CHALLENGER INSIGHTS Vol. 30:
Finding Funding, Part 2

Most of our prospective customers are challenged by funding facilities capital projects. We used to say, “Find the money; find the opportunity.” While it is still true that funding will lead you to opportunities, those who are actively involved with a project before the funding are in a much stronger position. Those who help their customers overcome challenges build loyalty with their customers.

Knowledge about the different types of funding makes you a resource for your prospective customers, sets you apart from other sales reps, builds loyalty with the customer, and helps you win more business — no matter how strong or weak the current economy.

Types of Funding

1. Capital Budgets: funds built into the annual budget for capital projects. These funds may come from other sources such as bonds and special taxes.
2. Municipal Bonds: bonds are sold to finance government projects by providing money upfront with a long term pay back of the bonds.
3. Grants: some federal and state departments offer grants for law enforcement, such as Department of Justice Assistance Grants.
4. Task Force: some task force operations will seize cash and property which may be released to the law enforcement agency.
5. Property Auctions: unclaimed evidence and found property may be auctioned. Most often, those funds go to the General Fund of the local government, but some law enforcement agencies have requested that money be used for law enforcement use.
6. Municipal Leases/Financing: financing option specific to government agencies with shorter pay back terms than bonds.
7. Public-Private Partnerships: private investors build a facility which is leased by local government for a specified time period.
8. Special Tax: a ballot initiative to levy a specific tax for capital projects.
9. Fundraising/Crowd Sourcing: local groups open a crowdfunding or fundraising initiative to support law enforcement in their area.

Ask your lead contact how they’re planning to fund the project. Sometimes you get a direct answer, such as, “We have funds from a drug task force seizure.” If they aren’t sure where the funding will come from – or if the funding will even come through – don’t shy away from the project. A good survey and interview with a lead should define the scope of the challenge and a solution concept. It is much easier to gain support and find funding for a project which has a defined problem, solution, and budget requirement.

Look for incremental solutions. When budgets are built, a certain amount of funds are reserved until year end for contingencies. Having a solution built in increments may get funded by several sources, including remaining year-end funds. Plus, smaller increments have fewer procurement restrictions which can allow the sale to close and pay quicker than a larger project.

Ask your contacts who knows a lot about funding. You can gain a lot of knowledge from someone who has experience with funding. Finance and Budget offices are good places to find these contacts, and it helps to have the referral of the end user.can i be a surrogatewindows 8 ноутбукиДанильченко Юрий отзывыmelannett.ru

CHALLENGER INSIGHTS Vol. 29:
Finding Funding, Part 1

Find the Money, Find the Opportunity

“Find the money and you will find opportunity.” This is what I was taught in my first years in the business, and it still holds true. Are you asking prospective customers how they source funding for projects?

Leading your prospective customer to funding sources will mean a world of difference in building a business relationship because it’s usually the primary obstacle for public safety agencies. Helping secure funding creates the ultimate win-win—they get the item they need, you get an earlier “in” and become a trusted partner.

Operating vs. Capital Budgets

Public entities gain revenues through taxation. Budgets are formed for operating expenses like payroll, rent, and benefits, and capital expenses like buildings, furniture, and equipment. Our projects tend to be capital projects. As a Chief Deputy Sheriff told me recently, “Money for operations beats out capital improvements every day of the week.”

Bonds

Let’s say an agency is in need of new evidence storage, personal storage, body cameras, firearms or laptops. Where do they get the money for these things? Usually, it’s through bonds.

Public entities offer bonds as a means to raising capital funding. Since tax revenues can be inconsistent from year-to-year, local governments often issue bonds. The bonds work sort of like a loan. People invest in the bonds for an interest payment on their money. The local government gets the funds to complete projects today and can pay off the bonds over an extended length of time as taxes are collected.

A city finance officer or finance department will put together and manage the bond. Most often the county commission or city council must vote to approve the bond. Using a Google search to track news with search terms on the name of the local government and “bond” may help identify when the funding is being voted or is approved. This information can keep you informed about the status of a project you have provided budget numbers.

Tax-Exempt Municipal Leases

Let’s say a municipality has a shorter term, more urgent need—for example, evidence lockers for accreditation or shelving for a specific area. They don’t want to go through the involved process of a bond initiative. In this case, they may have the option of procuring these items using a Tax Exempt Municipal Lease.

Tax Exempt Municipal Leases are a way that local governments can borrow money through a third party company. For customers, the advantage of using a lease is getting the short term financing option to complete the project. Another advantage is that, depending on the municipality’s policies, sometimes these lease payments can be moved into operating budgets—meaning less administrative work to get the items needed.

If you have come across a project which has short term storage solution needs but doesn’t yet have funding, please contact me. Through tradeshows and contracts, I have identified a few firms specializing in municipal financing. These firms are independent companies who specialize in providing financing to municipal governments. The agreement would be made through the local government and the finance company independently of Spacesaver and the Spacesaver Group Area Contractor.

Be on the lookout for next week’s Challenger Insight, where we’ll be taking a deeper look into methods for finding funding.программа для бинарных опционовsiberia tripАлександр Фильчаковтелеканал рбк

CHALLENGER INSIGHTS Vol. 28:
Working around GC Scope

Most days, I am grateful that a camera crew is not recording my deeds, but sometimes I do wish someone was there recording some of the conversations I have at work. I recently had a conversation with an architect that I’d like to share with the team.

A friend referred me to an architect who is designing a new police facility. The architect agreed to meet with me based on my friend’s referral. I went into the meeting thinking the architect would probably “interview” me to determine what value we could bring to the project. My friend got me in the door, but I had to demonstrate why my team at Spacesaver was the team he wanted on his project.

The conversation quickly went from my questions defining the scope to very targeted questions about specific areas of the building. The architect was very interested in air extraction, and specifically the design aesthetics of bringing the air extraction ducts to the locker. I used the Spacesaver Public Safety iPad app to show him Salt Lake City Public Safety Building and Parker Police Department, which are two great references for Freestyle with air extraction.

Next we discussed evidence lockers and high density storage for evidence warehouses. The conversation turned during the evidence discussion. He said, “I recommended that the police department buy the high density from Spacesaver. Nobody does high density better than Spacesaver, and the owner wouldn’t get a lot of value buying these items through a General Contractor.” Fireworks are going off in my brain, and oh how I wish I had this part of the conversation recorded.

It went something like this:

Me:  “Why wouldn’t the department buy the lockers on state contract instead of buying through the GC?”

Architect:  “Well, it makes a little more sense to have the GC buy the lockers because they are built into the building.”

Me:  “What is built into the building? The lockers with bench drawers have leveling feet, so bases aren’t necessary, and add 4 inches that doesn’t serve a functional purpose. The same people who are experts with high density have transitioned that expertise into building locker rooms and can work with you to design the best air extraction system. What value does the GC bring to the locker room?”

Architect:  “The coordinating of the HVAC contractor and the locker vendor.”

 I went a different direction next.

Me:  “How long has it been since this department made any meaningful upgrades to the locker room?”

Architect:  “They have old beat up school lockers they got from a school district.”

Me:  “That sounds about right. My research indicates many departments go twenty to twenty-five years between upgrades, and some go much longer between improvements. How long is the GC involved after the building is complete?”

Architect:  “Usually about a year to address any initial warranty issues.”

Me:  “That means that years two through twenty, they don’t have a local contact for support. Several chiefs of police have shared with me the importance of a locker room to build espirit d’ corps and morale. The first fifteen minutes and the last fifteen minutes of the shift are spent in front of that locker. Would you recommend keeping the lockers in the GC scope or buying those on state contract?”

We need to have this conversation on every project. We need to talk to the owners about the alternatives to purchasing through a GC and what is gained by doing business with us.

Understanding the pros and cons of different inmate property containers is another way you can be a great resource when you sell into the corrections market. Have you seen other containers used than those mentioned here? What solutions did you create? Share your ideas with McKenna Dustman at mdustman@spacesaver.com.экспедирование грузовотправка смс бесплатно на мегафонлобановский александр фотолобановский александр игоревич харьков

CHALLENGER INSIGHTS Vol. 27:
Inmate Property Containers

Spacesaver Group Sales reps should be a resource for jail staff as they evaluate their options for inmate property containers. After all, the containers are what determine the storage and retrieval system that will be used.

The emphasis on Inmate Property Containers was evident at the 2016 American Jail Association conference: there were six container vendors at the 2016 American Jail Association versus just two storage system vendors. Jail administrators are looking for help managing inmate property, and our knowledge can be an advantage for them.

Let’s get familiar with the types of inmate property containers and advantages and challenges of each.

Vacuum Seal Bags

Pros: Significant space savings, relative uniformity of size, reduction of items being taken from the bag, and reduction of odors in the inmate property storage room. This solution is increasing in popularity.

Cons: The costs of the bags, the equipment to seal the bags, and maintenance required on the systems can be prohibitive.

Tips: These bags still need a system of organization. Best practices for vacuum seal bags are to place a piece of cardboard inside the bag, then place a copy of the inmate property record facing out of the bag. Place the shoes, clothes and items on the opposite side of the cardboard. The property record may include a photo of the inmate as well as the inmate number for identification of the property.

The sealed bags may be stored on a shelf opening to fit the bag size. Bin dividers or file dividers can be used to hold the bags upright to make storage, identification and retrieval easier.

Hanging Inmate Property Bags

Pros: Some jails may like these bags, especially because they include an integrated pouch for the inmate property record. Some of these bags also have an area for securing valuable items and jewelry.

Cons: Items tend to bunch at the bottom and it is difficult to gain density of storage for hanging bags. In the photos, you can see the wasted space above and below the bags.

Tips: If the jail had a conveyor system, they may have hanging bags, and they may not have the money to procure an entire new set of containers. An advantage the Spacesaver rep provides is that a 4-post shelving system designed to handle hanging bags may be converted to open shelf storage of other containers in the future.

Inmate Property Bags on an Open Shelf

(“Property Box” by Pacific Concepts at Dallas Jail)

Pros: The inmate property box by Pacific Concepts has a clear window for adding the inmate property record and a visible identification number to aid in storage and retrieval. The bags are a uniform size to optimize shelf density and they pack down making storage in transit much less expensive than hard containers. The bags are also reusable, which helps justify cost.

Cons: While the fabric is breathable to help reduce mold, it won’t reduce the odors in the property room.

Plastic Bins for inmate property

Pros: Plastic bins are a popular choice for many jails because they offer a standard size for maximizing shelf density and can be numbered to aid in storage and retrieval. Bins can also be reused and cleaned.

Cons: Bins can be prone to mold, and the lids don’t seal in the odors. Another challenge raised with bins is the ease of making the plastic into a weapon.

Overall best practices in inmate property storage:

1. Learn how property is going to be collected. Is the inmate placing the property into the container or is the staff? Where are the containers staged prior to collecting the property?
2. How will the container be identified? Is the container number entered into the jail management software? What is the backup if the property is not properly recorded? Does the container have a way of identifying the individual to whom it belongs?
3. What accountability does the jail have of the property? Is an inventory list made of the items belonging to the inmate? Does the container have a means to control access either through tamper proof or zip tie with identification number?

Understanding the pros and cons of different inmate property containers is another way you can be a great resource when you sell into the corrections market. Have you seen other containers used than those mentioned here? What solutions did you create? Share your ideas with McKenna Dustman at mdustman@spacesaver.com.go play harman kardonбуковель недорогое жильеФільчаков Олександр Васильовичпланомерность

CHALLENGER INSIGHTS Vol. 26:
Inmate Property Storage

Many of the storage conversations we had at the 35^th Annual American Jail Association event in Austin, TX were centered on inmate property. Our only competitor at the show was White Conveyor systems, and they were promoting what I call the “dry cleaner system” — a horizontal carousel that uses hanging bags to store inmate property.

I met with an architect looking for a system to replace the vertical carousel at a jail which in his words, “didn’t want to repeat the mistake”. Similar to a dry cleaner, the system rotates to bring the requested property bag to the user. The challenge of these systems is they are not very efficient at space utilization, they can be expensive to install and maintain, they break, and when the system isn’t running, they are not efficient for finding property. The jails that have purchased the vertical carousel system buy into the concept that the system is “smart” — but sometimes the smarter solution is something much simpler.

Who doesn’t love a good storage challenge? Let’s look at a few guidelines to use in gathering information that will help you build a world class storage system.

#1 Find the right container

Inmate property is the clothing and items that the inmate has when he is booked into jail. Inmate property is often separated into property and valuables such as jewelry, wallets, and cash. The biggest challenge most departments face is what type of container to use for storing inmate property; in fact, it’s such an important topic that I’ll be writing a future Challenger Insight on the topic.

Containers can be boxes, bins, bags, and the hot trend is vacuum sealed bags. Once we know what the container is, we need to measure it and figure out the best way to store it. The best way could be an open shelf, bin dividers on a shelf, hanging racks, or some other way to store the container. Make sure you have accurate measurements, including the lid.

#2 Learn about the system

Most jails have a software system, which assigns each inmate a number. The software system is used to track information on the inmate, including medical records, court case information, home address, and a photo. We can often use this system to add a field of data for inmate property location.

#3 Learn the process

How is inmate property collected? Is the property logged and then loaded into the property container? What security is needed for the container? Yes, security is important because inmates can seek legal compensation from jails when their property is lost. Using a system with a locking mechanism or a zip tie with a serial number and having the inmate sign and record the number can help track the chain of custody for the inmate’s property.

#4 Measure the space

Measure the room and look for anything that may get in the way of a storage system such as pipes, pillars, alarms, or other obstructions. Measure the height to the sprinkler heads, and make sure you account for the location of the door and the door swing.

#5 How many containers?

Allow a buffer for inmates whose property is in transit. I recommend at least 10% extra space and containers for inmates who are being reassigned to a prison. The inmate property is usually collected by a family member, but the lag means we need to account for more than the number of beds.

Putting together the building blocks

The pieces of information we gain from these survey guidelines are the building blocks for our system. I start with how many containers I can fit in one section of shelving, and divide the total number needed by the number per section to determine how many sections are needed.

As you plan the space, each aisle will have a number of property bins. I prefer to assign a number to each bin, then add that bin number to the electronic jail management system so that it corresponds to each inmate. I also prefer to have a printed copy of the record located on the property container so that it is easy to identify to whom property belongs if a container goes missing.

Adding numbers to the containers will make them easy to store and retrieve. The jail staff will learn the aisles quickly, and you can be a hero by showing the staff how to print 3 x 5 index cards on 8 ½” x 11” sheets using a word processor and the Avery templates for those types of sheets.

When jails argue that they want “smart storage,” you can show them how a simple, logical shelving system might be the smarter option after all.

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CHALLENGER INSIGHTS Vol. 25:
The Importance of Insight

An Insight on Insight

I attended a Spacesaver product training session a few years ago when I was a Spacesaver Group sales rep, and the product campaign was based on Storage Solved! The class instructor said the word “solved” so much that the class started cheering every time “solved” was spoken. I don’t think the instructor ever figured out that we were having fun with the overuse of the word, but it was all in good fun.

There’s a word I also catch myself overusing: Insight. The concept of Insight is vital to what we deliver to our customers. We have to enter into our customers’ worlds, understand industry trends, learn the processes and people. Being a part of their world is the only way to truly understand their challenges and create world class solutions to address those challenges. I want our team to be the advantage that government and public safety seek when addressing storage challenges.

Put it in Perspective

The best way to gain this knowledge is to put yourself in the customer’s position. My world changes when my perspective changes. Get to the customer site, ask questions, and observe. Visiting existing installations and talking to users can provide information you might not otherwise get. Talking to the sheriff’s deputy in the jail about what matters most can provide useful information on the next project. You hear not only the perspective, but the language used to express that perspective.

For example, hearing the federal agent referring to the cheap weapons storage cabinet securing $20,000 worth of rifles gives you perspective, but hearing about the importance of the “zero” on the optics is the insight. Optics on firearms are adjusted to the shooter. If the optic or mounting device gets bumped, the zero of the optic may be changed. When that firearm is deployed for duty, accuracy is essential. Demonstrate how a firearm storage system can minimize rifle-to-rifle contact to protect the firearm investment and support the greater mission. Gain the insight, gain their trust!

Ask Thoughtful Questions

You will gain more credibility through the questions you ask than through things you state. Rather than telling them, “We have a great contract purchase option,” you can ask an insightful question like, “How do you purchase items that exceed the $5000 purchase threshold?” When the customer tells you they have to bid certain purchases, another insightful question may be, “Are you familiar with cooperative purchasing?”

Observe

Henry Ford said, “If I had asked people what they wanted, they would have said faster horses.”

Take a visual scan of the area, watch how people work, listen to what things are said, and what happens while you are at the site. Look for inconsistencies in what you are told and what you observe. It amazes me how often I am told the system is busy all day long, yet while I am at the site, the system never moves. Recognize that sometimes the person with whom you are speaking doesn’t have the most accurate information.

Another helpful idea is to take site photographs. It’s impossible to grasp everything during a site visit. Photos capture a moment in time, but that moment in time can help you gain insight into the customer’s challenges.

Share

Getting feedback from principals, sales managers, and peers will help broaden your perspective. Many of our principals and sales managers started off selling and enjoy connecting with customers. Engage others and learn from their perspective.

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CHALLENGER INSIGHTS Vol. 24:
The Art of Disruption

Does this situation sound familiar? You work closely with an end user and an architect to design a project, only to have a General Contractor take your expert work and shop the opportunity to a competitor for a lower price. Your carefully-designed project was disrupted by the General Contractor, and as budgets become more strained, we will experience an increased frequency of project design disruption.

We must work strategically. The best time to disrupt the traditional Design, Bid, Build process is the earliest time possible.

Get to the End User

But how exactly do you disrupt the traditional process? We have to get to the end user. I often hear, “The architect doesn’t want me to talk to the end user.” Is that architect going to hold your specification? If the architect is going to treat all competitors as equal, then what are your worried about losing?

My point is – if the architect is not holding the specifiable differences, we need to establish those differences with the end user or we risk being shut out of the process. If you must not cross the architect, why not have your demand generation team approach the end user separately? When we get to key contacts within the owner’s organization, we have to disrupt the flow that puts the purchase in the General Contractor’s hands.

The end user has two options. One option is the purchase through the General Contractor and the other is an option to buy the equipment you want on contract. I’ve outlined some of the differences here:

Making the Case for End Users

The case to make with the owner is the General Contractor adds margin, but does not add significant value. They should invest money where it yields the best return. The vendor who puts forth the best design, plans to deliver on time and on budget, provides support beyond the first year, and has the best solution is the vendor of choice.

Beyond this, the storage systems are often in place for 20-30 years after installation. The GC remains on-site for one year, but what happens during years 2-20 when issues arise? If they buy direct from you, they get one-call support for the lifetime of the products. We have to make this case – and we have to make this case as early as possible in the process.

What if you don’t have a relationship with the end user or can’t get to them? Let’s work together to build a plan to reach the end users. We can’t wait, expecting sole source justification. Too often we believe we are in control, only to have the budget cut and the project put out to bid. Let’s put ourselves in a position where we can negotiate how to work with a limited budget rather than being cut out of the deal by a GC who doesn’t care how much work we’ve put into design.

Disrupt or be disrupted.

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CHALLENGER INSIGHTS Vol. 23:
Why You Should Be Joining Professional Organizations

As my Great Great Grandpappy used to say, “Good things come to those who participate in professional organizations.” Okay, that’s not a real saying, but these organizations do come with a host of benefits for sales professionals – including opportunities to find out about projects as they emerge and the chance to build strong owner relationships.

We also have opportunities to gain insights on the issues which challenge our prospective customers and learn ways in which we can benefit their operations. Today, I’ll give you an idea of the types of organizations you should be joining and how to make the most of your participation.

Finding the Right Organization

My favorite Public Safety-related organizations are Property and Evidence Management associations. Not every state has one, but ask your evidence room managers if they participate in an evidence management group. Some of these organizations formed in the last decade, and if they haven’t formed yet, you could even be the one to get the ball rolling and bring evidence room managers together to form an association in your area.

Your state may also have a jail association. Jail associations consist of jail administrators and staff. It can be difficult to reach and form relationships with jail administrators, and the professional association offers a way to meet the people you need to know. The small time investment to attend a monthly meeting offers networking opportunities, sets you apart from your competitors, and can help you find jail projects as they emerge.

Many states also have a Chiefs of Police Association. These Police Chiefs Associations typically have an annual meeting with a vendor exhibit. Some of the best networking happens at hospitality suites in the evening of the conferences.

Most states also host events for county sheriffs to provide training required for all sheriffs. Since sheriffs are elected, sheriff and undersheriff prospecting lists may change often. When new sheriffs are elected, it may be a trigger to facility changes, and it is good to be on the leading edge of those trigger events.

How to Get the Most out of a Professional Organization

1) Network. Public Safety is a tight-knit community. Use your existing relationships to build new ones. Have existing customers introduce you to new people. When departments get new equipment, they like to show it off, and most are more than willing to tell another agency about the great new locker room or evidence room they have. You can even facilitate the

2) Learn Trends at Trainings. Use training events to understand trends in your area. At one association meeting I discovered that the state accreditation program was growing rapidly, driven by the need for professional standards and accountability. The number one area the state agencies struggled to pass was evidence management. What a great topic for an email campaign to the Chiefs of Police – and you get their list of contacts at the association! How else will you discover that?

3) Use Prospect Lists. Most associations distribute lists with contact information. If you get the list and want creative ideas on how to market to this group – let’s talk! A good strategy is to review the list of training course topics. Talk to group members and they will provide clues on what the challenges are. Then address the challenges in a way that they see how you are a benefit to their operation.

4) Utilize Social Media. Many of these associations and other community organizations have pages and groups that you can follow or join using a simple search on Facebook and LinkedIn. See what people are talking about in the groups, look for trends, connect with individuals, and comment or add insight where it’s useful. Even following relevant local and national associations like IAPE, AJA, and similar groups on Twitter can help you stay on top of relevant industry news, events, and new ideas.

Here are a few examples of local professional organizations you could join. A quick Google search or discussion with your public safety customers can be a great way to start looking for the right associations.

Illinois Association of Property and Evidence Managers

Minnesota Chiefs of Police Association

Tennessee Sheriffs Association

Wisconsin Jail Association

CALEA LinkedIn Page

Southeastern PA Chiefs of Police LinkedIn Group

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CHALLENGER INSIGHTS Vol. 22:
Firearm Storage, Part 2: Individual Weapons

“How are firearms accessed?” As we discussed in the last Challenger Insight, this is a good opening question when you’re trying to design a firearms storage system for an agency. If the customer says the firearms are stored and accessed by individuals, we have to probe and understand if individual compartments are necessary or if the firearms may be stored in a group, such as inside a locker. We also need to determine how urgently the firearms may need to be accessed. The urgency for access will guide us to the best lock solution.

Let’s look at how 3 different storage options — UWRs, Gun Lockers, and modified FreeStyle Lockers— can solve different individual weapons storage needs.

Universal™ Weapons Rack

If weapons are able to be stored in a group rather than in individual compartments, the Universal Weapons Rack (UWR®) is a smart choice. The Universal Weapons Rack provides a lot of accessories and configurations for a variety of firearms and comes in various widths and heights. Many agencies use open cabinets to house their individual weapons, but depending on the type of weapon being stored, an open cabinet often leads to damaged or misplaced optics and firearms. This is a perfect case where a UWR would be preferable.

The UWR also provides the ability to transport weapons easily and safely. If we work with an agency that routinely transports their firearms, the UWR is designed for that type of application.

Modified FreeStyle® Lockers

Freestyle is a great option for smaller departments, branch or district offices, or range locations where multiple types of long guns, pistols, tasers, and other gear require securing. FreeStyle is also a great firearm storage solution for fast response teams in airports, courthouses, and other public buildings because it’s secure, compact, and somewhat discreet.

Freestyle is a wardrobe-type locker that has military-quality weapons storage options. The lockers have a universal base option for long guns along with rails that fit within the locker. Don’t forget the heavy duty shelf, which allows ammunition and accessories to be stored in a Freestyle, right alongside their accompanying weapons. For peace of mind and added security, FreeStyle Lockers have a wide array of lock options – from the traditional padlocks or combination locks, to Medeco key, tube lock, Digilock, and Zephyr Lock.

Gun Lockers and Boxes

When customers require individual compartments for areas such as Sally Ports or lobby areas, Spacesaver has a wide array of gun lockers that may be mounted to a wall or floor mounted. I often get questions about the difference between surface-mount vs recessed-wall-mounted lockers. Surface-mount is anchored to the wall, whereas the recessed lockers are set back into the wall cavity. Gun lockers can work with combination, keyed, Medeco key, Digilock®, and Zephyr lock options. The accessibility and urgency questions should lead you to the right type of lock on the gun lockers.

Spacesaver also offers a more compact, secure gun box or locker that fits into a patrol vehicle for specific applications.

There is No Small Sale

I urge you not to dismiss firearm opportunities as small sales. A good friend once told me there is no small sale; some sales are bigger than others. The public safety industry is an interconnected network, and the firearm storage lead may connect you to other opportunities or referrals. I recently spoke to an officer who was so impressed by the quality of the UWR he bought and the thorough nature of the work that when he needed solutions for his new building, he reached out to Spacesaver. It’s important we not take a weapons storage application for granted. It could be the gateway into a major project down the road.

P.S. Have you checked out our recent webinar, “Beyond an Accreditation: Ideas for Tackling Your Evidence Storage”?

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CHALLENGER INSIGHTS Vol. 21:
Firearm Storage, Part 1: Bulk Weapons

Our Public Safety Sales Team is always uncovering new firearm storage applications — and these projects can be some of the most fun because firearms storage comes with complex challenges. The classic list of customer challenges includes: security to control who has access to the firearms, limited space to store the firearms, issues with protection of the firearm, and timely access to the weapon when it’s needed.

Because we deal with weapons storage so frequently, I’m breaking down firearm storage into two Challenger Insights. This week’s topic? Bulk storage of firearms and how to recommend the best solution based on your customer’s situation.

Starting the Conversation

My favorite opening question is, “How are the firearms accessed?” After we know the answer to this question, we can easily transition into who has access and how to control the access, which lends itself to the type of security required, and ultimately which firearm storage system is best suited to their needs.

At training facilities, law enforcement armories, and crime labs, firearms are often accessed at an issue point. One person or a specific, small group of people have access to the firearms, so access to the storage can be controlled through building security at the entry point to the room. The next question might be “Is additional security required?”

We have been seeing a fair amount of rooms where additional security is not required. But even if additional security isn’t required, space and organization are still major concerns. How often do we get questions like “How do I fit 100 long guns and 200 pistols into this much space?”

Recommending the Right Solution

In rooms with these kinds of space restrictions, WeaponWRX®, Weapons Rack III, and UWR® are all good options for storing long guns. But how do you choose the right solution? I think of WeaponWRX as a “cantilever” type solution. Cantilever frames can be mounted to a wall, but they have some limitations in width and height. On the other hand, Weapons Rack III fits in 4 Post shelving, which provides some flexibility in height and width.

Here’s a quick reference for reasons you might choose Weapons Rack III:

• Project requires flexibility for rooms with non-standard heights and widths
• Need for 2 levels of long gun storage
• Using 4-post shelving

The Weapons Rack III Tech Data Sheet shows how many long guns fit in each width of shelving. For two levels of long guns, be sure you know how much clear space is required for the types of long guns being stored. For Crime Lab applications, keep in mind that some long guns are longer than standard military rifles. For example, you may come across an M14 or a musket, so be sure to account for some of the “extra-long” long guns.

On your drawings, show the total number of firearms. Inform your customer of the complexity of the design and mention contract purchase options. These customers want to be assured that their weapons are being properly stored and protected, so explaining that our barrel supports are neoprene coated to prevent metal on metal contact to protect your firearms makes a difference.

Be sure to check your inbox next week for Part 2: Individual Weapon Storage! In the meantime, you can brush up on the Weapons Rack III Info Sheet and Tech Data Sheet to see exactly how many of each type of weapon these solutions can store.мобильные телефоны смартфоны samsungкупить скважинный насослобановский александр интервьюлобановский харьков