aloa.org December 2025 Keynotes 21 fueled by demand for cloud-based sys- tems and biometric verification. Those numbers are not incremental. They are transformative. From Reaction to Proactive Growth This changing environment raises an important question: What kind of busi- ness do you want to be five years from now? Too many locksmiths are still defining themselves reactively: waiting for the next phone call or walk-in rather than shaping their future intentionally. The old model of relying on an “outside guy” to chase commercial jobs belongs to another era. Today’s successful locksmith busi- nesses are moving beyond the counter. They’re developing dedicated sales professionals who don’t just respond to opportunities but actively create them by visiting schools, property managers and contractors, identifying upgrade needs, and building long-term service relationships. If you own a lock shop with deep roots in your community, you already possess one of the most valuable business assets there is: trust. People buy security from people they trust. That brand equity, built through years of local service, is the perfect springboard to expand into integrated solutions. The opportunity is to leverage your reputation to win com- mercial maintenance contracts, access control installations and smart system service agreements. Partnering for the Future Manufacturers are also eager to collab- orate. They’re investing heavily in R&D for smart locks, cloud credentials and audit-trail systems, but they need trusted, technically competent local partners to bring these solutions to life. The most forward-thinking locksmiths are aligning directly with manufacturers, hosting joint demonstrations for end users, inviting vendors to present the latest technology to their commercial accounts, and position- ing themselves as the essential installation and service partner. This approach pays off in two ways. First, it differentiates your business as a knowledge leader, the go-to source for secure, compliant and scalable access control solutions. Second, it builds recurring revenue streams. When man- ufacturers close product sales directly with the end user, you capture the instal- lation, configuration and ongoing main- tenance work that follows. That’s where real profitability lies. Think of yourself not merely as a tradesperson but as an integrator: the bridge connecting new security tech- nologies to real-world applications. The manufacturer may sell the prod- uct, but you provide the continuity, the human element that ensures systems are installed correctly, perform reliably and evolve with the customer’s needs. New Demands for Mobility Locksmithing is also becoming more mobile. On-demand locksmith services grew by 30% in 2025, reflecting customer expectations for instant, app-based responsiveness. Meanwhile, biometric authentication, such as fingerprint and facial recognition, is projected to rise another 25% by the end of this year alone within locksmith-installed systems. This isn’t a niche trend; it’s mainstream adoption. As these technologies mature, locksmiths who embrace them will com- mand higher margins and stronger cus- tomer loyalty than those who resist. A Redefined Identity So, what does it mean to be a locksmith in 2025? It means being part of the front- line of physical-digital convergence. It means understanding both hardware and software, keys and credentials, doors and data. It means recognizing that security today is as much about access management as it is about locks and keys. The choice facing every locksmith is simple: evolve or be left behind. The good news is that this evolution plays directly to the strengths that built our trade in the first place: trust, craftsmanship and service reliability. By coupling those values with modern technology, today’s locksmiths can expand their relevance, deepen their customer relationships and secure their place in an increasingly dig- ital world. The locks may be smarter, but so are today’s locksmiths like you. The oppor- tunity has never been greater for those willing to redefine their craft and claim their role as integrated security profes- sionals. Jerry Burhans is the founder of Channel Championz and a 30-year veteran of the security industry. His experience spans the trades, distri- bution and manufacturing — from his early days as an apprentice journeyman in IBEW #1 to executive roles at ISONAS, SimonsVoss and ASSA ABLOY. Today, he helps companies unlock the power of their channel partners to drive growth and innovation. Reach him at [email protected]. If you own a lock shop with deep roots in your community, you already possess one of the most valuable business assets there is: trust.
