Transform Your Fence Business into a Physical Protection Systems Provider

Doug VanderKolk, National Sales Manager
Master Halco Security Solutions Group

Today, there are new opportunities for fence contractors to grow their business from a service provider to a solutions provider. Introducing and familiarizing your organization with a few key components and products can help you differentiate yourself from your competition. This newly acquired knowledge can open up avenues of expansion and new growth by leveraging your core knowledge and expertise and turning your team into an expert in the field of Physical Protection Systems (PSS).

Many fence contractors provide the installation service of a fence that simply and many times beautifully, defines property and boundary lines. This barrier also acts as a deterrent to keep intruders at bay. Too often, this is considered a complete project for the customer. In reality, it is the foundation of a PSS and an opportunity for the fence contractor to discuss a wider range of security solutions that will improve and safeguard their customer’s physical site and reduce security risks beyond deterrence.

After the fence, the first consideration is detection. Intrusion Detection Systems (IDS) should be considered as an additional method of securing a facility. You can begin equipping your business with IDS products using a few key technologies. Fence contractors who are familiar with installing gate operators and turnstiles are already working with the detection concept. These products play a key role as they actively control who enters or exits a facility.

As well, the variety of available IDS products allows the contractor flexibility in meeting budget requirements. Fiber optics, vibration sensors or video analytics installed into a new or existing camera design are just a few possibilities that can be easily adapted into any PSS.

One consideration to keep in mind is that these low voltage solutions often require some additional training or licensing. If you have concerns with understanding or installing a new product, a possible solution would be to partner with a security integrator who provides these services on a regular basis. Negotiate a deal where you refer business to the integrator and gain some on-the-job training as you work together.

As many of you are already CFP’s, an additional certification as a Physical Security Professional (PSP) should be considered. Available through ASIS at http://www.asisonline.org, the program goes into great detail and provides your customers with the assurance that they are dealing with a professional that understands the concept of securing their facility. Requirements for a PSP include 5 years of experience in the physical security field, a high school diploma or GED and the applicant must not have been convicted of any criminal offense that would reflect negatively on the security profession, ASIS, or certification program. Examination fees range from $300 for an ASIS member to $450 for non members with review programs available for an additional charge. Another resource available for the interested fence contractor is the Partners in Excellence Program with Master Halco. Web based and classroom training is available for qualified customers and can be scheduled to fit your calendar. Visit the site at http://partners.masterhalcosecurity.com:7900/Overview.aspx.

Delay is the next element in an effective PSS. Multiple fence lines, effective landscaping, or even natural barriers like creeks or ponds can slow down intruders and add the necessary time required to meet and effectively control a security breach. Creating the necessary delays should provide your customer the time required to respond to a threat.

Based upon your customer’s site, budget, and needs, this might mean looking at the fencing perimeter in a new way and offering a variety of fencing options when you draft your solution proposal and estimate. For instance, you could add another line of fence using a new material or partner with a landscaper to provide a delay option which capitalizes on the environment. The point is to look at the whole facility to provide a total solution.

Denying access and managing the security response is critical as you help your customer develop the strategy to keep and maintain a secure facility. Expanding the time between detection and response is one reason more and more facilities have been pushing the detection out to the fence and beyond. The sooner a potential threat is detected, the more response time is available to protect the vital assets of the customer. These are important decisions that many owners fail to consider when they inquire about a fence on their property.

Helping your customers consider all of the options and checking these options with their needs can also help transform your fence business into a Physical Protection Systems provider. This will take some effort and training, time and money, but it is well worth the investment.