Maintaining a strong customer focus has helped Gallagher Security Management Systems become a world innovator in the escalating global issue of security.
The security division of Hamilton-based company Gallagher Group has made an international name for itself in the design and manufacture of Cardax electronic access control and intruder alarms systems, and PowerFence™ electric perimeter security systems.
Gallagher’s security products are used in 130 countries for a huge range of purposes – like controlling access points at an international airport, protecting small businesses from break-ins and vandalism, or keeping Asian elephants out of oil palm plantations. So it’s important to have a very clear understanding of what the customer wants, says General Manager Curtis Edgecombe.
“It’s about creating technology that solves business problems, not creating technology for technology’s sake,” he says.
“In our security division we have a very strong customer focus and it goes right through from the CEO Bill Gallagher, to the R&D staff, marketing teams, technical support people, and everyone else in the company. We travel to the markets and talk to the end users – it’s particularly important when you’re developing new products.”
Gallagher Group’s team of more than 90 R&D staff have detailed knowledge of the security sector, including perimeter security technology, radio frequency identification, IT and security requirements, data encryption, high security applications, systems integration and industrial design.
Innovation is one of the key factors that has set Gallagher Security apart from its international competitors, Mr Edgecombe says.
“Using innovation and highly skilled people to come up with ideas for functionality and ease of use differentiates us from our competitors. We’ve had a number of world firsts and got a march on those competitors. There are some products we developed up to nine years ago that our competitors are only managing to replicate now. So innovation has been very important to us.”
Another crucial aspect in Gallagher Security’s success has been marketing its products through its network of channel partners.
“Our channel to market is through independent dealers, or channel partners. We have created a structured programme that adds value to their business, where we provide material resources and a pricing policy which provides them with incentives. It is the envy of our competitors in many markets,” Mr Edgecombe says.
“With channel partners operating all over the world, it has allowed us to get reach and scale into markets we wouldn’t otherwise penetrate.”
The company also prides itself on quality, manufacturing virtually all of the products on site in Hamilton, giving it the ability to carefully control the quality.
Because of Gallagher Security’s ability to configure its products to suit the customer’s needs, the company is witnessing a movement away from pure security. One example is the Australian mining industry, which is employing Gallagher Security technology to control its occupational health and safety compliance. Real-time compliance means a miner whose training in explosives has expired can be denied access to an area where explosives are used.
“Security is traditionally seen as a cost in an organisation,” says Mr Edgecombe, “so we’re trying to show businesses that we can deploy systems that will provide them with real business savings or benefits.”
As it expands its global reach, Gallagher Group works in close partnership with New Zealand Trade and Enterprise (NZTE) to promote its business in key export markets around the world.
The latest push has been into China, India and South America, engaging the help of NZTE to do so. The company recently received co-funding support to research a vertical market in India, and has been involved in a branding project through Better by Design.
“We want to be seen as New Zealand’s largest global technology firm in time, and in order to do that, we want to have a single brand that’s globally recognised across all divisions – agriculture, security or fuel systems,” says Mr Edgecombe.
Bill Gallagher, CEO of the Gallagher Group, says entering the New Zealand International Business Awards was beneficial for the company.
"Preparation of our award submission was a team effort that reinforced the strengths contributed by the numerous disciplines within the company."
Judges’ commendation
“Gallagher Security Management Systems is an innovative, well-run company. It has sophisticated and well thought out market entry strategies and spends significant time and effort listening to its customers. It approaches research and development in a sustainable way and with a clear understanding of future opportunities.”
For more information contact:
New Zealand Trade and Enterprise
Anna McIntyre, phone +64 4 816 8317, email anna.mcintyre@nzte.govt.nz
Gallagher Group
Natalie Ward, email natalie.ward@gallagher.co
