50 Keynotes December 2025 aloa.org Momentous Change With EAC Dave O’Toole President, European Locksmith Federation, and ALOA International Director - Europe A S A LOCKSMITH BUSINESS OWNER FOR 44 YEARS, I have seen many changes occur in the industry over that time. From cutting codes with depth keys to automatic electronic key cutting machines. From installing door and window locks to state-of-the-art access control. As a European locksmith, the most dramatic change was the transition from lever locks to pin tumbler cylinders. This was a game-changer, as it opened up the industry to tradesmen who were not locksmiths, as opening and replacing cylinders required so much less skill than lever locks. With locks for sale and opening techniques available online, locksmiths’ bread and butter work has reduced significantly over time. I now foresee another momentous change in the industry occurring. That is the dramatic rise in EAC and smart locks for both the domestic and enterprise markets. High security master key systems have been the mainstay of my business for so many years, with sales, installation, after service and the recurring key cutting. In recent years, we have noticed a big drop-off in the sales of new master key systems as our customers are choosing to go down the electronic locking route, as it is more cost-effective for them in the long term. They can blacklist an employee immediately from the system instead of possibly having to rekey and issue new keys. They have an audit trail and can mon- itor employees’, guests’ and resi- dents’ activities. Not only are we not installing many new master key systems, but existing ones are being replaced by EAC and, worryingly, we are losing that recurring revenue as we are not cutting any more mechanical keys for these new systems. Now with smartphones and digital keys, the move to EAC will increase rapidly over the next few years as customers can control their own access systems through an app on their phone. As a company, we have to accept these changes and get involved more in electronic locking. We now supply and install wireless electronic locks for our customers. With wireless locks, we can compete against security integrators who hardwire their systems, as our labor costs are so much lower while offering the same benefits. We make a profit on the sale, installation and supply of cards, or recurring revenue for subscription of digital keys if they use the manufacturers’ cloud services management services. We offer a service contract where we attend to the locks annually to replace batteries and service the hinges and mechanical lock components. I see the future of the business and that of my children and employees as electronic locking! Don’t Be Afraid of Change David Sharpe, CIL General Manager, Fried Brothers, Inc. W HAT IS THE STATE OF OUR INDUSTRY? I recently had a conversation with a colleague recalling selling locks in the ’90s. Kwikset offered six design choices, and Schlage had about the same. My cus- tomers at that time would boast about how many deadbolts they installed each week and how quickly the profits rolled in. It almost seemed that it would never end. All of our monthly locksmith association meetings were well attended. The meet- ings were dedicated to enhancing knowledge and the visibility of our profession. Our associations hosted local trade shows, and their educational classes were taught by the best instructors in the industry. It was the golden age of selling locks. In the intervening years, consolidation, imports and online retail have thrown us into uncharted waters. Now our industry is confronted with tariffs, high prices, lack of reliable employees, poor service, long lead times, rapidly changing technology — the list could go on forever. Whether you’re a business owner or employee, the challenges confronting
