Security Systems Distribution Models Feature
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Taking Stock
Episode 13 of the Security Matters Podcast featured an exclusive interview with
Jeremy Hockham, the managing director at security solutions distributor Norbain.
Here, in conversation with Security Matters’ Editor Brian Sims, Jeremy elaborates on
the points made on the day, in particular looking at the changing role of distribution
businesses operating in the security sector
Norbain SD is a hugely successful
distributor of IP, CCTV, access control
and intruder detection solutions here in
the UK. As well as being an authorised
distributor of over 90 of the world’s
leading electronic security brands, the
Berkshire-based business is also the
home of Vista, now firmly established as
one of the UK’s most trusted providers
of video surveillance equipment.
For his part, Jeremy Hockham joined
Norbain back in 2015 with plenty of
international industry experience having
served as president of Bosch Security in
the US and also as managing director of
Bosch Security here in the UK.
He’s also a former managing director
of Honeywell Security and a previous
Board member at Skills for Security.
These days, he’s bringing more than
20 years of operational experience in the
security business sector to bear as the
managing director of Norbain.
Indeed, under his careful and astute
stewardship, Norbain Holdings has
successfully weathered the storm of the
last eight months since the global
outbreak of the COVID-19 pandemic.
Indeed, the business is now looking
ahead to what happens next in the
security marketplace and how, as an
organisation, it can best support its own
cohort of direct customers as well as
their aligned end users.
“There’s no doubt that COVID-19 has
had a significant impact on us all,”
observed Hockham. “Initially, we felt its
effects strongly as almost everything in
the industry was thrown into
uncertainty and many projects were
either slowed down or halted altogether.
However, just as quickly, opportunities
presented themselves and we’ve seen
that, while some sectors have been
severely impacted, others have witnessed
an increased level of demand.”
The situation has certainly accelerated
change – indeed, many would say much
needed change – some of which was
happening in any event. One of the great
truisms about the security industry is its
ability to adapt, innovate and respond
quickly to events. On that particular
note, Hockham observed: “The security
industry has proven itself during this
crisis as really having something
tangible to offer the UK’s economy,
providing key technologies and
solutions that have kept the country
moving. We’ve witnessed a desire from
everyone to shift the emphasis and
develop solutions underpinned by real
and genuine benefits.”
It’s not just about the ‘here and now’
capabilities of solutions – such as
providing contact-free access control,
face mask detection, skin temperature
measurement and so on – but also the
importance of longer term advantages
that end users can capitalise on to make
their businesses more efficient on an
ongoing basis. “This is absolutely key to
maximising our customers’ investments
now,” suggested Hockham, “as well as
providing cost-effective solutions as we
go forward into next year and beyond.”
Adapting role
There’s one core element that has always
been – and will continue to be –
absolutely key to the way in which
Norbain operates as a company and that
is its demonstrated ability to deliver
what its customers want on time, not to
mention doing so with 100% reliability
time and time again.
Developing this theme, Hockham
explained: “It has become very evident
during 2020 that the role of a strong
distribution partnership is about far
more than just having great stock and
making sure ordered goods are on site
on time. It’s also about making people’s
lives easier. Given the sheer number of
manufacturers Norbain represents, we’re
in a great position to see trends
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