 Yes, welcome back to Entrepreneurship Tuesday. I go by the name of BiMoses or It's BiMone, every social media platform, and we are coming towards the end of this. We have covered everything from culinary to e-commerce to music business, but all this is nothing without security. That's why we had to bring Martin Mungai, who is the sales and operations director at KGT, who specializes in security scanning, in particular, Karibusana. Thank you very much. All right. Your camera is number four. I think you saw the previous interview. You know the drill. Let's go ahead with it. Thank you very much for having me. It was a pleasure. And I'm here to demystify security, to show you that it's more than inconveniencing, but it's convenient necessity. And I mean, security starts with everyone of us. Security starts with everyone of us. That is our first topic of conversation. When you say security starts with everyone of us, the Negro culture, if you listen to hip-hop music, snitching is unheard of. It's not allowed. Do you think this is where the problem starts with us? I sort of think so, because you find people seeing something that is out of place, something that should not actually be as it is, and then you decide to keep mum about it. So you say nothing about it, and then very... Kids pick it up. It becomes their new norm. And the thing is with security, if you do not disclose everything, the repercussions are immeasurable. You cannot live with them. And you've seen this in living colour. You've seen this in your experience. KGT, what does it stand for? KGT stands for Kasington General Traders. It's headquartered in London. Our offices are at five-old bail in London. But we distribute for a manufacturer called Rappascan Systems. So we do the distributions in around 13 countries in the region of East Africa. So KGT has its way of working within the region. So myself, I work with KGT Kenya. So KGT Kenya Limited is actually a subsidiary and a partner to KGT UK Limited. We have Patronashe and the head of his house Patronashe. So your focus is on security scanning in particular? Yes. It's a fully fledged security screening solutions provider. So from our lowest equipment, and it's actually technology-based. So from our lowest equipment, it is a hand-held metal detector. Hand-held metal detector. Every security guard in Nairobi or across the country has one nowadays. Which has been misused because of that. At this point you can actually pick up a hand-held metal detector down at River Road. And at least to some extent it serves as a deterrent. So it works by, I mean, without borrowing its magnetism. So picks up anything that is fairer. So from a hand-held metal detector all the way to occupied vehicles screening. So scanning of cab containers, scanning of occupied vehicles, everything now in between. Alright, so you're present at the ports, at the airports, and at buildings and malls as well? Absolutely. And how we like to classify our market is that we have the regulated market and we have the non-regulated market. In a layman's term, regulated are governed by regulations. So if you have a firm, the regulations for you to get a license of your certificates to operate entails that you have equipment that is accepted and confirmed by the letters. From earth? Verified supply? Absolutely. For instance, at the airport, the governing body is the Kenya Civil Lavation Authority. As case here, we do not have our own standards per se. So we have to ride on the European Union and transport and security at the United Nations TSA, which is by the USA. So we actually borrow a lot from them. You must have heard of this thing that everybody was singing about when JKR was given the last point of departure, meaning that you can actually fly direct to the US. That comes with a lot of strings attached. Among the strings attached is the sort of government that you have. So those are the regulations. So the non-regulated market say you have a hotel, you have a mall, you have a building, and you want to secure your premises. So either by baggage scanning, vehicle scanning, so you actually go and pick whatever it is that you want to pick and actually secure equipment between the regulated and the non-regulated market. All right. When we talk about security, before we talk about the challenges that you face, security has been, the term has been misused so many times. It has been used as an excuse for lack of betterment, spy on people. What do you have to say about this? To some extent it has some true in that. And you spy on people when you do what. If you have ladies coming into your premises, you tell them to open their handbag. We all know what goes on in the handbags of the ladies. So to some extent that is sort of... Invention of privacy. Absolutely. So what do you do to actually ensure that you actually check on whatever is coming in and still protect the privacy of the passengers? You go to technology. So you put the bag in a baggage scanner. It only detects the unwanted stuff. It doesn't detect things they should want. Absolutely. It actually puts it in an image that is not revealing. So it's basically organic and metallic substances that would be in that bag. So different color coding, green, orange and blue. So all you see on your display are colors. Absolutely. So that is why you guys went to technology. And technology is helping as much as it's being misused, it's also helping to protect the privacy of the people. And as a premises owner, you actually want to account for everything that is within your building. And how do you do that? Once a scan is made of whatever it is that is scanned in, there's an automated image archiving. So you have a record of whatever a scan means. Even when something happens, you're able to go back and... And track. ...try and track and trace back and see what exactly... So most of these attacks we've had are very, very preventable? Absolutely. And the reason they're preventable, attacks are planned. Attacks are planned? They're planned. And if something is planned, you can reverse the plan? Absolutely. And you don't plan by a day. It's not a one-day thing. And especially with a substantial attack, you need to lay down your foundation, observe the premises, how do gods behave, at all times is it most vulnerable. So the guys come over and over and over. So technically, you're able to pick this up and you're able to actually prevent it and nip it in the bud even before it actually happens. All right. There's the issue of health. So many people are scared of these magnetic fields, the radio waves and the X-rays and everything. What do you have to say about this? I don't blame people being scared of actually this stuff. But from where I sit, and from where professionals sit within the security screening industry, we know the safety measures that all manufacturers actually take. And that is why there is actually a list of the equipment that even the West actually advocate for. Go for this kind of equipment. You all know how much the Chinese have actually prepared for our market. So what happens is that... Just use this as well? All right. So what happens is that each manufacturer, because it's X-rays that people are afraid of, and we all know that X-rays will not penetrate lead. For instance, when you're going for a dental health check, and you need X-raying done on you, there's normally a sheet that is actually placed on your chest. That's lead. So X-rays will not penetrate lead. And that is why we always advocate for any end user of the equipment to ensure that whatever they are buying is quality. And we have ways of actually verifying that they are actually buying quality equipment. There's a list of suppliers. Absolutely. And the equipment should be fully covered with lead. That means that there'll be no leakage of any X-rays. Any X-rays that leaks out is actually the ones that... I mean, even though we are the microphones, the lights, everything, there's radiation all over. But this is radiation that we can actually live with. So the problem will be an equipment that is actually emitting more radioactivity that is actually permissible. So the best way to curb this, what you're saying is buy from a trusted supplier. Buy from a trusted supplier. And not only that, the trusted supplier might be good. For instance, you can buy a Mercedes Benz. It has a certain allowable mileage. It has to go and it has to be serviced. So the supplier must not only supply to you, but he has to have a routine maintenance mechanism to ensure number one, equipment is working obviously for you to be able to do whatever it's doing and that there's no leakage whatsoever. All right. So something the supplier should be very credible in terms of supply and also maintenance. Absolutely. Do you provide training for the staff that are going to handle your equipment? Yeah, we normally provide training. All our engineers are certified by the manufacturer, trained at the manufacturer's premises. So that will be in Malaysia, in the UK, in the US. They train the trainers. So once I supply an equipment to you, number one, they'll train your operators. Number two, we also organize seminars for anybody with our equipment, obviously for efficiency and for health and safety so that you know exactly what it is that you're getting yourself into. And this is important for a couple of things. Number one, you get value for your money because you do not only look at the price of the equipment out of the box. The equipment should serve you for the next 10 to 15 years. So the greater worry for the end user should be what happens for the 10 to 15 years because they don't sell you an equipment for $10,000 and they're spending $10,000 per year for the next 15 years. It makes no economic sense. Unfortunately, we have people who are already caught in this because number one is lack of awareness. Number two is, I mean, the mentality that you lullers want to get the cheapest thing and cheap is expensive to some of this. Especially with sensitive equipment like this. Absolutely, absolutely. So the reason I ask is because the guards at most of these buildings will just pass that metal detector like this. And it beeps and then it goes. Yes, so you don't know what is the sign that there's something dangerous. Because it beeps, you pass. It doesn't beep, you pass. I think I'd like also to advise the people that the hand metal detector is a secondary device. We have levels of security screening. So we have the walkthrough. So it's an aqua where we just walk past and then depending on the walkthroughs that you have it actually indicates where the level of threat is at. So say for instance somebody has a pistol. So and you virtually place at the normal place which is here for everybody. So if you go through the walkthrough metal detector and LED lighting appears at that place. So the guard who has now this hand metal detector now knows where exactly to pinpoint. He comes to you directly and says that both of them are over here. Let's see what's going on in there. But as you said it has been misused. We have equipment that beeps if you have a metal, if you don't have a metal. You don't know what's the difference. But there's room for improvement always. There is definitely room for improvement. And the good thing is that now people are becoming sensitized. Investors, owners of premises know what it is that they're actually looking for. Unfortunately we are a target as a country. That is very unfortunate. But it's a reality that we have to live with. Absolutely. And we have to work with that because the security is dynamic. It's not static. It changes. So threats that were there 10 years ago are the same that are here presently. Like for instance, the Bellescope Miras made a lot of sense back then. You come in with your vehicle and then the guard goes and... Yes, it doesn't make sense to me. Now, I mean, tact changed. Initially improvised explosive devices were actually placed underneath the vehicle. But now research shows that around 8% of the IDs will actually be underneath the vehicle. So you're actually missing the 92%. So this is just a scare. It's like having a scarecrow in front. Absolutely, and it will not work. I'd like to get your opinion on something as a specialist in security. Donald Trump, the President of the United States, wanted to build a wall. It's going to cost the taxpayers so much money. In Kenya we have had a situation where we had to build a wall as well. And the guys that went to school with them they were telling me that what a 100 kilometer wall can do, one drone can do. Is there truth in this? There is some truth in that. And I will not discredit the wall actually because number one, you're actually looking at two different modes of actually securing your premises or whatever it is that you're securing. The physical barrier, the wall forms a physical barrier. So what do you do? No, the thing is what do you do when you have that one? So do you have snipers? Anybody who tries to scale the whole shooting? That's one thing. The drone will actually pick up from further... I mean, you'll actually see people before they get to the wall. But again, what do you do after you actually detect them? So the drone and the wall do the same thing? They complement each other and it's actually a matter of marring the technologies. So you actually have a high-end technology and you have the physical barrier. You see the good in the physical barrier, the person actually coming to your side you're not supposed to cross this line. So you actually cross this line? It's a message. Absolutely. But the drone should be able to pick it up without intelligence. You are not able to secure your perimeter even without necessarily having the wall. All right. So the biggest concern when it comes to security with canyons is always the issue of time. Do you guys try to come up with innovations on how you can save on time at these checkpoints? Number one, always security will be inconveniencing. But again, you look at the... Security has to come at a price? It has to come at a price. Not only the monetary price, but also the time factor. Unfortunately, you have to look at the... Not unfortunately, actually. It's the risk-benefit analysis. So what are you trying to secure? Of paramount importance that no life shall be lost. But as manufacturers, the equipments are getting better. Whereby we had an explosive and narcotics detection technology that will take maybe 25 seconds actually give you a false... to give you either a positive or a negative reading. Nowadays it has come down to eight seconds. But even, I mean, look at it. If you go to a mall, a guard will have to come, walk around, open the boot, looking at absolutely nothing. So it will be more than eight seconds. But you can actually do the same thing. The guard will still go around, swapping whatever it is at once, so at the door knobs, at the steering wheel. I mean, where you have actually come into contact with your vehicle and then slots the sample trap into the equipment that you're actually looking at and gives you a positive or a negative reading. So with regards to the time that is taken to actually analyze if there's a threat or not, it has actually come quite down. It has actually come down, and it's yet to go even lower with improvement in technology. Absolutely. The last big question is, most of our viewers are owners of SMEs. They're involved in the smaller-middle income businesses. And the question is, how can they... they don't see a connection between your services and their business. They consider their businesses small. Is that connection? Is that where you come in? It's a small business. A business is a business. A business is a business. What's a small number one? Number one. And without a secure environment, regardless of how big or how small their business is, then you'll not get the returns on your business. So first and foremost, it starts from the government because we also interact quite largely with the government in regards of securing our borders, securing our ports, securing all our common infrastructure. But even as a business, you see, right now, security has been brought down to the level of even a CCTV, intelligent CCTVs. So the thing is, for any business that is out there, it has to be secure. You have to feel safe. Otherwise, I mean, you love a business, but you're not able to get to that. So security is paramount. It's paramount. Even the big four agendas, that agenda that Uhuru had, the Jubilee government rather had, security was not mentioned as one of them. I think it was food security. That was one aspect of security. Food security. Absolutely. But all of them, without the place being safe, nothing can move. Nothing can move. Absolutely. From the music business... From the music business. Absolutely. To the culinary business. I mean, music business will go out to events in Mombasa, but then if there's a travel sanction, what happens? Nobody is going to go to the events. Absolutely. Especially that the biggest beneficiary is our good security system. Absolutely. Because they've been crowds together. Thank you very much for coming. How can they get a hold of your services? Your camera is number four. Just give them social media or the numbers or the physical location. We have... KGT Kenya is based at Jomo Kenyatta International Airport at Kago Terminal Signal Innovation Building. Our website, which is highly descriptive, digitalized and with all the videos and all the products that retail supply is www.KGTSecurity.com. And it's a very interactive website whereby if you have any queries, you just shoot down a query to us and one of our support teams will actually get back to you and obviously not make a solution as per your requirements. All right. One question is coming in and this one, the question is, do you just sell or you can offer temporary service? Like say, I have a festival for a weekend. Can I get the equipment for a weekend and then get it back to you? Absolutely. Initially, we were just going full total selling because they're not... They're beach price equipment. But what we do now because we have partners that we partner with, security firms that we actually partner with, we can even hire for events. So we have leasing options. We have the hiring option where they say maybe like a choreographer festival and they want actually to do whatever it is that they want to do, then they can actually be able to hire from us and they can utilize our services for the events. Thank you very much, Mr. Martin Mungai. Thank you very much for what you're doing for the country, until the country at large and keep securing the country. All right. Yes, we've come to the end of entrepreneurship Tuesday. I go by the name of BiMoses or it's by one of the social media platform. Tomorrow is Queens Wednesday. Be sure to tune in. We're having Queens in the building. We'll be having our WCWs as well. Don't go nowhere. Don't touch that dial because we have a lot lined up for you in the course of the day as well. And don't miss the repeat at 2 p.m.