How to Choose a High Security Cylinder

Over the past few years it seems that more and more brands of high security cylinders have entered the North American market. Go to a trade show. Look at your mail. Chances are you will find a distributor or manufacturer explaining the advantages of their special dealer program for locksmiths. Why all the fuss?

There are many reasons, actually. As locksmiths seek to offer their customers value-added products and services, high security and key control are a natural addition to basic locksmithing services. This business can set you apart from the home-center, do-it-yourself crowd.

It's not hard to get involved, and in many programs, the availability of a private keyway practically guarantees repeat, high-profit key cutting business.

The demand for key control is growing fast, estimated at 25 to 30 percent a year in some areas. Increasingly, customers ask for "keys which can't be duplicated" instead of "pick-proof" locks. Although pick and drill resistance remain crucial for many applications, the trend in the market is away from physical security and more toward key control.

It is important for locksmiths to understand the difference between physical security and key control and to match these features and benefits to their customer's needs. Some products are strong in one category and weak in the other. For this reason, some locksmiths who specialize in high security have chosen to handle more than one brand, taking the role of objective consultant to their customers. Another reason to consider more than one product line is to guard against fluctuations in service from any particular supplier.

Whatever the reasons, expect to see and hear more, not less, about high security in the months and years ahead. Maybe you should be involved, if you aren't already. If you plan to pursue this opportunity and invest in a dealer program, it pays to do your homework. There are many factors to consider. Here then, is a checklist of issues to evaluate when comparing alternative programs:

1. Quality — Inspect the product's construction. Cutaway cylinders are good for this purpose. Would you be proud to sell the product?
2. Security — Is the product a true high security cylinder? Is it both pick and drill resistant? The most common qualifier is the U.L. 437 listing for lock cylinders.
3. Patents — What patents, if any, have been issued to protect the security of the products? What exactly do the patents cover? When do these patents expire? It is generally agreed that keyblank patents are more valuable than cylinder patents. If you have any doubt, ask to receive a copy of the patent(s).
4. Key Control — If your customers are interested in key control, what do you have to sell them? How good is the key control which you have to offer? What assurances can you make about the availability of duplicate keys?
5. Product Flexibility — Is the design of the product flexible? How many different cylinders will you need to stock? Can some products be used for more than one application?
6. Simplicity — Simple function often indicates reliability. Evaluate the operation of the cylinder. Ask other locksmiths who may use the product. Are they aware of any special problems?
7. Product Assortment — Does the manufacturer offer a wide range of products to retrofit most types of hardware? Are there any common applications that you will be unable to retrofit with this product?
8. Keyway Restriction — Does the program offer a keyway that is restricted to your company? If so, how extensive is the restriction? What other locksmiths, distributors, end-users, etc. will use that keyway? Where are they located?
9. Key Machines — Is a special machine required to cut the keys? If so, what is the cost of this equipment? Can it be used for another purpose?
10. Initial Investment — What is the total initial investment required to become a dealer? How much of this investment is in saleable merchandise, instead of special machines, fixtures, etc.?
11. Annual Investment — Is there any minimum annual purchase volume requirement? If so, are you confident of reaching this level each year?
12. Serviceability — How easy is the product to service? How long will it take to rekey a cylinder or to cut a duplicate key? Can it be done easily in the field, or must you bring it back to the shop?
13. Marketing Assistance — Is the manufacturer able to provide product literature, artwork for advertisements, or co-operative advertising programs?
14. Technical Training — How much technical training will be required for you and your staff? Will it be easy to train new employees? Does the manufacturer offer hands-on certification classes, of other instructional aids such as service manuals, videotapes, etc.?
15. Availability — Are you confident that the product will be available when you need it? Is it in stock at your distributor? Do you know if the manufacturer's lead times are reasonable?
16. Masterkeying — How extensive are the product's masterkeying capabilities? Is the product difficult to masterkey? Will the factory assist the locksmith in the design of systems?
17. Marketability — Think of your customers. Will they want to buy this product? Does it suggest security? Is it easy to use?
18. Price — Is the product competitively priced with other similar brands? Compare list prices, and take into account all items, including pin kits, key blanks, etc.

High security is an exciting, fast growing part of the locksmith business. If you are not involved today, chances are you will be within the next year or two. The more you know, the better choices you can make. The better your choice, the more likely you are to have a profitable high security business.