Adding value for installers

09 Dec 09

By Gary Fletcher-Moore

Gary Fletcher-Moore Samsung Techwin Europe encourages installers to look beyond just product functionality when making purchasing decisions and take into account the added value a manufacturer can offer to give them a competitive edge...

Despite encouraging comments from some economists that the worst may be over, the reality is that now, and for the immediate future, most CCTV installers are likely to find themselves increasingly having to compete hard for each new piece of business.

End-user budgets are overstretched and not surprisingly therefore, they are looking for the very best value for money from their investment in CCTV. Under these circumstances there is an obvious temptation for installers to shop around and make purchasing decisions based purely on a camera’s or DVR’s specification/price ratio.

The good news for installers and their clients is that the price of equipment from leading brands is delivering real value while at the same time end-users now have access to cameras and DVRs with some truly impressive features and functions, many of which would not have been thought possible just a couple of years ago.

Samsung Techwin recognises that offering high performance products is not in itself enough to guarantee a significant market share.

It has therefore set about establishing clear blue water between itself and other manufacturers by introducing a range of added value-services which are important in terms of reducing a product’s life cycle costs.

We are not unique in offering added-value services but I would nevertheless strongly recommend to installers that they take into account the value to them and their clients of these type of services when making decisions on which products and manufacturers to work with.

In-house technical support

No matter how experienced or qualified, installers involved in large or complex projects should know they can, if necessary, call on the technical support of the manufacturer in order to ensure the maximum is achieved from each piece of equipment.

Does the manufacturer have an in-house team who can offer a free system design service and can it respond with immediate advice when you are on-site?

Warranties

Many manufacturers, but not all, offer three year warranties. These are an important indication of a manufacturer’s confidence in the reliability of its products.

Repairs policy

No manufacturer can guarantee 100 per cent reliability, but when a fault does occur, how quickly can a product be replaced?

To avoid having to hold a large quantity of spare parts, choose to work with a manufacture which has local repair centres and can offer a quick repair turnaround, i.e. five days or less, and can give you access to a website where you can track the progress of your repairs.

Training

Will the manufacturer provide training for both your sales and technical people?

Software and compatibility

With CCTV systems increasingly being designed to exploit the benefits of video over IP, you may want to choose a company that is a member of ONVIF (Open Network Video Interface Forum) to ensure interoperability between manufacturers.

At the same time look closely at the software which is being offered along with the equipment as part of a pure IP or hybrid solution. Is it available licence free? If not, how much will it add to the overall cost of a project and how user friendly is its graphical user interface?

(Samsung Techwin DVRs are supplied with licence-free Centralised Management Software which provides out-of-the-box network capability for all connected Samsung Techwin products.)

Coaxial control

Seek out manufacturers with products which can save you time and money. A good example of this is coaxial control functionality which offers the potential of real cost savings by utilising the control of CCTV cameras via coaxial cable.

(A variety of Samsung Techwin cameras, speed domes and digital video recorders are now compatible with the industry standard Pelco C coaxial control protocol. Both video and telemetry control can be transmitted via coaxial cable giving users control of cameras and access to set-up menus via a digital video recorder from a control room. This reduces cabling costs and allows equipment to be upgraded quickly.)

Flexibility and choice

Look for a manufacturer that does not try to lock you in by having closed architecture. Third party compatibility is important to provide flexibility selecting the best possible components of a CCTV system.

To ensure that you can provide your clients with affordable solutions when, for example, a DVR needs to be upgraded, choose a manufacturer that does not insist you buy its hard drives but allows you to shop around without being in breach of the terms and conditions of the warranty.

Credits :

Gary Fletcher-Moore is European technical manager for the professional security division of Samsung Techwin Europe