The growing popularity of automatic gates, barriers and rising bollards on both commercial and residential developments has created a profitable source of new business opportunities for security installers. And as the market continues to expand, there must still be many qualified installers wondering how they too can break into this lucrative market.
You will probably already be involved in installing CCTV, access control, alarms and other security systems and have the core engineering skills – electrics and electronics, building, hydraulics and metalwork to add gate automation to your range of services. But where do you start?
First, working with an established supplier gives you an important competitive edge if you are new to the business. It gives professional credibility and helps customers to differentiate between a reputable installer and the still too common ‘cowboy’ element that plagues the cheaper end of the market, churning out poor quality, unreliable products and little or no after-sales service.
A well known supplier can also help guide you with commercial and technical advice, offer first class training and technical support and the widest choice of products, as well as regular sales leads and marketing back-up.
The best manufacturers offer a wide range of training courses to make sure that their installation agents meet the required level of expertise and technical knowledge and cover all aspects of equipment design, installation, site surveys, safety and control systems and specialist accessories.
Training should also cover industry regulations such as the recently introduced BS EN 12453 safety standards: these standards cover the installation and operation of all types of automation system – automatic garage doors and roller shutters as well as gates, barriers and bollards – and aim to prevent both damage to property and injury to users.
The regulations cover key areas such as the design, manufacture and testing of automation equipment, and also require installers to carry out risk assessments to ensure that full safety provision and user training are provided.
As an installer, you will probably put together a bespoke gate automation system from a variety of operators, control devices and safety equipment – this makes you (and not the manufacturer) responsible for ensuring that the complete, finished system meets all BS EN 12453 requirements.
As well as ensuring the quality of the installation, you will also be responsible for providing adequate safety provision such as photocells and impact-limiting devices, anti-crush devices, safety edging, warning signs and, where necessary, traffic calming systems such as traffic lights or flashing warning lights. You must also provide sufficient training and instruction to the end-user to ensure safe operation.
A good training course will guide you through these regulations, and make it easier to keep up to date with the latest equipment and technology. It will also provide valuable advice on specifying the right type of operator, gate, barrier or bollard to meet your customers’ security requirements.
At BPT, courses are divided into two categories, according to the level of instruction required. The basic product awareness course is well suited to people new to the business as well as salespeople, surveyors and specifiers, and offers a detailed description of the company’s product range and how each product works, information on the electrical requirements such as cabling sizes and current ratings, and safety requirements such as RCD, ground loop detectors and photocells.
It advises on how to specify the right system and what to look for during a site visit such as pier dimensions, hinge distances, ground clearance and cable runs. It also advises on the type of information that you need from your customers and gives guide times for installation work.
The more detailed installation course is aimed at installation and service engineers with at least basic electrical and mechanical experience as well as the training covered in the basic course. It provides specific information regarding the installation of particular products as well as installing ground loop detectors, radio control connection and programming, interfacing connections with video and audio entry systems, timers, locking devices, accessories and service requirements.
As a manufacturer’s approved installer, you will also be able to take advantage of the many support services that aim to make specifying and installing a system as easy as possible. Typically, these range from comprehensive literature – detailed installation manuals, illustrated catalogues and promotional material to full technical support services, telephone help-lines and even customised equipment design services.
These are invaluable to help guide you through the many different types of gate automation products on the market and find the right product for the job. With so many to choose from, initially it can be quite confusing. For example, gates can be automated from an ‘on-the-gate’ operator or underground system – self-contained hydraulic arms may embody the drive mechanism or below-ground drives may operate mechanical drive arms. Special cranked-arm operators are another useful option that can be fitted to existing gates to avoid damaging the supporting pillars.
There are swing gates, sliding gates, traffic barriers and automatic rising bollards, as well as the increasing popular gate automation kits which, by providing all the necessary equipment in a single, convenient and cost-effective package, make an easy to install option for residential premises.
Perhaps an even more fundamental decision is whether to go for an electro-hydraulic or an electro-mechanical system and here it is really a question of weighing up cost against performance. But it pays to remember that if you install poor quality, unreliable systems, it is you who the customer will be calling to fix it – and it is your reputation that is on the line.
It is vital to explain to your customer the benefits and disadvantages of each type, as many customers still do not fully understand the difference between high quality, electro-hydraulic systems and cheaper electro-mechanical versions. For frequent usage, electro-hydraulic systems undoubtedly offer the best performance. Their simple design and lack of internal moving parts make them more efficient, quieter in operation, more robust and more powerful than electro-mechanical operators.
The design of an electro-hydraulic operator, with all moving parts, piston, pump, shaft and motor, immersed in an oil bath to provide continuous lubrication, gives a natural cushion against mechanical shocks allowing it to withstand impact against the gate and handle heavy duty usage. This makes the operator maintenance free and extremely hard-wearing – a good quality electro-hydraulic operator can give over 15 years of trouble-free use. Another benefit is that these types of operator do not require limit switches or current sensors, making them easier to install, set up and maintain.
An electro-mechanical operator’s electric motor however is usually connected through a gearbox to give a rotary action or alternatively gives a screw-thread effect, working on the nut and bolt principle to open and close the gates. The advantage of this design is that it is low in cost, with no clutches or slipping mechanisms. It relies on electronic controls to sense obstructions and to stop the gate’s movement at either end of the cycle.
The disadvantages are that, because the systems do not run in oil – lubrication is provided by greasing the threads – when this starts to run dry, the operator’s internal moving parts suffer considerable wear, dramatically reducing its lifespan. And because the unit is sealed, maintenance is extremely difficult and can only be carried out by completely stripping down the unit and re-greasing.
Indestructible bollards
In addition, the direct physical connection through the gears to the motor means that any impact on the gate reverberates throughout the entire unit, gradually causing further damage.
Another important benefit of electro-hydraulic operators is that both pressure and run time can be set to suit specific site conditions – for example, run time can be increased if conditions are windy and reduced when the wind eases.
As well as their superior performance, another important factor in favour of electro-hydraulic units is their flexibility. They can be used to operate a wide variety of security equipment, in particular the automatic rising bollards which many companies now prefer to conventional gates and barriers. Relatively new to the market, automatic rising bollards are easy to install, require little maintenance and are virtually indestructible. They are also very versatile and offer high resistance against vehicle attack so are ideal for protecting shop windows, vehicle showrooms and warehouses as well as conventional site entrances – but they can only be operated effectively by an electro-hydraulic system.
Other new technology is also having an impact on the industry, with new equipment and materials improving the quality and performance of gate operators. These days gate operators tend to be smaller and lighter in weight, while being able to power much larger and heavier gates and more frequent duty cycles.
Control panels are smaller and neater and most now have the facility to ‘plug in’ the required control options such as loop detectors and traffic lights instead of having to wire them in to screw-type terminals. Plug in components also make maintenance much easier because if a fault develops it can be easily put right by unplugging the faulty part and plugging in a replacement.
Typical of other new technical developments is BPT’s unique patented braking system which slows down the movement of a gate during the last part of its travel to reduce the risk of damage caused by the impact of the gate against the ground stops, reducing vibration, noise and the risk of damage, and so prolonging the operator’s lifespan.
Also new is the smart run time facility which upgrades the usage of gate operators by allowing the gate opening cycle to be interrupted when required and activating the set closing cycle instead of waiting for the full pre-set cycle time to be completed. This extends the operator’s lifespan by reducing wear and tear, making it suitable for more frequent usage than is possible using conventional control systems.
So with a basic knowledge of the different systems and technology on the market, what do you need to get started and what will it cost? For most installers already in business, the start-up costs will be minimal. By linking up with an established supplier you will be able to buy in equipment for each job so there will be no need to carry extensive stocks – a small back-up stock of common spares such as control boxes, receivers and transmitters will be more than enough. And if you’re already in the installation business you’ll already have all the tools and equipment you are likely to need. Initially, it may make sense to sub-contract certain areas of work – civils or welding for example – but as you gain experience you can begin to carry out this type of work yourself as this side of the business grows.
By working closely with an established supplier, you will gain more sales leads and benefit from their promotional and marketing campaigns – usually carried out on a national basis – but advertising in the local press or Yellow Pages, or carrying out mail-shots in your own area will gradually help to raise the profile of this side of your business. The market for gate automation products continues to grow steadily and diversifying into this profitable area can pay dividends, providing a regular source of additional income. But gate automation is a highly competitive industry and as with any new business venture, continued success will depend on developing a reputation for quality.
