PSIApril2019

again means that training is essential for
installers as systems become even more
sophisticated.
How do you bring a new product to
market?
It depends on the product being introduced to
be honest. For a small product we will be sent
all of the information about it prior to launch but
for a major launch we would have someone from
the manufacturer coming in and training our
teams and we would then have a day dedicated
to selling the product with special offers to
announce its arrival.
How do you utilise your tech support?
There are some companies, such as Paxton, that
have a really good support team of their own, so
we don't tend to have too much to do there
unless it is an integration in to the likes of
Dahua or Milestone. We act as the first line of
support for many other of our partners, and only
escalate it to the manufacturer if need be. For
companies like Dahua, where we provide the full
support service and training in house, our tech
manager trains the team on the systems. If
something really unusual happens we have the
capability to take the product off the shelf and
replicate the installation here to figure out what
has happened.
You are exhibiting at SiX in November,
what was the appeal?
There are two reasons why we booked - firstly it
is a show that's installer focused and secondly, I
think people have been crying out for something
away from London. It's in a good location for us
as we're really strong in the North and there are
a lot of security companies based around
Manchester. I think it's going to be a good event
for everyone, so much so it's the first event ever
that we've booked in its inaugural year. Of
course, we're also looking forward to the
Premier Awards night in the evening of the first
day!
Are you worried about Brexit?
The biggest risk for us is what happens with
currency and that has always been something
we need to be aware of. If we think back to
twelve years ago, we were close to $2/£1 that
suddenly changed dropped massively and so
prices went up, but as soon as the currency got
stronger prices went back down. That is what we
have to monitor, although unless you are talking
“We act as the first line of support for many of our partners,
and only escalate it to the manufacturer if need be”
about real high-end cameras the price changes
aren't too big. I don't see any issues with stock
control either, yet if we do need to change we
will. This business was started in a recession
and if we can live through that then I have no
concerns about Brexit. Basically, whatever
happens we will just get on with it and adapt
where required.
What's the best thing about working in
the security industry?
We have a great team, we all get on well and
while we work hard we also have a lot of fun
along the way and I think the industry itself is
like that. I've made some great friends through
this business - we're all an interesting bunch in
this sector!
How will the security industry change
over the next few years?
I think there will be a lot more of the softwareled
companies coming to the fore. I think we're
going to continue to see HD over coax
technology, but it will be a shrinking market,
due to the modern infrastructure that lends
itself to IP. The areas where I feel there may be
big industry trends are all on the analytics side
such as facial recognition as they become
embedded into cameras, supplied as standard
as we go forward.
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