In the May/June 2019 edition of Window Film Magazine, president and CEO of Window Film Depot, Jeff Franson, was featured in the piece Selling Security Film…And Following up with an Expert Install.
In the article, Franson underscores an “elevated responsibility” for industry professionals to not only deliver on the security film needs of schools and educational institutions, but also to manage the expectations of anxious parents and administrators. He outlines three main phases necessary for a successful security film project.
Addressing the “Big Three”
Unlike other types of window film, selling and installing security film comes with an added layer of complexity. Sales professionals often inform prospective customers about the solutions that best align with the level of defense needed to safeguard a building’s occupants. This conversation represents the first phase of Franson’s big three: presentation, site assessment, and installation services.
The following is an excerpt taken from Jeff Franson’s article published in Window Film Magazine.
Setting Realistic Expectations with Customers
When presenting security window films, it’s critical that dealers clearly state what security films will and will not do. Within the industry, we all know window films (and advanced glazing) are not “bulletproof.” Nothing is. Unfortunately, prospects have other ideas based on video of dubious origin across the Internet. The best way to avoid this pitfall is to make sure to ask the customer what their threat level is. What are they trying to defend against? You also need to know what their budget is.
When a customer is looking to ‘stop’ bullets, it’s time for you to refer to a ballistic glazing expert. Or consider becoming one yourself. However, if their goal is ‘delay,’ security window films serve as an effective and affordable part of any layered defense plan for buildings. In cases where delay is the objective, you’re the right person for the job. Still, don’t forget The Golden Rule for selling security window film performance — under promise. Creating a false sense of security could be deadly.
Confirming Suitability for Anchored Film Protection
Once you identify security window film as the proper solution to “delay” an attacker from entering a space. Confirm that the existing glass and glazing systems are suitable for anchored film protection.
If you care about your customer, you should advise them against installing security film for active shooter mitigation without the proper anchor to the frame. Without suitable frames, it’s your responsibility to refer the customer to a solution better suited for existing conditions. If you’re using a caulk anchor, make sure to perform an adhesion compatibility test to ensure the caulk bonds properly to the applied film and existing glazing frames.
Once your assessment has confirmed the suitability of the anchored film solution, it’s time to go to work. Job number one on any security film project is to make sure your project manager confirms application and aesthetic standards with the customer representative responsible for sign-off. Too many projects go sideways when a customer’s expectations are not met – and that’s your fault – not theirs. Utilize the third-party IWFA-provided worksheet for installation quality and curing standards. Provide a ‘mock-up’ of a completed window with an anchor so everyone is on the same page concerning what the ‘finished product’ looks like. Once you reach an agreement, ensure the entire installation meets or exceeds the approved mock-up.
An Expert Install
To follow a high-level overview of the process to install anchored security window film to meet written standards. You’ll also find some helpful hints to ensure a smooth project for you, your customers, and installers. Visit the article to see this installation process or contact Window Film Depot for more information.
