Norbain promote IP CCTV solutions in the UK

Selling CCTV in the UK today is interesting to say the least. We have options available today that allow us to integrate all sorts of solutions together. So its with interest that we read the comments of Barry Shakespeare in this months copy of Security matters. In the November edition Barry looks towards the future and predicts what Norbain see as the way forward and talks about how they are preparing for changing times ahead.

Norbain managing director

Norbain see IP as the way forward

It is well known that Mr Shakespeare has come from a IP background and it is perfectly understandable that he backs IP as the way forward. His beliefs are of course backed up by all the big manufacturers who themselves have committed to IP as the future upgrade path for both IP video and integrated security solutions.
Last week Norbain held a seminar where they were able to talk about the benefits of IP and allow their industry partners to demonstrate their wares to installers and integrators alike. IP was the strong theme and during the course of the presentation Barry predicted that IP would reach tipping point at sometime around the end of 2013. Now we have heard this before and there is no doubt more and more end users are becoming aware that when the time comes for upgrade then IP is probably the way to go.

Installers struggle with IP ?

The same however cannot be said about those installing CCTV solutions. It was surprising that so many of the invited delegates did not install IP as their first preference and many had suffered some pretty bad experiences when trying to “get with the times”. The launch of Norbain’s own IP centre of excellence to train their staff can only help those troubled installers who seem to struggle to move on. Also other concepts that Norbain are introducing such as innovation centres and services that include pre-tested and configured IP CCTV systems will certainly encourage sales.

HDcctv makes a quiet appearance .

Perhaps though the most interesting thing that was not really touched upon was HDcctv and the opportunity to installers that this offered. Only quietly promoted were the new offerings of HDcctv DVR’s from both Samsung and Vista / Norbain themselves that allows HD over coax. It is our belief that HD will drive sales not IP. Until now IP has been the only way deliver HD to end users so its no surprise that IP has been hailed as the future. Remember however, the UK is a mature market place. Many millions of pounds have been invested in a coaxial infrastructure, why throw this investment away. Realistically recession is round the corner, just when we thought we were out of the woods. New system sales will be hard to come by so the salesman that can demonstrate improved quality and performance (HD) over an existing network has to have the commercial advantage when selling CCTV solutions in the coming months and years.

2013

We don’t see 2013 as the tipping point to IP. We don’t see 2013 as the end of analogue CCTV. We see 2013 as the tipping point to HD CCTV and the only question is how will that be delivered into the UK CCTV market place. Will it be HD over IP or will it be HD over coax? Answer that question and that will be where the real money will be made installing CCTV over the next 5 years.

CCTV Suppliers – Are there too many?

Pick up any trade magazine and they are awash with literally hundreds of CCTV Suppliers……..all professing to offer ex-stock supply of the latest and greatest products at the best possible priced!

But is this influx of supply simply diluting the industry and causing end user and integrator confusion?

I recall many years ago that there were 2 or 3 mainline suppliers – if you wanted CCTV you went to Norbain or CCTV Warehouse……….. and a couple of other more regional companies…………even the electrical wholesalers sold products that were sourced, in bulk, from companies such as Norbain.

Now, pick up a Farnell, or RS, or Maplin brochure and observe the availability of seemingly good quality cctv kit………visit B&Q and there, in the electrical section, you’ll find an external cctv camera complete with wireless connectivity to a regular TV!

Not to mention the huge amount of eBay stores now popping up offering Hong Kong and China’s latest number one DVR!

So, where does this leave the industry?

We think confused – how is it really possible to justify a £10k professionally installed system when the end user has ‘found’ a ‘perceivably’ equivalent system online?

We hear stories of end users buying cheap(er) kit and then ringing installers to ask for a price to install !!  As if it isn’t bad enough that the installer has to adapt to the ever changing supply of industry supplied kit!!

So, consider this – the distributors and manufacturers of our industry offer not only good quality kit, but provide a level of pre and post sales support that is simply not available from CCTV_Man from eBay, or from China’s number 1 DVR manufacturer……… we urge you to try and get one of their guys out on site on a cold December evening!!

Pelco Spectra HD series dome.

Pelco HD dome

Pelco have released their new Spectra HD Series dome and its one worth looking at. The new spectra HD dome is capable of delivering crystal clear pictures through a standard web browser via live streaming. With an aspect ratio of either 16:9 or 4:3 and 1280 x 960 it offers 360 degrees continuous pan at up to 400 degrees per second. Auto flip provides an added benefit.

Better resolution.

With better resolution than standard domes, the higher definition allows the cameras to be deployed in order to capture number plates, faces and even perfect detail within a casino type scenario. Ease of installation is assisted by POE as you would expect and additional features include auto tracking, privacy zones, adaptive motion detection and onscreen configuration.The camera also has the functionality to include 255 presets and 16 programmable preset tours.

VMS  CCTV software

The Pelco HD dome will interface with Digital Sentry VMS and this CCTV software allows video management solutions that are second to none in the IP CCTV market place.
Spectra HD  comes in several formats including ceiling mount, pendant and environmental models.

Norbain.

Available from Norbain, Pelco have designed a dome that can fit into pretty much any environment you require and the Pelco name will ensure strong sales.

Will IP solutions mean security equipment distributors have to move online?

Moving to on-line sales.

The introduction of IP equipment into the Integrated CCTV and access control arena is being hailed as the next step forward in the security industry. This does however pose some serious questions about how this new equipment is brought to the market. So far there is a set pattern. A manufacturer approaches a distributor and gives him the exclusive right to sell his product. The distributor in turn will fix a price and only allow this product to be sold to security installers. The public have no access via the distributor. If they wish to have the product installed they must go to an installing company. So far quite simple.

Who are the main players?

The main players in the distribution market (UK) are Norbain , ADI and  Gardners Security however there are probably over 100 in the UK and they control who they will deal with, what price the equipment will be sold at and so on. Over the last 20 years or so all these companies have expanded enormously and each year gather at IFSEC to demonstrate what is new on the market.

So what will change?

The main thing that the big distributors need to consider is ,who will actually be installing the new products?  As we have said, up to now it has been installing companies. Most of the big installers are giants who will struggle to adapt to the new market place quickly. So if they are not installing large volumes of IP security products who will?

IP integrators.

Well the school of thought says that at the moment the balance could tip towards IP integrators. Most companies of any reasonable size have their own IT department or outsource to a local IT company. These people in reality will be very well placed to start installing IP security solutions for their employers and very much cheaper than a security installer.

So where does the smart manufacturer sell his products?

Well it does not take much to imagine where an IT integrator is going to look for his security solution. On line of course and at the moment he can buy some fairly good stuff that will satisfy a need. But that is about it! some of the products have questionable quality and origins. IT integrators will however demand quality and back up . So could it happen that the smart manufacturer actually begins to bypass the big CCTV distribution companies and sell through an on line company?

Cut out the middle man?

Not inconceivable when you think about it. By putting a search on google for “IP cameras”  Norbain is nowhere to be seen nor are any of the big distributors or manufacturers. They should all be worried about this

The future.

So how will this be addressed?  Well they are going to have to think who will be doing the installation of the security systems, be it CCTV or even access control. There are still things that need to be fixed to walls and doors but the technical aspect of the way it is going may mean that your friendly CCTV installation engineer is going to struggle with the technology . If this proves to be true and installers fail to move fast enough with training and recruitment, the security industry could be a very different place in just a few short years.