Info4Security (I4S): Why do you choose to attend IFSEC International, and what are the main goals/achievements you hope to realise from doing so?
Simon Banks (SB): For brand recognition and awareness and a platform to showcase our latest innovations to a wide audience.
Our national sales team visit our customers regularly to keep on top of their needs all year round, but IFSEC International offers the unique opportunity to interact with the entire security chain.
We see our IFSEC International stand and presence at the show as an extension of the entire service package that has helped propel CSL DualCom to become the market-leading brand it is today. Just like our products, this year’s stand promises to offer a distinctive, valuable and first class experience to visitors.
I4S: When does your preparation for the show begin, what does that preparation entail and what’s the company’s commitment to the event in terms of manpower/logistics?
SB: We start to conceive the next year’s show just after the current show ends! The real work begins six months before the show. It’s a massive amount of effort and consumes thousands of man hours.
I4S: In years gone by it has been themes such as IP, hybrid solutions, the emergence of networks or video analytics that have characterised the show. Is there a key theme you can see on the horizon that might well frame the 2012 event?
SB: Yes, we have a world beater this year – it’s called IPSIM(R) and you can see it first and exclusively at the show.
I4S: What’s the key focus for the company at this year’s show?
SB: A demonstration of support to our existing customers coupled with our latest products to retain them and hopefully gain more followers.
I4S: Can you briefly outline the new solutions and products that will be displayed and discussed by the company?
SB: We will be unveiling the next generation of DualCom, the groundbreaking DualCom Calibre range. Not only does DualCom Calibre align the needs of everybody involved in the security chain – ie manufacturer, ARC and installer – but it has been designed to offer installers a simple, flexible and easy service.
New features include:
The UK’s best selling dual signalling will also be on show – DualCom GradeShift(R) used in conjunction with WorldSIM(R) reduces line faults more than any other dual signalling, keeping key holders happy.
Visitors to the NEC will also be able to see our single path solutions: DualCom DigiPlus(R) and G2r eliminating call costs and providing next generation network immunity.
Plus, visitors to the stand can find out how the Gemini managed network will help installers to cut down on site visits by providing intelligence on every single DualCom to pre-empt problems before they happen or escalate.
I4S: Are you targeting end users, installers/integrators or perhaps consultants this year, and what’s influencing your decision here?
SB: All of the above. Our products are sold through the ARC but we influence the entire chain with our marketing.
We have always believed it’s the installer’s responsibility to speak to their customer direct and then bring us in where appropriate.
We would never solicit business directly with end users.
I4S: Are you targeting any particular vertical sector at present? If so, why? What opportunities do you see emerging?
SB: Machine to Machine, or M2M is a huge opportunity for us. The same signalling technologies that are used to monitor security can also be employed in all manner of different disciplines such as oil tank monitoring, access control, for metal theft alerts and many more.
Come along to our seminar slot in the IFSEC International Centre Stage Theatre in Hall 5 to hear what we’ve got to say or drop by our stand, which is numbered E30 in Hall 4.
I4S: What are your immediate priorities in the post-IFSEC period?
SB: We start the follow-up process during the show. We want our literature to be the first to land when a customer returns to the office from IFSEC International.
I4S: What’s the focus for the company likely to be in the six months from June to December?
SB: To deliver the products that the show platform has afforded us and more. Watch this space!
I4S: Can you offer your views on the subject of convergence in the security space, wherein information security and physical security are being brought closer together?
SB: I’m not a huge fan of convergence. If you have all of your product applications running from a single piece of hardware then you also have a common point of failure.
If systems are autonomous then at least if your CCTV goes awry you still have your alarm system and signalling for protection.
I4S: Are there any enhancements/improvements you’d like to see introduced at IFSEC International by show organiser UBM?
SB: Perhaps more enticements to increase footfall, specifically from installation companies. Give them the best possible reason to leave their busy businesses for a day and learn about future opportunities that will make their operations more profitable and give them an edge.
I4S: On the macro level, what are your views on the current business landscape and the economic conditions prevailing in the UK?
SB: We’re in a recession and we’ll be in it for some time yet. Any other viewpoint would be delusional.
I4S: In addition, can you tell us your opinions on the present state of the UK and international security markets?
SB: Countries differ, as do geographic areas in the UK. I think it’s more down to the business themselves than pure geography.
Installers who are taking a proactive approach to business (as opposed to waiting for the phone to ring) will always prosper.
The security sector is recession resistant if you’re prepared to market your company and keep your service levels high. You have to be different and inventive to win, through.
I4S: Are knowledge levels among your key customer audiences showing a continual elevation in focus and breadth?
SB: Yes. Customers are becoming more demanding and are far more inquisitive in relation to new innovations and product solutions.
CSL DualCom offers a ‘solution sale’. If you have a particular issue then we invent products to solve that issue while also saving cost.
I4S: What’s the company doing to promote the Corporate Social Responsibility/’green’ agenda?
SB: Focusing on low power consumption and long installation life for all of our security solutions.
CSL DualCom at IFSEC International 2012
Hall 4 Stand E30
