Providing a full security package is their competitive edge, company says
BRIAN MORTON
Sun
Alexander Fernandes is president and CEO of Avigilon Corp., a Vancouver company that sells security cameras and software.
Vancouver-based Avigilon Corp. has won a major co n t ra c t to prov i de a high-definition surveillance system to monitor patrons at Canberra Stadium, a 28,000-seat sports venue in Australia’s capital city.
The contract — which could be worth over $ 1 million over the next two to three years — is the latest for Avigilon, which was launched commercially in 2006 and is now establishing itself as a big player in the field of highdefinition security surveillance.
“This [ Canberra Stadium] is a signif icant order,” Avigilon founder and CEO Alexander Fernandes said in an interview.
Fernandes said the surveillance system will be used to improve public safety and venue security. “It’s representative of our overall customer base,” he said.
Fernandes, who worked for two decades in high-end imaging software and hardware, started Avigilon after concluding the surveillance market was missing something.
“There was an unmet need for high-quality surveillance. And as a user of security and surveillance, I realized the picture quality was really terrible.”
Fernandes said one factor that sets his company apart is that Avigilon makes both software and hardware. “ We’re a software company that makes cameras. That’s unique. That’s [ part] of our competitive advantage.”
Canberra Stadium upgraded from an analog surveillance system that was ineffective and difficult to maintain. Its new Avigilon HD surveillance system includes 11 Avigilon cameras ranging from four to 16 megapixels.
The Avigilon system is expected to identify details for positive identification, leading to faster response times and better overall protection.
Fernandes said the system provides security images 50 to 100 times better than conventional surveillance systems. “We have the highest picture quality of any surveillance system on the planet.”
Fernandes said Avigilon, which now has 63 employees, is seeing huge growth and already provides systems for many companies and organizations both locally and around the world, including the Bill Reid Gallery in Vancouver and Madison Square Garden in New York.
The company also provides systems for government offices, prisons, law enforcement agencies and “ lots of Fortune 50 and 500 companies.”
Avigilon systems can also be used at the retail or bank level or even homes and convenience stores, he said.
Fernandes said sales revenues have doubled each quarter since the company launched and he expects revenues in 2009 to top $ 20 million.
Most of Avigilon’s business is in the U. S. and Europe.
Fernandes said several companies infolved in the 2010 Olympics are use Avigilon surveillance systems.“ We ’ r e involved in providing security at private venues, including hotels and law enforcement agencies, with respect to the 2010 Olympics. Commercially, it’s big in terms of a feather in your cap, but not in dollars. It’s only a couple of months.”
Fernandes said he believes his company will see a lot of growth despite the economic slump.
“In times of uncertainty, people search for value. Yes, spending is curtailed, but it kills off the weaker competition. It becomes a good thing for us.”
Fernandes had this advice for aspiring entrepreneurs: “You’ve got to persevere. Whenever you try to do something new, there’s all the naysayers. You have to believe in yourself and stick to it.
“Strive for excellence. And articulate and demonstrate to your customer both performance superiority and a cost advantage against your competition.”