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BSIA member companies report on “successful” Intersec 2016

Members of the British Security Industry Association (BSIA) have returned from Intersec reporting a successful exhibition for UK companies.

The three-day show – held at the Dubai World Trade Centre between 17 and 19 January – is seen by many as the most important security exhibition in the Middle East region. The event plays a pivotal role in enabling UK companies to meet with potential customers, existing distributors or partners and serves as a platform for launching new products into the Middle East market.

Intersec has been a key fixture for many BSIA members who exhibit year-on-year, and the show continues to attract new exhibitors keen to take advantage of the opportunities presented by the event.

One BSIA member company, RGL Electronics Ltd, has already been active in the Middle East for a number of years and attended Intersec 2016 as an exhibitor for the first time.

Geoff Jones, director of RGL Electronics Ltd, said: “By exhibiting at Intersec this year, we had the opportunity to be in front of the people that really matter, and we were able to build upon what’s already a major marketplace for the RGL brand.”

Jones continued: “We showcased our range of access control products and a disabled toilet alarm, all of which attracted a good response from visitors. Indeed, the quality of the contacts we made on site was very high, and I fully anticipate that some of these contacts will develop into orders over the coming months.”

He concluded: “Something that struck me during the show was how much larger the scale of the projects in the Middle East are compared to those in Europe. The sheer scale of the developments in the Middle East offer promising opportunities for RGL and, indeed, other UK companies.”

BSIAIntersec2016

Excellence in design and innovation

Much of the interest in UK security products in the Middle East comes from the long history of excellence in design and innovation. This was certainly evident at Intersec.

Storm Interface – another BSIA member company – launched its Storm S60 range of mullion format readers at the show and duly received a fantastic response from prospective customers.

Peter Jarvis, senior executive vice-president at Storm Interface, commented: “The response to the Storm S60 was absolutely astonishing. When developing the product, we found that there was a real need for a solution that wouldn’t affect the aesthetics of landmark buildings where, typically, you wouldn’t want to drill into the building materials to affix a traditional reader. The S60 has been designed so that it can fit into a door frame, thus removing the need to attach it to glass, marble or other similar materials.”

Jarvis added: “We’ve found that there’s a real demand in the Middle East for products that meet the design specifications of landmark buildings, and particularly so in Dubai.”

In conclusion, Jarvis told Risk UK: “Our attendance at Intersec has been particularly successful. We’ve been able to talk to all of our target contacts, including existing distributors in the UAE and the regional managers responsible for some of our recently-agreed distribution partnerships.”

Variety of international visitors

A large part of the attraction for UK companies to exhibit at Intersec is the sheer variety of international visitors attending the show, both from the wider Middle East and further afield.

John Davies, managing director of TDSi and chairman of the BSIA’s Export Council, said: “TDSi had a highly successful appearance at Intersec 2016. We gained 30% extra visitors compared to the previous year, some of which came from a wide range of countries including the UAE, Saudi Arabia, Iran and Turkey, as well as further afield from Angola, India and Sri Lanka. The overall quality of visitors at the show was excellent. The majority of people we spoke to were working on active projects, so we enjoyed both productive and substantive conversations on all three days.”

Davies continued: “Our integration to wireless access control products from ASSA ABLOY and Simons Voss created a lot of interest on our stand, as did our new Time and Attendance software packages. Visitors were also drawn to our new reader range, both for the aesthetics and the functional multi-technology capability. As always, our strength in terms of being able to offer open platforms for security integration proved very popular with visitors to the stand.”

In conclusion, Davies told Risk UK: “We were delighted to receive confirmation of a project win in Abu Dhabi at Intersec 2016 and expect to close projects in Kuwait, Saudi and Qatar within the next few weeks as a result of conversations at the show.”

Uplift in validated leads

Remsdaq also experienced an uplift in validated leads, estimating that the business recorded approximately 25% more than last year.

Alan Hardy, EMEA sales manager, explained: “It was an extremely satisfying exhibition with unprecedented numbers of good quality contacts visiting our stand. There was an extremely positive reaction from all visitors to our EntroWatch, EntroStar and EntroPad range of access control solutions and considerable interest shown for StarWatch, our enterprise product range, as well as Sabre, our fibre optic perimeter intrusion detection products. We’re confident that our business in the region will increase significantly as a direct result of our participation in the show.”

Texecom also found the show to be a great platform for demonstrating its professional electronic security solutions – including the Premier Elite Series – to the Middle East and beyond.

Clym Brown, the company’s marketing director, explained: “We see themes from Intersec that resonate with global market challenges – the proliferation of advanced wireless security devices, home network and smart phone connectivity for users taking control of their own security and increased connectivity and integrated features for both commercial and security applications. At Texecom, our product range caters for small, low-risk applications right through to high risk, high value and complex installations. At Intersec, we found our breadth of system offerings, using the same architecture and programming structure throughout, was really well received by visitors looking to provide the highest levels of security for a wide range of applications.”

Excellent representation from the UK

73 UK companies took advantage of the many benefits that come with exhibiting as part of the UK Pavilion, which was organised by the BSIA.

Benefits included a prominent stand position in the main section of the show, logistical and on-site support, hassle-free stand design and build and increased exposure to visitors through a strong UK brand presence.

Peter Jarvis commented: “We’ve been really impressed with the level of support that the BSIA has provided, both before and during Intersec. An association with the BSIA is absolutely essential at these types of exhibition. The BSIA’s excellent organisation of the UK Pavilion this year in 2016 has freed us up to come here and do what we need to. In short, meet with target contacts, promote our products and make valuable sales.”

*The BSIA is also organising UK Pavilions at Security Essen and IFSEC South-East Asia, both of which run in September 2016. For more information, or to enquire about exhibiting as part of the UK Pavilion, please contact the BSIA by calling: 0845 389 3889 or send an e-mail to: d.wood@bsia.co.uk

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Apollo Fire Detectors appointed solutions provider for Reliance Industries

Apollo Fire Detectors has boosted its international presence by becoming the fire detection provider of choice for a significant project being run by Reliance Industries, one of the biggest private sector companies in India.

Reliance is installing 4G mobile communication networks across India after its telecom arm, Reliance Jio Infocomm, was awarded a unified telecom licence enabling it to offer both voice and high-speed data services to subscribers across India’s 22 telecom circles.

Reliance is to build 4G data centres at each site which will house communication equipment and provide the base for an operational workforce.

Mumbai-based Technofire is responsible for the supply and installation of the fire alarm systems at each data centre and will train installers responsible for each site.

Technofire is currently working on 59 of these sites, a number which is expected to rise to over 200 in the near future.

Each site will benefit from the installation of Apollo Fire Detectors’ XP95-based heat and optical smoke detectors in addition to an OpenConnect Gateway which integrates fire detection with the buildings’ management systems.

Praful Sanghrajka: owner of Technofire

Praful Sanghrajka: owner of Technofire

Santacruz site in Mumbai

Fire panels for the sites are being supplied by Kentec and will communicate directly with Reliance’s MODBUS rooftop units via optical fibre ring networks.

The number of Apollo detectors at each site will vary depending on the size of the network. The first site is at Santacruz in Mumbai which will have 50 XP95 detectors installed.

Praful Sanghrajka, owner of Technofire, explained: “We supplied almost 500 fire alarm panels along with Apollo Series 65 detectors for Reliance mobile communications more than ten years ago. We’re therefore very proud that we’ve been given this additional opportunity to provide more Apollo devices along with customised fire alarm panels from Kentec.”

Vikrant Patil, Apollo Fire Detectors’ sales manager for India, added: “This new project builds further upon our valued relationship with Reliance Industries and Technofire. We have already worked together on large projects, such as the supply of nearly 45,000 fire detectors to the Reliance Hazira petroleum plant in Gujarat, India, but what sets this project apart is its scale of OpenConnect Gateway use. This is a very important project for Apollo as it will be the first of its kind in India using OpenConnect on such a large scale. It will set a precedent for the future.”

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Topsgrup ranked India’s most trusted security services brand

Topsgrup has been ranked as India’s most trusted security services brand in The Brand Trust Report ‘India: Study 2014’ covering 20,000 brands across 16 cities.

Topsgrup is India’s largest security group employing more than 93,000 trained and highly motivated employees around the world.

For its part, The Brand Trust Report is an annual study carried out in 16 cities around the country, researching the trust, attitudes and preferences that consumers place on more than 20,000 brands and publishing the most trusted ones on a Brand Trust Index.

This year’s study, which involved participants between the ages of 21 and 50, has listed South Korean electronics giant Samsung as ‘India’s most trusted brand’, followed closely by Sony and Tata at second and third place respectively.

In last year’s report, these three brands had ranked second, third and fifth.

Dr Richie Nanda, the global chairman of Topsgrup and The Shield Group (the UK’s ninth largest business security company), commented: “We’re delighted with this news. It truly reflects our commitment to our customers and other stakeholders. Special credit must go to the team as they are amazing ambassadors who put a truly personal touch to the services we provide and the customers who completely place their trust and security in our hands. This ranking brings great pride to Topsgrup, and also brings a lot of responsibility. We always endeavour to uphold the trust and loyalty that our clients put into our products and services.”

Richie Nanda (left) with John Roddy, CEO of The Shield Group

Richie Nanda (left) with John Roddy, CEO of The Shield Group

Ramesh Iyer, CEO and vice-chairman of Topsgrup, added: “Kudos to ‘Team Topsgrup’. This accolade could not have been achieved without the joint efforts of all our employees. Our vision remains to become the most respected security brand in the world, and this announcement further endorses our commitment to achieving this aim. We’re particularly pleased to be recognised by such a leading national survey, and even more so to see that we’re highly regarded by clients. We look forward to the next 12 months with optimism to build on this success and continue serving our clients with the same professionalism and support that only Topsgrup can provide.”

Details of The Brand Trust Report

According to The Brand Trust Report, this year’s research sample consisted of 2,500 consumer-influencers and 15,000 hours of fieldwork.

The study generated close to five million data points across 20,000 brands. The top 1,200 brands have been listed in this year’s report. These brands have been classified into 284 different categories (there were 213 categories in 2013).

Considered one of the most respected brands in the security solutions space, Topsgrup is acknowledged by the business fraternity, the federal and state Government and even industry peers as pioneers of the security industry business in India.

The company’s 100% acquisition of The Shield Group (a British security firm) back in 2012 – coupled with some of its strategic acquisitions in India as well as innovative solutions and services – has established it as an emerging global security group.

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Frost & Sullivan: “Internal security needs and infrastructure modernisation spur Indian civil security market”

The Indian civil security market is burgeoning as left wing extremism and terrorist threats compel state Governments and police forces in the country to upgrade their civil security capabilities.

Market participants also spot considerable opportunities in the country’s need to modernise critical infrastructure such as airports, mass transportation and oil and gas facilities.

The Government emphasise on natural disaster management and securing the borders and coastline is also seen as a growth prospect.

New analysis from Frost & Sullivan (http://www.defense.frost.com), entitled: ‘Assessment of the Civil Security Market in India’, finds that the market earned revenues of $10.69 billion in 2012 and estimates this to more than double to $26.46 billion in 2020 at a compound annual growth rate (CAGR) of 12%.

The civil security market in India has been assessed by market research analyst Frost & Sullivan

The civil security market in India has been assessed by market research analyst Frost & Sullivan

The research covers the segments of border and maritime security, critical infrastructure protection for airports, oil and gas, power and utilities and mass transportation, first responder C3i and emergency response, safe cities and cyber security.

Airport security followed by safe cities will be the fastest expanding segments, with growth rates of 31.2% and 21.4% respectively.

“The demand for equipment and technologies to address the existing capability gaps in India’s civil security is attracting global suppliers to the country,” said Frost & Sullivan’s aerospace and defence industry analyst Anshul Sharma. “Investment plans have been proposed by the central and state police agencies to improve the capabilities of various state police forces in areas such as communications, surveillance, weapon systems, combat uniforms, ammunition, ground vehicles and airlifting.”

Alterations to the defence offset policy

In addition, changes have been made to the defence offset policy that requires foreign vendors, who receive contracts of more than $60 million, to invest 30% of the deal value in the Indian market through offset partners.

They can now discharge their offset liabilities in some areas of internal security, thereby aiding market development.

However, with numerous companies offering various products and solutions, the Indian civil security market has become highly fragmented. Price sensitivity among end users in such a fragmented market adds to the challenge.

“To sustain profits, suppliers are looking to offer end-to-end security solutions,” noted Sharma. “As they do not have an integrated portfolio at present, market participants are quite likely to turn to mergers and acquisitions. Market consolidation will allow market players to expand their offer.”

For more information on this research send an email to Joanna Lewandowska (corporate communications) at: joanna.lewandowska@frost.com. Please include your full contact details.

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