Simplex bolsters security involement

Jan 1, 1998 12:00 PM, Tina D'Aversa-Williams

Simplex Time Recorder Co. is a multi-national corporation with headquarters in Gardner, Mass., and a 680,000-square-foot manufacturing, research and distribution center in nearby Westminster. Simplex employs more than 6,000 people worldwide and is a 1997 Forbes 500 privately held company.

Backed by 170 company-owned offices worldwide and representatives in 65 countries, Simplex provides systems and services for fire detection, access control/security, communications and time and workforce management. Simplex has extensive manufacturing capabilities as well as expertise in designing, installing, integrating, servicing and supporting applications.

"We believe very strongly in what we do," says company president E.G. Watkins, the third generation of his family to head Simplex. "Because of the nature of our business, Simplex customers have a lot at stake - life, property, the security of their business environment, and a great deal more. We take that responsibility very seriously."

Long recognized as a leader in fire detection and alarm, Simplex in recent years invested significantly in security to bolster its product line and marketing efforts. The company now offers a range of integrated security solutions, including security management, access control, CCTV and intrusion detection products.

Watkins says Simplex's investment in security is a long-term commitment. "As a privately held company, we are able to invest in business opportunities such as the security marketplace without compromising our commitment to total customer satisfaction," he says.

For more details on this evolving company, Access Control & Security Systems Integration interviewed Simplex's Ron Kirby, vice president of industry relations, and Bob Chauvin, director of security systems marketing.

Q: Why is Simplex successful in fire alarm systems and fire protection, and how will that success be leveraged for commercial security systems?

Ron Kirby: Simplex's success in fire detection and alarm relates in large measure to its competency, commitment and customer focus. The company brings high-quality products and services to the market. We also have an in-depth understanding of applications and codes. We can customize solutions and provide "A through Z" turnkey capabilities.

Simplex's "cradle to grave" capabilities include manufacturing, system design, installation, project management, aftermarket service, support and central monitoring. Simplex will serve the commercial security market with the same expertise and competence.

Q: What can Simplex do for commercial and institutional security end-users?

Bob Chauvin: Simplex provides application-specific solutions and services, and offers customers another advantage - the distribution capabilities of a global network of branch offices. Through that network, Simplex provides consistent delivery and service.

Simplex also features the Customer Partnership Development Program, which provides customers the opportunity to be true business partners by fostering long-term, value-based relationships.

Q: What is Simplex's definition of security systems integration?

Ron Kirby: The industry has come to know systems integrators as those who piece together hardware and software components to meet application-specific requirements. Simplex's definition of systems integration is broader. We carefully define the problem and customize comprehensive solution, involving full migration plans, service and support offerings, and customer projections about future hardware and software support requirements.

Q: Does Simplex provide integrated solutions that include system design?

Bob Chauvin: Simplex integrates a complete solution that encompasses design, needs assessment, implementation, professional training, monitoring and customized service agreements.

Q: What areas of research and development does Simplex emphasize?

Ron Kirby: First and foremost, our product development operation, which is ISO 9001 certified, is customer-focused. We start with the customer and work our way back. We're developing products that apply technology to meet customer needs cost effectively. We solicit opinions and viewpoints of end-users, specifiers and installers to help us define new product specifications and make sure the offerings we bring to market reflect the wishes of customers.

In research and development, we are also concentrating on industry-standard protocols. For integration to be truly successful, the industry needs to agree on standards that specify how fire, security and other systems will communicate. The heating, ventilation and air conditioning (HVAC) industry has started down the standardization path with the acceptance of an open-network architecture called BACnet (building automation controls network).

Essentially, BACnet provides a standardized means to enable systems to communicate in the same format. A common communications protocol such as BACnet makes it much easier to integrate products from different manufacturers. At present, there's no standard protocol for communications between fire and security systems.

Q: Describe your distribution strategy.

Bob Chauvin: Our distribution strategy is simple. In North America, we distribute almost entirely through our 160 branch offices. Through the extensive network, we provide consistent delivery and the training and support programs that customers have come to expect.

Q: Where do you see Simplex's growth opportunities over the next five years (internationally, market share, etc.)?

Bob Chauvin: In all its business segments, Simplex has aggressive domestic and international growth plans. Through branch offices and dealers/joint ventures, we continue to pursue an aggressive growth strategy in the Asia-Pacific market.

The opportunities for growth and development in the commercial security market are particularly attractive; for example, the market's needs are consistent with our core capabilities, and we believe we can improve customer satisfaction and bring professionalism to the industry.

Q: What are Simplex's acquisition or merger plans?

Bob Chauvin: Simplex carefully assesses all opportunities and grows its business, from within as well as through strategic alliances, acquisitions, vendor partnerships and O.E.M. relationships. Simplex will continue to pursue new partnerships and relationships to help extend our core competencies and broaden our capabilities as a total solutions provider.

Q: Characterize your target markets.

Ron Kirby: We serve a multitude of institutional, commercial and industrial markets, including health care, education, detention/corrections, hospitality and multi-family residential.

Q: How do standards in the security industry relate to integration of security systems with other life safety and control systems?

Ron Kirby: To answer this question, let's reflect for a moment on the evolution of the fire alarm industry. One of the factors that led to growth in that business - and that benefited society as a whole - was the development of consensus-based standards. Clearly, the development of the fire detection and alarm industry was driven in large part by fire and building codes. There seems to be great anxiety on the part of building owners and users about the development of similar codes relating to security. Building owners are apparently concerned that they would be taking on added liability exposure. We take the opposite view, and contend that the establishment of security standards would reduce risk for building owners. The National Fire Protection Association (NFPA), with its new standard (909) for protecting cultural resources such as churches, museums, historic buildings and libraries, has recognized the value of electronic security and remote monitoring in protecting those properties, particularly from arson. Traditionally, the NFPA, in developing its codes, has limited itself to fire considerations. The new cultural protection standard marks the first time the NFPA has broadened its codes to include other types of building systems. Perhaps it's a first step that may one day lead to the development of industry-wide security standards. Standards are needed to ensure the integrity, performance and quality of security and other life safety systems, to strengthen the professionalism of the industry and to better protect the commercial consumer.

Q: What emerging trends do you see in commercial security?

Ron Kirby: Commercial security solutions will become increasingly important to small and large U.S. corporations. We also see the customer's information technology infrastructure playing an increasingly important role in product development and in the decision-making process that leads to the selection of a systems integrator. At the same time, the sophistication of the customer's knowledge and application requirements will continue to grow. It's also clear that security systems and solutions will become more software-intensive, a development that will increase functionality and drive down cost. As that transformation occurs, the value that suppliers provide to customers will be in training, service and support, rather than in initial installation of hardware.

Simplex security products include:

* NT 3400 Security Management Information System: An "integral" system based on Microsoft Windows NT and designed to function as a whole.

* NT 3300 Security Access Management System: A security management system designed to be an integrated solution for medium-size facilities.

* NT 3000 Video Identification System: A stand-alone video badging solution. The product also provides a migration path to fully integrated systems.

Offering analysis and commentary on the security industry at large, our goal is to keep readers informed of the market growth and forward move-ment within the industry. The column is written by Tina D'Aversa-Williams, publisher of Access Control & Security Systems Integration, whose background includes work in market research and analysis.

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