Reaching out to the customer
In many ways, our sales organisation is the hub of our business. A large and steady inflow of new customers allows us to build up our customer portfolio, thereby ensuring strong and stable cash flows in the future.
Historically speaking, the market for monitored alarms has been characterised by very limited customer-generated demand. Instead, growth has almost exclusively been driven by proactive, outreach sales activity from market players like us.
As far as Securitas Direct is concerned, this means that our greatest challenge does not lie in competition from other players in the industry. In fact, the presence of other players in the market means that familiarity with alarms as a phenomenon is increasing. No, our greatest challenge lies in creating sales organisations and packaging our offer in a way that meets the needs of the local market.
Shared business model
The basic model we apply to sales is the same in all our geographical markets - we go to where the customer is. The chief method used in our outreach activities is door-to-door sales, although we also work with telephone sales and by forming alliances with construction companies.
Local variations
We then organise the work in a variety of ways: through our own sales personnel, and with franchisees and partners. This is where the local situation is of crucial importance.
