Wireless Is The Ticket For Public Safety
A VAR earns a $125,000 wireless mobile computing install with a New Jersey law enforcement agency by providing a total solution and a 30-day risk-free trial.
One-stop shop. Total solutions provider. These phrases are thrown around by many VARs, but there are very few that actually live up to such a claim. But, systems integrator Quality Communications, Inc., a subsidiary of WPCS Inc., backs up its total solutions provider claim. It is a wireless solution provider that sells mobile hardware and software, plus it does its own installations, integration, and postimplementation support.
One recent customer win for Quality Communications was a New Jersey law enforcement agency, which comprises 46 sworn officers in its Criminal Investigations Unit, Street Crimes Unit, and Patrol Division. After being introduced to the agency via a consultant, the systems integrator performed a needs analysis that identified the following business requirements:
- access to the records management system from the field
- improved regional data sharing with other agencies in the county
- access to information in the NCIC (National Crime Information Center) database
- in-vehicle mobile messaging capabilities among officers
- improved officer safety.
“Without having any mobile data communications equipment in their vehicles, officers had to call into a dispatch center to run driver’s license and license plate checks,” says Richard Goldberg, business development manager at Quality Communications. The systems integrator proposed a solution that included Datalux Tracer all-in-one computers and mounts, Airlink Pinpoint modems, and ATS (Airlink tracking software) integrated with the agency’s records management system as well as the NCIC database via a Verizon EV-DO (evolution data-optimized) network. Quality Communications had one competitor to beat out for the install, which it was able to do by providing a total solution. Prior to winning the sale, the systems integrator further endeared itself to the customer by offering a 30-day risk-free trial.
Look For IP Video Surveillance Upsell Opportunities
After winning the $125,000 sale, which included a $15,000 AVL (automated vehicle location) upsell, Quality Communications spent approximately three weeks performing the installation. “The trickiest part of the install was coordinating a time to pull a cruiser off the road to install the equipment,” recalls Goldberg. “On a few occasions, plans would change on their end, and we had to reschedule the appointment.”
The systems integrator follows a meticulous installation plan, which entails conducting an on-site review, vehicle inspection, and taking pictures of each vehicle prior to the install, ensuring the process runs smoothly and consistently. “One of the reasons we like to use the Tracer for fixed-mount installs like this is that the computer mounts flush to the dashboard, it is air-bag friendly, and it comes with a fixed-mounting system that keeps the computer, keyboard, and monitor out of the way of the radio and other dashboard controls,” says Goldberg.
Quality Communications is working with the law enforcement agency to add in-vehicle video monitoring equipment to the vehicles in 2007. If the systems integrator gets the approval, the cameras will be configured to store video on flash memory devices, which could be removed by officers at the end of their shifts and plugged into networked computers. “Even better would be setting up a Wi-Fi network at the agency that detects the IP [Internet Protocol] address and SSID [service set identification] number as the officer pulls into the station and automatically uploads the data to a server,” says Goldberg. No matter what option the agency chooses, Quality Communications will be able to handle the job — from beginning to end.