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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.”

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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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TDSi to introduce benefits of MIFARE Plus and DESFire compatible readers at IFSEC International 2015

Integrated security solutions developer TDSi will be introducing the benefits of its new range of readers to visitors on Stand F1100 at IFSEC International 2015. Models in the range, which include new versions of the company’s MIFARE and Proximity Readers, are all compatible with MIFARE Plus and DESFire for added end user security and flexibility.

The new range of readers is an important addition to TDSi’s product catalogue. “Readers are a staple ingredient for many security access systems,” said managing director John Davies, “so we’ve listened closely to our customers, installers and partners to ensure these products offer exactly what’s needed and that we can stay ahead of the curve with regards to real security requirements.”

MIFARE Plus compatibility was highlighted as a central component in the development of the new TDSi readers. MIFARE Plus and DESFire technology provides even higher levels of security while maintaining the flexibility and affordability which has made the original MIFARE technology so popular.

Research suggests that installing/upgrading and using the MIFARE Plus and DESFire reader technology can cut the threat from cloned cards by 50%. For a small difference in cost, the end user customer can achieve the peace of mind of a more secure platform.

With backwards compatibility and several variant combinations, the new readers also ensure previous card reading investments are not made redundant by an upgrade and are suitable for all applications. This also offers the option to operate different types of cards on the same network, continuing the use of existing cards where appropriate until a full upgrade is ready to be implemented.

As well as the new readers, TDSi will also be showcasing the variety and versatility of its security product range, from one door applications through to multi-site systems. On display will be the company’s SOLOgarde, MICROgarde and EXcel controllers, as well as TDSi’s enterprise solutions, along with the combined possibilities of its software products (including EXgarde security management and VUgarde CCTV software integration).

Stand F1100 will be showing visitors the integration options of TDSi’s products with the expert security systems of other providers. Product and marketing manager Sarah Phillips told Risk UK: “The latest version of our complete security solution, EXgarde 4.4, has been designed to operate with the systems of other specialist providers in their field. This includes Milestone’s video surveillance solutions, Simons Voss’ wireless locking products, ASSA ABLOY’s Aperio locking systems and Texecom’s intruder systems.”

The company will also be presenting the considerable benefits of joining its partner scheme, which includes support for growth and business development for members, as well as offering comprehensive technical support.

Phillips concluded: “We’re keen to discuss how our partner programme has been developed to fully meet individual customer needs and to ensure that our partners receive the exact level of support they need. The TDSi team will be available on Stand F1100 throughout IFSEC International 2015 to talk to visitors whatever their security needs.”

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