Despite significantly tougher global trading conditions it appears the call for UK security solutions to satisfy projects in the Middle East is trending in an upward direction. That’s the key finding of the latest research commissioned by the British Security Industry Association’s (BSIA) Export Council.
Nearly two-thirds of the Export Council’s member companies (62.5%) who responded to the survey and are active in this pivotal region reported that they had witnessed a notable increase in their business revenues from the Middle East over the past 12 months.
By way of contrast, just under a third (31.3%) of the companies responding have seen business levels remaining static and only a minority (6.3%, in fact) reported that sales in the region had fallen.
In terms of the business areas covered by the companies surveyed, 75% are electronic security manufacturers, 12.5% involved in cash and property marking and the remainder split equally between security distributors and installers.
When questioned regarding the approach to security technology which they believe has had the greatest impact in the Middle East over the past 12 months, the clear leader was found to be hybrid solutions (cited by 61.5% of those surveyed). Such solutions are defined by the combination of legacy analogue infrastructure with the latest digital, networked security technology.
Alongside this, with the HD (High Definition) revolution well established for consumer electronics, the BSIA’s Export Council members are starting to see megapixel technology making its mark on CCTV in the Middle East. It’s ranked second with 30.8% in this element of the survey.
Another approach, Intelligent VCA (Video Content Analysis) – whose potential is now finally being realised – ran in third on 7.7%.
Leading drivers for customer buying decisions
Significantly, the research investigated the leading factors which Export Council members are seeing as the drivers for customer buying decisions on the ground in the Middle East.
It was discovered, for instance, that although initial purchase price was ranked as the most important factor by 57.1% of the respondents, technological innovation was cited as the leading element by nearly 29% of those surveyed.
In addition, it was encouraging to find that compliance with industry standards – which is a key requirement for BSIA membership – was the main decision-making factor that 14.3% of companies questioned were finding in dealing with their Middle East customers. Above and beyond these, other subsidiary factors mentioned included confidence in the supplier and whether or not a prestige brand is involved.
The survey also sought to discover which vertical markets are leading the way in taking up the solutions offered by BSIA Export Council member companies. It was reported that the top market sector was Government (on 64.3%), followed in joint second place by hotel/leisure and retail – both with 14.3% – and finally transport on 7.1%.
An increasingly competitive marketplace
Commenting on the survey results, John Davies – chairman of the BSIA’s Export Council – said: “This new research underlines the success that our members are having in what is an increasingly competitive Middle East market. Undoubtedly, the upturn is testament to the quality of the solutions and industry-leading nature of the innovations that BSIA companies are able to deliver for customers across a wide range of sectors in the region.”
Davies added: “It’s also good to see that buyers are paying close attention to factors such as technological innovation and compliance with standards, areas above and beyond the purchase price where I believe our members have a strong competitive advantage.”
He cautioned: “Of course there can be no room for complacency and we’re delighted that British security businesses are looking to the future with the very best of security systems solutions and technology showcased at Intersec 2012 both on and off the BSIA-organised UK Security Pavilion.”
For more information about the work of the BSIA’s Export Council and the benefits of buying security solutions from its member companies click here
UK ranking on security solutions sales volumes
The UK is currently ranked sixth globally in terms of sales volume of security products, totalling 3.1% of the global sales volume.
With a total value of GB pound 7.6 billion, UK sales grew by 4.8% between 2008 and 2009, with exports accounting for 18% of this total.
Already recognised as the source of prestige, well-experienced security services, the UK is set to become an international leader in the emerging global security market, providing many of the solutions essential to safeguarding society, businesses and critical infrastructure around the world.
