a&s international feb 2015(trial version)

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Open VMS for My VCA?


Open VMS for

My VCA?


Do I need 3D video analytics?




Buy VMS and VCA from one vendor?



Closed vs. Open VMS for VCA?




What can optimize quick search?




What to do with info overload?



Is artificial intelligence practical for security?


Casinos Sweeten the Pot With Integration

Business Talk

ViewpoinT

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RMR Brings More Options to Security

Intelligent Surveillance and Incident Reporting – Raising Situational Awareness

As video content analytics (VCA) becomes ubiquitous, end users are faced with more and more options regarding their choice of systems. Should they opt for an open platform or choose a bundled solution? What are the implications of different technologies used in VCA? a&s looks at several issues that can help choose the right system.

Feb 2015

BY Israel Gogol, Freelancer

Recurring monthly revenue (RMR) has historically always been a little bit in the grey zone when it comes to company business models in the security industry.

Casinos are known for deploying thousands of surveillance cameras across the gaming floor, but cameras are just one part of a casino’s management system. By integrating different systems with video via management software, casinos are able to not only increase security, but also overall operational efficiently.

BY Steve Chin

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producT exploraTion

VerTical MarkeT

What You Should Ask to

Optimize Video Analytics

Performance

BY Eifeh Strom

P.32Over the years, video surveillance has been the essential key to creating a safer environment. However, a tool needs to be developed to help sift through all the video footage, as well as manage and save the important details.

BY Haygariva Software

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Localize or BUST! Searching for Success in China

BY Samsung Techwin

Special RepoRt

induStRy RepoRt

The access control industry fared pretty well in 2014, fueled in part by the adoption of IP-based solutions. This year, the growth trend will continue in the market, which is also expected to see more advanced technologies.

Feb 2015

Contents................................P.14 Editor’s Note .........................P.18 Corporate News ....................P.20 Products of the Month ..........P.28Korean Highlights .................P.87 New Products ........................P.96Show Calendar ...................P.102 Companies in This Issue .....P.103

P.48

BY Eifeh Strorm

newS FeatuRe

SMaHoMe

Samsung Techwin Brand and Sales Remain Intact After Sale

Five Momentums to Bolster the Smart Home at CES 2015

There has been a lot of speculation, differing opinions, and misunder-standings regarding the fate of Samsung Techwin after its stock ownership sale to Hanwha Group in late 2014.

International CES 2015 kicked off another year of the smart home. Tech giants announced their aggressive movement via new product launches and strategic partnerships.

BY a&s SMAhome

2015: Access Control Even More “Pop”-ular

BY William Pao

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MOMENTUMS #CES2015

to Bolster the Smart Home at Despite the fierce competition, multinationals are finding many ways to grow and get ahead in China’s massive security market. With words like localization being emphasized by every player in China, multinationals have found ways to fit into and meet the requirements of this highly demanding market.

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Future for the Security Industry?

Parson Lee Publisher & Managing Director Joseph Lee General Manager John Shi General Manager Editorial General Press [email protected] Lai Editor in Chief [email protected] Chang Senior Consultant [email protected] Strom Senior Editor [email protected] Chin Reporter [email protected] Pao Reporter [email protected] Hsu Reporter [email protected] Chen Coordinator [email protected]

Art Design

Gaven Lee Executive Designer [email protected] Chang Designer [email protected] Wu Designer [email protected]

Circulation & Subscription Michelle Shih Coordinator [email protected]

Corporate Management

Collins Yuan Group Manager [email protected] Pin Account Manager [email protected] Lee IT Manager [email protected]

asmag.com Jerry Wu Assistant Manager [email protected]

Secutech Peggy Wu Trade Fair Manager [email protected] Lin Manager [email protected] Tsai Project Manager [email protected]

International Advertising [Headquarters] Juihui Lin Manager [email protected] Yang Operation Officer [email protected] Fang Coordinator [email protected]

[Branches & Representatives] Bobbie Ferraro USA/Canada [email protected] Pattuelli Europe (Italy) [email protected] Cavus Europe (Turkey) [email protected] Consolos Europe (U.K.) [email protected] Hadzic Southeast Europe [email protected] Gandhi India [email protected] Lai China [email protected]. C. Suh Korea [email protected] Komori Japan [email protected] Thu Ha Vietnam [email protected]

a&s International, published by Messe Frankfurt New Era Business

Media Ltd., is a monthly professional publication for channel players

in the worldwide electronic security industry since 1997. It updates

importers, distributors, OEM/ODM searchers, system integrators

and other product purchasers on product sources and identifies

developments in CCTV, Digital Surveillance, Access Control,

Biometrics, Intrusion Alarm, Intercom/Video Doorphone, Home

Automation and other fields relevant to electronic security.

Messe Frankfurt New Era Business Media Ltd. Taiwan Branch: 2F, No. 8, Lane 360, Sec. 1, Nei-Hu Rd.,Taipei 114, TaiwanPhone/886 2 2659 9080Fax/886 2 2659 9069Website/www.mfnewera.com

Messe Frankfurt New Era Business Media Ltd., a company formed by Messe Frankfurt (HK) Ltd. and former A&S Group in 2009, is an integrated media service provider in the security industry. Our service covers magazines, Web sites, events and trade shows. The portfolio of a&s magazines includes a&s International, a&s Asia (above published in English), a&s China, a&s Installer, a&s Solution, and a&s Taiwan (above published in Chinese). a&s Turkiye, a&s Adria, a&s Italy, a&s India, a&s Japan and a&s Vietnam are licensed editions.

Advertisers are responsible for their own advertisement content. The publisher is not liable for any legal, image, patent or trademark disputes from advertisements or among advertisers.Legal consultant: Julia S.H. Yu, Attorney at Law, First Law & IP Offices

Copyright© 2015 Messe Frankfurt New Era Business Media Ltd. All rights reserved. No part of this magazine may be republished, reprinted or redistributed in any forms, including electronic, without written consent from the publisher.

ISSN 1997-6267中華郵政北台字第1571號執照登記為雜誌交寄

For changes of address or subscription problems, contact us at [email protected]

Recently, a few notable events caught the attention (of the industry). First, Avigilon continued to

acquire more patents from Behavioral Recognition Systems, FaceDouble, ITS7, and VideoMining, after making a hefty purchase of ObjectVideo last December. The company’s determi-nation to grow larger and more powerful through video content analytics is very obvious and bold. The future security industry will be restricted by this intellectual monopoly.

And, then, a security conglomerate from China, Hikvision, just released its annual financial report for 2014. Amazingly, the company generated around US$2 billion in total sales revenue. The Chinese company has been growing too fast and too big. Its global market share is also expanding mostly outside of China. The industry is predicting how soon the company will replace Bosch and Honeywell and become the world’s largest security company.

Finally, CES, a well-known consumer electronics and technologies

tradeshow in the U.S., was just held last month. Driven by the fast development of connected home device/service and the Internet of Things, the tradeshow provides innovations in different connected devices to improve the overall living quality of our lives. Some innovated security devices for personal and home usage can also be seen at the show. Many security companies have branched out as well to the new markets in smart city and smart home fields. In the long run, how security companies partner with other industries or service providers will be key. I am also wondering if the security industry will start to lose its limelight in a connected world.

In 2015 or even further, the security industry will surely develop and grow. However, with security technologies getting mature and the demand for integrating with other connected devices increasing, “security” might not be the main and only one concern from the end users after all.

Hope you enjoy this issue!

[email protected]

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The technology partnership established between ISM and Wavestore has resulted in the successful integration

of Wavestore video management software (VMS) with ISM’s PSIM security management control room software. ISM’s PSIM software offers a scalable solution for small single sites to multi-sited projects, irrespective of their location. Its ability to integrate products from multiple manufacturers into one holistic platform is enhanced when working alongside Wavestore’s VMS, which is able to deliver video and audio data from any combination of analog, IP, megapixel, HD, HD-SDI, and 360-degree cameras and alarm data from associated sensors.

A key benefit of the level of integration achieved between the respective manufacturers’ solutions is that pre and post events can immediately be displayed on an integrated video wall to provide control room operators with instant access to real-time events. Security is therefore enhanced with the ability of operators to visually detect and pinpoint breaches across multiple sites.

ISM and Wavestore Establish Technology Partnership Blue Eye Video has become a subsidiary of Foxstream. The acquisition will

strengthen Foxstream’s presence in the U.S. and increase its business, as well as its staff, in 2015.

In order to develop its range of people counting solutions, Foxstream purchased Blue Eye Video in November 2014. With their technology, Foxstream has decided to widen its range of products and increase its activity, especially in the U.S. Blue Eye Video has developed specific expertise in the field of queue management by use of image processing technology. Blue Eye Video will keep its entity with the Florida-based subsidiary and report to the French headquarters of Foxstream.

The Lion Health Center in Stourbridge near Birmingham, U.K., which opened in April 2014 after having been converted from a former foundry, provides medical services for up to 26,000 patients.

A variety of security products were required for the new ultra-modern complex, which includes an enhanced nursing suite, a minor operations theater, a physio gym and rehabilitation area, a small lecture theater, and a pharmacy.

To help decide on the best security solutions for the center, Assa Abloy UK collaborated with developer Abacus Architects. The solutions selected included the wireless access control system to allow sophisticated proximity access control using attractive wire-free door units to help manage people’s movement around the center. The choice of the wireless access control system meant there was no need to install complicated software, which made for an efficient installation process.

Foxstream Purchases Blue Eye Video

Ultra-Modern Medical Center Secured With Assa Abloy Solution

Galaxy Control Systems has shown the capabilities of its access control software platform

specifically for use in K-12 schools. In addition to implementing superior access control, visitor management, and video integration capabilities, K-12 schools can easily keep track of students when they leave a class in session to visit the restroom, nurse’s office, or any other internal or external area of the school. Other applications may include verifying time and attendance for personnel, tracking access to equipment rooms and supply areas, and tracking transportation arrivals and departures.

Galaxy Control Systems Offers Access Control Benefits for Education Beyond the Conventional

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The Animals cameras are equipped with the latest image processors that allow not only the shooting and sending of images, but also an analysis of what is going on. The

design of the products involve young Italian designers in a constant dialog with local artisans and technicians in order to design and manufacture items that can combine innovation, design, and “Made in Italy.” The production is entirely handmade by Italian artisans, who represent the excellence of their local area, to make every Parson product a unique creation — from all points of view. Each item is designed with the aim to reduce the environmental impact by optimizing the production cycle and focusing on entirely recyclable materials. The vision system for each model (animal) can perform different operations: from simple analysis to complex functions like face recognition, etc.

Nowadays, video surveillance is prevalent in public place. From high-end retail stores, hospitals, casinos, schools, to streets, people can find it almost anywhere. Even though people understand that surveillance is for their own safety, the feeling of being “watched” is inevitable and can even feel a little creepy when cameras show up in front of them.

Different from traditional cameras, a few manufacturers have come up with fresh ideas on how to turn cameras into animal decorations and bright LED lights. In this way, they have made security more invisible and less intimidating, and also, more energy-saving.

Parson animal Cameras

Editor’s Note:

• Multi-touch gesture control that enables real world interaction• Optics: Varifocal 2.8 ÷ 10 mm f 1.6• Power supply: PoE (proc. A0), PoE+ (proc. B0)• Day&night management with mechanically activated selection filter• Operating conditions: -20 ÷ 50°C/15 ÷ 100% relative humidity• Housing protection level: IP66• H.264, Motion JPEG

Supplier: Video Systems

URL: www.parson.it

New Face to Video Surveillance

The Snap light bulb is equipped with speakers, a microphone, and motion sensors. Users can stream video straight to their smart devices. With its facial

recognition feature, users can easily tell who the person is visiting. There are also geofencing alerts which help give warning or reminder when a stranger enters or the kids leave the house. *The bulb will be available later this year.

sengled snaP light BulB

1.

• High-definition resolution of 1,080p• Large angle of view & wide dynamic range (WDR)• Better and brighter angle & space for shooting• Provides motion detection & action recognition• Easy Installation, without the need of wiring• Offers double frequencies of 2.4Ghz and 5Ghz• Real-time view & playback supported by smart phone (iOS and Android)

Supplier: Sengled

URL: www.sengled.com

2.

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company and reflect such opinions to the 2015 lineup and product R&D. The sell-off decision served as a momentum for the company and our partners to launch sales and marketing activities in a more aggressive manner.”

Samsung Techwin believes that now is the time for the real game to begin. It pledges to take this opportunity as a pivotal point to expand customer-oriented product lineup and services and accelerate devising medium to long-term plans. It is expected to make an official announcement regarding medium to long-term plans once the due diligence is completed.

Samsung Techwin Brand and Sales Remain Intact After Sale

There has been a lot of speculation, differing opinions, and misunderstandings regarding the fate of Samsung Techwin after its stock ownership sale to Hanwha Group in late 2014. Rumors that the Samsung Techwin brand would go away after the sale, or that the sale was due to any kind of weakness of the brand were rampant. In the following, the company assures the industry not only are they not going anywhere, they are more motivated than ever to succeed. David Kim, Director of Sales and

Marketing, APAC, Samsung Techwin

BY Samsung Techwin

Since the announcement that the Samsung Group would sell off its stock ownership of Samsung Techwin in November 2014, the industry has been interested in the following two questions: Will Samsung Techwin products retain the Samsung Brand name, and if so, for how long? How much would the news impact the company’s sales?

To set the record straight, the company’s sales in December 2014 remained steady despite the previous expectations that sales would be hit the hardest during the period. In addition, Samsung Techwin will maintain the Samsung brand name.

Unsurprisingly, December 2014 was a busy month for the company, handling a flood of inquires from all of its partners — some partners even visited the headquarters. There were also an abundance of rumors and misguided media reports. However, Samsung Techwin calmly contacted its business accounts, partners, contractors, etc. Sales personnel have met with their assigned accounts one by one to make sure they understand that Samsung Techwin will not only continue to keep its core technologies and R&D personnel, but will also make little changes to the product roadmap. The 2015 lineup is being operated as planned, with the manufacturing line and product supply up and running without any major interruption after the sell-off announcement. In a nutshell, everything is business as usual at Samsung Techwin. As a result, December sales were barely influenced by the news and sales even increased in some regions (e.g., China, the U.S., India, Indonesia, Iran, Iraq, Vietnam, etc.).

David Kim, Director of Sales and Marketing for APAC at Samsung Techwin, said, “The news of sellout served as an opportunity to motivate our employees in a positive way. Through one-on-one dialog with our partners, we reaffirmed their trust in us and deepened our relations even further. We could listen to different views of the partners highly loyal to our

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Intelligent Surveillance and Incident Reporting — Raising Situational Awareness

Over the years, video surveillance has been the essential key to creating a safer environment. However, a tool needs to be developed to help sift through all the video footage, as well as manage and save the important details. With Com-Sur, a Windows and mobile (iOS and Android) based intelligent surveillance enhancing and incident reporting software, users can enhance surveillance, create standardized intelligent incident reports, and back up relevant data forever!

BY Hayagriva Software

Video surveillance has become the de-facto means to create safer cities, workplaces, and homes. However, installing video surveillance systems is just the beginning. One needs to do more. One should be able to gain intelligence from video, which will help in preventing losses, reducing operational risks, improving business process, and subsequently sales.

Additionally, in case of crime, standardized intelligent incident reports created in PowerPoint would help solve wrongdoing faster.

In the case of an incident, the DVR needs to be accessed to locate the footage, and presented to law enforcement agencies. This is where the trouble begins, and the following questions come to mind:1. What if the DVR itself is stolen or destroyed?2. What if the DVR failed to record?3. What if the footage is lost due to human error, or deliberately erased?

Generally, to retrieve footage, systems integrators (SIs) who installed the video surveillance system are called upon, which can be an expensive and time consuming affair. Now, once the footage is found, the affected party is required to connect with the appropriate law enforcement agency and explain the entire case to them. Unless it is a high profile case, there is not a high chance that the over-burdened law enforcement agencies would be able to invest long hours on the case

immedately.With respect to law enforcement agencies, there are several issues that

bog them down, when it comes to viewing video footage. Some of the issues include having to

watch long hours of footage from different sources,

especially when there is an incident which has occurred at a place not directly covered

by the video surveil-lance — for example,

the Boston marathon bombing case. In such cases, law enforcement agencies need to rely on footage derived from video captured

by local businesses and/

Gautam Goradia, CEO & MD, Hayagriva Software

Video surveillance should be able to gain intelligence from video, which will help in preventing losses, reducing operational risks, improve business process, and subsequently sales.

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or public video surveillance around the scene of the incident. Law enforcement agencies also have to deal with painfully aggregating videos from different sources and sharing them with other agencies or the public, as well as writing up reports, which is often a manual and non-standard process.

Furthermore, while cameras and video management systems (VMS) are increas-ingly becoming smarter, the reliance on alarms is growing to detect an exception. However, it is well known that several alarms can be false as well, which leads to human intervention. Moreover, it is also impossible to rely squarely on technology only. In order to decide whether a bag left behind by a passenger at an airport is a threat or a genuine error, some amount of human intervention or review is therefore required. However, because it is cumbersome to review long hours of footage, review is generally ignored. This could result in missing an event that may never be raised by a modern VMS, for example, a dry-run, or recce.

It is unanimously accepted that,

monitoring surveillance video is a tedious and demanding task. According to research carried out by Police Scientific Research, video surveillance observers tend to suffer from video blindness after 20 to 40 minutes of observation, i.e., they cannot recognize the objects in the video anymore. It is also important to note that most DVRs usually retain video up to a maximum of 30 days after which it is overwritten. If one needs to access video after that, it is not possible.

The SoluTion To The Problem Intelligent surveillance enhancement and incident

reporting software such as Com-Sur converts video (in real-time or from recorded footage) into rapidly reviewable

Com-Sur is suitable for:

• Airports• Banks• Defense• Educational establish-

ments• Factories• Gyms• Hotels• Hospitals• Housing complexes• Jewelers• Malls• Oil and gas instal-

lation• Nuclear plants• Restaurants

The list can be endless, and of course, law enforcement agencies themselves, who can be classified at the tip of the pyramid.

Key Verticals for Intelligent Surveillance Enhancement and Incident Reporting Software

It is impractical to rely solely on surveillance operators to catch suspicious activity. With intelligent incident management software that can convert recorded video into rapidly viewable screenshots, hours of video can be reviewed in minutes.

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Open VMS for

My VCA?






















What You Should Ask toOptimizeVideoAnalyticsPerformance

Obtaining information no longer seems to be a problem. There is a wide choice

of cameras, video management software (VMS) systems, and VCA solutions. The problem has shifted to making sense out of all this information. The challenges facing vendors are to supply a reliable system that will give operators timely alerts, reduce false alarm rates, and help them effectively search through the information. Looking into the future, the next challenge will be shifting from a reactive mode (post-event) to a predictive mode, detecting the tell-tale clues that lead up to an event. New “learning” systems based on artificial intelli-gence have that potential but their effectiveness is still debatable.

As video content analytics (VCA) becomes ubiquitous, end users are faced with more and more options regarding their choice of systems. Should they opt for an open platform or choose a bundled solution? What are the implications of different technologies used in VCA? a&s looks at several issues that can help choose the right system.

BY Israel Gogol, Freelancer

Product E

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Open VMS for

My VCA?






















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� Joacim Tullberg, Product Manager, Video Management Systems, Axis Communications

� Julia Ebling, Product Manager, IVA, Bosch Security Systems

� Dror Irani, CEO & President, BriefCam

��Ray C. Davis, Founder & Chairman of the Board, BRS Labs

End users today can choose between vendors that offer their own VMS and propri-etary video analytics or a VMS vendor that integrates third party analytics. “There are credible arguments for either option but the devil is in the details,” explains Dr. Sadiye Guler, Founder and CEO of Massachusetts-based intuVision.

“For systems integrators and users, having a combined VMS and VCA solution — if nothing else — is convenient. On the other hand, having the flexibility to choose

the most suitable VCA product for requirements at hand is only possible if a VMS system can integrate with multiple third party VCAs; we all know there is no silver-bullet VCA solution that suits every application,” added Guler.

Open platfOrm advantagesAn open platform VMS allows for a mix-and-match approach to best answer end-user needs.“Best of breed approaches offer more flexibility and there are many specialized VCA solutions

available. VCA providers often have profound knowledge of vertical applications and offer adapta-tions of their VCA solutions for larger installations,” said Joacim Tullberg, Product Manager for Video Management Systems at Axis Communications.

“By choosing an independent, open platform VMS that integrates with multiple third-party video analytics, customers have many more options available than one single vendor with their own VMS and VCA could ever have — the open platform VMS even allows video analytics from multiple vendors to be used together, for example, license plate recognition (LPR) and face recognition. Another example: I have seen some customers request smoke or flame detection capabilities,” said Reinier Tuinzing, Strategic Alliances Manager for the Americas at Milestone Systems.

Choosing the Right Combination of VMS and VCA

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48

2015ACCESS CONTROL

EVEN MORE

‘POP’-ULARThe access control industry fared pretty well in 2014, fueled in part by the

adoption of IP-based solutions. This year, the growth trend will continue in

the market, which is also expected to see more advanced technologies. A

move towards integration and open standards will further drive the growth

of access control, long seen as a vital part of security but now being used

more and more for management.

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Last year, the overall access control market grew 7.6 percent, according to IHS. The figure is slightly less than the 10 percent estimated by Memoori Business Intelligence. Many factors contributed to the growth, with a

migration towards IP-based solutions cited as a major market driver, especially amid an increase in the construction of new buildings, most of which deployed IP-based solutions.

“IHS estimated that in 2014, nearly 60 percent of the global access control panel market was IP-based. Although legacy equipment is still a large portion of the access control market, as new construction ramps back up, nearly all new installations will be installing IP-based access control,” said Blake Kozak, Senior Analyst at IHS.

This year, growth in access is set to continue, due to undying demand from users seeking to secure lives and assets. “Security is still one of the top priority concerns in all areas of personal and business coming into 2015. Physical access control is no exception,” said Norana Johar, COO at FingerTec. “I think that the growth will continue at a higher rate as many premises are looking for better ways and better technology to control access to their properties and business premises.”

Access control has evolved from traditional card readers to more advanced technologies. While card readers will still be prevalent, technologies like biometrics, mobile credentials, and wireless locks are expected to see increased adoption and usage.

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BY William Pao

Experts Pinpoint Growth Sectors

This year, IHS estimates the overall growth for the access control industry will be 8.8 percent, although that figure is likely to change since this is only the beginning of the year, cautioned Blake Kozak, Senior Analyst at IHS.

Regionally, North America will continue to grow, although not by the same margin as last year. “I do think there will be some shifts in the trend, so this year growth may be a little lower in North America, and higher growth is expected especially in APAC and Latin America,” said Jason Ouellette, Product Line Director for Access Control at Tyco Security Products.

Mike Sussman, Technical Director at TDSi, echoed that comment. “The market is booming internationally, particularly in Africa and Southeast Asia as these markets develop commer-cially. Even in the U.K., the construction industry’s growth is picking up pace after the lull of the late 2000s,” he said.

While access control has applications in different sectors, growth is set to be particularly noticeable in certain vertical markets. These include:

Education: Demand in education continues to be strong given school violence and educators’ efforts to attract foreign students. “With so many schools, universities, and colleges that have yet to implement holistic access control solutions in their premises, this could be the area of growth for the access control industry this year,” said Norana Johar, COO at FingerTec.

Healthcare: Another area is healthcare, which “continues to see strong growth, especially for electronic locks, to protect patient records, storage closets, drug carts, lockers, among others,” said Kozak.

Residential: Residential security is booming in North America as electronic locks and video are helping to drive the smart home adoption. As for other regions, “although the EMEA and Asia have yet to see this trend, there has been high demand for luxury condos and apartments, especially in parts of Southeast Asia,” Kozak said.

Utilities: Utilities will continue to see strong adoption, especially in many developing countries that are looking to renew their focus on infrastructure development over the next five to 10 years.

SMBs: Demand from small and medium businesses is also growing. “Our belief is in SMBs, which will mainly be driven by two factors,” said Lee Odess, VP of Marketing at Brivo Labs. “First, upfront costs for the system are declining, and second, awareness and demand for the service by this segment are increasing.”

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Sweeten the Pot WithIntegra tion

Casinos

5656

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Integra tion

Casinos are known for deploying thousands of surveillance cameras across the gaming floor, but cameras are just one part of a casino’s management system. By integrating different systems with video via management software, casinos are able to not only increase security, but also overall operational efficiently.

Nowadays, casinos are not just places for gambling, but centers of entertainment

as well. As a result, there is an increasing need among casino security operators for better operational efficiency. Needing to not only protect “the house,” but patrons as well, casino operators are looking for ways to better manage incidents within their premises, while also integrating various systems into one management platform.

A New GeNerAtioN of CAsiNos

A recent report by MarketsandMarkets compares modern casinos to amusement parks due to the number of

different attractions within. Now, casino goers are looking for more than just gambling opportunities — they want other services such as spas, restaurants, shows, nightclubs, concerts, etc. Along with this new generation of casinos come more opportunities for the security industry, not just in hardware upgrades and retrofits, but in software integration.

According to Grant Barnes, Director of US Gaming at Pelco by Schneider Electric, “With all of the new technology going into casinos, there is a higher demand for advanced security solutions. Nightclubs and restaurants inside casinos are another big attraction in gaming venues that also require security solutions. To fulfill this requirement, casinos are asking for their video surveillance systems to seamlessly integrate with third-party systems that provide additional data and analytics for an enhanced level of security.”

However, with these new attractions come challenges. “As casinos expand their entertainment and leisure services, greater levels of risk assessment and security analysis are required. For example, if a casino decides to offer a day care area, providing video surveillance and security for children has far different drivers and liabilities than parking lots. A concert arena presents very different technical challenges (high or no ceilings for cameras, power distribution, massive crowds, etc.) to monitor. And, of course, security systems for individual non-gaming endeavors should work in concert with pre-existing technology throughout the enterprise,” said Nate Mattson, Technical Sales at Synectics Systems Group. “But this is not as easy as it sounds. Gaming departments that drive revenue can justify higher priced, higher performance surveillance technology than non-revenue generating departments that are sometimes forced to add cheaper, non-compatible systems to the mix due to constrained budgets.”

UppiNG the ANte with iNteGrAtioNIn general, value and return on investment (ROI) from their technology is what

casinos are looking for in both their hardware and software. “A security management system that offers efficiencies or presents more relevant data by integrating multiple subsystems — operational, gaming, emergency, surveillance, and security — delivers more value and is, therefore, always of interest,” said Mattson. “There is a growing need, and the industry must respond to, finding cost effective ways to interface alarm systems, networks, databases, and operational management software across the enterprise. This

BY Eifeh Strom

�Grant Barnes, Director, US Gaming, Pelco by Schneider Electric�Brad Rooke, CCP, Application Specialist, PPM�Francois Wolf, VP, Marketing, Pivot3�Pauline Yen, Sales Director, A-MTK� � � �

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Despite the fierce competition, multinationals are finding many ways to grow and get ahead in China’s massive security market. With words like localization being emphasized by every player in China, multinationals have found ways to fit into and meet the requirements of this highly demanding market.

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Searching for Success in China

Localize or BUST!

By EifEh Strom

How to Succeed in China

Despite being a rather saturated market,

multinational success is anything but out of

reach in China. Here are some of the keys that multina-

tionals are using to unlock the Chinese security market:

1.�Localization: Making sure that everything from R&D to manufacturing

to manpower is local is possibly the most important thing in China. Not

only does local manufacturing help with government projects, local

manpower can help make sure that local needs are understood and

met.

2.�Customization: The ability to be flexible can go a long way in China, as

Chinese users like to customize products and solutions.

3�.�Integration: More than any other market, China requires very high

levels of integration.

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In 2014, China surpassed the U.S. as the world’s largest economy. This, however, should not come as a surprise to anyone. With one-seventh of the world’s population, an insatiable market, and exceptionally fast development, it was only a matter of time before China pushed out the U.S. to take over the number one spot. In the security and surveillance market, China has played a similar game — unbeatable manpower, ever-improving technology, and a market hungry for the

latest and greatest in security products. In fact, as previously reported by a&s, according to IHS, China was estimated to be the largest regional market for video surveillance equipment in 2013, accounting for a third of global revenues.

It is quite clear that China is a force to be reckoned with, not just in security but generally as an overall economic giant. According to Memoori Business Intelligence, within the video surveillance sphere, China is now delivering the highest rate of growth and increasing its market share. What that has meant for the security industry is that everyone wants a piece of this massive market. Multinationals from every corner of the world have flocked to China to try to gain a presence and take some of the country’s market share. However, this has not been easy. With local Chinese security manufacturers numbering in the thousands (and constantly on the rise) and power-house players like Hikvision Digital Technology and Dahua Technology quickly ascending in the ranks among the world’s biggest security manufacturers, multinationals have their work cut out for them.

EvErything LocaLFrom manpower to manufacturing to offices to services, being local in all these

categories is more than just an added bonus for multinationals in China: it’s a necessity. Setting up local R&D, local manufacturing, and local offices has been the key to success for many multinationals in China. In fact, many of the world’s top security brands are

emphasizing localization as their key strategy. Companies like Axis Communications, HID Global, Infinova, Panasonic, Sony, etc., have all set up manufacturing factories in the country, which has proved to be very advantageous when it comes to competing with local manufacturers. “As we have local manufacturing and local R&D, we can, to an extent, reduce costs — we can be more aggressive with pricing with China-specific products,” said Jimmy Li, Sales Director for China at Axis Communications. Being able to compete in price is obviously quite an advantage as the price wars caused by Chinese manufacturers within the global security industry have affected every manufacturer.

Aside from local manufacturing, local manpower is also a key asset to multinationals. “The fact that we have local Chinese people in our office helps us a lot because they serve as a bridge of knowledge,” said Dror Irani, President and CEO of BriefCam, an Israeli-based software company specialized in video synopsis. “They take the local requirements of the market and translate it in a way our programmers understand what is required, which is not a simple task: it is both technical as well as cultural. Technical and cultural gaps exist in this communication and understanding all of that can immediately affect your entire product offering.”Additionally, localization tactics like language are also quite important in

the Chinese market. Eric Chiu, Sales Director for Greater China at HID Global pointed out, “Small things make a big difference — for example, language.

Jimmy Li, Sales Director, China, Axis Communications

Eric Chiu, Sales Director, Greater China, HID Global

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Recurring monthly revenue (RMR) has historically always been a little bit in the grey zone when it comes to company business models in the security industry. Considered an inconsistent form of income, feelings have shifted, and it has now become a large part of the security market.

BY Steve Chin

Better known in other industries, recurring monthly revenue (RMR) business models are most commonly seen in sectors like cable companies, gas and electric, and cell phone providers. RMR has now also become a trusted and reliable source of

income in security that is continuing to expand and evolve; now providing the industry with new and innovative ways to generate capital.

In the security industry, RMR business models are slowly evolving from an income surplus that may contribute some extra disposable income into a large part of a company’s business model for many integrators in the industry, especially in the U.S. In the big picture, RMR now takes into account many different factors, including everything from cash flow and margins to technological advances and market standpoints.

In fact, one of the biggest igniters for RMRs taking a bigger role in the industry is because of the global recessions — by offering RMR payment options, the load is taken off customers’ shoulders and the seller benefits also, by incurring larger amounts of revenue over the long run. It can be safely said that the traditional method of installing and upgrading is slowly being shifted out in favor of more RMR. Michael Barnes, Founding Partner of Barnes Associates reinforced this feeling, saying, “There is no question that the industry is moving towards security-as-a-service, or RMR models. The end user has a fixed, consistent

Brings More options to Security

rMr

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ADVERTISER INDEX*The index is provided as an additional service. *The publisher does not assume any liability for errors or omissions.

SURVEILLANCEPAGE NO. ADVERTISER MAJOR ITEM COUNTRY E-MAIL21 ABILITY ENTERPRISE CO., LTD. IP CAMERA / HOME CAMERA TAIWAN [email protected]

67 AIC INC. NVR/ STORAGE TAIWAN [email protected]

31 ALTASEC TECHNOLOGY CORPORATION IP CAMERA / NVR / AHD DVR / SDI DVR TAIWAN [email protected]

11 BOSCH SECURITY SYSTEMS CCTV GERMANY [email protected]

6 CNB TECHNOLOGY INC. CCTV KOREA [email protected]

BARN DOOR, INSIDE FRONT COVER, 1 DAHUA TECHNOLOGY CO., LTD. SURVEILLANCE CHINA [email protected]

61 DALLMEIER ELECTRONIC GMBH & CO.KG SURVEILLANCE GERMANY [email protected]

29 DONGYANG UNITECH CO., LTD. CCTV KOREA [email protected]

8 DYNACOLOR INC. IP CAMERA / NVR TAIWAN [email protected]

4 EVERFOCUS ELECTRONICS CORP. CAMERA / DVR / IP CAMERA TAIWAN [email protected]

85 FOCTEK PHOTONICS, INC. LENS CHINA [email protected]

45 FUZHOU FRAN M&E TECHNOLOGY DEVELOPMENT CO., LTD. DOME COVER CHINA [email protected]

9 GKB SECURITY CORPORATION IP CAMERA / NVR / HD SDI CAMERA / HD SDI DVR TAIWAN [email protected]

7 HANGZHOU JUFENG TECHNOLOGY CO., LTD. AHD DVR, AHD CAMERA, NVR, IP CAMERA, HOME SECURITY CHINA [email protected]

5 HDPRO CO., LTD. CCTV KOREA [email protected]

54, 55, BACK COVER HIKVISION DIGITAL TECHNOLOGY CO., LTD. SURVEILLANCE CHINA [email protected]

10 ICATCH INC. DVR TAIWAN [email protected]

33 INODIC INC. CAMERA KOREA [email protected]

15 ITXSECURITY CO,. LTD. CAMERA KOREA [email protected]

27 MERIT LILIN ENT CO., LTD. IP CAMERA / NVR TAIWAN [email protected]

69 OB TELECOM ELECTRONICS CO., LTD. FIBER OPTIC TRANSCEIVER CHINA [email protected]

INSIDE BACK COVER PANASONIC SYSTEM NETWORKS CO., LTD. DIGITAL SURVEILLANCE JAPAN ---

46, 47 QIHAN TECHNOLOGY CO., LTD. SURVEILLANCE CHINA [email protected]

23 QNAP SYSTEMS, INC. NVR / VMS TAIWAN [email protected]

59 RICOM LENS CHINA [email protected]

2 RIFATRON CO., LTD. DVR KOREA [email protected]

95 RONIX INC. SURVEILLANCE KOREA [email protected]

69 SHENZHEN COMMANDER TECHNOLOGY CO., LTD. CASING CHINA [email protected]

63 SHENZHEN NANFANG HANBANG TECHNOLOGY CO., LTD. NVR, IP CAMERA CHINA [email protected]

36 TAMRON CO., LTD. CAMERA JAPAN [email protected]

19 VIVOTEK INC. IP CAMERA / SOFTWARE / VIDEO SERVER TAIWAN [email protected]

3 WEBGATE INC. DVR KOREA [email protected]

71 XIAMEN LEADING OPTICS CO., LTD. CCTV LENS CHINA [email protected]

25 YOKO TECHNOLOGY CORPORATION IP CAMERA TAIWAN [email protected]

ACCESS CONTROLPAGE NO. ADVERTISER MAJOR ITEM COUNTRY E-MAIL67 FUJICA SYSTEM CO., LTD. ACCESS CONTROL CHINA [email protected]

53 GIGA-TMS INC. RFID MODULE / LOCK / READER TAIWAN [email protected]

43 HUNDURE TECHNOLOGY CO., LTD READER TAIWAN [email protected]

17 SUPREMA INC. FINGERPRINT KOREA [email protected]

INTRUSION ALARMPAGE NO. ADVERTISER MAJOR ITEM COUNTRY E-MAIL71 KMT CO., LTD. ALARM KOREA [email protected]

83 SUPERIOR ELECTRONICS CORP. ALARM TAIWAN [email protected]

OTHERSPAGE NO. ADVERTISER MAJOR ITEM COUNTRY E-MAIL12, 13 SONY CORPORATION DSBG. SYSTEM LSI DIVISION SEMICONDUCTOR JAPAN -

Advertisers are responsible for their own advertisement content. The publisher is not liable for any legal, patent or trademark disputes from advertisements or among advertisers.

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