John Davies Q&A: TDSi at Southeast Asia

Having talked Biometrics, NFC and international expansion in an interview published last month, TDSi MD John Davies speaks to IFSEC Global.com again, this time about the forthcoming IFSEC Southeast Asia show.

IFSEC Global: Why is it important for you to attend IFSEC Southeast Asia?

JD: TDSi has a large and growing market of customers and partners throughout Southeast Asia. We are keen to not only meet with our local partners and customers but also to show the wider market in the region that we are dedicated and to showcase our latest products and services.

IFSEC Southeast Asia is a perfect platform for anyone in the region to visit our stand and speak to our team about their security needs.

IG: What are your main goals for the 2014 show?

JD: Overall, we’re looking to engage with our current local partners and customers, but equally to meet and have discussions with new prospects and end users too. On the products front we will showcase our new range of access-control readers.

We are keen to demonstrate our latest products and services to the Southeast Asian market and discuss specific issues or needs visitors may have from their security requirements. Our external technical support engineer, Jon Hooley, will also be on hand to discuss specific technical questions.

IG: In previous years IP, hybrid solutions and video analytics have been dominant show themes. What do you expect to be the hot topics this year?

JD: We think the themes from last year will continue to dominate.  Integration of devices and systems across the IP network that deliver solutions and can demonstrate return on investment will win through.

IG: Can you briefly outline the solutions and products that will be showcased on your stand in September?

JD: We will be chiefly showcasing our new range of access control readers, which include MIFARE CSN [Chip Serial Number], Mifare Plus and Mifare DESfire plus Proximity Readers.

We will also be showing how the latest version of our EXgarde integrated security software can offer a user-friendly and highly effective way of linking all parts of a security system together from a central portal.

IG: Are you targeting end users, installers/integrators or perhaps consultants this year, and what’s influencing your decision here?

JD: We are very keen to meet current and potential end users at IFSEC Southeast Asia 2014, as the event is an ideal opportunity for this.

However, we are also very keen to meet up with our partners in the region and equally to meet new installer/integrators and consultants that would benefit from selling TDSi products and services.

IG: Are you targeting any particular vertical sector at present? If so, why? What opportunities do you see emerging?

JD: There is a clear need for systems in the Healthcare, Commercial and Industrial sectors across the region.  These are all sectors where we have a good record of providing solutions as we understand the operational requirements they have for integrated security systems.

IG: What do you think is the most exciting theme currently happening in Southeast Asia?

The continued investment in infrastructure improvements from Health, to Transport to Commercial and Industrial continue to be dominant across the region.

IG: In your opinion, what’s the biggest challenge the security industry currently faces?

JD: The biggest challenge is to truly understand the end user requirements and how integrated systems can deliver true efficiency gains and RoI for end users across the region. This isn’t a specific theme for SE Asia though,   it’s a theme worldwide.  Manufacturers need to move away from thinking about what we do and produce and to think about why we do it and why potential end-users would care about or want to engage with this.

IG: What’s your company doing to promote the corporate social responsibility/green agenda?

JD: TDSi began to move away from using Linear Power supplies four years ago because they are woefully inefficient.  All our products now use switch mode power supplies or POE.  Taking UK electricity tariffs as a guide, using switch mode power supplies instead of liner will save end-users £37 per controller per year in running costs.

These days it’s not enough to think about the capital cost of the systems we produce and ensure that we are competitive, we also need to be driven by the whole of life cost which includes running costs.  It goes without saying that we also comply with RoHS and WEEE directive as well.

IG: Do you participate in IFSEC shows located in other regions? If so, how do you find it beneficial to be involved in multiple regions?

JD: TDSi is a keen supporter of IFSEC International, which was held for the first time in London this year – so much so that we have already booked our place at the event in 2015.

As a UK-based exporter of security systems we obviously have a big target audience in the UK, but also 40% of our business comes from other markets, so it’s vital that we embrace these markets in person.

I believe it is very important to engage with customers and partners directly and to be actively involved in the markets you sell in.

Exporting to different markets is a very sensible way of broadening your sales base and mitigating the risks of being reliant on a single market.

While the specifics vary between markets and even individual countries, basic security needs (such as effectiveness, reliability and value for money) are the same everywhere, so we develop our products with these cornerstone elements firmly in mind.

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