Editorial

One major provider, writing in this issue of Network Solutions thinks that, so far, traditional installers are coming second. According to Dominic Bruning of Axis Communications, integrators have the right mindset for the work, the skills needed to integrate IP surveillance into a network, and the experience to sell a more credible story to the customer. But, on the upside, traditional installers have a long list of specific abilities that could leave the integrators standing.

So it’s now crucial that traditional CCTV installers adapt to make themselves more competitive in this sector. Still comparatively small, the IP networking sector has enormous potential, offering major cost/labour savings for many sites – particularly large ‘campus’ areas where distance between buildings is a factor. It is not, however, the answer to every need, and this gives traditional installers the edge. They are much more likely to win business when IP is a hybrid “bolt- on“ to their clients’ existing systems – and many in the industry think this is where the big business will be for installers.

So installers should not feel it’s too late to compete. I’ve heard CCTV proprietors say they are training some of their more able or more adaptable engineers in this field. But, as Bruning says in his article, this is short sighted. You shouldn’t marginalise these engineers as the “young geeks”in your team who will deal with IP. This is an opportunity for proprietors to train up all their engineers and pass on that cost to the customer who is used to paying higher rates for IT services.