Behind an anti-intrusion system there’s an articulated chain that goes from the manufacturing company, to the distributor and, finally, to the installer. A network whose skills and abilities determine the quality and reliability of the systems installed.

We talked about this with some of the companies that will present their solutions at SICUREZZA 2021 and they told us about the added value that can be guaranteed to the end user by the innovative capacity of those who produce and by the competence of those who are distributing and installing.

Quality in production, investment in innovation, building a collaborative network with distributors and continuous training for installers are the common guidelines emerging from their words.

“There are also different phenomena on the market today, but we identify ourselves as the 'classic supply chain' producer-distributor-installer.” - began Baldovino Ruggieri, CEO of Inim - “Producers like us must have control of the entire product life cycle, but also an innovative vocation, attention to the opportunities and risks of digital transition and to the challenge of sustainability. For this reason, at INIM we aim at the highest quality and reliability, combined with continuous research and application of the most innovative technologies, a task carried out by our R&D department, which represents one of the largest investments in our annual budget. The distributors, who are the ones to whom we entrust our products, but also our brand, cannot be just box-movers, but must become competent consultants for the installer, they must be financially solid, with a commercial but also technical and training structure. Finally, the installers. As producers and distributors, we must pay great attention to them, because they are our customers, but above all because they are the only one 'in the field'. We need to take up their demands, engage in training, not only technical but also commercial, and in this sense INIM has been very active in the last year providing online training to 15,000 installers. I believe that such an organized supply chain can provide the quality and safety that the market not only deserves but must have”.

“The competence of all players in the supply chain is fundamental, superficiality is not allowed” - specifies Michele Rossi, CEO of Gesco - “Unfortunately, the market also offers different types of commercial solutions, mainly chosen by installers who do not engage in professional updating. On the other hand, the customer deserves respect, therefore the offer must be technologically appropriate, to ensure high levels of security and durability of the alarm system. The guarantee of quality that we offer as Gesco, gained since 1975, lies mostly in our experience; with design and production carried out in Italy and with a strong focus on innovation, problem solving, warranty and service”.

Therefore, every link in the chain is called upon to make its contribution, as specified by Raffaele Iodice, Chief Sales Officer of Sicep: “For the manufacturer, reliability, design and ease of configuration and use are today essential elements for the success of a product. The distributor must be prepared to guarantee constant assistance and have continuous availability of materials in order to offer the best service; he must constantly train professionals, both installers and security operators, on product evolutions and novelties. The installer must periodically update himself on technological and regulatory developments and focus not only on the technical aspect, but also on the commercial and marketing ones in order to create greater appeal for the end user. Sicep has always aimed at offering quality and cutting-edge products, made in Italy, with a clear commercial policy shared with all its partners”.

 “The manufacturing company should offer reliability, durability and certified products that meet high quality and technological standards. But it is important for the distributor to be also committed to providing maximum support to its customers. At Ksenia Security, this translates into a constant training offer that is free of charge for distributors and installers, who have the opportunity to keep the market active and thriving. Ksenia, in fact, offers an e-learning system that allows to access numerous educational content on the most technical aspects of its products” - concludes Giorgio Finaurini, Director of Marketing and Sales of Ksenia Security.

Selecting quality

The reliability of a system is therefore the result of a skilful mix between the quality of the product and the skills of those who are distributing and installing it. But how can customers orient themselves to make the best choice that meets their needs?

“First of all you need to verify that the product offered by the installer is a certified product. And then make sure that the installer has performed a risk analysis before making the proposal.” - says Baldovino Ruggieri, CEO of Inim – “Each system is a dress that must be tailored while keeping in mind the place and objects to be protected, but also the needs and habits of those who will use those spaces. That's why we must avoid the temptation of do-it-yourself, of delegating to someone not expert 'who did it at home', of using devices 'with a plug' and of dubious reliability. Often the difference in quality, performance and reliability of the system depends on the choices made by the users and above all by the installer, who must be a professional installer. With no ifs and buts”.

It is therefore essential to rely on expert hands.

“In this context, delegating to experts is key.” - says Michele Rossi, CEO of Gesco - “Without having specific skills, rarely the customer is able to choose products independently, so the advice is to rely on a professional. A reliable installer carefully evaluates the site to be protected and presents a detailed plan. Obviously, commercial references and service conditions are also important: times, costs, maintenance contract proposal”.

“I would advise the customer to rely on a professional, whether installer or surveillance, who uses quality products, not available on the internet, that are made and offered by a qualified company,” – adds Raffaele Iodice, Chief Sales Officer of Sicep - “The professional must propose the most suitable technical solution and offer a service of technical assistance to ensure the perfect functioning of the system over time. I would always advise end customers to avail themselves of a security service that can ensure an efficient remote control of the plant, with operators working 24 hours a day, and a prompt intervention at any time by patrols located throughout the territory”.

Reiterates Giorgio Finaurini, Director of Marketing and Sales of Ksenia Security: “We believe in the value of professionalism. Nowadays, thanks to the countless information available on the web and to the wide variety of products offered, the customer has an illusory certainty of being able to independently undertake the installation of a security system. In reality, behind the work of an installer there is a whole range of knowledge and skills acquired in the field. The realization of an anti-intrusion system imposes severe, but totally right, rules and regulations that determine its quality and durability over time. It is therefore important to choose a professional who is able to meet the customer's needs while creating a personalized and secure system”.