However, the story doesn’t need to end there. There’s no valid reason to limit yourself to your traditional market as many manufacturers do.
Over the years, many contractors in our sector have learned an important mantra: diversify or die — because if you don’t spread your skills, you’re in danger of getting left behind.
The most important fact to remember is that not everyone who installs security products must be a dedicated security installer. The sort of systems manufacturers are building can often be installed by companies that are technically contractors in electrical and electronic-building-services engineering.
This isn’t actually a new trend, although it is often overlooked. For instance, we know for a fact that at least as far back as 1904, electricians were installing alarms.
That’s good news for manufacturers, even if many don’t realize it. It means there are a significant number of installation firms that are interested in new technology and how systems can be integrated and controlled with innovative IP solutions: In short, a ready market for those involved in manufacturing fire and security systems.
The number and diversity of contractors presents some valuable opportunities. First, diverse firms are more likely to be contracted on huge infrastructure projects.
These works are likely to need a variety of products — from fire and security systems to emergency lighting and building controls — which means contractors can provide a valuable route in for manufacturers seeking wider specification for their products.
Second, manufacturers risk being left behind by firms from other sectors that make the most of the market. Electrical, lighting, home automation, and datacenter-product manufacturers all work with contractors with the full range of building-services installation skills. If you don’t work with them, someone else will.
That’s already happening. For instance, the largest event of the year for electrical contractors, the Electric Event, saw more than 1,000 contractors attending an exhibition and its workshops, yet just one security and fire manufacturer attended, beating competitors to an abundance of prospective leads.
Crunch the numbers, and an even bigger market emerges. At the FSA, our “dedicated” installer membership numbers around 300 firms. But through our parent association, the ECA, we also own Certsure, a route to more than 30,000 contractors in the installation sector.
Not all of these will necessarily carry out security or fire-prevention work, but a good proportion certainly will, and all will have many of the skills required to diversify and work with manufacturers in our sector. Those who adapt to the opportunity quickly will soon find they enjoy a significant advantage.
— Stefan Hay is the Head of the Fire and Security Association.
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