In the second instalment of our series Peter Holmes of Gardiner Security gives answers to some of the key questions installers need to think about if they want to grow their business by making more of the lucrative fire market … and we hear from the trainers themselves.

In last month’s article I tried to allay the “fear of fire” and put it into perspective. Yes, fire is real and requires respect, but with the courses available, security installation companies are certainly offered great opportunities.

So, if you’ll excuse the pun, ready-made training is the sure-fire way to go about it – to acquire new skills and increase market share by adding fire, emergency lighting, portable extinguishers and more to your portfolio.

‘Firestarters’ Q&A

Q: I have a security company and until now have only flirted with fire. I have now taken the decision to build it up to be a major part of my business. How do I start?

A: Let me first reiterate my advice of last month. Put down a business plan based on the size of your company, assess your staffing levels and the impact it will have on them and their work load, assess their skill levels and lay down a training plan for them. Will you have to recruit more staff to cope with the extra work and responsibilities?

Look too at your existing customer base for potential fire alarm service and maintenance contracts. Explore the contacts you have that already pass you intruder installations. These are both good sources to get you started in the fire industry.

Q: I have put a business plan together, and would like some help getting started. Where do I go?

A: Gardiner Security Fire Division under the guidance of a national fire sales manager has nine dedicated regional fire technical sales managers based around the UK. Each of these managers is targeted with helping companies grow their respective business within the fire industry.

The regional manager for your area will work in partnership with you helping to grow your fire business. He will help put together training programmes on both GS-BFPSA and GS-Key Supplier product training courses. He will also assist and advice with site visits and designs.

Q: What type of installation can I start with?

A: The key to this question is the confidence and skill sets acquired from the two series of courses I’ve just mentioned, which will dictate where you start from. In most cases companies that have sent staff on these courses are ready to sell,

install and offer maintenance contracts for non-addressable (conventional) systems, two-wire non-addressable systems and analogue addressable systems.

Q: What fire equipment can I standardise on for my company?

A: Your regional fire manager will offer you products that you can standardise on, and in some instances may ask the manufacturer to visit you to demonstrate their products. We have a 48-branch network and the Fire Division has a comprehensive product guide

Q: Which course should I send my engineers or sales personnel on first?

A: This depends on their skill levels. It is a must that they all attend the GS-BFPSA courses if they are new to the fire industry, and I would also recommend that even those not new to the industry sit the courses and attain a certificate. These courses incorporate BS 5839-1:2002 (amended December 16 2004), fire principles and fire risk assessment.

Your regional fire manager will help you put together a personal training programme for each of your staff.

We almost always insist that they attend the GS-Key Supplier Product Training Courses; it is imperative that the engineers or sales team have proper knowledge of the products they are selling and the regulations that apply.

This will give them the confidence to go out and sell systems and services/maintenance contracts and for the engineers to install and maintain the same.

Our key suppliers spend huge amounts of money developing products for the market that meet the requirements of various standards that make up a fire alarm detection system. They are only too willing to impart product knowledge to fire alarm companies. Along with good engineering and installation practices, this leads to trouble-free installations.

In the ever-changing climate of product enhancement, changes in legislation and the like, it is also important that staff training continues with refresher courses. Keeping abreast can only add value to your company.

I would also suggest that as a matter of course you purchase copies of the relevant British Standards: BS5839-1:2002 incorporating Amendment No. 1 – Fire detection and fire alarm systems for buildings (code of practice for system design, installation, commissioning and maintenance), along with a copy of BS5839-6:2004– Fire detection and fire alarm systems for buildings (code of practice for design, installation, and maintenance of fire detection and fire alarm systems in dwellings).

Flaming good business!

With all the support and training available to installers, there has never been a better time to take the first step into the fire market. The growth companies/delegates who have already participated in previous seminars can be measured in financial terms.

To illustrate this, last year 543 delegates attended courses with 92 companies represented … and in those companies the average growth was 184 per cent!

Free one-day courses

Chris Standfield, UK Sales Manager, No Climb Products

The GS-Key Supplier Product Training Seminars are an excellent way for engineers/sales staff to gain first hand technical knowledge of specific fire products and a clearer insight into the regulations and standards governing not only the design, installation, and commissioning of automatic fire detector systems, but also the correct service and maintenance procedures appropriate to all types of AFDs, which can be safely employed by using Solo test and inspection equipment, manufactured by No Climb Products Ltd.

The free, one-day courses provide a friendly, relaxed, hands-on environment where fire professionals are encouraged to get to grips with state-of the-art fire detection systems and current test and inspection technology. The sessions are not only admirably suited to experienced fire service engineers, but are also equally applicable to companies who may be relative newcomers to fire.

Much effort is made by the guest speakers to encourage dynamic, two-way participation by the audience. Great emphasis is placed on ensuring that all attendees leave every event with an excellent working knowledge of the topics discussed, which has direct relevance to their working lives and will help to enhance their individual reputation for excellence and maintain a culture of ‘Best Professional Practice’ when on-site.

Training benefits everyone

Warren Moyle, Senior Technical Sales Engineer, Apollo Fire Detectors

As a key supplier to Gardiner Security, Apollo wholeheartedly supports their product training program. It’s fantastic to have direct contact with the people who install our products. Many participants are already familiar with Apollo equipment, but are keen to refresh their knowledge. At the end of the course, they’re delighted that they’ve learned more about how and where to use the products.

The training provider can benefit from these sessions too. From Apollo’s point of view, we get valuable feedback on how easy our products are to install and use.

Focus on conventional fire panels

Charlotte Manley, European Sales Manager, Computionics Ltd, C-TEC

C-TEC has built its reputation and product range by listening to the installer, and we use the GS-Key Supplier Product Training Courses as a two-way communication, passing on our product knowledge to enable installers to go out and sell and install our products with confidence. One element we focus on is conventional fire panels, which is of interest to all those involved in fire detection installation and design including specialist fire installers, fire sales engineers, specifiers, architects and consultants. It aims to provide delegates with a very good understanding of installing, maintaining and commissioning analogue addressable fire panels.

Then there is the PDA range of audio-frequency induction loop systems. Over ten per cent of the population suffer from hearing impairment, and under the Disability Discrimination Act anyone offering goods, facilities or services to the general public must make ‘reasonable’ adjustments to ensure they do not discriminate.

Proper training is essential

Trevor Boxer, BFPSA training officer

With 30 courses for over 370 delegates in 2004 and an expanded programme in place for 2005, Gardiner Security’s Fire Division is making the biggest contribution to British Fire Protection Systems Association fire alarm courses in the industry.

The demand for places has steadily grown, due in large part to personal recommendation between customers and within the industry. Feedback during and at the conclusion of courses has been very positive, with delegates wanting to continue and develop with further BFPSA training.

This success has enabled Gardiner to extend the training sponsorship to larger conference facilities at hotel locations for about 20 delegates. More than 30 BFPSA courses will be held at venues in major locations from Glasgow to Exeter. The fire alarm training courses will be UNIT 1 – Fire Detection Design, UNIT 4 – Installation and Testing and UNIT 5 – Maintenance. Other courses and venues will be added according to demand.

Everyone understands the benefits of training generally, but for fire safety equipment such as fire alarm systems, the correct design, installation, commissioning
and maintenance is essential.

With specifiers, users and insurers increasingly requiring certification of fire alarm systems through third party schemes such as BAFE SP203 (British Approvals for Fire Equipment), fire alarm systems are subject to more rigorous inspection regimes.

Learning the recommendations in the relevant British Standard for fire alarm systems, BS5839 part 1, assists engineers to do the job ‘right first time’ ready for any inspections. Amendment 1, published in December 2004, includes some important changes and clarifications and, where relevant, these will be in the BFPSA courses from February 2005.

Source

Security Installer

Postscript

Gardiner Security, Transpennine Industrial Estate , Rochdale, OL11 2PX. Tel: 01706 343343. Fax: 01706 646 600. Website: www.gardinersecurity.co.uk Email: enquiries@gardinersecurity.co.uk