Security Systems Distribution Models Feature
“How we do business has, perhaps, changed
forever,” said Hockham, “and so it follows that our
security solutions must also adapt to ensure
we’re meeting the changing needs of our
customers and, ultimately, end users”
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kick-started a new series entitled
‘Industry Insights’ wherein we share our
current views on the industry.”
Hockham and his team have “lots of
plans” for this channel to communicate
product launches, ‘How To...’ videos and
customer stories as well as interviews
with manufacturers, installers and end
users. “‘Norbain TV’ is very much a
viewer-led channel,” he explained, “so
the content will be based on what our
audience wants to see. This ties in firmly
with our own view of the role of the
distributor going forward – listening to
feedback, adapting how we approach the
marketplace, introducing new suppliers
and solutions and supporting the
adoption of new technologies.”
Interestingly, and quite correctly,
Norbain also recognises that it’s not all
going to be about digital. “We’ve just
published our Product Catalogue for
2020-2021 and we know from customer
feedback that many of them still like a
printed version,” confirmed Hockham.
“The combination of print and digital
that we’re able to offer ensures that,
whatever our customers are looking for
and however they like to work within
their business, they can access the
information they need through us.”
The ‘New Normal’
Very early on in the pandemic, it
became clear that end users required
solutions to help provide their own
customers and employees with safe
environments. As a business, Norbain
immediately realised that the security
industry had a key role to play in terms
of facilitating that desire.
“The manufacturers we work with
reacted incredibly quickly to understand
the changing needs of the market and
develop and modify products to meet
customers’ needs,” outlined Hockham.
“We compiled these solutions into one
initiative – the aforementioned
‘Solutions for the New Normal’ – which
is constantly evolving as suppliers bring
new products to market and customer
requirements develop through time.”
Visitors to Norbain’s website (to be
found at www.norbain.com) will now
see relevant sections dedicated to those
products as well as a brochure for
download. The latter encompasses
useful scenarios and schematics to help
everyone understand what solutions
might be used in different settings.
“Of course, we cannot expect end
users to invest in solutions that will only
serve them for the next few months,”
suggested Hockham. “Cost-effectiveness
is clearly going to be key. Norbain is in a
position to help those end users identify
what products combine benefits for
right now, but also pinpoint those with
longer term advantages. For example,
video technology can deliver a superior
method for managing social distancing
or occupancy control. We also have a
number of Artificial Intelligence-based
video analytics solutions within our
ranges of systems that can actively
support businesses looking at security
products they can both use now and
benefit from in the longer term. An
illustration of this is access control
devices that offer face mask detection
and skin temperature screening for use
now and facial recognition for
deployment in the future.”
Looking to the future
As stated, the pandemic has forced
change. “How we do business has,
perhaps, altered forever,” suggested
Hockham, “and so it follows that our
security solutions must also adapt to
ensure that we’re continually meeting
the changing needs of our customers
and, ultimately, their end users.”
While nothing short of
uncomfortable at times, the last few
months have also created opportunities
for those ready to embrace change.
Importantly, Norbain is well placed to
understand where these opportunities
lie. To its immense credit, the security
industry as a whole has shown that it
can develop and adapt technologies to
help solve the problems we’re all facing.
Emerging technologies
“Certain emerging technologies, such as
remote solutions and enhanced
Artificial Intelligence, have been
propelled into the limelight,” stated
Hockham. “The pandemic has provided
us with the opportunity to energise a
very large step change in the way that we
think about security. This is precisely
where the role of a good distribution
partner comes into play. Companies like
Norbain are key in working closely with
customers, helping them to understand
what new technologies are available and
also comprehend the key challenges
those technologies can solve.”
Increasingly, security systems are now
being delivered as fully-integrated
solutions across they core disciplines of
video surveillance, access control and
intruder detection. Here, distributors
continue to play a vital role in terms of
understanding what the end user needs
in order to deliver real benefits over and
above improved security at a given
location and for the premises, people
and property in residence.
“We’ve created numerous resources to
help communicate and explain the
different technologies available,
including our website, ‘Solutions for the
New Normal’ and ‘Norbain TV’”
concluded Hockham. “We’ve also
created specialist roles for individuals
within the business whose sole purpose
it is to work with suppliers, installers
and end users on ensuring that the right
solutions are being matched to
individual business requirements.”
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