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26 Jan 2007
Networking and cabling distributor Mayflex has launched a dedicated security division to capitalise on the growing physical IP security market.
The firm has created a security-focused sales team and signed a number of vendor partnerships, including Panasonic, Cooper Security, Bosch and GE Security. It has also unveiled a number of in-house-developed security products from its Excel range, including entry-level cameras and transmission equipment.
Speaking to CRN, Tracey Calcutt, marketing manager at Mayflex, said: “We have sold a range of products – primarily IP security cameras – for some time. As more CCTV cameras are upgraded to IP, the two areas begin to overlap.
“Security is such as massive growth area, particularly where cameras are part of a system, and our focus will be on that part of security. We have already partnered with a number of core brands that will give us a large portfolio of products. We have also launched our own Excel Guardian range of products for the space.”
Calcutt added that Mayflex’s traditional background of cabling and networking will allow it to become a one-stop shop for its resellers and help them to boost revenue.
“VARs with security expertise can now take advantage of our portfolio,” she said. “Cabling is not as profitable as it was a few years ago, so this allows traditional cabling resellers to try new areas.”
Stuart Bullard, business development director at rival distributor Voice Comms Warehouse, which also launched a security division last year, said: “The danger of getting into new areas is trying to do too much and not being able to provide the in-depth support required by resellers. That is why we have pared down the number of vendors we deal with. We would rather focus on a few products and do them really well, which is what Mayflex seems to be doing.
“A lot of firms are trying to get on the security bandwagon, but it just depends on the area they are covering. It is going to be interesting to see how Mayflex gets on.”
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