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Any region is not only and not so much a territory. It is, first of all, people, companies that represent the most important and integral part of the industry community.
Therefore, opening a new section and thereby starting the implementation of the regional program announced at the beginning of the year, TZ introduces to readers one of the leading players in the Siberian region, and the entire Russian TSB market, the Security Systems company.
Nikolai Borisovich SAFIULIN, Technical Director of the Security Systems company, answers the questions of the TZ.
TZ:
What are the characteristics of the Siberian region's TSB market?
Nikolay Borisovich Safiulin:
I do not think that the regional market is fundamentally different from the Russian market as a whole. Financial terms of cooperation, wide range of products, delivery terms and personnel are also of great importance here. Let us consider all these factors in more detail. Who is the end user of security system equipment? Large industrial enterprises, developers, commercial organizations, cottage owners, etc. Between them and the manufacturers there is a whole range of intermediaries: from wholesale and trade companies to installation companies. Basically, an installation company after several years of its existence finds the opportunity and expediency to introduce a trade direction into its activities. Thus, shortening the number of intermediaries, which allows for a flexible pricing policy towards partners. Regional installers mainly find their suppliers in Moscow representative offices of manufacturers or large, again Moscow, trading houses. Their main requirements: quality of the offered equipment commensurate with the price, long-term warranties, minimal delivery and repair times, highly professional technical support.
Technical Assignment:
Using your own example, tell us about the main areas of activity of the leading companies in the region.
Nikolay Borisovich Safiulin:
Using the example of the activities of the company «Security Systems» one can literally trace the formation of the TSB market in the regions. Since our company has been operating for more than 15 years.
The company's history dates back to 1993, when the first projects were implemented in the market of engineering and information security systems in the city of Novosibirsk. In 1997, the trademark «Security Systems» was officially registered, after which the company's geography of activity was expanded not only beyond the Novosibirsk region, but also beyond the borders of nearby regions and satellite cities: Kemerovo, Novokuznetsk, Omsk, Tomsk, Krasnoyarsk, Barnaul, etc. Today, the company's sphere of interest covers the Siberian and Far Eastern Federal Districts of the Russian Federation, as well as the most industrially developed northern and central parts of Kazakhstan.
In order to provide high-quality support for all areas of the company's activities, more than 100 highly qualified specialists are permanently employed. Traditions of cooperation with a number of higher education institutions with a technical focus have been formed and maintained to staff the company with talented young specialists.
At the stage of its formation, the company specialized in the development and implementation of projects for equipping industrial and administrative facilities with security systems. In the process of successful implementation of a number of large projects, direct relationships were built with foreign and domestic manufacturers, which, in turn, served to develop the commercial direction of the company's activities. Also, thanks to the powerful research potential, an impetus was given to launching its own production based on promising scientific developments in the field of integrated management of various types of security and safety systems. At present, the company harmoniously combines seven key areas of activity:
commercial direction (wholesale sales);
service (repair and warranty service of equipment);
design and survey services;
installation, commissioning, maintenance and repair;
retail sales (the largest trade showroom beyond the Urals);
development of electronic devices and software;
production of printed circuit board soldering on modern equipment.
Technical Specifications:
Which brands were the first to arrive in the region? What is the current state of affairs: does distribution of Western equipment or Russian manufacturers prevail?
Nikolay Borisovich Safiulin:
At the beginning of our activity we used (and still use) for projects devices and components of such companies as Sony (leader in the production of CCD video cameras); SyAC (leader in the production of digital video security systems); CBC Computar (leader in the production of CCTV and machine vision lenses); EVS (Russian manufacturer of CCTV). In the field of security and fire alarms — SCHRACK-SECONET, ADEMCO, Argus-Spectrum, MZEP-Okhrana, Rubezh and others. For access control and management systems we use equipment Eff-Eff — the world leader in the production of electric strikes, electromechanical and magnetic locks for any type of doors; GUNEBO, Italdis, Perco, OMA — manufacturers of turnstiles; CIMA — manufacturer of airlock cabins, ATMs for accepting and issuing money; Northern Computers, Inc, HID, and others. We also introduced such a well-known brand as MC Electronic to the regional CCTV market, and recently concluded a partnership agreement with a supplier of the Smartec brand. It follows that, as before, in the CCTV sector, the main brands on the market are still foreign. Most often, these are Korean manufacturers, with whom we have established direct deliveries.
As for Russian manufacturers, there are plenty of them in the sector of fire alarm systems and access control systems. This can be said with a 100% guarantee, since our company itself is a manufacturer of electronic equipment and software for creating access control systems of any complexity, including automated checkpoints. And in Novosibirsk, I know at least four major manufacturers of devices for fire alarm systems — our company, Magistral, Siberian Arsenal and VERS.
Separately, it is worth noting the segment of integrated and digital security systems, since the situation on the security market dictates the need to implement comprehensive solutions. This is due to the adaptation of proposals to the needs of the customer, and the growing technogenicity of private life.
In the area of digital systems, the company «Security Systems» offers Videonet equipment and the already mentioned SyAC.
Among our own developments is the ACS APCS «Vostok», which allows integrating equipment and systems from different manufacturers with the subsequent task of automatic scenarios of work between systems, monitoring and control of systems from automated workplaces. The product is unique in that it is not tied to the manufacturer of the devices and does not require modification of programs when connecting new systems to the ACS, it works on any platform with any standard operating systems. Another unique device is «Balkhash-9», a universal controller, allows the installer to create any security and safety systems required at a specific facility.
Technical Specifications:
What are the company's plans given today's realities, namely the crisis?
Nikolay Borisovich Safiulin:
No matter how the current situation develops, we strive to support our regular business partners as much as possible. Naturally, lower prices are provided for partners. In our opinion, this will at least allow us to preserve the core of our client base. In addition, the vast majority of our clients are competent businessmen. They adequately assess the situation and feel mutual loyalty to the company «Security Systems». With such partners, you can relatively calmly survive a period of temporary difficulties and move on together.
In addition to working with partners and searching for new corporate clients, we are also actively developing the retail sales area – this is a certain guarantee of constant turnover.
The most significant loss in connection with the crisis for us is that we had to slow down the pace of business development in favor of maintaining our positions.
However, the forecasts are encouraging. Security issues are of concern to everyone, especially in the private business sector. According to our research, the number of market participants has been increasing by at least 20% annually since 2006. And according to expert forecasts, demand for security equipment is expected to increase by 3–5% in the coming years.
As for the company’s plans… Actually, we are currently actively preparing for the exhibition “Sibbezopasnost. Spassib – 2009”. Our stand will feature:
effeff equipment, in particular, operating equipment for emergency exits and electromechanical latches and locks;
Sony, Ganz, Computar, Smartec television surveillance systems and equipment, including IP video equipment;
digital systems VideoNet and Syac;
intercoms, videophones, interphones;
equipment for home and family with elements of «Smart Home»;
equipment SHRAK SECONET AG, including communication systems for hospitals, stations and fire alarm systems;
as well as equipment of our own production — the universal object controller (UOC) «Balkhash-9», which operates both autonomously and as part of the integrated ACS APCS «Vostok» system, which allows the installer to create any security and safety system using the UOC, and there is no limit on the number of UOCs in the system.
Work is underway to expand the company's product line. On our website in the near future you will be able to see offers for car enthusiasts, transport companies and «Smart Home» solutions.
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