In our Network Solutions supplement one of our writers argues that installers are being split into two definite camps ... those who are determined to get into IP networking, and those who are determined to avoid it!

While that is probably true, I would say that another very much older sector has been dividing the installation market for years. As far as fire is concerned, you either do it or you don鈥檛 ... Although many have dabbled in it (usually at the request of one of their security clients) there is a fear surrounding it for many security installers. The reluctance to get involved with what could be a most lucrative business area for your company is due to a fear of taking responsibility for peoples鈥� lives.

Our new three part series, Fear of Fire, (see page 25) will look at the reasons installers steer clear of fire but, more importantly, it will show that the fear is largely unfounded. In effect, installers already have responsibility for peoples鈥� lives, bearing in mind today鈥檚 terrorism threat and society鈥檚 decline into ever more violent crime. So the jump is not as difficult as it may seem. There are big profits to be had in the fire sector and installers have an instant calling card

via their existing security clients. In these times of cutthroat trading times, it enables firms to step out of the rat race of low-margin installation to sell on value 鈥� not just price 鈥� and to sell total security and fire solutions. Our series will include examples of different sized companies who have made the jump. So make sure you read Fear of Fire over the next three issues of Security Installer.

Ironic perhaps, but covert security had a high profile in the installation world back in the nineties. Security Installer carried many features on equipment available for 鈥榰ndercover鈥� surveillance. It certainly seemed that there was a lot of kit around compared to now. Perhaps this is understandable: a raft of legislation now affects the uses of covert equipment and there is a natural reluctance by employers to have a system installed that may see them flouting the law. But there are valid reasons for using covert kit and installers should still see this as a valuable weapon in their armoury, providing guidelines are observed. Our 鈥淐atching them out鈥� feature (page 59) will put you in the picture. There are times when only a covert camera will solve the problem, particularly when it comes to staff pilfering. A case in point is the successful installation which put a stop to diesel theft at a warehouse site (See 鈥淥n the case鈥� page 51).

The BSIA has warned installers not to leave it until the last minute to gear up for the European installation standards (See page 9). There has been no shortage of information available on EN50131-1, with seminars/websites/ literature, plus our own nine-part series! But it all hinges on available equipment, and so all eyes will be on this year鈥檚 IFSEC. More seminars are being organised by the BSIA very soon, and in next month鈥檚 issue we concentrate heavily on the Euro regs and how installers are gearing up for October.

Alan Hyder, editor

Source

Security Installer