Arecont Vision appoints VP for Europe

Editor / Provider: Arecont Vision | Updated: 5/14/2013 | Article type: Security 50

Arecont Vision has appointed surveillance industry veteran Ivo Drent as VP for Europe. Drent joins the company after more than two decades in the video security industry in positions responsible for sales management, marketing, customer support and business development.

Drent will manage Europe for Arecont Vision and will also take personal responsibility for strategic accounts, building on the company's top level relationships at key distributors, systems integrators and technology partners. Arecont Vision's European headquarters is located in Frankfurt, Germany.

Ivo Drent has spent more than 20 years in the video surveillance industry working for manufacturers such as Dedicated Micros, Pelco and IndigoVision. Drent led Pelco's EMEA operations from their office in Eindhoven, The Netherlands, managing a team of nearly 100 people who were located in various offices across Europe and the Middle East. For IndigoVision, he managed their EMEA sales, marketing and support operations. More recently, Drent has been Worldwide VP for DataDirect Networks, a manufacturer of high end storage solutions, where he was responsible for their Government and Digital Security division.

“Arecont Vision is very excited to have Ivo Drent join our management team. Ivo is a proven leader in the Europe security market and we are looking forward to even faster growth under his leadership,” said Scott Schafer, Executive VP of Arecont Vision. “Key European distributors, systems integrators and technology partners are embracing megapixel IP cameras for their ability to improve image quality, boost system functionality, lower system costs and improve the return on investment for their customers. Ivo will strengthen our relationships with these important selling partners and drive business growth throughout Europe.”

What's trending in 2013?

Editor / Provider: Judy Lin, asmag.com | Updated: 5/8/2013 | Article type: Hot Topics

Secutech International 2013, one of the largest trade shows in the security world, successfully concluded on April 26. Here are some of the key findings from the show floor interviews.

1. IP Rocks
IP-based video surveillance products accounted for the majority of items displayed at the exhibition, while HD-SDI products remained a minority. Of the 23 video surveillance manufacturers sampled, 16 companies featured IP products at the show, including Dynacolor, Dahua Technology, Itx, Mobotix and others. Hikvision Digital Technology and four other companies were promoting analog cameras, while Hi Sharp and Win4net were the only companies highlighting HD-SDI products. Most manufacturers are still promoting IP cameras, due to a smaller demand for HD-SDI cameras, and few related products and accessories, said Ray Chan, Director of Sales for APAC, Infinova. HD-SDI also requires larger storage, and the required frame rate is still playing catch-up, Chan continued. A technician from Fuho Technology echoed the sentiment, stating while HD-SDI products offer better image quality than analog cameras, market demand has remained low because of the lack of supporting appliances and hardware compared to analog or IP systems. Some manufacturers are trying to compensate this by promoting new HD-SDI cabling products, such as Win4net's Clebo HD-SDI PoC solution that can extend HD-SDI data transmission for more than 2 kilometers.

2. Light Sensitivity
The majority of low-light network cameras displayed at the show came with 1.3-megapixel resolution; only a few were 3-megapixel models. Shany's SNC-WD2131MSA and Yoko Technology's RYK-IPBX010 featured 1.3-megapixel low-light cameras, while Zavio's D7320 was a 3-megapixel camera. The limitations of network bandwidth and market demand are driving the sales of 1.3-megapixel low-light cameras, said Steven Mao, PM for Digital Surveillance Product Planning, Yoko Technology. Two trends in WDR network cameras were also observed, with some manufacturers such as Brickcom using software to enhance images and others, including Zavio, developing their own WDR sensors.

3. High and Low
Of the analog cameras displayed, a large number were of 700 TVLs and above. For instance, Hikvision's Picadis Exir Camera and Pishion's BRX-99P84WR were 720-TVL cameras, while Fuho's Vacron-P was a 1,000-TVL camera. The cameras target cost-conscious consumers that want better image quality close to IP cameras, but at a much lower price point, said Ian Ma, Overseas Technical Support Engineer, Hikvision. The cameras offer better images than traditional analog, and ideal for clients who are reluctant to say goodbye to their coaxial cables.

4. Easy to Install
Four- to 8-channel NVRs for SMB and home applications are mostly designed with easy setup procedures that are user-friendly. Whether its Nuuo's 8-channel NVR, that enables setup to be completed in six minutes with a click of a mouse, or Dynacolor's 4-channel NVR that automatically detects the company's cameras, the idea is to make installation hassle-free. Manufacturers are trying to make their products appealing and adoptable to the average home owner or shop keeper, who may not be tech-savvy or have the resources to hire IT specialists. Another interesting find was iCatch's latest NVR that enables consumers to use QR scanners to connect their IP cameras to the NVR.

5. Scalability Reincarnated
Installer-friendly products were not easy to miss. For example, Etherwan's ED3638 PoE switch can transmit data and electricity up to 1.8 kilometers, said Alvin Hsu, PM; Planet's BSP-300 solar-power switch is particularly suited for integrators struggling with outdoor cabling. Brickcom's FocusEasy makes life easier for installers, by beeping loudly when the camera is correctly focused; it is aimed at the hotel industry or large-scale projects that require many installations, said Anchi Chen, Marketing Administrator. All these products are designed with convenience in mind, by saving installers or system integrators valuable resources. These products are also ideal for large-scale projects and applications.

6. Value Adds
More camera and NVR manufacturers are teaming up with VCA companies to increase the added value of their products. To target the retail sector, Nuuo teamed up with Vit to add on people-counting features onto its NVR, while VIVOTEK has been cooperating with Cognimatics to add on similar people-counting features onto its IP cameras. Other common VCA features include people counting, item removal detection, and virtual fences that are targeted for retail market applications.

7. Mobility
From remotely monitoring video surveillance cameras to opening doors via NFC technology, mobile applications are increasingly prevalent. The popularity of smartphones and tablets is pushing this trend in the security sector. The majority of NVR manufacturers, such as iCatch and Nuuo, have matching mobile apps to enable remote monitoring, while newer access control systems from WFE Technology allow smartphones to open doors using NFC. Nearly all NFC access control systems are RFID-based at the show, with the exception of Hundure Technology that has promoted a Bluetooth NFC reader.

8. Hot Access
Access control manufacturers such as Pongee and WFE were promoting multicredential readers with four to five credentials targeting the banking or hotel sector. End users can choose which credentials they want to use. According to Johnson Wu, PM of Waferlock at WFE, markets that require high security, such as the banking sector, are more likely to use a combination of credentials or utilize all credentials offered.

9. Gaze Downward
Manufacturers are aiming for the mid- to low-end market with hopes of tapping into retail, home, hotel and banking applications. This was reflected with the promotion of affordable retail solutions with fewer functions, but easy installation, such as VIVOTEK's Counter Cam, a small 180-degree panoramic camera with very basic functions. Even Flir, which had traditionally manufactured high-end thermal imaging cameras, was promoting its first commercial camera, the VT602, at the show (which still costs US$190,000).

10. Emerging Opportunities
Most video surveillance manufacturers agreed that sales are particularly well in emerging markets. Dali Technology and Merit  LILIN both responded sales were particularly well in Middle East, while NVR manufacturer Qnap noted sales were particularly well in Central and South America.

Milestone releases 2012 financials, surpasses $55M

Editor / Provider: Milestone Systems | Updated: 5/7/2013 | Article type: Security 50

Milestone Systems has delivered solid financial results for 2012 and demonstrates continuous growth. A constant focus on product innovation, business strategy, employee leadership development through management training and partner program expansions have been key factors in the company's success.

Now in its 15th year, Milestone continues to accomplish strong growth both in their home market and internationally. Milestone has recorded revenue growth of 19.5 percent to US$55.62 million (DKK 318 Million) against $46.89 million in 2011. Operating income before depreciation (EBITDA) reached $9 million and net income reached $2.21 million. The number of employees grew by 13 percent, from 310 on average in 2011 to 351 employees globally in 2012.

"Demand for IP-based video surveillance is increasing globally. With the solid results in 2012, our compounded average growth rate has been 26 percent over the last five years. Milestone continues to grow because we go to market with the right products, and Milestone solutions are based on an open platform so they can meet the different needs of various segments. Our success is shared worldwide through strong relationships with our partners," says Lars Thinggaard, President and CEO of Milestone Systems.

A constant focus on the business strategy, including partner, employee and leadership training, helps to sustain this positive outcome.

"We have followed our strategy and are proud of the result in 2012. Milestone attained success especially in Europe, the Middle East and the US, and we achieved very impressive growth rates in Brazil and Russia. There are good opportunities for us in Russia, and in Brazil we won some significant customers, including the Mineirao football stadium whose new IP video surveillance solution will manage the safety of 65,000 guests when Brazil hosts the FIFA World Cup in 2014," says Lars Thinggaard.

Growing people fosters a growing business
In 2012 Milestone invested $9.67 million in R&D as well as additional millions in employee development and leadership training.

“One of our highest priorities in 2012 has been to continue investing in the training of our approximately 55 managers, who are now through the second wave of Milestone Leadership Academy - a development program that makes our leaders become even better at dealing with human, financial and technical issues to ensure that these support our common goals. We do it because we believe that growing people contribute to a growing business: it is essential for us to give our employees the opportunity to take leadership and influence the development of the company," says Thinggaard and continues:

"Moreover, world-class research and development has always been a key priority for Milestone, so we invest a substantial portion of our revenue in R&D every year. Milestone continues to grow because we consistently listen to market needs and act on the feedback. The investments support Milestone's aim to stay competitive in the world market."

Expectations for the future
Milestone Systems has high expectations for the future and will continue to invest in growth, and to service and support the company's ecosystem of partners and customers in more than 100 countries. About 60 percent of the physical security market is estimated to be using analog equipment, so there is considerable potential business that will be moving to IP networked solutions over the coming years. Therefore, Milestone has created three new business units to address a broader range of market opportunities, including Incubation and Ventures with an office in Silicon Valley, USA.

Tyco Security/CEM announces business partners of the year for EMEA

Editor / Provider: Tyco Security Products | Updated: 4/22/2013 | Article type: Security 50

CEM Systems, part of Tyco Security Products, is pleased to announce the winners of the 2013 CEM Business Partners of the Year Awards. Pentagon received the Business Partner award for their success in the Africa region, Tyco Fire & Security UAE LLC for Middle East, ADT Security Plc for UK & Ireland and BT Applied Technology (BTAT) for the overall EMEA region. The winners were announced at the prestigious annual CEM Conference held in Belfast, 8th-10th April 2013.

CEM resellers supply, install and service CEM security management systems throughout the world. As CEM Business partners for 2013, resellers are recognised for their work in delivering complex integrated projects and helping to grow the CEM business in their respective geographic markets.

"It's an honour to award our top resellers with the 2013 CEM Business Partner of the year awards" said Philip Verner, Regional Sales Director, EMEA. "Our channel partners are critical to our success and in partnership with our 2013 business partners we have significantly grown CEM sales in their markets. These awards not only recognise business partners for sales delivered but also for their commitment towards accredited CEM training and joint marketing initiatives. We look forward to our continued relationship with business partners and customers throughout 2013".

"We are very proud to receive the CEM Business Partner of the Year Award, Africa” said Brendon Hall, Managing Director, Pentagon. “Throughout the last year we have won contracts to secure over nine Central Bank of Nigeria offices. CEM believed in us and when the orders came in we received great support. This award is testament to what a good relationship is between a manufacturer and security integrator”.

"We thank CEM for the appreciation received for our work in the overall EMEA region" said Mohammed Ahmed Refae, Procurement, Warehouse and Logistics Manager, BTAT. “BTAT is a well-reputed and established company in the field of designing and executing mega projects. We worked with CEM on the prestigious King Saud University project, Saudi Arabia and we look forward to working with CEM on our next projects."

"ADT Fire and Security is a major reseller of CEM products throughout UK and Ireland, said David Myers – Regional Managing Director for south at ADT. This award recognises ADT for delivering significant growth in CEM sales in 2013, with great successes in retail and healthcare markets, as well as our commitment to the marketing of CEM products at many security events in the past year."

"Tyco Fire & Security UAE has worked closely with CEM since their introduction into the Middle East market. The system has been successfully implemented by Tyco UAE on large scale projects such as Khalifa Port, Dubai International Airport, and Abu Dhabi Investment Council as well as a number of smaller scale projects." said Craig Menzies, Security Division Manager, Tyco UAE. "Tyco UAE has highly trained engineers installing CEM products and has showcased an impressive CEM demo/training facility at our headquarters in Abu Dhabi".

Asia Update: EverFocus gets ready for IP

Editor / Provider: The a&s Editorial Team | Updated: 4/17/2013 | Article type: Hot Topics

EverFocus Electronics, a leading manufacturer and integrated system solution provider, is headquartered in Taiwan. Its global offices are located in six other countries – the U.S, Germany, China, Japan, India and the U.K. The company has overcome many hardships and is now transitioning to the sale and manufacture of IP video surveillance. “EverFocus just completed its video surveillance product lines in analog, HD-SDI, IP and plug-and-play IP by the end of last year,” said Jessy Lee, Director of System Planning and Development Center of EverFocus Electronics. “We only spent eight months completing the integration of more than 20 major VMS and NVR third parties.”

The process of switching from analog to IP required a great deal of time and effort. IP video surveillance tends to be concentrated in the project market. Therefore, to penetrate the IP video market, EverFocus actively develops new clients apart from its existing analog clients and also works closely with partners to win more projects. “We also introduce our clients to our partners and so do our partners,” Lee said. “Through partnership, we can quickly increase our sales in IP video.”

"After we made this significant change to our business, our IP projects grew quite fast," Lee said. “We have supplied a project with 10,000 network cameras.” EverFocus is active in both large-scale projects and mid-to small-size projects. In general, the company serves as an IP surveillance device provider and works closely with third-party suppliers, while it also has its own easy-to-setup IP solutions that cater to the needs of mid-to small-size projects.

The company does not compete in the red sea of price. Instead, EverFocus markets its own brand of localization. Its marketing strategy for IP video surveillance is planned at its headquarters and then applied to other subsidiaries. “We have a global presence with seven subsidiaries, which allows for significant differentiation from other companies, especially in providing instant local support,” Lee said. “We have tried very hard to communicate to all of our subsidiaries and even our partners to provide new technical services and training for IP video surveillance.”

The EverFocus strategy has paid off in the Middle East region, which has seen rapid uptake for IP video. India also has huge potential.

Even though IP video surveillance is now the focal point for EverFocus, Lee emphasized the importance of supplying the right products that correspond to the actual needs of the customers. According to different applications, budgets, and infrastructure environment, EverFocus provides its clients with a wide range of solutions through quality analog, HD-SDI, and full IP products. “In some vertical markets, such as casinos, banks, and retails, where end users need a zero latency, real-time solution or require a more cost-effective and plug-and-play solution, we are able to offer them an HD-SDI solution instead. They are quite happy about it and are pleased with the results,” said Lee.

When it comes to being customer centric, EverFocus is confident in meeting the demands of its clients by providing a solution that best fit their needs.

Genetec and HID Global on the Mideast Market

Editor / Provider: John Shi & Jill Lai, a&s International | Updated: 4/11/2013 | Article type: Hot Topics

The two leaders in their respective fields share with a&s their take on developing business and sustaining growth in this exciting market.

Genetec
The Middle East is a fertile and growing market for Genetec, and we are happy to be providing our unified security software services to a number of airports in this region. A good example is the Genetec deployment at the Dubai Airport. We had an on-site engineer that stayed on the project for 18 months to work with integrators, helping them with technical information and tasks, and to transfer knowledge about our products to the support teams that would be permanently on-site. Our dedicated support person was also crucial in helping the integration team address and solve specific requirements and challenges that came up, which are inherent in the Middle East market. We have built Genetec to be much more than a software development company — not simply focused on designing software — but also on anticipating challenges and finding solutions that offer the best unified security, access, and license plate recognition (LPR) systems and services to the Middle East, and all throughout the world.

In the Middle East initially, our biggest customers were large public infrastructures and government properties, such as airports, seaports and police facilities. We have recently begun to aggressively expand into banking and transportation markets. With our LPR offering, we are also making headway into security for highways, law enforcement, and traffic & parking management as well.

A crucial goal of Genetec is to select and certify its integrators so that we can develop close working relationships with them, and help them cultivate a specialization in our tools. Genetec integration partners can work as security experts and quickly adjust to any project, independent of the size of the customer or project. Very similar to general contractors, our local integrators maintain many partnerships with skilled teams that can run cabling or perform many of the manual, physical tasks related with installing cameras, for example. It is very important for Genetec to maintain a comprehensive roster of integrators, skilled to address the unique needs of the different vertical industries we serve. This focus ensures we limit conflicts within our integrator channels, and avoid wasted time.

HID Global (Assa Abloy)
HID Global's go-to-market strategy is via channel partners, and as a result, we have successfully built a comprehensive ecosystem of channel partners in the region. HID's solution portfolio is structured across four main business units: access control including network access solutions; secure card issuance that includes Fargo card personalization solutions; identity assurance, which comprises of credential management and strong authentication products and services; and the government sector that includes highly secure ID cards and passport inlays.

HID's key vertical focus in the Middle East is within the government, oil and gas, aviation, enterprise and commerce sectors, with increasing importance in the health care sector within this region.

Typically, HID has different types of channel partners that include system integrators, OEMs and distributors/resellers. For example, system integrators are companies who buy products from HID and integrate them in end-user solutions. This could be for access control or IT security, or a combination of both. Distributors/resellers tend to work with smaller integrators or installers, predominantly in the physical access control area and for secure card issuance distribution.

Our Advantage HID Channel Partner Program is designed to develop and maintain a long-term value proposition with channel partners. We provide a comprehensive set of benefits to enable our partners to extract significant value from these long-term customer relationships. From industry leading margin on product resale, deal registration benefits, training, market development funds (MDFs) and leads, through to joint marketing activities, HID has a deep understanding of how to build mutually beneficial partner relationships. For example, MDFs support channel partners' sales and marketing initiatives.

Lead generation is vital to any successful program. We find that the most effective lead generation activities are achieved from an integrated marketing approach constituting online and offline, outbound and inbound activities across multiple media. Through our partner program, we are committed to helping our partners develop revenue opportunities and secure new business.

We have a strong and growing team in the region, tasked with supporting our partners and helping drive joint business with end users. Adding in the investment we make in events, such as Gitex and Intersec, as well as private events, such as our soon-to-be announced online banking seminars, we have a comprehensive approach to the sales channel strategy in the Middle East.

Axis and Milestone on the Mideast market

Editor / Provider: John Shi & Jill Lai, a&s International | Updated: 4/9/2013 | Article type: Hot Topics

In this feature, the dynamic duo share with a&s their vertical and channel development efforts in the thriving region.

Axis Communications
Banking, retail, education and transportation are our top four vertical markets in this region, and we also have critical infrastructure projects that are usually government-driven. Our channel partners program based on loyal and long-lasting relationships has been the role model in the industry, and was designed to help channel partners capitalize on Axis' market leadership in the fast-growing network video market. Our academy is another value-added tool for our systems integrators and end customers to share the knowledge that we have gained in the market since we first introduced the technology in 1996.

Based on our market outlook, we feel that it is critical to have a bigger physical presence in the countries we are focused on. We are now underway with a big recruitment strategy, which will lead to a substantial increase of personnel across the region in the short- and long-term to best serve our markets.

Milestone Systems
Throughout the five years Milestone has been in the Middle East, we have grown to cover all the countries in the GCC and high-end market sectors. For example, we have developed a partner channel that has been focusing on retail, and we've seen a very healthy business with the large retail sites. What we are planning to do in 2013 is to focus on expanding the partners with the distributors we have in the region to work with us on growing the mid- to low-end markets.

One of the things we see in the Middle East is that we have a great potential in the mid- to low-end markets with our wider variety of product offerings for these segments. The high-end market is dominated by two to three manufacturers in the Middle East, and Milestone already has a majority presence. What we aim to achieve now is a majority presence in the professional to low-end market. Milestone definitely has software products that are designed for these parts of the market. What we can do is make them more appealing to those users. We basically plan to strengthen our position in those markets, making it easier and more attractive to do business with our entire product portfolio.

Milestone has multiple distribution channels working with the main camera brands that our software supports, and the same applies to the mid- to low-range camera brands that cover the market's full range of needs. Some of our distributors are able to focus on the mid-market, and we have global partners like Anixter, Network Information Technology, Norbain, Westec and Cerebra, as well as some good local installing partners and distributors since 2002. Milestone also has a decent base of systems integrators who are certified to sell and implement our solutions in the region.

Synectics releases 2012 financials

Editor / Provider: Synectics | Updated: 3/29/2013 | Article type: Security 50

Synectics recently announced its 2012 financial results. For the year ending on November 30, the company reported a 12-percent increase in the consolidated revenues of US$ 117 million (￡77.0 million). Underlying profit before tax was up 61 percent to $8.7 million compared to the previous year, while operating margin was up 7.4 percent. The company also reported underlying diluted earnings per share increased by 56 percent to $0.39.

"It is pleasing to report that we have achieved a further significant improvement in underlying profit as well as generating $5.17 million of cash," said John Shepherd, Chief Executive. "In spite of the continuing global economic uncertainties, we have grown our sales of large integrated electronic security systems around the world … Our current order book and pipeline give us confidence of achieving a strong performance in 2013."

The industrial systems division experienced strongest sales growth, with revenues nearly doubling year on year to $24.0 million in 2012 ($12.08 million in 2011). The sales were boosted by two substantial contracts for the Takreer (Abu Dhabi Oil Refining Company) Inter Refinery Pipeline and the Abu Dhabi National Oil Company's Shah Gas projects. However, gross margin for the sector in 2012 dipped by 2.6 percentage points to 35.5 percent. Future plans of focusing on the oil sector in Middle East and Australia and expanding presence in the U.S., Asia, Russia and the North Sea were reported.

The network systems division reported the highest growth in gross margin, with a 50.5-percent increase to $27.1 million, and revenue was up by 9.8 percent. The increase was spurred by the US gaming sector. The transport systems division also reported a revenue jump of 9.3 percent to $22.4 million, which mainly came from the UK transport business as the full year impact of Indanet's sales (acquired in July 2011) was offset by the cessation of defense activities from June 2012. Revenues from the integration and managed services division, though, suffered an 8.1-percent drop to $45.5 million, as a result of focusing on higher-margin businesses.

Getting good vibes from the Mideast

Editor / Provider: John Shi and Jill Lai, a&s International | Updated: 3/28/2013 | Article type: Hot Topics

In this feature, a&s collects feedback from active channel players in the Middle East, in an attempt to share best practices in business development with solutions providers interested in expanding in the thriving region.

Al Taaraf Group of Companies
Al Taaraf set up its operation in the Middle East region in 1985 under the brand name of Proline UK, associated with Proline UK Electronics. Al Taaraf is extensively involved in supply and installation of security systems in the Middle East and Africa. We mainly work with the brands from Korea, Taiwan and the U.K. to cover the products from CCTV, access control, intrusion alarm and support local system integrators to compete with some multinational brands as well.

Al Taaraf supplies security systems via several outlets in Dubai, followed by a group of highly qualified technical staff. Having several sub distributors in each country of this region, Al Taaraf extensively concentrates on the Middle Eastern market including Iran, African countries and Pakistan. Al Taaraf is privileged to achieve many industry firsts in the Middle East — the first member of BSIA (UK) and HDcctv Alliance, and the first company certified with ISO 9001:2008 in security trading. We supply our customers with analog products, which account for approxi?mately 50 percent of our total sales volume, and IP as well as HD-SDI products, around 35 percent. We have held a very strong market share since the first day we were established.

We see high potential in IP and HD-SDI products, for their high-image quality and real-time performance, and fiber optics, the solution for the long-distance transmission. We also launched fire alarm systems so that our buyers can have one single source to buy all the security equipments.

Business Automation & Security Systems
The good thing or advantage of Samsung products is that the products are so flexible that you can easily uses them to approach all market sectors. Samsung Techwin is strong enough in commercial & hospitality markets, especially hospitals, hotels, school buildings, residential buildings, and retail. To meet the demands of those markets, the products should have high performance and competitive prices. Samsung Techwin is able to meet both requirements. Samsung has launched a full range of products targeting end users such as in small shops, villas, construction offices and any other personal use in very low cost — they come in one simple package, where cables, brackets, outdoor weatherproof IR cameras and DVR are already connected inside. Users don't need any technical background for installation. What users have is like basic connection. This helps them save on high installation fees and achieve security.

IP TEC General Trading
The hospitality and banking sectors are the first to demand HD video quality in the Middle East market, followed by the medical sector. Our policy is always to be at the forefront of technology and once again, we are focusing our recourses to provide first hand support and training to our customers in the HD CCTV evolution.

We have two divisions within our group — traditional stockist master distributor setup created for large-scale sub distributors who have already penetrated their market and constantly rely on our efficient deliveries from our huge stokeholds, and a value-added distributor who provides business development support for new comers in the market, or exiting sub distributors who want to venture in new fields of security. Our customers combine our two structures with their own local knowledge to gain an edge over their competition and excel in their business.

Johnson Controls
In the Middle East region, Johnson Controls operates through a multi-channel strategy in the market. We have our own Johnson Controls offices in various countries across the Middle East as well as authorized partners in others. Our goal is to serve customers in the most effective way for us to meet and exceed their needs. Historically, Johnson Controls operated through channel partners and selected direct presence. In 2005, we acquired York International, a major equipment provider with a strong presence in the Middle East. This launched a new chapter for Johnson Controls and allowed us to extend our presence, get closer to our customers, and serve them throughout the lifecycle of their buildings. The Emirates Towers, a famous project here in Dubai, was one of the largest prestigious building management system (BMS) projects that Johnson Controls completed in the late 90s. In later years, another opportunity rose from the ground as Johnson Controls completed the complex security on the tallest building in the world, the Burj Khalifa. As our business grew, so did our presence, and Johnson Controls is continuously expanding across the Middle East region.

As we look to be closer to our customers, Johnson Controls is not only strengthening our own offices, but also growing and expanding the capabilities of our partner distribution channels. Through this approach we will be able to strategically align our expertise in the market and deliver solutions to customers which are built around their needs. Our ability and expertise to deliver everything from chillers to complex security integrations and technology contracting is a differentiator which sets us apart from our competitors.

Our strength grows even further specifically in transportation, healthcare, and commercial buildings. We've also worked closely with government municipalities and maintain strong relationships with ministries across the region. These entities value Johnson Controls expertise and frequently approach us as a trusted advisor in helping to design the highest level of complex security in their geographies. Johnson Controls recognizes that integration is core for complex security, and this is where our strength lies. We have thousands of integrations and multiple custom development teams which allow us to create operational and energy efficiencies, ultimately leading to a greater return on investment for our customers.

Norbain
Norbain has been active in the region for approximately 18 years. However, we began our investment in the region in 2005 with an office in Dubai and have continued with that investment; in December 2012, we opened a new office for the Saudi market. This is a continuation of our strategy, to not only invest in the U.A.E but the Middle East region. The Middle East region, as well as our other regions, is covered by an experienced multilingual international sales team that has unrivalled experience in a wide diversity of sales and regulatory environments, and political, cultural, economic, and social situations.

As a value-added distributor and solution provider, we are a specialized security one stop shop. For sure the fact of having a wide portfolio of security products with well trained personnel to support our sales team helped us in this market by allowing us to add value to our partners' businesses, and enabled us to tackle most of the projects with complete turnkey solutions.

Schneider Electric
Our primary focus will be on the enterprise segment market that includes airports, seaports, marine, oil and gas, as well as upscale shopping complexes, and hotel properties. Public infrastructure and hospitality will serve as key drivers of our business. The rapid technology convergence has seen video emerge as an integral part of the network infrastructure of enterprises. Consequently, integrators are becoming increasingly involved with building related technology, leading to an IP-centric business model. Schneider Electric specialists are highly skilled with a complete understanding of both the hardware and software of complex, customized, and integrated systems that must be implemented to meet the needs of different facilities.

At Schneider Electric, we benefit from working closely with specialist system integrators in various areas such as security, building automation, access control, and video management among others. Our manufacturing capabilities are further complemented by a particularly strong channel partner network that forms the framework of our distribution operation. As part of efforts to support our channel partners and end users, Schneider Electric is committed to providing them with ongoing training. Towards this end, we have established a dedicated training center in Dubai offering courses, workshops, and certification.

Undoubtedly, major projects require the resources and network of a multinational company such as Schneider Electric. Our relationship with our partners ensures that projects are managed and executed according to specific schedules. For mega projects such as airports, it is often a prerequisite of the client to work directly with Schneider Electric.

Siemens Building Technologies
The Siemens Building Technologies division offers a comprehensive portfolio of products, solutions and services for building automation, fire safety and security. This offering ensures that buildings are energy-efficient and that any kind of critical infrastructure is protected. We address our customers in two ways: Through our own channel, using the local Siemens branches for installation as well as service and maintenance afterwards. The other channel that is especially important in this region is by working together with our value-added partners. We are looking for strong local partners to provide our Siemens fire safety product range to the customers and enable them to be successful through proper local support, e.g. training, application, and product launch support.

In many emerging countries, our customers prefer working with local companies to collaborating with multinational companies from somewhere abroad. You see this, for example, in Brazil right now, where they are preparing for the Olympic Games and the soccer world championships. They prefer local companies and value adding partners to install and maintain Siemens fire safety products. By doing so, we create added value in the country. In terms of the capabilities of local partners to do the job, we see a strong development in emerging countries, too. Especially here in the Middle East region, our local Siemens partners do a great job, really adding value with their highly skilled and competent engineers.

Dahua Technology on the Mideast market

Editor / Provider: John Shi and Jill Lai, a&s International | Updated: 3/28/2013 | Article type: Security 50

Dahua now works closely with local system integrators through OEM to penetrate the banking and education sectors. The Middle East region is one of Dahua's targeted oversea markets. We expect to grow more solidly in Dubai in order to approach Northern Africa and other countries in the Middle East. Dahua has already started to market its own brand in this region.