74 • SAFES
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The business of selling safes
» » DESPITE CHANGING LIFESTYLES
and ever evolving security technology,
safes are still one of the most effective
ways of protecting valuables. Customers
vary from individual home owners looking
for a safe to store valuables and important
documents, to a wide array of retailers
and businesses looking for safes and
other security solutions from their local
locksmith.
Although contactless payment is
becoming increasingly popular on the
high street, many local retailers and
restaurants still handle large amounts of
cash, which will need to be stored securely
until the next bank run. Then there’s the
local office buildings that need to store
important data and documents, whilst
the neighbourhood chemist is required
by law to keep certain pharmaceuticals
locked away. Add to that the local hotel
and small executive housing developer all
looking for advice on safes, it’s easy to see
why it’s important to have access to a wide
range of safe solutions via a reliable and
well-resourced channel.
To realise the potential of this growing
marketplace, locksmiths need safes that
are easy to sell, at a price that gives a
good return, to customers who are happy
with the product and its installation. As
Europe’s largest manufacturer of safes,
Burg-Wächter is able offer locksmiths not
only a wide range of AiS approved certified
safes, but also the training, support
services and sales materials needed to
make the most of this opportunity.
LOCKSMITHJOURNAL.CO.UK | NOV/DEC 2018
Sponsored by ABUS
MEETING CUSTOMER REQUIREMENTS
Most customers will have a vague idea
about the size and rating of safe they need,
and will be looking for a model that has
the “AiS approved” logo required by their
insurers. In order to meet most insurer’s
criteria, the advertised ratings for models
with cash ratings of £4,000 and above need
to have been properly tested and approved
by an independent body (such as VdS and
ECBs) and one that is recognised by the AiS.
A common misconception is that a high
cash value rated safe will offer adequate
protection against fire (and vice versa).
Therefore, it is important to check what
customers are intending on putting in
the safe and what they are seeking to
protect against. Not only will this ensure
the customer’s needs are met, but it
offers the potential to upsell features and
protection levels. When discussing the
most suitable options, it is also important
to consider physical factors such as space,
location and fixing method. To help
determine whether a keyed, digital or
biometric locking mechanism is the most
appropriate it is also worth discussing
the number and frequency of people
requiring access to the safe. For the more
design-conscious customer, modern safes
can be produced in any high gloss colour
to complement their internal décor.
www.burg-wachter.co.uk