A child of the 60s – he was born in 1962, in fact – Matt Thomas is a rare breed in this industry, and not just because he holds a BSc in civil engineering and an MBA to boot.
Rather, the softly-spoken managing director of Abloy (UK) is an IFSEC virgin, having only joined the company last December after running his own business for ten years – itself dedicated to selling fitted bathrooms into new build development schemes.
“I also used to work in the construction and distribution industries,” Matt tells me, which comes as no great surprise given his educational back story, “and then I moved to a major international plc that dealt in building materials.”
A circuitous route into the physical security game, maybe, but perhaps it was seeing all those locks on so many bathroom doors that convinced him to throw his hat into the ring with Abloy (one of the country’s leading security and access control companies).
No matter. On board since last December, but only really ‘in post’ since January, how has Thomas come to terms with a new industry, a new role and an economy that has been draining money like it were hanging over the Niagara Falls minus a safety net?
Not an opportune time to join the fold
“I’ve been lucky enough to join the security sector during one of the worst recessions we’ve ever seen,” retorted Thomas, with a heavy, heavy hint of sarcasm. “It’s an extremely tough market at the moment, and that will likely continue into next year. I don’t see any growth until then, but there are trends that show promise.”
One of them, apparently, is the fact that there’s a discernible shift towards demand for higher levels of security provision in certain key sectors. Maybe the penny is finally beginning to drop with once-blinkered buyers? Let’s hope so.
“The market is definitely polarising,” opined Thomas. “In the past, too many customers would go for cheaper solutions, but now there’s a growing awareness of the capabilities of electro-mechanical locking solutions.”
Abloy (UK)’s reaction to a stagnant market is what, exactly? “We’re continually looking for ways in which we can work harder than we do already on behalf of and for our clients,” said Thomas without a moment’s hesitation. “For example, we’ve invested a good deal of funding in establishing a dedicated Academy at our Watford offices in which we can train clients. We want to bring that training up to new and very high levels.”
Crucial role of the sales team
Thomas was then quick to point out the role of his sales team. “Our sales team is working extremely hard. It’s imperative we work to the right standards, give the best possible advice and sell customers the right products for their needs. There’s a very clear focus on the clients, and in particular the foremost end users.”
Like every other element of the business landscape, IFSEC has not been immune to the recession. Some companies have chosen to reduce their presence this time around, while others have decided not to have a presence at all in order to save the pennies and/or concentrate on R&D or indulge in other forms of promotion. Why then, has Abloy (UK) decided to plant it’s flag in the NEC’s floor come May?
“2009 is a very important year for us,” explained Thomas. “We have a number of innovative products either already in the market or due to be launched, so what better place to culminate our efforts in the first half of the year than IFSEC?” You don’t need to convince me, Matt. Couldn’t agree more.
On what – by Thomas’ own admission – is “quite a big stand” (that’ll be Stand E10 in Hall 3 for all you fact fans), ASSA Abloy companies ASSA, Adams Rite, Mul-T-Lock, Powershield and Safeguard will – alongside Thomas’ own operation, of course – be showcasing full ranges of physical security and access control products.
For example, under the banner ‘Instant Intelligent Integration’ (that’s a lot of I’s, isn’t it!?), Abloy (UK) will be unveiling Aperio – said to represent “the very latest thinking in wireless door access control technology”.
In line for a 2009 IFSEC Award
Quite a few industry luminaries would concur with that view, it seems, as the Aperio system has already been shortlisted by the esteemed 2009 Judging Panel for the Physical Security Product of the Year gong at the IFSEC Awards.
“Aperio provides a crucial link between physical security and access control systems,” Thomas told me with great conviction. “It’s easy to install, and enhances both the management and surveillance of the complete system. It also provides an intermediate level of security between wired doors and mechanical cylinders.”
Aperio’s development by the Shared Technologies Division at ASSA Abloy has taken into account the results of in-depth customer research and, therefore, addresses the need for finding ways to keep costs down, ensure low energy consumption and support existing RFID technologies.
“To be shortlisted for this award by a panel of independent industry experts is a great accolade for us,” declared Thomas with obvious delight. “There’s no doubt it helps to enhance Abloy’s reputation as one of the UK’s leading security and access control companies.”
Barely pausing for breath, Thomas continued: “Our expertise in access control enabling products has given us a great foundation to develop solutions that our customers want. Just 5% of all doors are online, leaving the remaining 95% difficult to manage and monitor. Aperio gives security, IT and facilities managers a simple, intelligent way to raise the protection levels at their premises at a lower cost than a traditional system.”
Instant, Intelligent, Integration
Aperio offers ‘Instant’, time-saving and cost-effective access control with convenient, remote permissions updates. The new system will make ‘Intelligent’ access control easily available by providing flexible online control to RFID technology and, by using the latest in wireless door access control technology, it enables ‘Integration’ with incumbent technology.
In addition, Aperio is an easy-to-manage system allowing for one card per user – an affordable and effective way to boost security, then, that’ll be available to buy around two weeks after IFSEC closes its doors until 2010.
“Lots of company premises already have an access control system for the most important doors and mechanical locks on the rest of the doors. With Aperio the end user can afford to connect these and gain an increased security level without having to change all of its access control cards”, continued Thomas.
Also on the ASSA Abloy stand will be Smartair. Employing the latest contactless technology and on the market for a year or so now, this is a scalable, computer-managed system that can cost-effectively control access through just one door or, alternatively, a complete suite of internal and external doors.
Each door has its own battery power source and built-in reader that identifies the user’s card and opens the lock (subject to it having the necessary access rights, of course). Powerful, user-friendly software enables variable access levels to be set easily for multiple users, while also allowing entry to be controlled across time and area zones.
Contactless method of access control
“Providing a user has suitable access rights, all they need to do to gain passage through a Smartair-controlled door is present their RFID card in the proximity of the reader and lock,” said Thomas, who has seemingly learned a good deal in four months at the rudder. “This contactless method of access control not only helps maintain the easy flow of traffic, but also is extremely cost-effective as there’s no operational wear and tear on the cards.”
The system is “starting to take off now”, and has predominantly caught the eye of security practitioners working in the education and health sectors. “We’ll be talking about further generations of this system at the show,” chipped in Thomas.
The nub of the issue for Thomas as far as IFSEC’s concerned is to invite end users, installers, access control OEMs, systems integrators and consultants on to the stand and then engage with them. “Our relationships with these practitioners are absolutely crucial,” he explained before hastily heading off to yet another IFSEC meeting.
Abloy (UK) can be found on Stand E10 in Hall 3 at IFSEC 2009
For further information, log on at www.ifsec.co.uk and www.abloy.co.uk (dedicated web links are provided on the right hand panel of this page)
