Feature Security Systems Distribution Models Read more online at www.securitymattersmagazine.com
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developing in the marketplace. We work
closely alongside our suppliers,
integrators and end users. We listen to
them and ensure that the right solutions
are being developed to meet ever-changing
industry demands.”
This is Norbain’s underlying ethos, in
fact. It’s where the company’s key
differentiators come into play – building
relationships, creating opportunities and
providing solutions.
“We believe that being a good
distributor is all about being an
extension of each customer’s business
and it’s pleasing to note that they often
refer to us as such,” enthused Hockham.
“We also recognise that different
customers have different needs. One size
doesn’t fit all in today’s environment.”
To support this belief and ingrained
ethic, Norbain is presently developing a
number of concurrent strategies
designed to meet the requirements of its
different customer groups. Many of
those customers still want to speak to
their account managers directly, and
especially so where high levels of
support are key to decisions that have to
be taken on solutions, infrastructure
design and so on, but with behaviours
such as remote working now becoming
increasingly commonplace, Hockham
duly recognises that it’s important for
Norbain to fully understand how this
changes the way in which its customers
like to do business.
“Just as there has been a move
globally towards the online
environment, so we’ve seen a growing
number of our customers using our
website for their research, product
selection and purchasing. Visitor
numbers have been growing steeply over
the last couple of years and, since May
this year, we’ve witnessed extremely
strong growth through this channel. We
believe this to be a permanent shift and,
because of that, we’ve put significant
plans in place to develop our web and
digital channels further in 2021.”
Healthy buildings
Another permanent shift has been
growth in end users considering the
subject of ‘healthy buildings’ and
‘building wellness’. In essence, building
owners are now particularly keen to
install a variety of solutions designed to
ensure premises can meet new standards
and increased expectations realised by
staff and customers alike.
“Norbain’s ability to pull together
different product offerings, design
bespoke systems and supply all of the
components necessary for an installer to
deliver a security solution leaves us well
placed to help ensure that our customers
meet their own customers’ expectations,”
urged Hockham. “This has to be seen as
a key role for any partner.”
Norbain has just launched an exciting
new venture dubbed ‘Norbain TV’. This
has been driven by the changing way in
which we all assimilate information and,
equally as important, how we expect it
to be presented to us.
“Video provides us with a great way
in which to easily explain often complex
offerings,” stated Hockham. “We can
quickly and simply convey product
benefits, how they can be used and the
problems they’re solving in the real
world. This has been a great medium for
us to communicate our ‘Solutions for
the New Normal’ campaign. We’ve also
“Norbain’s ability to pull together different
product offerings, design bespoke systems and
supply all of the components necessary for an
installer to deliver a security solution leaves us
well placed to help ensure that our customers
meet their own customers’ expectations”
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