The company’s undoubted commitment to security installers and systems integrators follows its success in deploying full ranges of video surveillance and management technology in major installations the length and breadth of the country.
The moves towards more open standards, the convergence of security and IT and the integration of disparate technologies into an overall system solution have confirmed Xtralis’ long-held belief that working with and supporting installers and systems integrators goes far beyond a simple product sale.
Hamish McKirdy – Xtralis’ director of sales for security, EMEA – explained to SMT Online: “The current economic environment seems to have driven some manufacturers towards selling direct to end users. While Xtralis understands the economic driver, we cannot and will not support what we believe is a fundamental problem with this model – that is, it only provides the end user with a product purchase and not a complete solution to meet the very real needs of a site.”
McKirdy continued: “Xtralis believes that manufacturers should focus on up-skilling the installer and integrator base, providing them with the level of technical training and support to deliver high-end, integrated IP systems that best meet the requirements of their end users. Ultimately it’s about better solutions, and better solutions come through more design and technology support for the systems integration and distribution channel, not less.”
Installers bypassed by manufacturers
McKirdy’s views reflect concern expressed by many installers that they are currently being bypassed by some manufacturers, who are apparently more concerned with shifting boxes than actually providing best-in-class solutions.
Xtralis believes its advantage has always been the quality of its technology and the value that the company adds before and after the sale. There’s no doubt Xtralis’ success is largely dependent on that of its channel and integration partners, thus working together to provide best-in-class solutions for the user and profitable growth for all parties is of vital importance.
“Our long-term commitment to the broader security channel is not something that we are going to abandon on the grounds of short-term market conditions,” added McKirdy.
By way of illustration, McKirdy cites the example of the recently launched ADPRO Presidium – the first product of its kind to be designated by the Home Office as an I-LIDS-approved primary detection system for sterile zone monitoring.
Wrong commercial and technical decision
An intelligent video motion detection solution, Presidium is designed for use in the most demanding security environments, and requires the expertise of a savvy and knowledgeable route to market:
“Selling direct would be the wrong commercial and technical decision, ultimately giving the user a product and not a system solution,” said McKirdy. “This devalues both our product, and the skill of the systems integrator in being able to design and install the optimum system to meet the specific risk or broader design intent.”
McKirdy concluded: “When times are tough, we believe the most important thing that we can do is to protect the ‘core’ and this means providing users with well-engineered solutions to meet specific risks. There is one way to achieve this and that is through closer alliance with the channel, installers and systems integration partners all pulling together to meet the combined needs of the end user and consulting community. To do otherwise is to shift boxes, and that’s not what we are about.”
VESDA and ICAM solutions selected for Museum of London
A combination of Xtralis’ VESDA and ICAM aspirating smoke detectors (ASDs) have been installed at the Museum of London.
The Museum of London is one of the world’s largest urban history museums, and cares for over two million objects. The lower galleries are currently undergoing major redevelopment work, and new galleries will be opening in spring 2010 telling the story of modern London from 1666 to the present day.
“It’s crucial that all of the exhibits and artefacts are preserved and safeguarded against the threat of fire,” said Paul Dent, the Museum’s deputy head of facilities and security. “Our preferred installers, Wessex Fire and Security, recommended Xtralis VESDA and ICAM as the best performing solution with the least possible disruption to ongoing operations at the site.”
Xtralis VESDA and ICAM ASD systems are designed for use in environments with a zero tolerance for fire, such as historic buildings and landmarks, museums and Critical National Infrastructure facilities. Xtralis’ aspirating smoke detectors constantly sample the air for even the smallest of smoke particles, thus preventing a small fire from becoming a major incident. A network of pipes can be placed where the smoke is most likely to go, sensing smoke long before traditional smoke detectors.
Minimal disruption to the client
According to installer Mark Taylor at Wessex Fire and Security, Xtralis ASD was the ideal solution as it did not interfere with any of the Museum of London’s fixed exhibits.
“This project presented a host of challenges, including the ease of access needed for maintenance in the lift shaft and difficulties installing systems due to the beamed structure of the ceiling and working over the top of the permanent exhibits,” explained Taylor. “Both challenges were easily met using a combination of Xtralis’ technology.”
The Xtralis VESDA solution was specified for its advantages over conventional point or beam detections systems in protecting large open spaces. The Xtralis ICAM technology is used in more confined spaces, especially those that are difficult to access.
Unlike conventional detectors, Xtralis ASD solutions can be flexibly and unobtrusively deployed to preserve aesthetic features, and maintenance and service is carried out at a central detector point, minimising scaffolding, ladders and workmen in busy gallery areas.
“As the provider of choice for such cultural landmarks as London’s National Gallery, St Paul’s Cathedral, the Houses of Parliament and many other important religious and historic sites, we’re committed to the protection of environments with a zero tolerance for fire by providing the most reliable advanced detection system on the market today,” suggested Samir Samhouri, president and CEO of Xtralis.
Everything you need to know about… the Museum of London
The Museum of London together with the Museum of London Docklands and the Museum of London Archaeology inspires a passion for London. Housed in a Grade I-listed Georgian warehouse at West India Quay, the Museum of London Docklands explores London’s long history as a port through stories of trade, migration and commerce.
The Museum of London Archaeology conducts excavations which continually remap our understanding of the city. Based in Hackney, it provides independent professional advice and services to property sector and heritage clients. It’s also the home of the Museum of London’s extensive archaeological archive, with finds from all over the Capital.
