Technical expertise and a knowledge of rules and regulations are key, but these alone are not enough to see your revenue grow. In a new normal that has led us to rediscover the value of human relationships and empathy, a knowledge of sales techniques is the key to gaining credibility and the customer’s trust. In short, interpersonal skills and a knowledge of “effective communication” methods are vital because, before installing and designing, you have to sell. This is the thinking behind Ethos Media Group's If you don't sell, you don't install! scheduled for November 22nd. With an innovative training approach, which overcomes the limits of rationality by stimulating learning through fun and comedy, theatrical speaker Fabrizio Badiali will focus on strategies for improving the security systems sales process in a market that has been redefined by the uncertainty of the last two years.

The pandemic has shown that security is not a cost, it’s a wealth of skills to be nurtured and protected, an asset that must be put in place through a new pact between institutions and operators along the supply chain. This reflection has given rise to the discussion taking place on November 24th, organised by essecome-securindex, in two parts. In the first, The New Deal for Security, the main associations that represent installers, security managers and security guards will discuss what has emerged over recent months in order to send a united message to institutions in order to gain recognition for their specialist professional skills. This will be followed by Unarmed services, a new contract and a different qualification, centring the debate around the UNI standard for certifying the skills of unarmed operators with the associations of surveillance and users. Over the exhibition’s three days, Securindex Formazione, alongside INIM, will also offer Learning Pills aimed at installers that feature Cybersecurity and physical security systems supplier responsibilities; Domotics and IoT, the importance of IP network security; Risk analysis and designing anti-intrusion systems.

SICUREZZA also sees the return of the tried and tested S News Talkshow format, which will light up the three-day exhibition with interviews and debates with industry experts, associations and producers. The programme includes the special platform organised in collaboration with Assosicurezza, Focus Tour, a touring fire prevention training event organised in collaboration with Elan, Inim and Paso, focusing on the latest updates in industry regulations and with the participation of Piergiacomo Cancelliere, Director of the National Fire Brigade. Key topics to be discussed over the three days include Cyber Security in light of the recently established National Agency for Cyber Security; insights on geopolitics and the role of the security manager; intrusion detection, access control and video surveillance, in light of the latest technological and market developments.