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Security industry is a service industry aiming at "security". This industry relies on science and technology, security products and equipment are the basis of industry applications. In addition to a small number of devices that can directly serve users, more security equipment needs to pass. The involvement of engineering and integrators. Therefore, as a "contact person" between product manufacturers and market users, security engineering companies play a vital role in the cultivation, promotion and rapid development of the security market. With the people's living standards. The increase in security and the emphasis on security, especially in the era of digitalization and networking, the cakes in China's security market have become bigger and bigger. According to relevant survey data of the Journal, the capacity of China's security market in 2008 was 150 billion yuan, of which the product equipment The market accounts for 65%, and the security engineering and service market accounts for about 35%. Compared with the product market, the security engineering and service market is more complicated. Some inherent bottleneck problems make the industry's engineering companies perplexed, and they can hardly rely on themselves. The strength of the company is to change this situation. In the industry, they have become the “defective role†between production companies and users. This leads to the The article discusses the issues: Prime Security, how does the engineering firm break out?
Bound bottlenecks for contractors
"Party A indiscriminately seeks only low prices, and the manufacturer jumps over the engineering contractor and offers directly to Party A. The engineering company with technical strength may not necessarily receive the project; the engineering company personnel flow too fast, the product purchase price increases, and the overall engineering profit is biased. Low; a project from the tender to the procurement and then to the construction will consume considerable energy, and finally take a single bar, after-sales service let us have no end of the heart ... ..., some engineering companies complained to reporters with a grudge. With the current The spread of the global financial crisis to the real economy, many companies have to shrink the battle line, ahead of winter. Part of the security engineering companies how to "winter" is worrying, because some security engineering companies or construction companies or electromechanical installation company weak system integration and installation department , Or some large-scale security companies also run the product distribution department; Some security engineering companies do not have their own construction team, after receiving the project, entrusted to the competent units to undertake the construction and installation business. As the security project The competition is fierce, and the arrears are relatively serious. Every year, security engineering companies all over the country give up their qualifications or are forced to change jobs. The main reason is that the hot seat security projects face many bottlenecks, the reporter visited the investigation of these bottlenecks grouped into four categories:
Lack of legal norms
During the interview, an engineering company in the northwest admitted frankly that “under the current financial crisis, our company is not very large, but its cost is relatively high and its profitability is not strong. The party negotiated that if the project is completed, as long as Party A nods his approval, it will not be checked by the inspection department. We cannot afford the inspection fee. We would rather pick up the small project to do the “truthfulness of the engineering companyâ€. This reveals China from one side. The biggest bottleneck faced by contractors is that there is no legal norm to force acceptance of the project, which inevitably results in a significant reduction in the quality of the project. Because of the variety of various types of security equipment used in the project, various equipment Strong professionalism, together with a compatibility issue, coupled with uneven product quality and the services of various manufacturers are not the same, if the project has a problem or the system needs to be replaced and upgraded, it is estimated that at that time, A Fang He and the contractor responsible for the construction of the project can get a headache again. In addition, if there are laws and regulations that require mandatory security program acceptance procedures, then in the acceptance of security design and equipment installation, and There will be hard assessment indicators. Reporter once saw a monitoring project in Shenzhen, the most intuitive experience is "wiring flying," this kind of "flying line" construction in the corner of the room beam, ask, can withstand the "wind Blowing rain?
Qualification confusion
"A large number of qualification certificates were found and no one can be found." There was once an engineering company jokingly talking to reporters about their company's thick layer of qualification certificates. Such as: security qualification certificate, construction enterprise qualification certificate, lightning protection qualification, Integration qualifications, anti-disclosure and confidentiality qualifications, etc. In the past, the security qualification certificate of security engineering companies was originally issued and examined by the director of the Technical Protection Office of the Public Security Bureau in the locality, but due to the implementation of the “Administrative Licensing Law†on July 1, 2004. The functions of government departments have changed, and the original competent authority was no longer responsible for the issuance and approval of the qualification certificates and turned to industry associations for guidance. This has caused the engineering traders to be confused and the business has been affected. Many engineering companies do not know what to do. .
In addition, the reporter also learned that, in accordance with the state policy, China's current approval for security design, construction qualification certificate only the Ministry of Construction of the intelligent building qualification certificate, which is lawful. This qualification certificate will be the future market The mainstream of accreditation, but there are many areas that need improvement. The first is the standard issue. Although there are relevant regulations and requirements in the qualification certificate of the Ministry of Construction, it is a serious lag for the security industry. The content of the security engineering The design, construction, supervision, acceptance, etc. are not very detailed, so that many construction units can not find a clear basis in the construction of the project. And the qualification content of the security project is only part of the intelligent building qualification requirements, and therefore can not adapt to the current high speed The pace of development of security construction, especially in the construction of a "safe city", is even more irregular.
Restrictions on financial resources
In the past, the number of security engineering enterprises was relatively small, and it was relatively easy to obtain projects. Moreover, Party A’s payment was relatively simple. However, with the fierce competition, Party A’s payment requirements are very demanding. Many project contractors’ construction is underwritten. Construction, encountered a good reputation can also be scheduled to repay, but encountered poor, that the project will not know when the money can be paid off. In the current China's national conditions, the lawsuit to recover the project is no longer a clever The selection of more and more advances in construction has created a shortage of capital chains for the contractors. It has become a bottleneck for the further development of the contractors. It is understood that a large-scale engineering company in a prefecture-level city will only have several million yuan to collect funds. This is an extremely heavy burden for engineering companies, and once the capital chain is broken, the survival of engineering companies has become a great crisis. The other extreme phenomenon is that some engineering companies have established good relationships with relevant departments for many years in the industry. The relationship can get a large project, but suffers from lack of capacity for advancement. Even if Party A has a good payment condition (paying according to the progress of the project), it still cannot win the project. This reminds people of many system integrators, Like a lot, but it seems that overnight, some companies disappeared.
Misunderstanding of product line
Due to the large number of security products, and with the development of the industry, the types of products provided by the market are still expanding. The engineering companies are faced with the promotion of many manufacturers or distributors, and security products are often used if they are used rashly because of their particularity. The project caused a lot of bad influences. For example, due to product incompatibility, the purchased products could not be used. On the one hand, it affected the progress of the construction, and on the other hand it also caused a bad impression to Party A. Establishing a complete procurement system, It is one of the issues for the further development of engineering companies. Now that engineering companies are more responsible for providing design solutions for Party A, in fact, it is difficult for many engineering companies to understand and understand the products to meet the functions required by the constructors. Various problems (such as incompatibility of systems and agreements) often arise during construction. Some projects also create reasons for Party A not to pay, and more often than not, the contractor is trying to win the project. The construction contract is not objective in terms of quoting, material selection, etc., and even chooses systems or products that are not familiar to them, and even some purchases are used to balance with each manufacturer and distribution. The relationship, in a project with a different selection of products, but also the arrival of a lot of trouble for the construction and commissioning.
How to break through bottlenecks
If the bottleneck problems faced by the aforementioned listed contractors are likened to cocoons that are tied up, then how do security engineering firms break out? The reporters, after passing an industry interview survey, believe that they can work around the following points to make breakthroughs:
Focus on corporate culture and brand building
In the market economy environment, the price war also restricts and affects the security engineering business. In the field of security engineering, many companies compete for a project and squeeze their opponents at low prices. This disorderly competition has seriously disrupted the security engineering field. Market order. The emergence of such a disorderly state of the market, the security firm’s own corporate culture and lack of brand effect is the main reason. There is almost no one project company in the security market has a clear corporate culture and brand effect, which also makes The customer often will not know what to choose for the engineering contractor. Then, how does the engineering firm highlight its own value before it is widely recognized by its customers? The reporter believes that security engineering companies are different from security manufacturers and it is generally difficult to have corporate culture formed. External conditions of sedimentation and precipitation, but as a business entity, the impact of culture on it is subtle, which is conducive to a security engineering business managers to mobilize the enthusiasm of employees in a subtle way and form the warmth of corporate humanity.
The branding of engineering companies is not a matter of overnight. What the contractor wants to do is to let users know more about themselves before the pre-sales service. It is not only to eat and eat but to do more “voluntary labor†for the users. Don't think that when you sell your service, you should take care of the project. You should think more about the customer. After-sales service is to do a good job of repairs and maintenance, establish a repair hotline, and then set up regular inspections, inspections, inspections, major holidays before and after The system of inspections should not over-calculate the warranty period. Only in this way can the users recognize it.
For security project developers, having an experienced construction team is the basis for the development of the company. However, the long-term cost of organizing and training a qualified construction team is very high. It is necessary to have continuous project support before the team can guarantee stability. Therefore, Party A favored the engineering companies with construction teams during the bidding, which also explains the importance of the construction team to the brand construction of the engineering enterprises.
Horizontal development, expanding system integration business
With the development of security engineering companies, some of the engineering companies began to enter the field of system integration. Now that the national security policy is being adjusted, that is, some provinces and cities began to cancel the rating work of security engineering companies and replaced them with the system integration qualification issued by the Ministry of Construction. System integration has been developed for many years, the profit is relatively low, and many system integrators have also begun to get involved in the security field. Because system integrators have certain advantages, that is to implement the total package of the project, and then subcontract the security business to the engineering company, to the security The profit of the project in the hands of the engineering firm has been taken a large part by the system integrator. The integration of the security industry and system integration has become more and more close, such as monitoring, alarm network relying on the network for signal transmission, etc., also for the security engineering provider The system integrator's transition offers possibilities.
Engineering market intervention bidding strategy
In the current highly competitive bidding market for security projects, security engineering companies need to study bidding strategies for project intervention in order to win the competition. The criteria for project bidding competition are to measure and decide whether or not the project needs intervention. For example, some engineering companies It is believed that when picking up the work of a party, we must first look at what kind of industry Party A is. The project of the real estate industry is now afraid to pick up a list, and now it is particularly popular for government departments to do the work. From this we can see that security The manager of an engineering firm needs to clearly understand the bidding purpose of an engineering project and whether it can achieve better economic benefits.
Finding the best industry solution partner
In the security industry, although many projects are designed by the engineering companies, due to the characteristics of the project companies and the limitations of the company’s personnel, financial resources, and material resources, their solutions sometimes cannot absorb the latest products and technologies, and it is difficult to design them. Some large-scale or high-tech application programs. Therefore, they can cooperate with dealers to provide the optimal solution, choose a fixed partner for long-term cooperation, this is the long-term development of security engineering business. On the contrary, the project Frequent use of different products will increase the difficulty in the design of the project, and after-sales service and maintenance will also cause troubles because they are not familiar with the product. Security engineering companies often face different application areas when they are involved in the project, because each area has For its own characteristics, it needs to face the choice of different products. If the engineering company cooperates with the distributor or the manufacturer to design the best solution for a specific industry, the engineering company will be actively involved in the project bidding process. right.
Vertically united, establishing alliances
The financial crisis has roared, and security engineering companies have very limited ability to resist risks. How do you get through the crisis? Industry experts have suggested that security engineering companies should form a coalition mechanism to jointly resist the "winter" coming earlier. In this way, you can Integrate small and medium-sized security engineering resources to form a regional economic community, maximizing project profits with scaled operations, and physical resistance to financial crisis. At this time, an engineering firm may say that we once had alliances with XX, but The reporter learned that this so-called "consortium" is only a "contained bid operation" when bidding for engineering projects. This loose form is not only insufficiently coordinated, but also difficult to last for profit reasons.
Conclusion
When winter comes, can spring be far behind? In the country's 4 trillion positive policy of stimulating domestic demand, it has given birth to unlimited opportunities for security. However, reporters reminded industry engineering companies that in the face of market opportunities, they must not take every bid. This kind of "broad seed collection" blindly practice is really undesirable. After struggling with the security engineering business, there are reasons to expect 2009 exciting!
With the spread of the current global financial crisis to the real economy, many security companies have narrowed their battle lines and advanced winter. It is worrying how some security engineering companies “winterâ€. What is the predicament facing security engineering companies and will be in this special situation? How to solve these bottlenecks during the period will be the focus of this article.
Release date:2009/3/5 16:19:00