Start small!

The move towards installing networked-based integrated systems is gathering pace, with integrated technology offering businesses growth opportunities for security installers.

Installers who aren't already winning contracts in this area, and who want to continue competing at the middle and higher ends of the market, won't be able to ignore network-based systems if they wish to maintain their market position.

More and more users are coming to understand how flexible integrated systems are, and how much easier they are to manage.

Scaleable systems

Integration can take in intruder alarms, CCTV and access control, and also fire systems and occupancy-based building management systems (i.e. those controlling heating, lighting and potentially other utilities too).

It's hardly surprising that it's becoming popular with users - after all, who wants to be running five or six key building functions on separate software systems, using separate networks, when they can do everything using a single, integrated system?

Another advantage of the latest network-based technology is that it is scalable. This helps the installer and the customer. You can start by linking in one or two functions (say, intruder alarms and access control), then add the other functions later if you want to. So it is not an 'all or nothing' technology, but a flexible, expandable one, making it less of a challenge for new installers to come into the market.

Wider customer base

The price of the technology is coming down too; so more customers expect seamless 'interoperability' between different systems. Of course it doesn't seem long since integration was only in demand among banks and governments (in truth it's well under a decade) but now they are being specified widely. Integrated systems are being used for hospitals, retail chains, campuses and even some private residences.

This demand is set to increase much more rapidly: recently Security Installer reported that Norbain has begun distributing and actively promoting the Europlex 3GS system which allows easy integration of a wide range of CCTV equipment (Norbain's traditional specialism) with security and access control. This move from such a major distributor is yet another indicator of the way that the market is moving, and a sign that a major shift is under way.

Providing your clients with an integrated approach allows additional services to be sold and revenue to be generated ...

What does your client want?

The most important fact about integrated systems is that they offer greater flexibility, and more ways for installers to meet specific client requirements - to give them what they want.

Who the client is can sometimes be difficult to establish for installers, especially on large installations. In these cases there can be many client relationships to manage, including the consultant, the construction company, the insurer and the end user. Each of these separate parties may wish to add their input and they may each have slightly different views about what the system should do.

Although their freedom to choose is being increasingly curtailed (as standards clearly dictate how the system should behave under most conditions) installers have plenty of opportunities to offer individually tailored solutions. This approach has the best chance of satisfying all parties more easily, because the right equipment, which is flexible and robust enough, can be adapted to the specific circumstances of any site.

Why is this good for the installer?

Well, compare today's integrated technology with the technology that we've worked with in the past. For far too long businesses have had to adapt to the requirements of the system, rather than the other way round. Now systems can be programmed to satisfy the client, and to operate in-tune with the client's business (or life). They will not be seen as an inconvenience but rather as an added benefit. The ability to provide clients with an integrated approach allows additional services to be sold and additional revenue generated.

Making the move … Is it daunting?

For many installers it seems a daunting prospect, moving from their current area of expertise and into another sector. But the move can be accomplished painlessly and without any major risk (i.e. without taking on a large number of new products, with all the training and management time that involves) through one of the security systems manufacturers that has been been integrating for a number of years.

The best advice is to start with a piece of reliable technology that allows your teams to learn integration by stages - starting with small networked installations and moving on to more ambitious ones. (The Europlex 3GS system has a base controller that can be expanded with nodes on the bus that can accommodate wireless detectors, door controllers, keypads, inputs and outputs. Compliant with the security requirements of PD6662, the system can achieve Grade 3 communications.)

For far too long businesses have had to adapt to the the system, rather than the other way round ...

With modern systems it is no longer necessary to run cables from the main controller to each PIR, breakglass etc. Instead, the appropriate node can be placed in the building where it is physically needed with a single cable being run, providing multiple inputs/outputs and so reducing the cabling and providing a faster more reliable installation.

Installer's VIP success

A good example of how one installer company has successfully adopted the new technology is Blue Mountain Systems. The company has recently installed a 3GS system, incorporating intruder alarms, access and CCTV, for an international VIP in London. Every floor of the six-storey luxury residence has been secured with intruder detectors, with the complete system being controlled from an internal security room.

This was the first time the company had used the system and it has been so encouraged by its experience that it is now discussing further projects for the same client for properties around the world.Director Nathaniel Crewe says the technology has been flexible to work with.

"This has been an extremely smooth installation for us, with excellent training, advice and technical support from Europlex. Whenever site issues arose, they quickly gave us the answers. For example, due to site requirements there were restrictions on the type of cabling that could be used, Europlex gave us spot on advice about not just one, but several alternative solutions."

Solutions at all levels

Blue Mountain Systems is one of the new breed of installation companies winning business in the market for network-based, integrated solutions.

For them, the advantage of integration technology is that it allows them to provide solutions at all levels, to expand from very simple stand-alone installations, to maximum security, multi-site projects.

Based on the experience of a growing number of similar companies, the advantages of integration are clear.

Our advice for any installer would be that if the technology doesn't already feature prominently in your growth plans then now would be a good time to find out more. The alternative may be to pass up a growing percentage of business to newcomers, such as companies from the IT sector, who can position themselves to meet changing customer needs.