To offer system solutions in the security business means the need for partners with a high expertise beyond just selling equipment. As an answer to this, Panasonic’s Premier Integrator (PPI) programme started 11 years ago in the UK and is currently expanding to Europe. The company will run the PPI scheme across Europe to enable those within the scheme to receive regular training courses and a dedicated service.
With the products becoming more technical, nowadays installation teams do not simply install CCTV. They have the ability to train their engineers to a high standard within the industry, as well as providing a range of support schemes and overall integration abilities to meet all of their customers and clients’ needs. The PPI scheme has been developed to create loyalty between the company and the integrators who are willing to go that extra mile. As the scheme has developed and evolved it has generated a benchmark standard for CCTV installers across the UK and Europe. Panasonic offer training courses specifically for the PPI engineers providing them with knowledge on up and coming new products and technologies. This in turn can be passed on to their customers by advising and installing the best system solution to meet their unique requirements. The support from the company to any PPI does not just end at training, which is one of the reasons why this scheme stands out from others within the industry. The company provides each PPI with their own sales representative to give them focused and immediate attention to any requirements they may have including onsite demonstrations, presentations and site survey
PPI Status
PPI Status is provided to those customers who work with Panasonic to deliver full solutions to the end user, from cameras to recorders and software. Other requirements include attending specified training courses to demonstrate their ability to design and install integrated and networked security surveillance systems, holding demonstration stock to support the companies promotional activities and technological advances and providing excellent after-sales service in respect of all CCTV products.
Training
Since the range of solutions that can be presented for a CCTV system is expanding, The company ensures that its PPIs have the technical expertise to provide the best quality integration of the solution. With this in mind Panasonic asks that their PPIs have dedicated people that can train the rest of the company in the products and installation as well as having an IT specialist appointed. To show that the engineers have the skills required, they ask that the PPI engineers pass on-line training as well as passing tests on the various CCTV solution technologies such as the new i-Pro range of IP products.
Marketing and branding
Marketing is a major factor in the success of a company and Panasonic knows that the better their partners promote themselves and get people to recognise them, the more the business will improve.
With this in mind the company provides marketing support for its PPIs. The logo of the scheme is put onto items that will be seen by the customer. Also to show that the company is a PPI, the company would also like the integrators to include the logo on its own advertising including its business cards and also to have a plaque at the building to show the company is part of the PPI scheme. Within the security market place, they have identified that exhibitions are an invaluable tool for generating sales leads and making contacts. Gareth Matthews, European Marketing Executive of PSSEU says: “In order for us to contact the right people and demonstrate the innovation and capabilities of our products, live marketing is essential. By meeting and showcasing our products at exhibitions, we are able to initiate and nurture business relationships with both new and existing contacts.”
Demo facilities
Panasonic System Solutions offers a fully operational control room to present a working demonstration of its hardware and software solutions in a realistic monitoring environment. The room hosts amongst other equipment, the intelligent dome cameras featuring innovative SDIII technology. It shows the integration of cameras, monitors and users to an expandable matrix system. To complement the control room at the UK headquarters, they have two demonstration vehicles. These vehicles are used for site specific surveys and evaluation of the range of cameras and recorders. The true performance of the latest equipment can be put to the test on location, where the impressive results from the cameras and recorders will be able to speak for themselves.
A concept for the future
Each PPI is vital, which is why they pay individual attention to each PPI’s development and success. “The PPI program will allow each PPI across Europe to receive the same level of training on new products and technologies”, says Panasonic. “This will also enable systems to be offered as opposed to just products. The end user will also benefit from this knowing that each PPI has been trained to a high level and will enjoy great support from the company. Each year we review the PPI to ensure that they meet the criteria and then award them the accolade for the fiscal year.
With larger scale projects we are also able to offer project management if required. This can range from pre-builds to training and commissioning the site.”
Integrators
The company have 12 integrators that cover the length and breath of the UK and Professional Security Magazine will be following some of these integrators and looking at case studies where the partnership has been put to the test. We hope to find some common factors which make these companies successful and see how much difference it makes to have a market-leading company giving close support.
PPI Awards
Each year the Integrators take part in an award ceremony which takes place during Ifsec week. The Panasonic Premier Integrator (PPI) awards were launched in November 2006 to recognise and reward excellent achievement within the PPi scheme.
The awards are in recognition of both company and individual excellence across the following four categories: Best PPI, Best Project, Best Sales Person, Best Engineer.
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