Open for business

A healthy economy and booming property market are making automatic gates a 'must have' for many new commercial and residential developments. While security is the main requirement, remote-controlled gates are also a clear indication of prosperity amongst domestic customers, further fuelling the gate automation industry's current growth.

Yet while this undoubtedly provides a wealth of new business opportunities for existing gate automation specialists, what are the options for security installers looking to enter this lucrative marketplace for the first time? Certain key skills are essential if you are considering moving into this area – experience in electrical work and electronics, building, hydraulics and metalwork, but this is just a starting point.

CHOOSE THE RIGHT SUPPLIER

You should also recognise the advantage of working with an established, reputable supplier. This can help you achieve a higher profile and give you more credibility with potential customers.

A leading supplier should provide high levels of training, technical support, extensive stocks of spare parts, together with regular sales leads and marketing back-up. It should also offer the latest technology and an extensive product range that allows you to provide the right solution for your customer. This could range from high security, sliding gates and swing gates to rising arm barriers and automatic rising bollards to control traffic flow and prevent illegal parking.

A good manufacturer should also have a wide selection of gate operators to suit a project's specific operational and site requirements. For example, gates can be automated from an 'on the gate' operator, where the drive mechanism is contained within hydraulic arms attached to the gate, or an underground system.

Some manufacturers are introducing gate automation kits that can save you time and effort by providing all the necessary equipment in a single package. These kits follow the same specification as gate operators for heavier industrial and commercial use but have been scaled down for lighter, low duty cycle gates, making them particularly suitable for residential use. They are designed to be cost effective and easier to install.

At the other end of the market, the industry is still plagued by less reputable organisations looking to make a quick profit by undercutting the competition using cheap, poor quality products and lacking the resources to provide after-sales support when the equipment inevitably breaks down. It is important for installers to differentiate between the two.

COMPETITIVE EDGE

Eagle Automation Limited, based in Ongar, Essex, is an approved BPT installer and carries out gate automation work throughout the South East. Much of its work is repeat business from leading builders and property developers. So how does the company retain its position at the top end of the market?

Says MD, Peter Hylton: "What gives companies like Eagle Automation a competitive edge is a genuine commitment to customers. We have the resources and infra-structure to provide the highest standards – on-site expertise, trained engineers, after-sales and maintenance contracts, backed up by office-based administrative support to ensure that customers receive a fast, efficient service from the initial site survey onwards. Smaller, less professional companies simply cannot compete in terms of product quality, service and reliability and rely solely on offering the cheapest price."

  BEWARE THE DUAL ROLE

If you are new to gate automation, beware the potential pitfalls from importing products direct from overseas manufacturers. You will lack adequate technical support and back-up and will have to take on the dual role of distributor and installer. This means holding extensive stocks of spares in the UK as well as having to cope with language problems, import documentation and currency fluctuations.

Few installers have the resources to carry out this degree of administration and, as a result, most choose to work with an established UK supplier, leaving them to concentrate on their own area of expertise – the installation work itself.

On-going training ensures you keep up to date with the latest products and technology.

The best manufacturers always offer a comprehensive range of courses to ensure that their installation agents meet the required levels of expertise and technical knowledge. These cover all aspects of equipment design, installation, site surveys and specialist accessories.

TWO LEVELS OF INSTRUCTION

At BPT, courses are divided into two categories, according to the level of instruction required.

The basic product awareness course is aimed at sales people, surveyors and specifiers and offers a detailed description of the company's product range and how each product works, information on electrical requirements (such as cabling sizes and current ratings), and safety requirements (such as RCD, ground loop detectors and photocells). It advises on how to specify the correct system, and what to look for during a site visit such as pier dimensions, hinge distances, ground clearance and cable runs.

The more detailed installation course is aimed at installation and service engineers assumed to have basic electrical and mechanical experience. It covers the installation of particular products as well as other factors such as installing ground loop detectors, radio control connection and programming, interfacing connections with video and audio entry systems, timers, locking devices, accessories and service requirements.

Also helpful are technical support services, reference materials, literature (from detailed installation manuals to fully illustrated catalogues), promotional materials, telephone help-lines and even customised equipment design services.

NEW DEVELOPMENTS

Most equipment now incorporates features that are designed to simplify installation and improve performance.

Control panels are becoming smaller and neater and many manufacturers now provide plug-in terminals to make installation and maintenance much easier, as well as LED fault-finding indicators and adjustable operating cycles.

Other new developments include the introduction of smaller gate operators. Although much lighter in weight, these are capable of powering much larger and heavier gates than previously. And with this increasing capacity, speed of operation is enhanced, as is the equipment's operational performance and ability to handle more frequent operations without overloading.

Electrical and mechanical design improvements also give much greater control than before. Developments include a braking system that slows down the gate during the last part of its travel to reduce the risk of damage caused by impact against the ground stops – this reduces vibration, noise and the risk of damage to prolong the operator's life-span.

A smart-run time facility automatically interrupts the gate opening cycle if required and immediately activates the closing cycle instead of waiting for the full pre-set cycle time to be completed. This extends the gate operator's life-span by reducing wear and tear, making it suitable for more frequent use than is possible using conventional control systems.

New technology like this, together with extensive technical support from suppliers, makes gate automation an excellent source of new business for security installers with the right technical expertise. But, as always, the key to a successful business operation is to back this latest technology with a service to your customers that is second to none.