When did you join ExMesh Engineering? I originally joined at the start of 2006 as a Key Account Manager within the ExMesh Engineering division. I had a short break working within the steel security door industry from around 2013 and then re-joined ExMesh Engineering as a Business Development Manager in May 2022.
What is your role within ExMesh Engineering? I’m the Business Development Manager for ExMesh Engineering, my main focus is on new business both in the UK and abroad and also get involved with product development and improvement.
How long has your company been in business? The Expanded Metal Company had a rich history going back all the way to the 1880’s as the original inventor of expanded metal. ExMesh Engineering as a security division has been running for around 30 years.
What is your USP (Unique Selling Point)? We joke within the office that it’s the look of the fencing #sexyfencing, but it’s more to do with the material it is made from. Expanded metal has no joins or welds, being made from a single sheet of steel, as such there are no weak points which makes it the perfect material for security fencing. It’s also handy that we’ve got a huge amount of experience in the team which gives us a great advantage as we’re always looking for ways to make our systems better for the end user and the installers.
A good example is understanding the budget restrictions within a leading industry provider, as well as the requirement for a secure and long lasting system whilst at the same time understanding access restrictions and install constraint for the installers. This then led to us developing a variant to our existing industry approved system that maintains the longevity and security but reduces costs and makes install much easier.
When a client comes to you with a particular problem, what’s your process for coming up with a solution, and how closely do you work with clients throughout the projects? This is exactly what we love in ExMesh Engineering. We love to work in partnerships and help solve problems. We have experience and expertise, not just in manufacturing, but in installation, project management and in the industries and markets we work in. The above is a great example of listening to the issues of the industry as well as those of the installers to come up with a solution.
Listening is at the heart of the process and partnership is key. Although we may already have successful relationships within industries and with existing clients, we always like to keep asking about the challenges our clients face. Whether that’s simply in terms of the budgets they have to work to, or a more bespoke or site specific issue. Once we know the challenge, then we work with all the stakeholders involved to come up with a solution.
The earlier example was a response to certain restrictions within the rail industry as a whole, in terms of budget, security, access and install. We’ve also worked on site specific projects where we’ve adapted systems to host CCTV and made systems in a modular fashion to meet restrictions on working next to the tracks. It’s important to partner not just with the main organisation, but also the Tier 1 contractors as well as the installers themselves as they all have different challenges that need to be met.
What are some of the biggest challenges this sector currently faces? Apart from some of the more well known issues around infrastructure, capacity, regulations and competition, I think security is still a major challenge. Trying to deal with the constant trespass and vandalism issues, as well as terrorism threats is a big challenge for an organisation that has such a large and diverse estate. It requires a very comprehensive security strategy and a diverse range of product solutions.
There is also the difficulty of integrating new technology with tried and tested deterrents such as fencing. Looking at solutions that include motion detection, CCTV and access control in conjunction with standard fencing and gates puts pressures on budgets as well as adding to ongoing maintenance and monitoring costs.
As mentioned above, budget seems to be a constant issue for the clients we deal with. They may have a solution, but simply can’t afford to implement it. Security also tends to affect most of the other challenges as well. If a line needs to be closed due to vandalism, this has the knock on effect of impacting capacity and putting pressure on the infrastructure.
How have you seen the industry change over the years? We tend to get involved with the infrastructure side of things and we’ve seen lots of improvements in regards electrification and station upgrades. However, is terms of day to day business, it’s been much more about innovation and how we can do the same job, but more efficiently, for less money, more environmentally friendlier or safer.
As such, this has kept us constantly looking at ways to help with this. From using expanded metal within the fencing, which is a very environmentally friendly material, being made from one sheet of steel that is slit and stretched it produces little or no waste on the process, to reducing the size of panels to make it safer to transport track side.
What do you think is the biggest challenge currently facing the rail industry? As mentioned previously I think the biggest challenge currently facing the UK rail industry is balancing the need for significant infrastructure modernization and expansion with financial sustainability. A huge part of this is maintaining a secure infrastructure and network. Keeping the existing estate safe and secure while building and upgrading new safe and secure infrastructure is not an easy task.
One challenge is engaging with the industry. Due to the size and complexity of the leading industry provider, as well as the sheer amount of suppliers they deal with, it’s often very challenging to introduce new innovations that will help meet their current requirements.
What is your view of the future of security within the rail sector? As mentioned previously I believe that the future of security within the rail sector will be characterized by the integration of smart technologies, the use of sustainable materials, and a focus on comprehensive, multi-layered security solutions to enhance the effectiveness of security, reduce maintenance costs, and ensure a safer and more secure rail environment.
The rail industry is pushing it’s suppliers to innovate and become more efficient. Here at ExMesh Engineering we look forward to challenges like this, we want to make a difference and are proud to have come up with solutions that address some of the current and future issues the industry faces.
What are your views on collaborative working? It won’t be a surprise that at ExMesh Engineering we are always looking at ways we can collaborate with clients. the future of the rail industry depends heavily on effective collaborative working. By leveraging the strengths and expertise of various stakeholders and suppliers, the industry can achieve greater efficiency, innovation, and sustainability.
However, it is crucial to address the challenges associated with engaging with the correct contacts within such a large industry and organisation to realize the full potential of collaborative efforts. Developing clear frameworks, fostering a culture of trust, and investing in robust communication and data-sharing tools will be essential for successful collaboration in the rail sector.
At some point, every company will face the question of how to continue maximising earnings from their current business practice whilst also investing enough in innovation so they can turn a profit in the future. How can a company achieve the necessary creativity to innovate without compromising their existing business? At ExMesh Engineering we believe that innovation is simply a part of everyday working life. Technology is moving at such a rate that to not innovate means you get left behind very quickly. As such, we work hard to have a culture of continuous improvement both for the client but also in working practices to make sure we stay profitable.
There are two strands to this process, the first is in relation to our existing products. All our products were designed in conjunction and partnership with industry and some kind of requirement form that industry that needed to be addressed. As such, we know that they are fit for purpose and successful, so instead of looking to make huge changes we look at smaller aspects of the system to see how we can improve it. If we change a fixing, does it make it more environmentally friendly, more cost effective, easier to install or more secure, or can we pack it or ship it in a way that’s more efficient to us? These small changes, keep us on the path of continuous improvement and innovation and also keep us profitable.
The second way is in conjunction with industry when we get asked for something we don’t already manufacture. Working in partnership we can investigate if we can come up with a new solution that will be cost effective. We’ve recently done this with our new modular cages. We were asked for a secure cage, but clients wanted it to be modular and able to be easily installed and taken down and moved, without the need for a professional installer. As such we worked with industry to design a new product, which meets their requirements and provides us with a new revenue stream.
In terms of technology, how do you anticipate things might change in the next five to ten years? In terms of our specific products of fencing, as mentioned previously, I believe that there will be much more need for integration with motion detection, CCTV and access control. We see this already with the requirement for our access control gates growing, as well as more requirements for our fence posts to be adapted to host a CCTV camera. It seems that data is incredibly important going forward, so many clients don’t just want a gate, but they want to know how many times someone has opened the gate and who those people were.
