locks. So, stand away from these changing aspects and you are indeed creating an obstacle and it is one that will eventually terminate your business. Seize the matter and consider how to deal with it and the obstacles become opportunities – path- ways to new business and often jobs at higher prices than the old average.
What, who, how? Tere are many devices being sold to
locksmiths today by a whole host of mak- ers, some tried, tested and sold by forms of repute, others simply a waste of mon- ey.
Te answer to “What” is to identify
where your most likely markets are to be. In Sunderland it will be extra important to equip to make keys for Nissan, while in Swindon that would be Honda. Local loy- alties are important in customer choice. Almost everywhere a man who can make Toyota keys has customers waiting for so- lutions. In the posh apartment Docklands area of London I think that you will find an unusual proportion of BMWs which might be thought of as the ‘yuppy’ car.
I know of businesses that only work on Fords, others who only do Jags. If you are in Central Manchester you will come across every possible car, in mid-Wales a larger number of 4x4s than normal. “Who” should you buy from? Look for the one who appears to – Care the most- Offer the best advice – Can give the best after-care service. Tis means research on your part – not just the businesses that you normally deal with but specialists in your field whether that is safes, access control or vehicle security. Who honours their promises? Who goes that extra mile? Who really knows their product and its techni- cal ramifications? Who can provide good training, where and at what cost? Tere is no point in buying a piece of equipment and never being able to use it properly. How? Often the immediate cash is not
available for you make an outright pur- chase. Some suppliers may be able to of- fer you some limited period to pay. Banks may not be very sympathetic to increase your overdraft or grant you one if you don’t already have one. Credit cards are a very expensive way to finance a purchase unless you are able to repay very quickly – a month or so. Longer term finance may be available to you via the leasing route [Asset Finance]. If you are a member of the MLA they have a special arrangement now with Square 1 – phone Jo Makepeace on 01925 530153. If you are not a member then I can recommend Kennet Leasing - Craig or Tony or Cara 01675 469208. (Let me state here that I have absolutely no connection with either firm and neither of them has asked me to offer their names up).
22 • NOV/DEC 2011 •
WWW.KEYZINE.CO.UK Some equipment is sold in modular
form – you buy the base unit and then add modules as you need them. If you are looking at such a piece of equipment, then buying in exactly that way spreads your payments automatically and you can start offering service immediately and add to it as you top up your system. Having completed your investigation
and with your finance in hand get on with it. Every day of delay is business lost and sometimes lost forever if a competitor gets in before you. Tere is a fault com- mon to businessmen and that is to delay things until times get better. You have no guarantee that they will get either bet- ter – or worse. Economists have a poor track record in forecasting - a bit like the weather people who told you we would have a mild winter last year and forecast the hottest summer on record this year. Work on the assumption that the business environment will stay pretty much the same as it is and do your sums from that point of view. Can I make one last point? When busi-
ness is slow you need to capture business from your competitors or develop new business altogether. Tink on that. Best wishes for the festive season. See
you in 2012. (Te views expressed in this column are
the writer’s own and not necessarily those of Te Locksmith journal or its represent- atives).
Go on-line for more news and views and to take part in our Forum discussions at:
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