a&s Adria: Can you please introduce yourself to our readers, with an emphasis on your business experience and your position at Milestone Systems?

Kenarova: My name is Borislava Kenarova, I am Regional Sales Manager at Milestone Systems responsible for Central and Eastern Europe, CIS and Israel. In May 2025 it will be 9 years since I started working for Milestone Systems. I lead a sales team of 10 experienced professionals who work with our channel partners and end customers in the region. The territory which we cover consists of close to 30 countries. We have also a dedicated team of 4 solution engineers, 2 marketing managers and a technology partner manager who help us strengthen the Milestone Systems position in the region. The teams are based in Sofia, the second biggest office in EMEA where we currently have more than 200 employees.

a&s Adria: Milestone Systems is a leading provider of video technology. According to your latest published Annual Report, Milestone delivered a record-high net revenue of €226 million in 2023, setting a four-year record. In the soon-to-be-published Annual Report for 2024, will these numbers be even higher, and what key factors do you believe are contributing to this growth? What are the unique differentiators of Milestone compared to other video surveillance competitors?

Kenarova: Yes, you are right – the new Annual Report for 2024 is now published and I am proud to share that Milestone has delivered exceptional results in 2024, marked by significant growth in both revenue and earnings. Net revenue rose to DKK 2 billion from DKK 1.7 billion in 2023, reflecting a robust 18.7% increase. This is a doubling of the revenue from 2020.

a&s Adria: Milestone XProtect is at the core of your success. How does its open platform support a wide range of security devices, and what role do its technology partners play in ensuring this extensive compatibility?

Kenarova: Milestone XProtect serves as a foundational element of our success by leveraging an open platform that supports an extensive array of security devices. This open architecture is designed to facilitate seamless integration with a diverse selection of cameras, devices, and top-tier business solutions. By empowering our hardware and software partners, we allow them to expand their business opportunities and develop integrated video solutions that extend beyond traditional security applications.

The role of our technology partners is crucial in ensuring this broad compatibility. Through a two-tier distribution and partner channel model, we create an ecosystem where partners can collaborate and innovate. This model not only enhances the scalability of our solutions but also ensures that we can adapt our business practices to meet the evolving needs of the market and our customers. By connecting our channel and technology partners, we enable them to create best-of-breed video solutions that exemplify the strength of our open platform, ultimately driving better business outcomes for all stakeholders involved.

a&s Adria: Can you explain the key features introduced in Milestone Systems’ latest 2024 R2 update for the XProtect platform, and how the release of XProtect Remote Manager enhances Care Plus subscriptions?

Kenarova: In the 2024 R2 update for the XProtect platform, Milestone Systems has introduced several key features aimed at enhancing the functionality and usability of its Video Management Software (VMS). A standout addition is the XProtect Remote Manager, an online tool designed for both service providers and end-users to effectively monitor and manage multiple XProtect installations from anywhere with an internet connection.

The integration of XProtect Remote Manager into Milestone Care Plus subscriptions significantly enhances the value of this service. Care Plus already provides access to critical security and feature updates, ensuring that the XProtect system remains up-to-date and secure. With the addition of Remote Manager, subscribers can now streamline daily workflows, prioritize tasks more effectively, and access real-time system information, allowing for proactive management of their surveillance systems. This holistic approach not only improves operational efficiency but also strengthens the overall security posture of the installations.

In summary, the 2024 R2 update for the XProtect platform, highlighted by the introduction of XProtect Remote Manager, empowers users with advanced monitoring and management capabilities that enhance the effectiveness of Care Plus subscriptions, ultimately leading to a more secure and efficient surveillance solution.

a&s Adria: Can you provide insights into the strategic reasons behind the merger between Milestone Systems and BriefCam? How do you foresee the integration of BriefCam’s video analytics capabilities with Milestone’s open platform video management software enhancing the overall value proposition for customers? Additionally, what challenges and opportunities do you think the merger presents for both companies?

Kenarova: The merger between Milestone Systems and BriefCam represents a strategic move aimed at consolidating leadership in the video analytics and management market. By merging with BriefCam, Milestone not only strengthens its portfolio but also positions itself as a market leader in both video analytics and video management solutions.

One of the primary strategic reasons for this merger is the alignment of both companies’ strengths. Milestone is recognized for its robust video management software, while BriefCam is a leading player in standalone video analytics. The integration of BriefCam’s advanced video analytics capabilities with Milestone’s open platform video management software enhances the overall value proposition for customers. This synergy allows for more comprehensive solutions that address a wider array of use cases, ultimately providing customers with greater flexibility and choice in vendor integration.

Furthermore, the merger opens numerous new business opportunities, particularly given that Milestone and BriefCam were already closely aligned as sister companies within the Canon Group. This existing relationship facilitates a smoother integration process and fosters collaborative innovation, allowing both companies to leverage their combined strengths for enhanced product offerings.

However, the merger does come with its challenges. Integrating different technological systems and aligning company cultures can be complex and may require careful management to ensure that operational efficiencies are realized. Additionally, maintaining the commitment to responsible technology use, particularly in areas such as facial recognition, will require ongoing dialogue and adherence to ethical standards, which both companies have prioritized.

In summary, the merger not only enhances the technological capabilities of Milestone’s offerings but also presents opportunities for innovation and market expansion. By addressing potential integration challenges while capitalizing on their shared vision for open platforms and responsible technology, both companies are well-positioned to deliver substantial value to their customers in the evolving landscape of video solutions.

a&s Adria: Milestone is closely collaborating with Canon Group sister company Arcules. In 2023, this collaboration resulted in a step forward with the rollout of Milestone Arcules, a video surveillance as a service (VSaaS) offering. Shortly after, you added Camera-to-Cloud capabilities to Milestone Arcules. What are the benefits of that addition for users?

Kenarova: The addition of Camera-to-Cloud capabilities to Milestone Arcules significantly enhances our VSaaS offering by providing users with greater flexibility, efficiency, and scalability in their video surveillance operations. With this integration, users can seamlessly stream video data directly from their cameras to the cloud, eliminating the need for on-premises storage solutions and infrastructure. This shift not only reduces costs associated with hardware maintenance and management but also allows for more efficient use of resources.

Moreover, the cloud-based architecture facilitates real-time access to video feeds and analytics from anywhere, empowering users to make informed decisions quickly and effectively

a&s Adria: How do you plan to respond to increasing demands for cloud and hybrid solutions in the future?

Kenarova: As we anticipate exponential growth in the VSaaS market, the combination of Milestone’s robust video management software with Arcules’ cloud capabilities positions us optimally to meet evolving user demands both for cloud and hybrid solutions in the future.

Kenarova: Additionally, this integration allows us to leverage advanced technologies like artificial intelligence, providing users with intelligent, data-driven insights that can optimize their operations and enhance security measures. Overall, the Camera-to-Cloud capabilities represent a bold step forward, aligning with our vision of delivering cutting-edge, scalable video solutions that adapt to the rapidly changing landscape of video technology.

a&s Adria: In 2024, you launched XProtect Hospital Assist. What are the benefits of this video solution for medical staff?

Kenarova: The introduction of XProtect Hospital Assist revolutionized patient monitoring in hospital units that require continuous observation. This cutting-edge video solution significantly boosts operational efficiency and improves patient care for medical staff.

One of the key advantages of XProtect Hospital Assist is its ability to allow staff to monitor multiple patients remotely, reducing the necessity for constant in-person checks. This capability enables healthcare providers to focus on critical tasks, streamlining workflow and enhancing overall efficiency.

The system also includes rapid incident response features, such as Fall Detection, which immediately alerts staff if a patient falls, ensuring timely intervention in emergencies. Such responsiveness is vital for delivering prompt care.

Additionally, the combination of live video and audio monitoring gives healthcare professionals a comprehensive view of each patient’s condition. The Multiroom Audio feature allows staff to listen to and communicate with patients across multiple rooms, fostering a more interactive and reassuring care environment.

Privacy is a top priority, and the Privacy Blur feature ensures that patient confidentiality is maintained while still allowing for effective monitoring.

In summary, XProtect Hospital Assist not only enhances the ability of medical staff to respond quickly to incidents and improve patient care but also optimizes their efficiency through advanced monitoring and communication tools. This innovative solution marks a significant step forward in hospital care.

a&s Adria: Milestone has long advocated that technology should be developed, sold, and used responsibly. In 2023, you established a program on Responsible Technology. What principles will guide the development of Milestone’s products, services, and interactions throughout the value chain?

Kenarova: At Milestone, our commitment to responsible technology is guided by five key principles that reflect our dedication to social responsibility and human rights. These principles are:

Accountability: We ensure that our technology remains under human control and oversight, and we take responsibility for any human rights issues that may arise. Our goal is to create safe and sustainable products designed with human rights in mind.

Transparency: We strive to provide clear and comprehensive information about our technologies, including their intended uses and limitations. This includes disclosing vulnerabilities and offering timely guidance on mitigations to our partners and customers.

Fairness & Inclusion: We aim to develop technologies that are free from harmful bias, ensuring equitable treatment of all individuals affected by our products. Our objective is to build technologies that accurately represent and respond to diverse groups without prejudice.

Privacy: We prioritize the privacy rights of individuals and communities by adopting a Privacy by Design and by Default approach. This involves identifying and mitigating data protection risks throughout the product development lifecycle.

Security: We are committed to protecting the confidentiality, integrity, and availability of our technologies by adhering to industry best practices. Our Security by Design approach ensures that security risks are identified and addressed at every stage of development.

These principles not only guide our internal operations but also serve as a baseline for our partners and customers, fostering a culture of responsible technology development and usage throughout the value chain.

a&s Adria: Can you provide a couple of representative recent case study examples?

Kenarova: Here are a couple of representative recent case study examples from our region over the past year, showcasing successful implementations of Milestone XProtect, although the specific names of the projects cannot be disclosed due to ongoing implementations:

Supermarket Chain: A major supermarket chain sought to enhance its security measures across multiple locations while improving operational efficiency. The primary challenge was to centralize their security operations to ensure comprehensive monitoring and management of their assets and premises. By implementing Milestone XProtect as their video management platform, they achieved a robust security infrastructure that not only safeguarded their physical assets but also streamlined operations. This integration allowed for real-time surveillance, incident response capabilities, and improved overall efficiency in managing security protocols across all stores.

Logistics Company: One of the largest logistics companies in the region faced challenges related to the security of their distribution centers and fleet management. The need for a centralized security system that could provide both asset protection and operational oversight was critical. Utilizing Milestone XProtect, they were able to implement a scalable solution that enhanced surveillance across their facilities and vehicles. This platform enabled them to monitor shipping operations in real-time, ensuring the safety of packages and improving logistics efficiency, while also addressing compliance requirements for security.

Government Institutions: Several government institutions recognized the need for enhanced security measures to protect sensitive information and assets. Their main challenge was the integration of various security systems into a centralized management platform. By deploying Milestone XProtect, they successfully centralized their security operations, ensuring not only the protection of their premises but also improving response times to incidents. The platform provided a comprehensive solution that integrated existing security investments while delivering operational efficiency and heightened security measures.

These are only a few examples that illustrate how organizations across various sectors are leveraging Milestone XProtect to address their unique challenges related to security and operational efficiency.

a&s Adria: Can you describe Milestone Systems’ business strategy in the Adriatic region, and how do you tailor your products and services to meet the specific needs of this market?

Kenarova: Milestone Systems’ business strategy in the Adriatic region is guided by four strategic objectives that emphasize a strong organizational culture, innovative video technology, collaborative partnerships, and a deep understanding of customer needs. We have a strong emphasis on understanding customer needs to develop future-proof solutions. This means strengthening market and sales focus to cater to the unique requirements of local customers. Collaborating with local partners is crucial to our strategy -by working closely with technology partners, distributors, and resellers in the Adriatic region, Milestone can develop tailored solutions that enhance the customer experience. This partnership model is designed to create value for all stakeholders involved. Overall, Milestone Systems is dedicated to being a responsible technology leader in the Adriatic region, ensuring that its products and services are not only innovative but also aligned with the specific needs and expectations of local customers.

a&s Adria: Will you be presenting your latest updates at this year’s Adria Security Summit in North Macedonia?

Kenarova: We are looking forward to the Adria Security Summit in North Macedonia to present latest updates from our side together with our distributors and resellers from the region and of course in close collaboration with our technology partners.

a&s Adria: I want to share some additional information about the upcoming regional conference that is relevant for the region as well

Kenarova: I’m excited to talk about a significant event we’re organizing: the Milestone Technology Day 2025, scheduled for April 16th in Bucharest, Romania. This regional conference will serve as a platform to explore the latest industry trends and unveil future technologies that are shaping our sector.

One of the key highlights of the event will be the collaboration with leading technology partners, all integrated with Milestone’s video management software. This will provide attendees with an insightful look into how innovative video solutions can effectively address real-world business challenges.

We have an engaging agenda planned, featuring sessions such as “The ROI of AI-Driven Video Analytics: Saving Time, Reducing Costs, and Driving Growth with Your Security Tech Stack,” “The Rise of Cloud and Hybrid VMS: Transforming Your Business through Cloud Solutions,” “The Promise of Generative AI in the Physical Security Industry,” and “Building a Future-Proof VMS Architecture.”

We’re looking forward to facilitating conversations that will both inspire and empower businesses with the insights and resources necessary to succeed in a changing environment.

a&s Adria: Could you please introduce yourself and your role at Makim?

Çevik: My name is Burcu Çevik and I have been working at Makim for eight years as an Export Manager in the Turnstiles & Access Control Systems department. My role includes international marketing and after-sales support. I focus on expanding Makim’s presence in global markets, managing customer relationships, and ensuring seamless after-sales service.

a&s Adria: Makim has been a player in the security solutions market for many years. Can you provide a brief overview of the company’s history, key milestones, and evolution?

Çevik: Makim has been a key player in the security solutions industry, specializing in access control systems and turnstile manufacturing. With over 250 employees, the company has expanded its reach to more than 65 countries. Makim is known for its innovation in access control technology, continuously developing high-quality turnstiles and security gates that meet international standards. Over the years, we have established a strong market presence through strategic investments in R&D and participation in global security exhibitions.

a&s Adria: How does Makim, with 250 staff members, manage to serve all of Turkey and deliver products to over 65 countries?

Çevik: Makim’s success in serving both domestic and international markets comes from its strong manufacturing capabilities, a well-established logistics network, and a dedicated export team. We work with a wide network of distributors and partners who help us ensure that our products are available in different regions. Additionally, our after-sales support and remote technical assistance enable us to maintain high customer satisfaction worldwide.

a&s Adria: What are the key market trends fueling the growth of the turnstile access control system market?

Çevik: The market for turnstile access control systems is growing due to several key factors:

• Increased security concerns: Rising threats to public and private spaces drive demand for advanced access control solutions.
• Technological advancements: The integration of AI, and biometric authentication enhances security and operational efficiency.
• Smart building integration: More facilities are adopting smart security systems that seamlessly connect with building management solutions.
• Urbanization and infrastructure development: Growing cities require modern security solutions for metro stations, airports, stadiums, and corporate buildings.

a&s Adria: Can you present your product portfolio?

Çevik: Makim specializes in the following access control solutions and security systems:

• Tripod turnstiles: Compact and efficient solutions, ideal for office buildings, public areas, and educational institutions.
• Full-height turnstiles: Durable, fully controlled systems designed for stadiums, industrial facilities, and high-security areas. They are available in painted, galvanized, and stainless steel (304 & 316)
• Speed gates: Fast and stylish access solutions suitable for corporate buildings, prestigious offices, and airports, blending seamlessly with modern architecture.
• Swing gates & VIP passage systems: Providing wide and controlled access for individuals with special requirements.
• Parking barriers: Durable and fast barrier systems used to control parking entrances and exits, prevent unauthorized vehicle access, and regulate traffic flow.
• Custom security solutions: Project-based access control systems, biometric integrations, and IoT-supported security solutions.

All Makim products are designed to seamlessly integrate with RFID, QR code, biometric authentication, and any type of readers.

a&s Adria: What are the differences between mechanical turnstiles, electromechanical turnstiles, and electronic turnstiles?

Çevik: Mechanical turnstiles operate without electrical components, relying on manual push force. They are cost-effective and commonly used in low-security areas. Electromechanical turnstiles feature both mechanical and electrical components, allowing controlled access via RFID cards, push buttons, or biometric systems. They offer higher security and better integration. Electronic Turnstiles are fully automated with sensors, biometrics, and advanced security features. They allow seamless integration with smart building systems and provide the highest level of control and data tracking.

a&s Adria: What product (or product range) would you highlight as the most sold one in the European market and why?

Çevik: Our tripod turnstiles, full-height turnstiles, and speed gates are among the best-selling products in the European market.

• Tripod turnstiles are widely preferred due to their cost-effectiveness, compact design, and reliability in high-traffic areas such as public buildings, transportation hubs, and stadiums.
• Full-height turnstiles are in high demand for high-security applications like industrial sites, stadiums, and restricted access zones. Their robust construction and advanced security features make them a trusted solution for preventing unauthorized entry.
• Speed gates are favored for their modern design, fast operation, and seamless integration with smart building technologies, making them ideal for corporate and high-end facilities.

One of the key strengths of Makim’s tripod and full-height turnstiles is the durability of their mechanisms. Designed for long-lasting, high-performance operation, our turnstiles ensure minimal maintenance and reliable performance even in the most demanding environments.

a&s Adria: Makim has been exhibiting at this year’s Intersec show. What were the latest products you exhibited?

Çevik: At Intersec 2025 in Dubai, Makim presented seven different turnstile models, including:

• T2500 K – 3-arm painted fullheight turnstile
• T2500 D – 4-arm stainless steel fullheight turnstile
• T2500 D Double – 3-arm double passage fullheight turnstile
• T300 HG 20 Chubby – speed gate turnstile
• T250 GT – Tripod Electromechanical turnstile
• T250 Tripod with drop arm – Electromechanical turnstile with drop arms
• T230 Motorized VIP Turnstile – A premium, smooth-operating speed gate

Our full-height turnstiles attracted the most attention due to increased security demands. We also observed strong interest in modern speed gates, especially from the Middle Eastern market​.

a&s Adria: How do you offer seamless integration with any technology? Are your speed gates ready to connect with advanced building management systems and the latest authentication technology?

Çevik: Makim’s speed gates and access control solutions are designed for seamless integration with:

• RFID, QR code, and biometric readers: Our systems support multiple authentication methods.
• Advanced building management systems (BMS): Compatible with smart office technologies and centralized security platforms.

a&s Adria: What brands with its manufacturer, supplier, and distributor identity does Makim serve?

Çevik: Makim operates as a manufacturer of turnstiles, supplier, and distributor, providing high-quality access control solutions in over 65 countries.

In addition to exports, Makim also engages in imports and collaborates with international companies such as ZKTeco, Hikvision, Seagate, TP-Link, and Tomst.

We collaborate with leading brands in the security industry to offer integrated and innovative solutions.

Our strong partnerships and expertise in access control systems ensure that we deliver the best solutions to our customers while maintaining high standards of quality and reliability.

a&s Adria: How is the integration of cutting-edge technologies such as IoT, AI, and machine learning affecting the operational efficiency and effectiveness of turnstile systems?

Çevik: The advancement of these technologies will enhance security access scenarios, offering more efficient and intelligent control mechanisms. Turnstiles are essential for physical security and will continue to be in demand, as they provide a reliable means of access control.

However, the development of AI will positively impact access speed, optimizing entry processes and reducing wait times. We believe that AI-driven improvements will shorten turnstile passage times, enhancing both efficiency and user experience.

a&s Adria: Can you share some projects/case studies where Makim installed its products?

Çevik: Makim has successfully implemented access control solutions in various sectors, including:

• Airports: Providing high-security full-height turnstiles.
• Metro stations: Implementing efficient ticket-based access control.
• Corporate buildings: Integrating speed gates with smart office systems.
• Sports stadiums: Managing high-traffic entry points with robust turnstiles.

Makim has a wide customer portfolio in Europe, the Balkan countries, and the Middle East. Wembley Stadium, Heathrow Airport, Rome Military Airport, and Sudan Railways are just a few of our references.

a&s Adria: What are your plans for growing your presence in the Adriatic region, and what unique opportunities do you see in this market?

Çevik: We see significant potential in the Adriatic region due to increasing demand for security solutions. Our expansion strategy includes:

• Strengthening partnerships with local distributors.
• Introducing advanced access control systems tailored to the region’s needs.
• Participating in industry exhibitions and security conferences.

a&s Adria: Looking ahead, where do you see Makim in the next 3 to 5 years in terms of product development and market expansion?

Çevik: Makim aims to expand its global market share, particularly in Europe and the Middle East, develop more advanced, aesthetically modern speed gates, and strengthen product range of security solutions. We are committed to staying at the forefront of security innovation while maintaining high-quality standards in access control technology.

We unified various services into a single solution with a powerful central system – the controller. The Protege GX controller will unify the database for access control and intrusion and can dynamically manage different scenarios. When it was released in 2009, with its DIN Rail hardware design, it was really ahead of its time.

By: Damir Muharemovic; E-mail: editorial@asadria.com

a&s Adria: Can you tell us about your background and experience? How did you come to work with ICT?

Napora: At 18 years old, I joined the German Air Force and was working in various technical and management positions and locations, including the NATO Air Force Headquarters. During this time, I gathered a lot of experience in IT and my role evolved towards physical security as the products became network devices.

Afterwards, I worked for multiple, multinational security companies and my roles evolved from engineering to sales and senior management responsibilities. I have developed my skillset and knowledge across various technologies ; ranging from IT Software and Hardware, Network, Access Control, Intrusion Detection Systems, Building Automation, 2D/3D LiDAR, MW/PIR/IR Sensors, IP Cameras, VMS, PSIM, IoT and SaaS to now a Unified Access Control/Intrusion/Building Automation platform at ICT.

My sales and senior management roles were across the EMEA region, in which I have extensively travelled which made me appreciate and understand the variety of the markets, countries, cultures and mentalities. When I was approached by ICT’s CEO and Founder, Hayden Burr, who explains that as part of his plans of global expansion of the already very successful company, EMEA was a critical, but difficult part to build, I felt it fitted perfectly with my experience and knowledge. It was for me the right next step to raise to the challenge to establish the EMEA region for ICT as Vice President and General Manager, EMEA.

a&s Adria: Integrated Control Technology (ICT) manufactures unified and intelligent electronic access control and security solutions. Could you walk us through the company’s history? What were its most important milestones?

Napora: Integrated Control Technology (ICT) was founded in 2003, by Hayden and Rachael Burr in Aukland, New Zealand, with the vison of unification of access control, intrusion and automation. A big milestone was in 2009 when Protege GX, the unified enterprise security platform was released. With its DIN Rail hardware design, it was really ahead of its time.

In 2013 the offering expanded with Protege WX, tailored to small and medium businesses and the tSec multi-technology card readers. In 2016 the Protege Mobile App brought access and control to mobile phones. Then, in 2023, ICT released Protege Wireless Locks in North America, and a new team was created in EMEA to bring localized, sales, technical, and operational support to the region – we’re now a team of 9 people.

a&s Adria: Can you present your portfolio in brief? What types of products ICT produces and for what purpose?

Napora: Fundamentally, ICT offers a unified access control and intrusion detection solution that can scale, and is easy to customize. There are two different systems, the web-based Protege WX for a single site, and our server based multisite platform, Protege GX. On the hardware side, ICT offers a range of door and input/output expanders which work with both systems. So, to expand from a single locationto multisite, only the controller would need replacing. Multi-technology readers, mobile credentials, and mobile configuration app are also all part of the offering.

a&s Adria: Protege WX is a web-based, all-in-one system integrating access control, intrusion detection, and building automation into a unified solution. What are the key benefits of such a system to a client?

Napora: An access control and alarm panel in one controller brings greater value. You no longer need to run two separate systems which saves time and money at install. When you add automation to the mix, you begin to see its true power. With just a single tap of a card, you can now unlock the door, disarm the alarm, and turn the lights and aircon on.

a&s Adria: Even though it is primarily intended for SMBs, Protege WX modular hardware design provides the flexibility to accommodate any installation. How can a client scale this system to fulfill his requirements?

Napora: Using door expanders, one Protege WX controller can manage up to 128 doors which is already a relatively large system. Also, as the Protege range is inter-compatible, so if additional software solution or integration is required, the only change would be an easy upgrade to a Protege GX controller – all the rest of the equipment can remain the same.

a&s Adria: Small and medium businesses often face challenges when it comes to maintaining a 24/7 security presence due to budget constraints. Given the rise of offsite monitoring solutions, how would you explain the advantages of IP monitoring over traditional alarm dialers in terms of cost-effectiveness, reliability, and security? Additionally, how do features like onboard Ethernet adapters, cellular modems, and ArmorIP encryption contribute to enhancing alarm reporting and ensuring rapid, accurate responses to triggered alarms?

Napora: IP monitoring is a more reliable, cost-effective, and secure alternative to traditional alarm dialers. Unlike analog systems that rely on costly phone lines and slower communication methods, IP monitoring significantly reduces operating costs while providing near-instant alarm transmission using existing internet connections, rather than costly phone lines that traditional analog alarm dialers rely on.

ICT’s ArmorIP solution takes security to the next level with advanced encryption to safeguard data transmissions, and cellular modems for 4G backup in case of internet outages. With ArmorIP, alarm signals now include detailed, actionable information – such as event time, panel details, and user identifiers – which allows monitoring centres to respond with precision and speed.

a&s Adria: Would you say that its communication via an RS-485 connection and support for OSDP 2.2 make it a robust and safe security solution and why?

Napora: Yes, it’s about striking the balance between security and flexibility. With ICT’s proprietary RS-485 protocol you get AES-256 encryption.. However when compatibility with other systems is required, OSDP 2.2 gives a secure alternative using RS-485 protocols with AES-128 encryption. This means an OSDP reader can be paired with a MIFARE DESFire card and an ICT Protege controller to create a totally encrypted communications path from the card to the server. Also, OSDP allows constant, bi-directional communication, which means that any interference with the reader cabling will be detected in seconds.

a&s Adria: As an enterprise-level solution, what are the key differences of Protege GX?

Napora: Protege GX has an unlimited number of doors or sites. The software suite allows custom floorplans and provides different types of reporting such as time and attendance. As well as third-party integrations with VMS platforms, lifts, wireless locks, biometric readers, and more, Protege GX makes it easy to customize existing operational systems thanks to simple database synchronization and custom APIs.

a&s Adria: Aside from the ones mentioned in this interview, what product range would you stand out as the most-selling one in the European market?

Napora: In Europe, we are very successful in projects where an open and scalable platform is required. ICT Protege GX can easily integrate with existing operational and security systems, through data sync and its ability to read multiple formats. For instance, Protege GX offers a very easy migration from the Interlogix Verex Afx platform, which is now end of life, while keeping some of the legacy equipment. Aside from the Protege controllers, and expanders, our multi-technology reader range is also very popular. The existing tSec range offers a choice of colours, 3 sizes, with or without keypads, and customizable LEDs, with multi-technology including 13.56MHz, 125kHz, and Bluetooth. They can read a variety of formats which allows many end users to keep their existing credentials, while new users use MIFARE DESFire.

a&s Adria: “My vision is to make access, intrusion, and automation easy for our customers. A lot of security products are complicated and only offer one service. Our driving idea is that you create success – and value – when you combine them into a unified solution”, said Hayden Burr, Founder & CEO of ICT. How do you accomplish this? Can you give us an example?

Napora: The way to accomplish this is through a powerful brain which is the controller. The Protege GX controller will unify the database for access control and intrusion and can dynamically manage different scenarios. A simple one would be to arm an area at the count of zero person. Another scenario will allow access and disarm an area only when the supervisor is in. It is the same with building automation, if an area is empty, the light and aircon can be switched off, or if there are windows sensors, the aircon would stop when the window is open and start again when the window is closed.

Another way to optimize operations and create value, is when our customers use our Protege platform not only to secure premises but also to automate bookings, by sending a pin code to their customers once the booking is confirmed, that can be then entered to our keypad readers to grant them access during the time allowed.

a&s Adria: Your ICT Dealer Network (IDN) program is designed to ensure customers receive expert services from qualified and capable security installers. With an emphasis on rigorous standards, including an audited qualification process, the integrity and guidelines of the program ensure members deliver a high level of customer satisfaction.

Napora: Our goal is to serve the end user, offer them a bespoke solution while making the installation, and the use of it as easy as possible. To achieve this, it is crucial that our installation partners are well trained. They need to understand all the functionalities of our solutions, the best practice to implement it. We have a strict certification program, especially for Protege GX, which ensures that level of expertise. Each certified engineer needs to recertify every two years, ensuring new features are covered.

a&s Adria: Could you share recent case studies where ICT’s products or solutions made a significant impact on a customer’s safety and operational efficiency?

Napora: The City of Parramatta in western Sydney, Australia, has demonstrated the tangible advantages of ICT enterprise security. By implementing unified access control and automation across 110 city locations, Parramatta enhanced safety and streamlined operations, all managed through a dedicated 24/7 Security Operations Centre. Mo Al Salemi, Security Platform Specialist for the City of Parramatta, noted, “Our core operation, everything we have integrates with ICT Protege GX; that is our foundation.”

This has allowed Parramatta to innovate further, integrating automated systems for public facility bookings like sports clubs or meeting rooms through the council website. “It’s all automated,” said Al Salemi. When users access buildings with valid credentials, lights, HVAC, hot water, AV, and other systems activate on-demand. This approach reduces energy waste while adding convenience for users. By integrating smart solutions, Parramatta has not only achieved operational efficiencies but also reduced utility costs and manual interventions significantly.

a&s Adria: What will ICT focus on in the next 3-5 years in terms of new technologies and market development? What are you plans for the European market?

Napora: We are focused on the customer, which is why updates to the user interface are underway to make it even more user-friendly. We’ve also adopted protocols like OSDP 2.2, functions like signed firmware updates, and use of a secure access module within the reader – which will be available in our upcoming TSL line – so we ensure our access readers are built to withstand the ever-changing security landscape.

But really, the future is going to be built around open technology, so we want to provide the foundation for your access, security, and building automation needs. Our open, unified solution has very well received by the market, and allows us and our partners the flexibility to build a solution that meets the unique needs of end users.

In EMEA, the region is now fully operational and the team continues to grow as we support our growing customer base. We are looking to certain countries to establish coverage and market share before as we onboard the right partners in new territories in the next 5 years, so we can expand and offer full coverage throughout the region.

In parallel, we are working on having the right infrastructure with logistics hubs and building a strong local team to provide localised pre-sales, sales, post-sales, marketing, and operational support.

At Hochiki Europe, we approach challenges by fostering a culture of adaptability and forward-thinking. By closely monitoring changes in industry standards, we can ensure our products and services remain compliant. Additionally, we invest in research and development to create new solutions that not only meet but exceed customer expectations, allowing us to maintain our position as a leader in the industry.

By: Damir Muharemovic; E-mail: editorial@asadria.com

a&s Adria: Can you tell us about your background and experience? How did you come to work with Hochiki Europe?

Simeonova: Thank you for the opportunity to address your readers. I am Petia Simeonova, a Bulgarian native with a diverse and accomplished background. I hold a Bachelor’s Degree in Tourism and Travel and I am proficient in three languages. I have spent the past two decades working in the fire industry and am deeply committed to advancing fire safety. My keen interest in technological advancements has been instrumental in my career. Currently, I serve as the Regional Sales Manager for Hochiki Europe, overseeing clients in 21 Central and Eastern European countries.

a&s Adria: How did you come to work with Hochiki Europe?

Simeonova: My journey with Hochiki Europe began during my tenure at Sectron Bulgaria, one of Hochiki Europe’s top 10 customers and a partner for nearly 30 years. I dedicated more than a decade of my career to working with Hochiki products as the product manager for fire detection and suppression systems. Additionally, I took the initiative to establish Sectron’s training academy for installers, focusing on fire detection and suppression systems. With my extensive knowledge of the fire detection industry and relevant markets, I joined Hochiki Europe as a sales manager in 2016 and had been an esteemed member of the team ever since.

a&s Adria: What do you see as the biggest challenges in the fire safety and detection industry today, and how do you approach overcoming them in your role?

Simeonova: One of the biggest challenges in the fire safety and detection industry today is staying ahead of evolving safety standards and regulations while continuously innovating to meet customer needs. At Hochiki Europe, we approach these challenges by fostering a culture of adaptability and forward-thinking. By closely monitoring changes in industry standards, we can ensure our products and services remain compliant, giving our customers peace of mind. Additionally, we invest in research and development to create new solutions that not only meet but exceed customer expectations, allowing us to maintain our position as a leader in the industry.

a&s Adria: Hochiki Europe has a strong reputation in the fire safety industry. Could you walk us through the company’s history?

Simeonova: Hochiki Europe’s origins can be traced back to the establishment of the Hochiki Corporation in Tokyo, Japan, in 1918. the company quickly became a pioneer in the field by installing the world’s first addressable call point in Tokyo just two years later, in 1920.

As the company grew and gained international recognition for its fire safety and detection solutions, it began expanding its global presence. In 1993, Hochiki Corporation opened its European headquarters in Gillingham, Kent, under the name Hochiki Europe.

Since then, Hochiki Europe has continued to be at the forefront of innovation, designing and manufacturing cutting-edge life safety solutions. Its commercial and industrial fire detection systems, as well as emergency lighting products, are globally recognised for their high integrity and long-term reliability.

With global group sales exceeding £400 million, Hochiki Europe is a wholly independent, multinational, publicly listed company with a vast network of over 1,500 employees. Our expertise extends across five state-of-the-art manufacturing plants, 32 sales offices, and 18 subsidiaries worldwide. This international presence ensures consistent quality, service, and supply for our clients.

a&s Adria: Each year, Hochiki Europe conducts Customer Survey. What were the results from 2024 survey, in terms of positive trends and parts they need improvement?

Simeonova: The 2024 Customer Survey results demonstrated a very positive response from our customers: A significant majority of respondents (95%) agreed that Hochiki manufactures and designs innovative, high-quality, and robust products. Additionally, 93% of participants felt that Hochiki’s current range of fire detection products, accessories, and peripherals successfully meet their needs. Hochiki’s team also received high praise, with 93% of customers finding the team to be helpful. Furthermore, 89% of survey participants acknowledged that Hochiki designs reliable products that help reduce false alarms.

While the 2024 Customer Survey results demonstrated positive trends, Hochiki Europe remains committed to listening to customer feedback and making improvements in areas that may require attention.

a&s Adria: How does the company ensure that its solutions are tailored to the unique regulatory and market needs in different European countries?

Simeonova: To ensure that our solutions cater to the specific regulatory and market requirements of different European countries, Hochiki Europe adopts a customer-focused and adaptable approach. We understand that each market has unique needs, and our goal is to provide tailored solutions that meet local standards and certifications.

Our products are certified to EN54, ensuring a high level of quality and performance. Additionally, we obtain country-specific certifications, such as DBI in Denmark and BOSEC in Belgium, to meet the requirements of each market. This commitment to obtaining the necessary certifications enables us to offer flexible solutions that cater to the unique needs of our customers across various locations.

One notable example of our dedication to tailoring solutions is the availability of 38 different languages on our fire alarm panels. This multilingual feature ensures that our systems are user-friendly and accessible, further enabling us to meet the needs of a diverse range of clients throughout Europe and beyond.

a&s Adria: Having that said, what are the differences between UL, FM, and EN standards in fire detection in general?

Simeonova: There are notable differences between the various fire detection standards used globally. UL and FM standards are primarily used in the United States and some Middle Eastern countries. These standards focus on ensuring the safety and reliability of fire detection and alarm systems, with a strong emphasis on component compatibility, installation, and maintenance requirements. EN standards, such as EN54, are widely used across Europe, the Middle East, Africa, and many other regions. EN54 specifically outlines the requirements for fire detection and fire alarm systems, addressing aspects such as system design, performance, and testing.

The key difference between these standards lies in their geographical applicability and the level of detail in addressing local requirements. Hochiki Europe strives to ensure that our products and solutions meet the relevant standards, offering peace of mind to our customers worldwide.

a&s Adria: Can you present your portfolio in brief? What types of products Hochiki produces and for what purpose?

Simeonova: Hochiki is a life safety systems manufacturer, we produce a number of ranges of equipment for addressable and conventional fire alarm and detection systems, to addressable emergency lighting, waterleak detection systems, specialist area equipment for areas such as marine, railway, and intrinsically safe.

Each system is specifically designed to meet the requirements and standards required. Our addressable range of fire detection equipment and fire alarm panels can be fitted in buildings from shops, to hotels, factories, offices, schools and government installations, as we have a diverse range of products we are able to provide solutions for almost any building.

Hochiki Europe offers a comprehensive portfolio of life safety systems, designed to meet the diverse needs of our customers across various industries and applications. Our products are developed to comply with relevant standards, ensuring reliability and peace of mind. Here’s an overview of our key product categories:

Addressable Fire Detection Systems: Our range of intelligent fire detection systems includes detectors, call points, and control panels. These systems are suitable for a wide variety of buildings and applications, such as commercial, industrial, and government facilities.

Addressable Emergency Lighting Systems: We offer advanced emergency lighting solutions that ensure safe evacuation in the event of power failure or emergency. Our systems include luminaires, exit signs, and central control units.

Water Leak Detection Systems: Hochiki Europe’s water leak detection systems provide early warning of water ingress, helping to minimise potential damage and disruption. These systems are particularly useful in data centres, museums, and other sensitive environments.

Specialist Area Equipment: We also design and manufacture products for specific applications and industries, including marine, railway, and intrinsically safe areas.

At Hochiki Europe, we take pride in our ability to provide tailored solutions for a wide range of life safety requirements. Our diverse product portfolio enables us to meet the unique needs of our customers, ensuring the highest level of protection and peace of mind.

a&s Adria: What product range would you stand out as the most-selling (or flagship) one in the European market?

Simeonova: Our ESP addressable fire detection range coupled with our addressable fire alarm panel (Latitude) would be our most popular product range due to its versatility and ease of use for the engineers, it is a feature rich product range providing false alarm reducing solutions for the end users.

Hochiki Europe’s flagship product range in the European market is our ESP addressable fire detection system combined with our Latitude addressable fire alarm panel. This best-selling product range stands out due to its exceptional features, versatility, and user-friendly design:

ESP Addressable Fire Detection System: Our ESP range of intelligent fire detection devices offers superior performance and reliability. The system includes a comprehensive selection of detectors, call points, and ancillary devices that can be tailored to meet the unique needs of various applications.

Latitude Addressable Fire Alarm Panel: The Latitude fire alarm panel is designed to work seamlessly with our ESP detection range. It offers advanced features for enhanced safety and false alarm management, providing users with a dependable and flexible solution for a wide range of installations.

The combination of the ESP addressable fire detection range and Latitude addressable fire alarm panel is highly valued by engineers for its ease of use and feature-rich design. This powerful, versatile, and user-friendly solution allows us to offer our customers a reliable and effective means of protecting their assets and occupants.

a&s Adria: The 7^th edition of the UL-268 standard has come into force in July 2024. What are the most significant changes it introduced, like a multi-spectrum smoke categorization? And since all manufacturers have been forced to develop a range of new products to meet this new standard, what are the key features of Hochiki’s 7^th edition of conventional smoke and multi-sensors?

Simeonova: The 7th edition of UL 268 represents a significant advancement in fire safety standards, addressing the evolving needs of modern building materials, furnishings, and common causes of unwanted alarms. This updated standard challenges smoke detector manufacturers to create products that can effectively detect fires involving synthetic materials, such as polyurethane foam, and minimise false alarms caused by cooking smoke.

As a result of these new tests and requirements, smoke detectors listed under the previous 6th edition of UL 268 may not meet the updated criteria. Manufacturers must adapt their products to comply with the 7th edition of UL 268 to maintain UL listing.

For consumers and building owners, it is crucial to be aware of these changes and confirm that any newly purchased smoke detectors meet the latest standard. Compatibility between the smoke detectors and the fire alarm control unit should also be verified.

By ensuring compliance with the 7th edition of UL 268, Hochiki Europe demonstrates its commitment to providing the most advanced and reliable fire safety solutions. Our 7th edition conventional smoke and multi-sensors meet the updated UL 268 requirements, offering enhanced performance and compatibility with the latest fire safety systems.

a&s Adria: 64% of respondents in a 2023 research conducted by Red Fox believe that most alarms experienced in the past 12 months are false alarms. What are the main reason of such a high false alarm rate and what is Hochiki doing to prevent it happening?

Simeonova: False alarms in fire detection systems can be attributed to several factors, with environmental influences playing a significant role. In some cases, false alarms may occur due to improper detector selection or oversensitive sensors that are unable to discriminate between actual fire events and transient air conditions. The high percentage of false alarms highlighted in the research underscores the need for advancements in fire detection technology and better detector selection practices.

Hochiki Europe is at the forefront of addressing these challenges by investing heavily in research and development. Our world-class fire test laboratory in Japan allows us to push the boundaries of innovation and create cutting-edge products that enhance fire detection capabilities while minimising false alarms.

Our flagship ACD-EN multi-sensor exemplifies this commitment to innovation. This advanced device combines smoke, heat, and dual carbon monoxide detection elements to accurately identify various fire conditions. Notably, the sensor also employs Reduced False Alarms (RFA) algorithms to monitor the environment, distinguishing between actual fire conditions and transient air changes that may lead to false activations.

By using advanced multi-sensor technology and intelligent algorithms, Hochiki Europe actively contributes to reducing false alarms in fire detection systems. Our dedication to research and development ensures that our products continue to improve, providing customers with reliable, accurate, and efficient fire safety solutions. With products like the ACD-EN multi-sensor, we aim to enhance the overall performance of fire detection systems, ensuring the safety of people and property while minimising unnecessary disruptions caused by false alarms.

a&s Adria: When it comes to fire safety, every second counts. That’s why you presented the Latitude Fire Alarm Control Panel that combines the latest hardware and software to produce an approved control and indication system. What are its greatest benefits and can you give us an example of its use?

Simeonova: The Latitude is a key product in our range, there an many features the Latitude fire alarm control panel brings, the touch screen control providing all the information in a clear and easy to understand format is one of the greatest, often a building user could be required to control the fire alarm system, having a touch screen that provide the correct information with the correct control buttons for the situation is critical.

Other features are the powerful cause and effects allowing the system to provide connections to many 3^rd party systems and also provide special features to further reduce false activations.

The Latitude Fire Alarm Control Panel is a testament to Hochiki Europe’s commitment to advancing fire safety technology. This innovative system combines cutting-edge hardware and software to create a versatile, user-friendly, and powerful control and indication system. Some of the key benefits of the Latitude Fire Alarm Control Panel include:

User-friendly touch screen interface: The Latitude’s touch screen control provides essential information in a clear and concise format, enabling users to make informed decisions quickly during critical situations. This ease of use is crucial when every second counts in fire safety.

Powerful cause and effect programming: The Latitude’s advanced cause and effect capabilities facilitate integration with third-party systems, such as sprinkler systems, access control systems, or HVAC systems. This connectivity enables the creation of customised, comprehensive safety solutions tailored to specific building requirements.

False alarm management features: The Latitude offers various advanced features to reduce false alarms, ensuring a more reliable and efficient fire detection system.

A practical example showcasing the benefits of the Latitude Fire Alarm Control Panel is its application in a large commercial complex with multiple businesses and facilities. In this setting, the Latitude’s touch screen interface allows building managers to easily monitor and control the fire alarm system across different zones. The cause and effect programming enables seamless integration with other safety systems, such as sprinklers and security access controls, ensuring a coordinated response during an emergency. Additionally, the false alarm management features contribute to reducing disruptions to business operations, while maintaining the highest level of safety.

a&s Adria: What does a second-generation of the Ekho hybrid range wireless technology offers?

Simeonova: Hochiki’s second-generation Ekho hybrid range wireless technology offers several advancements and benefits. Some of the key features and improvements include:

Enhanced reliability: The Ekho system utilises a self-configuring mesh network, which ensures continuous and robust connections between field devices and the central control panel. This results in a more dependable and adaptable system that automatically adjusts to changing operational conditions.

Simplified design and commissioning: The Ekho hybrid wireless technology simplifies the design, planning, and commissioning processes for installers, making it easier and faster to implement fire detection solutions in various settings.

Expanded device capacity: The Ekho system supports up to 126 devices connected to a Translator module, providing greater flexibility for accommodating different installation types and sizes.

Improved range: The Ekho system offers increased range and coverage, allowing for more comprehensive fire detection and alarm capabilities within a given area.

As an example, the Ekho hybrid wireless technology can be employed in large, complex environments such as industrial facilities or multi-story buildings. In these settings, the self-configuring mesh network ensures reliable communication between devices, while the increased device capacity and range provide comprehensive coverage for fire detection and alarm systems.

a&s Adria: Last year, the Hochiki revealed new emergency lighting system, FIREscape Nepto. As stated on your website, fire and security teams around the world rate it as one of the best on the market. Why is that?

Simeonova: There are many features that give FIREscape Nepto the edge over traditional systems, in an age where compliance to testing, energy savings and interconnectailty are key FIREscape Nepto can provide all of these. It has the ability to self-test and provide real time information about the luminaires status, the energy savings compared to traditional emergency lighting can be as high as 95% more efficient, the ability to interconnect with other systems such as the fire system allows the ability to provide safer egress from buildings in the event of an emergency.

FIREscape Nepto, Hochiki’s new emergency lighting system, has garnered praise from fire and security teams worldwide due to its innovative features and advantages over traditional emergency lighting solutions. Some key factors contributing to its reputation as one of the best systems on the market include:

Self-testing and real-time monitoring: The FIREscape Nepto system offers automated testing and monitoring capabilities, ensuring continuous compliance with safety regulations. This feature reduces the need for manual inspections and helps to identify potential issues promptly, enhancing overall system reliability and safety.

Energy efficiency: The FIREscape Nepto system is up to 95% more energy-efficient than traditional emergency lighting systems. This significant reduction in energy consumption not only lowers operating costs but also contributes to a more sustainable, environmentally friendly solution.

Interconnectivity with other systems: The ability to integrate FIREscape Nepto with other fire safety systems, such as fire detection and alarm systems, allows for a more comprehensive and effective emergency response. This integration ensures safer egress from buildings during critical situations, protecting occupants and property.

Scalable and adaptable design: The FIREscape Nepto system’s flexible design enables it to accommodate various installation requirements, making it suitable for a wide range of building types and sizes.

An example highlighting the benefits of the FIREscape Nepto system is its use in a large, multi-story office complex. The self-testing and real-time monitoring features ensure continuous compliance with safety regulations, while the energy-efficient design significantly reduces operating costs. Interconnectivity with the building’s fire detection and alarm systems allows for a coordinated response in case of emergencies, promoting faster and safer evacuation of occupants.

a&s Adria: Aside from the ones mentiones, what other key technological innovations Hochiki introduced recently to improve fire detection and safety?

Simeonova: Hochiki is constantly striving to innovate and develop new technologies to enhance fire detection and safety. In addition to the FIREscape Nepto emergency lighting system and the ACD multi-sensor, some other recent technological innovations from Hochiki include:

Visual Alarm Devices (VADs): Hochiki has introduced a range of Visual Alarm Devices (VADs) that comply with the latest standards for visual alerts in fire detection systems. These devices provide visual indications of an alarm, in addition to audible alerts, to ensure that individuals with hearing impairments or those in noisy environments are adequately alerted during an emergency.

Advanced Fire Detection Algorithms: Hochiki continues to refine and enhance its fire detection algorithms, improving the accuracy and reliability of its fire detection systems. These advancements help to minimise false alarms while ensuring rapid detection and response to actual fire events.

a&s Adria: Could you share a recent case study where Hochiki Europe’s products or solutions made a significant impact on a customer’s safety and operational efficiency?

Simeonova: I will give the example of the Unity Theater in Liverpool, which in 2003 moved to its permanent home in Hope Street – a former synagogue built in 1957. This unique space, once a place of worship with 450 seats, now serves as a theatre. Given that the evacuation lighting system is outdated, technical director Xenia Bayer knew that its replacement would not be an easy task. They decided on the new FIREscape Nepto system, whose characteristics were perfect for that environment: intelligence and self-sufficiency, because there are no more tedious lamp replacements or manual system checks since the system runs self-tests, stores reports and alerts owners to all maintenance needs, then energy efficiency and adjustable light levels, which can be very important in stage environments when it is necessary to darken the scene when actors enter or exit. The project was carried out in cooperation with the installation company Grainger Fire and Security, experts with more than 40 years of experience in the industry.

a&s Adria: What will Hochiki Europe focus on in the next 3-5 years in terms of new technologies and market development?

Simeonova: Whilst providing specific details is commercially confidential we can reiterate Hochiki Europe’s ongoing commitment to research and development is evident, as the company continues to push the boundaries of fire safety technology. Over the next 3-5 years, Hochiki Europe is focussing on a number of areas including:

1. Advanced Detection Technologies: We will continue to invest in developing innovative fire detection technologies, such as enhanced sensors, algorithms, and AI-based solutions, to improve accuracy and response times.
2. Connectivity and Integration: We will emphasise the development of interconnected, integrated systems that work seamlessly with other fire safety and building management technologies.
3. Regulatory Compliance: We’ll ensure that its products and systems meet or exceed evolving regulatory requirements, such as the 7th edition of UL 268, to ensure ongoing compliance and safety.
4. User Experience: We will lead the design and development of user-friendly interfaces, simplified installation processes, and easy-to-understand systems, making it easier for building owners, facility managers, and fire safety professionals to implement and manage fire safety solutions.

The acquisitions of Axis and Milestone by Canon have allowed us to offer a comprehensive portfolio of security products, software, and services. Collaboration and integration between these companies provide customers with a seamless and advanced security solution, combining the strengths of each entity

By: Damir Muharemovic; E-mail: editorial@asadria.com

a&s Adria: Mr. Mazel, you are a highly accomplished professional in the imaging industry, with a career that spans continents and countries. What roles have you held throughout your career?

Mazel: Thank you for the opportunity to address to your readers. As you said, I have a strong background in sales, engineering, project management, and team leadership in the field of professional imaging. I’m working for Canon where I oversee B2C Product Management & Professional imaging solutions business sales in Central & Eastern Europe. As a Canon employee, I’m dedicated to deliver innovative solutions to serve our customers from the 4 key vertical sectors, Government, Industry, Education and Media. I think my ability to understand market dynamics, identify opportunities, and build strong relationships with clients has been instrumental in my carreer.

a&s Adria: Before we move on to your security portfolio, tell us about Canon’s security business in markets you cover, especially Southeast Europe. Which countries and verticals do you focus on, how many people and offices do you have, from which offices are covering the Western Balkans region, are you satisfied with the results or do you feel there is room for improvement, etc.?

Mazel: Canon’s security business in the markets I cover, including Eastern Europe, focuses on countries such as Romania, Bulgaria, Greece, and of course the Adria region, with a particular emphasis on verticals like government & industry. We have a dedicated sales & marketing team in each country and a strong network of regional sales engineering product specialists who oversee pre and post sales. Our offices cover the Central and Easter Europe region effectively. We are constantly improving our market presence to ensure a very high standard of customer satisfaction.

a&s Adria: Canon made a huge impact on the security industry back in 2014 and 2015 by acquiring Axis and Milestone. Up to this day, I haven’t read a detailed explanation of how your portfolios of products, software, and services complement each other, nor of the way you collaborate and gain market value. Can you explain these issues, with emphasis on the added value customers gain by having three large companies under one umbrella?

Mazel: The acquisitions of Axis and Milestone by Canon have allowed us to offer a comprehensive portfolio of security products, software, and services. Our collaboration and integration between these companies provide customers with a seamless and advanced security solution, combining the strengths of each entity to deliver added value and innovation to our customers.

a&s Adria: Aside from the Consumer portfolio, which is now branded under the Axis., Canon offers a Professional type of video surveillance and monitoring products. What is it consisted of and what latest surveillance products and solutions would you stand out?

Mazel: Canon offers various types of software and hardware video surveillance and monitoring products. Professional portfolio is intended for a dedicated, niche audience. Our latest surveillance products and solutions feature advanced technologies such as the Canon Ultra-High Sensitivity Camera MS-500, one of the most powerfull cameras in the world, which enables you to see in color at night like during the day without infrared due to our advanced technology with 4,000,000 ISO. You can use very powerful tele-objective and see somebody in the dark up to one or two kilometers. It is intended for army, police, surveillance, boats, big factories. With a 1-inch type Single-Photon Avalanche Diode (SPAD) sensor, designed and made by Canon, it outputs full-colour, Full HD footage with low noise in a wide variety of low-light environments for long range security and monitoring applications. MS500 was nominated by Times Magazine as one of the best inventions of 2023 – The Most Powerful Camera.

On top of MS500, our portfolio includes ME20F-SH, ME20F-SHN, and ML105EF mostly dedicated to industry, due to their small size and different range of connectors, that allows really easy integration in industry surveillance. They offer low-light performance, remote control compatibility, and lens mount options to support EF, M58 and B4 mount lenses. That’s why these ultra-low-light video cameras are perfect for short or long-range monitoring applications.

Multi-Purpose Network Camera ME20F-SHN is a professional Full HD network camera offering superb low light performance from a 2.26MP CMOS sensor and an ISO up to 4 million. It can record Full HD colour video in almost total darkness (min. illumination 0.0005 lux) plus networking and remote control capability for critical surveillance applications.

The ML-105 EF is a modular Full HD video camera, designed for government, defence and security use. Featuring a 35mm Full Frame CMOS sensor with an ISO range of up to 4 million, it is also a camera that can see in the dark. At 76 mm x 76 mm x 112 mm, the ML-105 EF boasts a compact design and weighs just 775g, making it highly flexible for drone use and other various applications.

a&s Adria: You mentioned that your flagship MS500 camera uses 1.0-Type SPAD sensor. How can it achieve such a high sensitivity?

Mazel: When a photon strikes the sensor, an electron is generated, this triggers a chain reaction or “avalanche” of electron production. This photon is converted to an electric charge, the SPAD sensor then amplifies the charge by a million times with a phenomenon called the ‘avalanche multiplication’, causing a large current to flow instantaneously. This large current is read out as a voltage signal in the form of a train of pulses corresponding to individual photons. This SPAD sensor’s unique light sensing technology can achieve incredible low-light performance.

a&s Adria: Real-time image adjustment, multi-streaming, and sophisticated video analytics are a suite of capabilities that Canon surveillance cameras offer. How do these technologies help to diligently process, monitor, and flag potential security breaches that translate into powerful evidence?

Mazel: Canon surveillance cameras offer real-time image adjustment, multi-streaming, and sophisticated video analytics capabilities that help to enhance security monitoring and detection of potential breaches. These technologies enable efficient processing, monitoring, and alerting of security incidents, providing powerful evidence for investigation and response. Real-time image adjustment is a kind of automatic reframing of video feed. Video analytics capabilities reffer to the algorithms for object detection, line crossing detection, counting people and activating alarms if the threshold is crossed, etc. Multistreaming means having multiple feeds and combining them into one to calculate the percentage of risk.

a&s Adria: “The pandemic has pushed the industry to advance its virtual and remote production capabilities to support smaller crews or even stand-alone operators,” said Ryan Kamata, European Senior Product Marketing Manager at Canon Europe. Since a lot of customers are looking for solutions that can decrease their workload, you offered a multi-cam setup using your PTZ cameras and XC protocol. Tell us more about it, and how it works, and give us an example of its use.

Mazel: Our multi-cam setup using PTZ cameras and XC protocol offers a flexible and scalable solution for remote production and monitoring. This setup allows users to control multiple cameras from a central location, enabling efficient operation with reduced manpower. With the launch of our PTZ cameras back in 2019 and the development of the XC IP procotol we have a full ecosystem of IP technologies, providing infrastructure for government, industry, media, and corporate organizations.

I will give you an example of multi-cam setup in Serbian parliament. Since the pandemic, the need to broadcast democratic processes increased. Before, we used cameras only for securing government organisations but now the public demands streaming of the parliament sessions. So we are providing solution with multiple PTZ cameras and a very small number of operators because they are automated. Also, students can join e-learning, then meeting rooms have PTZ cameras for easier collaboration.

a&s Adria: Today’s businesses store and share information across platforms and locations, making it harder to safeguard. Canon’s holistic approach to information security ensures that information is safe whenever they are accessed, managed, and processed. What does this holistic approach entail?

Mazel: Canon is a leader in the IDC marketscape for print and document security solutions and services, as well as in the Quocirca print security landscape. Our solutions and services help to secure all documents and sensitive data, regardless of format, throughout their lifecycle. Our technologies are built to be secure by design and have been checked against the highest industry standards. Canon’s holistic approach to information security ensures that wherever information is accessed, managed and processed, it’s still protected.

a&s Adria: When addressing information security, Canon uses the term “360-degree device security”. What latest security features is your print and scan portfolio equipped with to safeguard critical data in every stage of document workflow?

Mazel: Canon’s print and scan portfolio is equipped with the latest security features to safeguard critical data in every stage of document workflow. The devices offer categories of features including secure authentication, encryption options, anti-tampering and inbuilt monitoring which work together to provide 360-degree protection against security threats.

a&s Adria: Canon’s Digital Transformation Services is an ecosystem of hardware, software, and services that can support a business’s digital transformation journey. Information security is at the heart of your approach. Are your devices, software, and services equipped with features that help meet security and compliance requirements?

Mazel: We incorporate the necessary security features into our products and services from the development stage, based on the trends in technology led by government entities, industry groups and software vendors on a global basis. We utilize methods such as review-based checks and vulnerability tests to mitigate related risks, with a secure development process positioned as a vital part of development.

a&s Adria: Can you name some important projects you worked on lately?

Mazel: Security projects are a bit difficult to discuss, but I can tell you that various police departments and government agencies are using Canon hardware and software solutions, including ME cameras, binoculars, and PTZ cameras, across the Adriatic region. We are also proud to have among our customers numerous companies, including factories.

a&s Adria: What can we expect from Canon shortly? What technologies and services are you currently working on? Mazel: Canon aims to create new technologies in its four business groups of Printing, Imaging, Medical and Industrial Equipment. Recently our company has been focusing on the development of fundamental technologies such as cutting-edge SPAD sensors, photon counting CT, image processing technology that utilizes deep learning, next-generation technology for commercial printing, and nanoimprint lithography, that can be the source of business creation, being applied and utilized for various purposes.

a&s Adria: You exhibited at recently held Adria Security Summit in Sarajevo. Do you think it was a good opportunity to reach out to new partners and customers?

Mazel: We are exhibiting at the Adria Security Summit for the third consecutive year now, as we feel it is very important to connect with key decision makers from small, medium and large enterprises who act as planners of development of security and protection of corporate assets and employees, as well as representatives of government security agencies and local and regional administrative authorities.

It’s hard to single out a specific product or solution, as each XPR device serves its unique purpose. However, we are proud of our latest XPRO and XSmart reader lines, which can easily integrate into existing systems and communicate across various protocols

Razgovarao: Damir Muharemović; E-mail: redakcija@asadria.com

a&s Adria: Mr. Andevski, could you briefly introduce Dimal: when did you start operating, which brands do you distribute, and in which countries?
Andevski: Dimal Security was founded in 1995. We specialize in designing and implementing physical security systems. We mainly operate in North Macedonia, but recently we have also expanded across former Yugoslav territories. We represent several global brands for access control, alarm, fire, and video surveillance systems. We are particularly proud of our DACTA web application for time and attendance management, which we continuously upgrade based on client needs and global trends. The app works with multiple brands, is available in several languages, and has already reached the European market. We are also testing the DACTA mobile app, which will facilitate time and attendance management for hotels, apartments, and companies via mobile ID.

a&s Adria: You are the authorized dealer of the XPR brand. Why did you choose this brand?
Andevski: Yes, Dimal Security is the authorized dealer of the XPR brand for North Macedonia. Our partnership has lasted several years. We chose XPR because their technology and innovations are far ahead of others. XPR develops and manufactures all devices on its own, including software. This allows us to adapt to our client’s needs and requirements easily. After successful work in North Macedonia, XPR Group offered me the role of Regional Sales Manager for Southeast Europe. This was a great opportunity to introduce the brand beyond our borders and present regional companies with XPR’s innovative technologies and solutions that can enhance client security.

a&s Adria: What does the XPR portfolio include, what kinds of devices, and for what purpose?
Andevski: Founded in 1986 with a vision to revolutionize access control solutions, XPR has established itself as a leader in the security industry, offering innovative and reliable products tailored to diverse business needs worldwide. XPR provides a comprehensive range of access control solutions aimed at enhancing security and operational efficiency.

For example, the Web Server allows system setup, programming, management, and monitoring of the access control systems via the internet on a smartphone, tablet, or computer. Its intuitive web interface eliminates the need for downloading management software. You can choose controllers and readers for 1, 2, or 4 doors with bidirectional RS-485 bus across various technologies (biometrics, RFID, keypad). Our most complete access control system is the online option that can integrate time and attendance, video surveillance, fire alarms, etc. It is available with PROS CS client/server software with Access and SQL databases. It includes a wide range of Wiegand readers with various technologies (biometrics, RFID, keypad, radio).

The standalone option offers simple installation management, while setup and programming are also very straightforward. It requires no additional controllers or wiring. Setup, management, and changes are performed directly on the reader. Our standalone readers can provide high security or additional relay functions thanks to our range of remote relay units.

Finally, the offline option enables the management of large-scale access control systems with multiple doors and users, reducing installation time and cabling needs. These solutions are more affordable than online systems as they require no controller or Ethernet network and can manage unlimited locations and users via simple PROA MS software.

XPRO and XSmart Readers
a&s Adria: Which product would you highlight as the most popular and suitable for our markets?
Andevski: It’s hard to single out any one product, as each XPR product has a distinct purpose. However, I can say we are proud of our latest XPRO and XSmart reader lines, which can seamlessly integrate into existing systems and communicate via Wiegand, RS485, and OSDP protocols, while also reading all MIFARE cards. They also come equipped with a Mobile ID and are easy to configure through our free software and built-in Type-C port. These readers can be applied wherever security needs to be increased without replacing the entire system or when there’s a need to switch from standard to encrypted card systems. This is exemplified by XPR’s XSecure cards, which feature unique IDs, ensuring each card has a different key, with communication secured through AES and key diversification, making it impossible to decrypt

a&s Adria: What would you highlight to potential partners as XPR’s main advantage?

Andevski: XPR offers potential partners and distributors several advantages. First, there’s an innovative and wide range of access control products, from keypads and readers to wireless systems, all designed with the latest technology. Additionally, its time and attendance systems are tailored for accurate time and attendance management and easy integration with HR systems. XPR solutions are adaptable and flexible. They can also easily adapt to specific needs across various industries (corporate offices, hotels, hospitals, etc.).

The devices are made of high-quality materials for long-lasting performance, with a strong emphasis on research and development. Ongoing R&D investments ensure that XPR products stay ahead of industry trends, allowing partners access to the latest technology.

Lastly, XPR offers comprehensive training and certification programs for its distributors, with technical teams available for any installation or troubleshooting inquiries. There’s also marketing support, attractive margins for partners, and quantity discounts.

Datapath has customers in more than a hundred countries on five continents and covers industries such as professional audio and video, military, education, security and healthcare. Over the past decade, we’ve charted a new course toward IP audio-video control technologies. This has led to solutions for multi-screen video walls, small and medium-sized video walls in business environments and command and control rooms of any scale

Razgovarao: Damir Muharemović E-mail: redakcija@asadria.com

 a&s Adria: Can you introduce yourself to our readers?

Von Kondjelic-Gorcey: Thank you for the opportunity to address your readers. I am Vladimir von Kondjelic-Gorcey, the Sales Manager for the DACH region, Eastern Europe and the Western Balkans at Datapath. I have over twenty years of experience in the AV and IT industry. Before moving to Datapath in 2000, I worked as a Technical Editor and Sales Manager at Eyevis, and then as a Sales Manager at Barco for the DACH region.

 a&s Adria: Can you provide a brief overview of Datapath and its core business areas?

Von Kondjelic-Gorcey: Datapath is a world leader in control technologies for creative multi-display video walls, small- to medium-scale video walls in enterprise collaboration environments, and command and control room video walls of any scale. Founded in 1982 and now distributing across 5 continents, Datapath has customers in more than 100 countries Worldwide: covering multiple industries such as professional audio and video, military, education, security, and health care.

a&s Adria: How does Datapath differentiate itself in the video wall, control room, and visual solution industry?

Von Kondjelic-Gorcey: Datapath has over 40 years experience in delivering cutting edge video solutions to businesses across the globe. With our in-house R&D, design, manufacturing and quality control teams, we provide the latest, innovative solutions to the marketplace. Datapath solutions are used in high-end applications around the world – from government offices to defence, utilities and blue light organizations.

a&s Adria: What are the key features of your Aetria control room solution, and how has it evolved since its launch?

Von Kondjelic-Gorcey: Over the past decade, Datapath has charted a new course towards AV-over-IP control technologies. This, in turn has seen solutions designed for creative multi-display videowalls, small- to medium-scale videowalls in business environments and Command and Control rooms of any scale – a prime market focus for Datapath and its latest Aetria solution.

Today, operators can oversee numerous 4K monitors, adding up to a similar pixel density as a large wall. With such a personal videowall, the operator will be more engaged in the detail and the clarity of information because they are interacting with that media. Due to viewing distance, walls tend to be HD in resolution and the operator workstations are often 4K. The size of the wall in today’s control rooms is just as important as the actual resolution, so the trend has taken us from cubes to LCD panels and onto direct view LEDs, which are essentially a large blank canvas of pixels allowing for bezel free, flexible displays containing the most essential sources.

Data volumes are huge and need to be managed effectively. With minimum latency, Datapath’s Aetria Workstation provides a unique ‘bespoke video wall’ ability to operators, allowing them to display whatever sources they need on their desktop display, however they wish to see them. The benefits of such personalized displays are clear – operators can focus on their specific task with only their relevant information, and can share any content on the larger video wall when necessary (user rights permitting, of course).

The recent introduction of its Aligo TX100 4K KVM solution gives Datapath the capability to offer operators seamless control of their content. The demand for better quality is a perennial requirement, and new Datapath developments have allowed 4K sources to be delivered to walls and workstations without the challenges of major compression.  10G networking means that multiple HD sources can be sent across a single wire and 4K sources can be delivered where they need to be with extremely little latency.  Systems are now able to provide not only the 4K feed but also encoded versions of it so that the pristine quality version can go to the control room and a slightly lower quality one can be presented elsewhere, such as a crisis room, where 1080p is quality enough.

Another of Datapath’s latest product launches – Aetria Touch – allows operators to manage their Aetria environment from a 10.5” tablet for even easier, faster display management. Screen layouts can be easily saved, accessed with full selection of sources available at the touch of a tablet.

a&s Adria: Can you elaborate on the capabilities introduced with the Aligo and Arqa AV-over-IP solutions?

Von Kondjelic-Gorcey: The adoption of Audio-Visual over IP (AVoIP) technology continues at a pace, playing a crucial role in ensuring seamless communication and efficient operations. AVoIP enables transmission of high-quality audio and video signals over an network infrastructure, allowing for real-time monitoring, collaboration, and decision-making.

AVoIP, with or without keyboard, video and mouse (KVM) functionality, is replacing basic video matrix switching and at the same time enabling connectivity with remote workers and between control centres.

How operators are able to view that data is also evolving, as more control rooms are opting for larger workstations with more data sources available for individual operators, to provide better situational awareness at an individual operator level.

Meanwhile, larger video walls for the whole control centre are being replaced with smaller video walls and/or individual large displays for sharing between smaller groups of operators.

This is where Datapath’s Aligo and Arqa transmitters and receivers are integrated with Aetria to enable full AVoIP with KVM functionality. Anything, anywhere, with complete content control.

a&s Adria: Can you provide more details about the security features of your VSN controllers?

Von Kondjelic-Gorcey: Security is a prime concern for any Datapath applications. We ensure that all point-to-point content is TLS-encrypted at both ends for maximum protection. This is the same level of encryption used by military organizations.

Furthermore, with our latest VSN V3, the chassis has also been redesigned, optimizing airflow to improve heat management and reduce noise. This new design, along with a new platinum rated redundant power supply, makes this the most efficient VSN to date. The new chassis also includes hot-swappable fans, enabling uninterrupted 24/7 use and maintenance in the most critical installations.

a&s Adria: Can you discuss the advancements in your video wall technology and its impact on control room operations?

Von Kondjelic-Gorcey: However, as good as a control room is – be it in design or the technology used – it is the operators who define how efficient operations inside, and outside, the control room are in times of need. Providing these operators with instant information-sharing tools is critical in ensuring decisions and actions are made as soon as possible to eliminate risks to resources, security and, potentially, life itself. With minimum latency, Datapath’s Aetria Workstation provides a unique ‘bespoke video wall’ ability to operators, allowing them to display whatever sources they need on their desktop display, however they wish to see them. The benefits of such personalized displays are clear – operators can focus on their specific task with only their relevant information, and can share any content on the larger video wall when necessary (user rights permitting, of course).

a&s Adria: How is Datapath addressing the scalability and future-proofing of traditional control rooms?

Von Kondjelic-Gorcey: From its inception, Datapath’s Aetria has been designed to be scalable to Control Rooms of any size. Not only can it be applied to operations from the smallest to the largest organizations, it can also work in harmony with legacy hardware from other manufacturers – via an API port – allowing end users to upgrade in stages if required.

a&s Adria: How has the shift towards remote work impacted security protocols in control room environments?

Von Kondjelic-Gorcey: Mission Critical operations have not been affected by the WFH trend, for obvious reasons.

a&s Adria: What role do artificial intelligence and IoT play in your current product offerings?

Von Kondjelic-Gorcey: The talk of AI surrounding Audio Visual solutions is often over-exaggerated. Aetria allows automatic switching to certain display templates in pre-set situations, but this is down to software and programming. Artificial Intelligence will, I’m sure, play a bigger part in operations in the future.

a&s Adria: Can you discuss any partnerships or collaborations Datapath has formed to enhance the security aspects of your solutions?

Von Kondjelic-Gorcey: Datapath has formed several strategic alliances with key partners in the security space. Exhibiting worldwide, we partner with security console providers such as Fountainhead and Poly-M along with display manufacureres such as Absen and Planar. These alliances allow customers to see fully operational solutions at demo centers and how all components work in harmony.

Furthermore, Datapath technology is also licenced to work alongside key security platforms such as Milestone and Genetec, with no ‘alt/tab’ between platforms required.

a&s Adria: How do you stay updated with the latest security trends and integrate them into your products?

Von Kondjelic-Gorcey: We work very closely with our partners and end-users, from initial planning to full side-by-side commissioning service. These relationships allow us to receive feedback directly from the source. The concept of Aetria came from industry feedback and our R&D department is largely driven by what the market requires and what we can develop to meet those needs.

a&s Adria: Can you describe the training and resources available for clients to ensure they maximize the security features of your products?

Von Kondjelic-Gorcey: The benefits of Aetria are plentiful and investment in training is a priority in users getting the most from our technology. Along with our online one-to-one training sessions, Datapath has demo suites and training centers all over the world. Offering AVIXA-approved courses, the latest of these has just been opened at the Mindstec Experience Center in Dubai. Here, visitors can see a fully operational ‘replicated’ Control Room and learn how Aetria works in various vertical markets – including defence, cyber security, utilities and oil & gas.

a&s Adria: What are the main challenges and opportunities you see in the Adriatic market for Datapath? Can you highlight some key projects Datapath has been involved in within the Adriatic region market?

Von Kondjelic-Gorcey: The Adriatic market is a growing market. The redoing and expanding of the infrastructure in the region is one of the biggest opportunities. The challenges of the region are the budgets and the missing bigger projects as references. We provided control room solutions to the Police in Belgrade. We also provide control room solutions to the Air Control Slovenia for the technical department and controllers to the Croatian Ministry of Defense.

a&s Adria: Tell us a couple of words about yourself and your previous professional experience?

Schapmann: Thank you for this opportunity to address to your readers. I am Nils Schapmann, Portfolio Director at primion Technology GmbH. Before that, I have performed the role of Director of Business Development since January 16, 2023, when I joined the company. During this past year, my responsibilities included defining, planning, implementing and managing medium- and long-term strategies and concepts in the areas of product management, marketing and communications, as well as documentation and knowledge management for access control, time and attendance, and physical security information management (PSIM). Previously, I have worked for Rohde & Schwarz for the past twelve years in various positions, including Business Development APAC, Project Management as well as Product Management Cybersecurity.

 a&s Adria: Where do you see your responsibilities in your role as Director Portfolio?

Schapmann: The primion Group is in a solid position and we are currently experiencing a very high order intake with a good margin, which guarantees continued development. As Portfolio Director, I support this and see it as my responsibility to lead the company into the future. This includes synchronizing and realigning our product and solution portfolio to remain flexible and responsive to market needs. Our new software platform offers significantly more configuration options than the market standard, while at the same time maximizing standardization. Primion will continue to develop its portfolio and expand its core business of Access Control to open up new market segments. We will know how to exploit the resulting synergies.

 a&s Adria: Could you briefly introduce primion Technology?

Schapmann: Primion is an international company group which has been developing and installing innovative solutions for Integrated Security Systems, Access Control systems and modern scenarios for Time & Attendance and Workforce Planning since 1995. In providing software and hardware, we make a significant contribution to the protection and security of our customers, while re-optimizing and effectively structuring their internal processes.

Our extensive reference list includes internationally active and well-known companies as well as specialized SMEs. These include for example Telenor, Croatian Telecom, public authorities, DB Schenker, ITENOS, Bombardier, The British School of Brussels, Hamburg-Eppendorf University Hospital, NORMA Sarrebourg, some ministries, the German Armed Forces and different airports like Frankfurt.

a&s Adria: Please tell us more about the main benefits when working with Primion?

Schapmann: Our strategy, which has been successful for decades, is based on a one-stop-shop policy. As we invest significantly in our own software and hardware development, we are able to react flexibly to market requirements and comprehensively realize customer wishes. We also produce our own hardware and employ a proven team of experts for on-site consulting, installation and support and maintenance after successful commissioning of the solutions integrated into the existing systems.

Our customers and partners can rely on the entire value chain and have a single point of contact for their complex systems. Because we provide intensive monitoring throughout the entire process, we are always informed about the current status of the project and our customers save time, money and nerves, which they need for their own business.

We are very proud of the fact that we have been working with very loyal and successful partners internationally for decades. In this way, we guarantee maximum support in all countries while at the same time taking account of special needs.

a&s Adria: How do you evaluate the ongoing efforts to standardize access control, and what impact do you foresee these efforts having on the industry?

Schapmann: I am a big fan of standardization where it makes sense. Good examples are the communication protocols OSDP and OSS (MA) which will make the use of 3rd party hardware a lot easier. As in every other industry the added value moves more and more from hardware to software. Even in our industry the number of hardware manufacturer will decrease the next years.

a&s Adria: What are the key features of the mentioned core business of Access Control? How does it assist businesses in managing and regulating access for employees, suppliers, and business partners?

Schapmann: The clear and user-friendly management of all access rights in a single system ensures that people and assets are protected at all times. The customer can flexibly customize the rights themselves and thus react quickly, e.g. if a badge is lost and needs to be blocked, e.g. in case of loss or manipulation. “prime WebAccess” from Primion is based on the latest technology and has proven itself worldwide.

a&s Adria: That sounds interesting. Could you give us some more information about flexibility and scalability?

Schapmann: The first thing you need to know is that every company and every customer has completely different requirements for an Access Control system. While it is sufficient for one company, for example, to secure only the laboratory and the executive office against unauthorized access, a group with several properties and a high-security wing requires completely different solutions. All our solutions are based on a modern license management. The customer only pays for the applications he is interested in and based on the size of the company: “prime WebAccess” is capable of growing with our customers.

Individual doors are secured by online/offline scenarios with locking cylinders in pKT (prime KeyTechnology), the access rights for which are updated on the master reader directly in the access medium. At the same time, the access authorizations for the main entrance doors are similarly managed in the same software; the readers for these are also developed and produced in-house.

In parallel, personnel locks, turnstiles or the entrance to the underground car park can also be integrated into the system. And for all of this, the user only needs a single ID card for which various access authorizations are stored: The cleaning staff can enter anywhere, but only for a limited time, the accountant has no access to the research laboratory, the trainee is not allowed in the manager’s office, etc.

a&s Adria: Can you elaborate on how Primion’s security management system combines security-relevant systems such as fire alarm technology, intrusion alarm technology, and access control into a cohesive solution?

Schapmann: If companies have high security requirements, or when properties are spread over a large area or even several locations, it is more effective and safer to control all security-relevant applications centrally in order to maintain a complete overview at all times. This can save lives in an emergency and protect valuable stock from being destroyed, for example in the event of a fire.

We can guarantee this with our prime SecurityManagement (pSM), a software developed in-house for the centralized control and integration of all systems such as burglar alarms, flood detection, perimeter protection, video surveillance, fire alarms and so on.

With our prime “pSM”, video surveillance, access control as well as intrusion and fire alarm systems are centrally bundled, monitored, controlled, and evaluated on one single user interface. Potentially dangerous situations can be identified at a glance and, thanks to automated processes, critical events in and around the building can be responded to immediately and optimally. Combining different applications into one system allows to gain an immediate overview of the entire situation rather than being informed about separate alarms which might seem unrelated.

a&s Adria: To gain a better understanding, could you provide an example? How did for example Primion’s security management contribute to increasing operational security at Frankfurt Airport?

Schapmann: A smooth-running hazard management and access control system must prevent manipulations that could be dangerous to airport security, passengers, or aviation safety. Smooth operations must be guaranteed at all times – even with high passenger volumes.

Fraport, the company that operates the Frankfurt airport, is one of our biggest customers. Our system supports in handling 70 million passengers per year in 160,000 flights at 170 gates managing 81,000 user rights for 70 nations in 450 departments. “pSM” is controlling authorizations with 4,000 access control readers.

But to keep it simple for all industries: Imagine the security officer in a company having to check in different systems at the same time whether the fire alarm in Hall 115, which is around 15 kilometers away from his own location, is a false alarm or if there really is a fire. To do this, he has to switch to another system that manages the video camera and display the images on the screen. This shows that there really is a fire. He quickly picks up the phone to alert the emergency services. In the meantime, however, valuable minutes have passed and most of the valuable raw materials stored there have already been burnt because the sprinkler has not started due to an unrecognized technical fault. And he has no idea how many people are in the burning warehouse. At the same time, the fire threatens to spread to neighboring buildings.

This horror scenario is not made up out of thin air, but is unfortunately a frightening reality. With Primion’s “pSM”, however, all safety-relevant processes are automated: the sprinkler malfunction was recognized and rectified in advance, the smoke detector reports the fire, video surveillance confirms the alarm, escape routes are opened at the same time and the fire brigade and emergency services are automatically alerted in parallel. At the same time, the security officer, the head of logistics and the CEO receive a message on their mobile phones so that they can react.

For a possible evacuation, a list is printed out with the names of the people who are in the building and who have been requested by the voice alarm to go to the assembly point. This ensures that no one will be forgotten.

However, the scenario described here is just one example of what our prime SecurityManagement do, as every company has different requirements that need to be covered. In addition, ”pSM” can also easily and securely integrate existing systems into the overall system at any time using special interfaces.

a&s Adria: What about Primion’s Time and Attendance solutions? How do they address the different needs of organizations with different employee sizes, several working environments and mobile solutions?

Schapmann: Our customers rely on our proven and user-friendly software “prime WebTime” and our hardware, such as the modern and innovative Advanced Data Terminal (ADT), using ID cards or the biometric application fingerprint for identification purposes. Software and hardware are state-of-the-art and can be configured to meet the needs of small, medium and large companies as well as specific regional rules and regulations. All time stamps are recorded digitally and managed centrally.

The software expertly manages various time models such as late shift, public holiday allowance, or part-time work. It seamlessly interfaces with all common wage and salary programs to ensure precise accounting of recorded times. The process remains the same, whether working hours are booked on a stationary terminal in the company, on a laptop, PC, or a smartphone.

Intuitive scenarios guarantee that users have a comprehensive overview of their recorded working hours, absences, and remaining leave days. Additionally, they can apply for leave directly within the application, and the line manager can either approve or reject it immediately. Alternatively, a multi-stage workflow can be established if multiple individuals need to decide on requests. The recorded data is furthermore the basis for statistics and analysis, and the operating data recording module can be used for project post-calculation.

The Primion time recording system seamlessly integrates with the access control system if needed. When an employee enters the company premises, their ID card is presented to the Access Control reader, which grants access based on the stored authorization and simultaneously records the access booking in the system as the start of the working time. The same process applies when leaving the premises or building.

The Primion solution also offers employers and employees flexible and transparent processes for various work scenarios, such as home office, shared desks, co-working, time and location-independent working, and situations where physical distancing from the employer is necessary.

a&s Adria: Primion’s SaaS approach aims to provide high secure and scalable solutions. How do you guarantee this?

Schapmann: Perhaps the first thing we need to explain is what SaaS means. Software as a Service (SaaS) is a model where the software is licensed on a subscription basis and hosted centrally. This forward-thinking model offers many benefits by saving customers time and money. SaaS is also known as ‘on-demand software’ and web-based/hosted software. The software provider is responsible for maintaining the operation and maintenance of the software.

Primion provides high-level hosting services while minimizing the risk of data loss or unauthorized disclosure. Our experts can greatly reduce the occurrence of cyber-attacks through the network and errors in the ‘human interface’, by effectively managing the complex security requirements of existing systems. This system offers customers a secure and convenient way to access the latest updates for their application around the clock, with minimal administrative effort. It also helps to reduce energy costs and free up space for other purposes by eliminating the need for servers or storage space. Furthermore, it simplifies database and license administration, enabling the IT department to concentrate on other important tasks.

At Primion, we are proud to guarantee exceptional availability for our customers. Our cutting-edge technologies and optimal hosting conditions ensure that our availability is often higher than that of our customers’ own sites.

a&s Adria: What is the current status of Primion, and what are your plans for the company’s future development?

Schapmann: We are thrilled to introduce our new software platform “MyPrimion”, which offers an unparalleled range of configuration options that surpasses the market standard. At the same time, we have ensured maximum standardization to provide a seamless user experience. Our ultimate objective is to expand our core Access Control business to address new market segments and leverage the resulting synergies. We believe that this approach will enable us to even better serve our customers and achieve our long-term goals. By doing so, we aim to broaden our position and become independent of individual suppliers and components. This will enable Primion to more effectively meet the specific needs of each project and satisfy our valued customers, who are leaders in their respective industries.