Industry Perspective

A conversation with Alan Forman

• By Security Products Staff
• Oct 01, 2006

CATCHING up with Altronix president Alan Forman is nearly impossible. He is a busy man, but he has reason to be. The company is a leading designer and manufacturer of low-voltage components. Products touch many different niches in the security industry, including fire, CCTV, access control, nurse call and automation products. Altronix also offers custom designed electronics for commercial and industrial applications. We caught up with Forman at his headquarters in Brooklyn, N.Y., to ask a few questions.

The security industry has witnessed the formation of large, conglomerate businesses over the last few years as an attempt to offer one-stop shopping. To accomplish this, these mega corporations have purchased companies outside of their relative areas of expertise in an effort to establish instant credibility and market presence.

Q. What is the current, competitive environment in the power supply and accessories category in the security industry, and how is Altronix responding?

A. The security industry has witnessed the formation of large, conglomerate businesses over the last few years as an attempt to offer one-stop shopping. To accomplish this, these mega corporations have purchased companies outside of their relative areas of expertise in an effort to establish instant credibility and market presence. This practice has raised some interesting new scenarios relative to power supplies, but also has focused more attention on why and how customers select one manufacturers' power supplies over another. But as history proves, niche industry businesses excel when they stick to what the companies the area known best. At Altronix, we also are expanding our product line to provide more than just power, but we're doing it organically by developing several new series of integrated products that incorporate core power supply technologies. In doing so, we are providing customers with more efficient solutions for a wider range of security applications.

Q. Has the trend towards integrated systems affected the power supply products category?

A. The big buzzwords in our industry continue to be convergence and integration. Until recently, the security industry has been slow in adapting uniform technologies and protocols that allow the integration of different manufacturers' products. In the video surveillance category, analog systems still provide many operational advantages, although the quality of digital cameras and video recording devices clearly offers superior performance capabilities. Networked systems also deliver unprecedented scalability and configuration versatility. The prevalent problem faced by system designers and installers is the administration and control of the systems. In the access control market, the challenge is the marriage of microprocessor driven systems controlling and operating mechanical devices.

This brings two potential issues to light:

1. The lack of compatibility between manufacturers of security devices and the lack of communication between networking device and software providers.

2. An unwillingness to share or standardize system protocols so users can cross cultivate systems using products from various manufacturers and sources.

The two issues have stifled new developments, although the horizon seems to be in sight, as many manufacturers look to share what were previously proprietary protocols. The broadcast industry presents a good evolutionary model as it continues to develop and integrate new means of transmission, high definition technologies and multiplexing. There are technologies and products from outside the security industry that can improve the performance parameters for integrated security systems if we can more easily integrate the technologies into the security space.

Q. What technology trends does Altronix foresee in the power supply category?

A. The integration of systems technologies continues to drive the development of new video surveillance, access control and door-control technologies. Altronix works closely with manufacturers to stay ahead of the product curve with power supplies to accommodate the integration of systems and the new technologies. Altronix's new HubWay^TM, Maxim^TM, StrikeIt^TM and Tempo^TM are new integrated products series that supply more than just power. The new product lines incorporate Altronix's proven, core power supply expertise along with unique, application-specific solutions. We believe these innovative product lines provide system installers and designers unprecedented levels of efficiency relative to initial purchase costs, ease of specification and installation and improved cost of ownership.

Q. What is the biggest challenge facing the application of Altronix's products and technologies?

A. As video and security systems continue to gain complexity, there are additional selection criteria that need to be evaluated when selecting power supplies and related components. We offer a multitude of solutions that provide our customers with the precise requirements they need for specific products and installations. If the power goes down or is incorrectly specified, it doesn't really matter how sophisticated your system is -- it simply won't work. In addition to our new integrated solutions previously mentioned, Altronix also has been addressing the physical requirements for new systems -- specifically wall- versus rack-mounted power solutions and smaller product footprints -- to meet specific application demands. The wide variety of power and physical configurations ensures designers and installers have access to the power solution most appropriate for the application.

Q. Why has PoE not taken off yet for networked installations?

A. The proliferation of Power over Ethernet has been slow to market due to equipment costs. However, we'll see the demand for this technology rise as the price of PoE-ready cameras continues to decrease. This is a product category in which you can expect to see Altronix excel with products that provide our customers the same levels of performance and reliability we've established a reputation for throughout the industry.

Q. What should a prospective buyer look for when evaluating power?

A. The first priority should always be to evaluate power products that best meet specific requirements and codes. Price also can be an issue, but experienced installers will generally agree you need products you can rely on to assure the connected systems are operational. After all, without power, nothing works. Hence, the reputation of the company's name on the power supply counts -- more so in this industry than other power-intensive applications -- since there is generally zero tolerance for downtime when it comes to security. You should do business with a company that has a reputation for support, quality and reliability. A company should stand behind its products and be available when you need them. Warranty also is a significant consideration. At Altronix, your warranty never runs out. These are all principles that we have adopted and implement as a company every day. As a result, we've achieved brand awareness on a global scale -- something that is not common in such a highly-focused, niche industry as ours. In view of the market position, Altronix will continue to pursue aggressive branding strategies to further differentiate our products in the industry.

Q. As a leader in the power supply category, what advice can you give to security dealers?

A. As new technologies continue to influence the integration of analog and digital security systems and the migration to a networked platform, there are many new disciplines and transmission protocols that traditional security dealers need to become familiar with to compete. The influx of IP-based networked systems and the ease of deployment for small scale systems is particular cause for concern. Here's where local security dealers will be competing against a whole new field of competitors, including IT integrators, telephone and cable companies, and electrical contractors. Although the size of the market may potentially increase, so will the number of players competing for business in the same space. Therefore, it is imperative that security dealers know how to best optimize new technologies so they can leverage their true security expertise and deliver added value to customers.