‘Get out there’ more!
Before I stepped into the world of security fog, I imagined an industry driven purely by products, performance metrics, and specs. And to be fair — a lot of it is. But two years in, I’ve found the reality to be much more layered. Some days feel like navigating a close-knit community; other days, it’s clear we’re still up against some stale habits and old-school thinking.
If I’m being honest, not everyone gets along. Turf wars happen. Perceptions are slow to shift. And there are still corners of the industry that haven’t changed in decades. But I genuinely believe things are moving in the right direction. More people are open to collaboration. More end-users are demanding better. And more vendors — like us — are stepping up.
FBARC
Fight Back Against Retail Crime is a series of community based events which bring together the police, security vendors and the retail sector on a local level. These micro events are popping up all over the UK and focusing on the key security issues within key locations.
The Human Side of Security
Working as part of the Fight Back Against Retail Crime initiative has opened my eyes. It’s not just about security fog — it’s about strategy, collaboration, and shared responsibility. I’ve learned about how BIDs and BCRPs operate, the realities of policing in retail, and how stretched resources are across the board.
What’s been incredible is seeing such a range of stakeholders come together: retailers, police forces, tech suppliers, local authorities. There’s friction sometimes, sure. But when it works, it really works. I’ve had some of my best conversations not during the presentations, but in the downtime — when we’re grabbing a coffee and talking honestly about what’s broken and what needs to change.
Why Security Fog is a Relationship Tool
At Smoke Screen, we make fog generators — powerful, visible deterrents that stop crime in its tracks. But what I’ve come to realise is that our tech is often just the starting point. Security fog alone isn’t enough; it’s how it’s deployed, managed, maintained and supported that creates real value.
This is where trust comes in. Clients don’t just want a product. They want to know someone has their back. They want to know that when something goes wrong — and it will, at some point — we’ll be there, sleeves rolled up, sorting it.
And in this industry? That’s what builds reputation. That’s what wins contracts. That’s what keeps doors open.
How to Build Relationships That Actually Last
People often ask me how to get started with networking in this sector. The truth is, you’ve got to get out there. Sit in the meetings. Turn up to the events. Put your face to your name. People won’t trust a logo — they trust you.
But here’s the real secret: if you want to build strong, lasting relationships in this space, you have to have someone’s back.
By that, I don’t mean selling them a fog generator. I mean solving their problem completely. Sometimes that means reshaping an offer. Sometimes it means adapting a system or even redesigning a product altogether.
At Smoke Screen, we do this all the time. Everything is fluid. We regularly tweak, reconfigure, and reinvent based on our partners’ needs. Yes, it’s more work. But every time we go above and beyond, we not only refine our own process — we earn lasting trust.
We’ve developed bespoke fog systems for niche retail spaces. We’ve adjusted deployment strategies for complex sites. We’ve even helped create entirely new protocols to match the unique risks of a client’s operation. That sort of creative partnership creates loyalty that no discount ever could.
As the philosopher Seneca once wrote:
“One of the most beautiful qualities of true friendship is to understand and to be understood.”
The same applies in business. When a partner knows you understand their problem — and are willing to work until it’s resolved — that’s when real relationships are formed.
More Than a Product, It’s a Partnership
Honest sales pitch: When you buy from Smoke Screen, you’re not just getting a security fog system — you’re getting a partner in loss prevention. We do take your safety and success personally.
Lots of companies talk about ‘support’ and ‘aftercare’, but talk is cheap. The real test is in the purchase process. If it feels like an off-the-shelf sale, chances are the support will be too — and that’s not going to help when things go wrong.
For us, relationships mean being in the trenches with you, solving real problems under real pressure. That’s what lasts. That’s what matters.
What I’ve Learned
Coming from a non-security background, I didn’t have any preconceptions. Maybe that’s helped. I’m genuinely fascinated by this industry — by its complexity, its challenges, and its characters. I’ve learned about tenders, tech specs, police priorities, and procurement politics. But most of all, I’ve learned that people still matter.
My first year in the security industry was spent mainly understanding the products, the brands, and the structure of the industry, and sure that was necessary, but it’s been projects like the Fight Back Against Retail Crime programme, attending events, and believe it or not the power of LinkedIn, that’s allowed me to network, build relationships, and to provide more active contribution – and I think this makes a difference.
So, if you’re looking to grow in this industry, don’t just focus on features and benefits. Focus on the people. Be present. Be useful. Be honest. And above all, put in the effort. Because in security — like in life — it’s the relationships that protect you when things get tough.
Phone: +44 1205 821 111
Mail: Info@smoke-screen.co.uk
