Q&A 19 October, 2023

Here are the answers to the questions we all had on October 19th 2023.
What are the reasons and analysis behind the decision about how large a single SL’s territory should be?

First and foremost, there should be local closeness with maximum 2 hours to the end of the territory which should mean continuous activity.

It should be possible for the SL to be knowledgeable about the complete market within the territory and be able to at least create an annual revenue of € 1M in a territory of approximately 2 million inhabitants. 

What are the reasons and analysis behind the decision about what should be included in ML’s responsibilities vs. SL’s responsibilities?

ML shall be a coordinator cross-territorially, and be the software and IT knowledge hub, so that SL can concentrate on sales and field tech activities. ML shall furthermore be responsible for central agreements and tenders, due to the fact that it is cross-territorial and often time-consuming and requires experience to be handled efficiently. 

Have you ever considered offering SL’s different levels of responsibilities depending on the capabilities, wishes and/or specific territory characteristics in order to be able to customize the SL-business to fit specific situations even better?

It is the responsibility of the ML to, within the framework of the concept, make the organization as effective and efficient as possible. 

What are your thoughts about the current structure and compliance of information flow regarding keeping PSAB, ML and SL aligned regarding the current market situation and trends and how to best reach the market with our offering?

The concept is built on the fact that information goes from PSAB, via ML to SL while market reflections and wishes goes from SL, via ML to PSAB. ML is an important coordinator and filter in this structure. Therefore, it is of greatest importance that ML is able to analyze strategically and tactically to not only become an expensive proxy. 

Besides writing the guide, which methods for sharing the know-how and experience at PSAB to ML and in the end SL have you tried in the past?

We have held orientation with ML twice and being a part of the internal orientation at ML, we have held onboarding, mentorship, and coaching. In 2022 we attended the trade fair Skydd with our own stand, where we invited everyone to be a part of the way we usually work in those situations. The latest part is that we have held an ISO introduction, that will mean that audits will be held in the future. 

No matter what is done from PSAB, the most important thing is the personality and attitude of each and every one within ML and SL. 

Are you considering any other ways of making sure that we (SLs) can utilize as much as possible of the existing knowledge at PSAB?

It is the responsibility of the ML to make sure that the needed information and knowledge is transferred in a great way to SL. 

What is your long-term analysis (5-10 years) of the market trend with digital keys and related systems and how that will affect our offering?

As long as locks are manufactured there will be keys to handle. The definition of keys will however probably change over time (also in the future). There will probably be more focus on internal keys, making sure that they stay within the site, such as in factories, schools, universities, and nursing homes. There will also be more add-ons needed in the future – hopefully meaning that features and functions will be in focus. Considering digital keys, it will affect the business most when no keys are used. Hence, when there is only PIN (risky), or biometrics and multi-purpose devices are used (smartphones) to unlock a door, and there is no need for any back-up (?!). 

The most important thing to secure the business is to c-r-e-a-t-e the market. Be active and help as many of our everyday heroes as possible. There are over 48,000 companies and organizations in Sweden – and we have got slightly above 200 of them as customers. There is a lot to do!