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A gate can be an instant deterrent to thieves, who are mostly on the lookout for ease of entry and a quick getaway. Security gates stop them in their tracks and they often move on to an easier target. Unfortunately, many people believe that automated security gates are complicated and costly to install. This perception is often reinforced by builders and contractors who are perhaps not up to date with modern automated gate systems and put off by a lack of understanding of what is involved.

As a result, many installers are overlooking a potentially very profitable sector of the security market. While it is true that the automated gate market has grown in sophistication, with an extraordinary range of products varying from simple opening mechanisms to hugely complex wireless remote systems, at the same time manufacturers have invested considerable time and effort in ensuring that there is now more help and technical support than ever before.

They are also increasingly looking at other ways to make installers' lives easier by developing training programmes and seminars which not only help with product applications but also advise on the growing legislation around European safety standards.

Profitable business
Installing security gates can be cost effective and very profitable and doesn't have to be overly complicated. On the plus side, increased product range has meant that there is a wealth of affordable options that are simple to install and maintain. The lowest point of entry can be as little as £1,400 for a basic electro-magnetically operated gate system fully installed.

This estimate is based on the cost of a basic kit, such as the Snodo from Aprimatic, added to the cost of two days labour and limited cabling and fittings. On this you could make a healthy profit margin – as much as 44 per cent – by charging the customer £2,500, which is the average market price for this type of installation.

For a security installer considering offering gate installation as an added service, the move to gate automation does not require huge investment in training or expertise to get things up and running. You will need to be completely conversant with current European safety standards for external work or contact a fully trained electrician who is. But you or they don't need to be an expert in gate automation. All the reputable automation companies supply extremely detailed installation instructions with their products and many have technical help to hand, either dedicated helpdesks or sales staff with technical expertise.

At Aprimatic, we will often provide a technical manager for field visits to help customers if they require additional back up or technical support. Over the years I have helped troubleshoot many minor problems on the phone with all different types of customers. It is in our interests to make sure that installers not only provide their customers with complete satisfaction, but also feel totally confident in what they are doing.

We also offer product introduction courses and more general programmes on safety legislation and installation techniques. We, like the majority of good distributors and manufacturers, also provide instructions for all our products as downloads from our website.

Complete kits are easier
Of course, confidence comes in the products. It is important that, when purchasing a system, you get all the necessary components at the start. Again, a good supplier will have sales staff with a working knowledge of the product and they should ensure that you've got all the bits you need. You will find that more and more companies are selling complete kits, which are great for standard entry installations.

Where sites need more complex solutions to solve specific site requirements, a good automation company with staff with technical backgrounds will be able to offer extra guidance.

Many security installers are overlooking a potentially very profitable sector of the security market

Installers do need to be aware that with all installations they must adhere to the stringent European standards for external cable and electrical fittings installations as these are vital for meeting the basic safety standards required for gate automation.

Electrical know how, however, is not all that is required. A good healthy dose of basic common sense is vital. You would be amazed at how many jobs fall down from a lack of forward planning and communication.

Proper preparation is essential. For example, swing gates that open using a ram (hydraulic arm) operator will exercise considerable force on the gate pillars – so you should make sure that attractive stone pillars have internal steel supports. With sliding gates, you will need to dig a shallow channel to take the sliding mechanism and don't forget, as the gates slide back – they need to go somewhere! Liaise with builders or landscapers from an early stage to avoid costly mistakes later.

Fragmented market
Costs can be tightly controlled, especially if installers make sure that the proper groundwork is complete before they arrive on site. The actual costs of installations are often cloaked in mystery, not because of a desire on the part of manufacturers and distributors to hide the price but rather because the market is incredibly fragmented.

There are very few specialist automation installers; security gates are installed by a whole range of companies and one-man bands, from builders, electricians and garage door installers through to landscape gardeners and security companies.

Providing the proper groundwork has been done, costs for the job should be very straightforward. All the moving parts and electrical components for a full installation are supplied by the manufacturer or distributor and these will all be included within their quote – by going to a good manufacturer with experienced sales staff you will ensure that everything you need is included in that first quote.

The only other costs would be the basic junction boxes and cabling required to connect to the mains power supply and labour costs.

Best to hire the tools
Sometimes special tools may be required: this is largely dependent on the particular project. Most basic entry systems require no specialist tooling.

For example, electro-mechanical underground units are supplied with a 'shoe' for the gate to sit in. This is fixed to the gate either by drilling or bolting.

As gate requirements vary so much, it is best for an installer to hire tools as and when needed

For heavier duty, high security installations, you might find that some components will need to be welded as they need to carry heavy loads.

In those cases, someone with welding expertise and specialist equipment will be required. Cutting equipment is sometimes needed – for example, where notches need to be cut into brickwork for installations with brick or stone pillars.

But as gate automation requirements vary enormously from project to project, it is best for an installer to hire tools as and when they are needed until he decides to specialise or focus on a specific type of installation.

Get to know suppliers
Getting to know some of the products and building relationships with suppliers can also help installers to build their business in this sector. They can then start to recommend different systems to clients and increase profitability by enhancing the spec of a job to solve specific site-related problems.

For example, new European laws limiting machinery noise levels after 11pm directly affect automatic gate and barrier systems.

Where there are gates or barriers in larger residential or high rise properties there can be problems such as the clang of a gate shutting or the mechanical hum of the opening and shutting mechanism vibrating through the building.

There are products on the market that utilise 'Silent Motor Technology' which have been designed to eradicate this noise problem and electronic or hydraulic braking to reduce the final impact noise. The range of products now available reflects the hugely divergent needs of a growing market, which installers can capitalise on.

There are many opportunities these days from commercial and residential sites facing growing pressure to protect precious parking spaces, through to the trend for developers to build safe and secure gated communities for urban professionals, families and the elderly, as well as the thousands of homeowners who are looking to increase the protection for their own properties.