Bringing the Voice of Sales to ISC West
Welcome to the second episode of Voice of Sales, a new series dedicated to our sales team who turn complex security challenges into seamless architectural realities.
Scott Guillemin, RSM for New York and Northern New Jersey, shares how Orion’s nimble operational structure is drastically reducing project timelines. Discover why a week-long turnaround and a commitment to follow-through are making Orion the global standard for perimeter control in high-stakes environments like New York City.
Is there a specific Orion product you especially enjoy discussing with prospective clients, and why?
We are the pinnacle of Turnstile and SpeedGate manufacturers. Our quality, proactive follow-up and follow-through, combined with an unsurpassed warranty show our confidence and commitment to our clients.
Tell us about a recent “wow” client experience. Is there a particular project or interaction that truly highlights our success?
A recent NYC project is a perfect example. After briefly exploring a lower-cost alternative for one of their floors, the client experienced hidden costs of inferior product quality and substandard support. They made it a point to track us down at a tradeshow to renew our partnership. Now, we are their global standard as they expand their offices across the city and internationally.
How does Orion’s operational structure specifically mitigate customer risk and ensure superior, hassle-free support?
We are nimble, positive and flexible. In my previous experience, anything custom that wasn’t standard off-the-shelf took months of back-and-forth to get accomplished. At Orion, we can usually find a solution within a week, reducing the project timeline and the stress on the client.
How do you navigate conversations when selling customization, and what are the main USPs you emphasize that set Orion apart?
That we don’t charge clients extra when looking for options in product appearance or specifications. Whether a client wants square versus round ends, specific glass heights and widths, or standard versus corner LSIs, the price remains the same.
Thank you to Scott for giving us a look into the fast-paced world of NY and NJ security integration!
His experience reinforces that the true value of an Orion product isn’t just in the hardware, but also in the speed of our response and the long-term ROI of a partner that stands by their work.
Stay tuned as we bring you more valuable insights from our sales leaders who are driving partnerships and shaping entrance security solutions across the country.