Spotlight on a dealer posted on Aug 27, 2019
Spotlight on a Dealer: Bectro Installatietechniek BV
Bectro Installatietechniek B.V. is an all-round installation company that offers access control solutions for shops, utility buildings, industrial halls, care institutions and schools throughout the Netherlands. At Bectro you can count on craftsmanship, great service and thorough knowledge. The lines and lead follow-up time is short and the price/quality ratio is excellent.
We spoke to Albert Engel about the future of access control:
Describe SALTO KS in one sentence
SALTO KS is the one and only safe replacement for your traditional keys.
How did Bectro installatietechniek came across SALTO KS?
I got excited about the product during the first presentation of Clay by Salto (the former SALTO KS) on a ship on the IJ canal in Amsterdam. When I got home I immediately ordered my own demo case and immersed myself in the product.
What were some of the early day challenges with KS when it was fairly a new product for small and medium-sized businesses?
Before we had an installer’s account, the challenge was mainly to generate a "Clay code" on the customer's phone while building the system. Now we can prepare in advance which makes a world of difference.
Who are your main clients?
We have all kinds of SALTO KS clients. From a big escalator company that uses SALTO KS providing limited access to their mechanic that works on a malfunction in a locked storage, a church that needs to control access for their board and members or Coworking spaces with members that only use the app. Also, small companies and private homeowners are clients of ours.
What are the challenges you face when explaining/selling SALTO KS to a business?
A lot of potential clients find openings with their phone a scary thought. But mobile payment had received the same reactions when it was first introduced. People need some time to adjust to these new possibilities that might seem scary at first. The next generation will probably won’t know any better than to open their door with their smartphone. The anxiety to get hacked is also still a fear people have.
What are your favourite functionalities of SALTO KS?
Most functionalities are very helpful, but when I show a live demo of a door opening in real-time or show how fast a tag gets blocked when it gets lost, everyone gets really excited! My personal favourite is receiving a message in real-time when my son gets home safe!
How do you see the locking industry evolving with the new market demands?
As long as an electrical solution goes through the same examination and needs to earn the same licenses as the traditional solutions, I don't see any barriers. I am sure that in the near future there will be an even bigger demand for cloud-based access control solutions.
How was it for you to embrace selling a cloud solution like KS, vs. server-based or other solutions?
This was a fairly logical decision for us. In a time where everybody is living life through their smartphones, it was bound to happen: Opening your home or company's doors from your phone would become a possibility. SALTO KS completes the supply to the demand by offering a unique service besides offline SVN and online RF. If you ask me cloud- and server solutions are able to function together when it concerns access control.
How do the sales of KS and other cloud solutions compare to your other non-cloud solution sales for access control?
Even though a project needs a server solution instead of a cloud solution due to its size, I still explain the possibilities in my presentations. Often a manager or CEO of a company like the pitch and wants SALTO KS.
“SALTO KS is the one and only safe replacement for your traditional keys.”- Albert Engel
Any encounters you’d like to share with us from a working day at Bectro?
In terms of access control I was happily surprised when one of our clients sent me a Whatsapp message on a Saturday night saying he had actually sold SALTO KS himself! I gained a client through a client. A Saturday evening well spent!
Thank you Albert for these insightful thoughts on the future of access control!
Read more about Bectro's projects like this one at The Student Hotel in Amsterdam.
Want to find out how SALTO KS can help you scale your business? Contact us and we'll be happy to show you!