With over two decades of experience in the access control industry, Scott May, Western U.S. Sales Manager at Hartmann Controls, has seen the evolution of security technology firsthand. From his early days in the beverage and telecom industries to becoming a trusted leader in access control sales, Scott’s journey is a testament to adaptability, continuous learning, and a commitment to building strong client relationships. In this exclusive Q&A with SVIP, Scott shares insights into his career, his approach to sales, and the trends shaping the future of access control.

What Led You to Pursue a Career in the Access Control Industry?

Scott’s career path was anything but linear. After 13 years in the beverage industry and a stint in telecom during the Dot.com era, he found himself at a crossroads when his position was eliminated. This unexpected turn led him to the security industry, where he joined a startup access control manufacturer. 

“I was fortunate enough to form connections with security integrators who taught me the inner workings of low voltage systems,” Scott recalls. “I accompanied technical installers and learned how everything connected in an access control system. This significantly enhanced my understanding of how the software interacts with these connections.”

The stability and growth potential of the security industry solidified his decision to stay. “After successfully selling the access control software solution to end users and bringing on new dealer partners, I realized that the security industry was limitless. I wished I had started my career in it earlier.”

How Has Your Approach to Sales and Client Relationships Evolved Over Time?

Scott credits a Dale Carnegie training course early in his career for shaping his sales philosophy. “The course emphasized listening and the idea that people buy from people. Always be enthusiastic about your products but honest if they do not meet a customer's needs.”

Over the years, Scott has adopted a consultative approach. “I offer solutions or products that may better fit specific needs. This has helped me become a trusted resource for my customers, allowing me to build multiple manufacturers' regional sales pipelines.”

What Lessons from Your Earlier Career Were Most Valuable?

“Avoid selling vaporware and always ensure honesty,” he advises. “Early in my career, I learned the importance of not claiming that everything worked perfectly in the application-based solution we were selling. Do not promise it will be developed in 30 days.”

Scott also emphasizes the importance of prompt communication. “If I am available, I will answer my phone. I prefer to be contacted via call or email rather than text. I discovered that 80% of regional reps for other manufacturers take weeks or months to return calls and emails. By promptly responding, you build a relationship and become a trusted source for solutions or products.”

What Does a Typical Day Look Like for You at Hartmann Controls?

Scott’s days are a blend of strategic planning, client engagement, and prospecting. “When traveling, I schedule in-person meetings from 9 a.m. to 4 p.m. and then handle emails or quotes afterward. If I’m not traveling, my online meetings are usually scheduled from 10 a.m. to 3 p.m.”

He also dedicates time to prospecting for new dealer partners across his 24-state region. “Utilizing our CRM and my contact list from years in the industry, I constantly look for new opportunities. In addition, I seek out A&E firms open to learning more about Hartmann.”

How Do You Balance Your Time Between Clients, Internal Responsibilities, and Industry Trends?

Scott’s approach to balancing his responsibilities is methodical. “I try to only travel Tuesdays to Thursdays, utilizing Fridays to catch up and Mondays to plan. There are exceptions when clients want Monday or Friday meetings or calls.”

To stay updated on industry trends, Scott leverages LinkedIn and industry organizations like SIA. “We also attend major shows like GSX, ISC West & East, and smaller regional association shows like TBFAA in Texas and CAA in California.”

What Are the Most Challenging Aspects of Your Role?

One of Scott’s biggest challenges is increasing Hartmann Controls’ brand awareness. “We are not well known yet, but we are getting more traction through my LinkedIn promotion and my contacts in the industry. We are partnering with top regional distributors and larger security integrators to promote the brand.”

Another challenge is navigating the limitations of their homegrown CRM, Scott added. “Our CRM does not integrate with our email or calendar, so we must input things twice. This is being addressed internally with a new ERP system.”

What Do You Find Most Rewarding About Your Work?

For Scott, the rewards come from client satisfaction and successful implementations. “Having a new security integrator sell a system with Hartmann and the customer loves it, or having an integrator say our support is the best they ever had—that’s incredibly rewarding.”

What Trends or Innovations in the Industry Excite You the Most?

Scott is particularly excited about the integration of Apple Wallet and Google Wallet for access credentials. “The wallet is the cleanest and easiest solution in my opinion. BLE card apps and Wi-Fi cards are all app-driven, but the wallet takes it to the next level.”

What Advice Would You Give to Someone Starting Their Career in Access Control Sales?

Scott’s advice is straightforward: “Understand how the access system operates, including the connectivity of all devices. Pay close attention to the clients and their specific requirements. Avoid merely listing the benefits of your access system without addressing their needs.”

What Is the Key to Long-Term Success in a Sales-Focused Role?

Scott believes the key lies in listening, learning, and building relationships. “Always listen to your clients and their needs. Always learn about the new trends and technical advances in your industry. And always be closing—yes, it’s cliché, but if you have the relationship with your client, you can ask for the sale.”

Scott May’s journey in the access control industry is a testament to the power of adaptability, honesty, and a client-first approach. As Hartmann Controls continues to grow, Scott’s leadership and dedication will undoubtedly play a pivotal role in shaping its future.

Do you have insights to share? Email us at info@securityvip.net and let's talk!