Halma Safety: Advanced Panels & Installer Mindshare

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What were some of those specific pain points?

They had a core product that was modular and could handle most demands. Installers didn't need to add extra cables, hardware, or replace the panel for a larger version. The software was powerful and flexible, which installers and engineers appreciated because it was reliable. This meant they didn't have to return to the site and spend extra time to get things working as desired.

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How did that progress over the years, like in the 2010s, and then when Halma came in and took over?

Advanced quickly gained market share in the UK. If you look at the UK market, there are open and closed protocol markets. Advanced operated in the open protocol market, which was available to them. They quickly became probably the largest independent panel manufacturer in the UK within the open protocol market and aimed to grow their business internationally.

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How did that progress over the years, like in the 2010s, and then when Halma came in and took over?

Fast forward 10 to 12 years, around 2010 to 2012, Advanced had grown rapidly, capturing substantial market share in the UK by selling intelligent fire control panels. However, they were heavily dependent on device suppliers. Without a detection partner in a market, they couldn't sell panels. Several events made Advanced's owners nervous. One of Advanced's detection partners acquired one of its largest UK competitors, a panel manufacturer. Specifically, Hochiki purchased Kentec. There were also rumors that Apollo might acquire someone or be acquired by one of Advanced's competitors.

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