CONTENTS
June 2015 sPecial Feature
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Market DynaMics
Taiwan Sees Hope in Security The security industry in Taiwan over the past year has constantly been adjusting its pace to meet the demand for the increasingly competitive government and non-government projects. a&s reviewed the Taiwanese security market in 2014. BY Lisa Hsu (Adopted from a&s Taiwan)
Security Industry Heats Up, as China Tries to Catch Up
A recent phenomenon that has captured the attention of the global security industry is the expansion of certain Chinese manufacturers to foreign markets with their ultra-low prices. Much discussion is already seen on this and how this could change the business altogether. BY the a&s Editorial Team
Global Security Markets: A Closer Look at Challenges and Opportunities BY the a&s Editorial Team
cover story
ProDuct exPloration
Defining a SONY at the Well-Integrated Technological Forefront With 4K Access Control Sony is ready to launch its first 4K UHD camera in the third quarter of 2015. The company combines the enhanced resolution of 4K with low-light sensitivity, bandwidth optimization features, and intelligent scene capture capability to achieve the best picture quality even in some of the most challenging environments.
JUNE 2015 ● www.asmag.com
Riki Nishimura, GM, Visual Security Solutions, Professional Solutions Company, APAC, Sony Electronics
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BY the a&s Editorial Team
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Management System A well-integrated, IP-based access control management system should have some basic characteristics, for example the ability to integrate with different subsystems, have these subsystems work together seamlessly, and support different hardware and credentials. With a strongly integrated access control-video platform in place, users are given more situational awareness and can maintain the security of their premises more effectively.
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inDustry rePort
Deviating From the Norm — secutech 2015 Exhibitor Highlights BY the a&s Editorial Team
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BY William Pao
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P. vertical Market
Systems Integration in the Banking Sector: Tricks
to Crack the Hard Nut BY Prasanth Aby Thomas
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Contents................................P.14 Editor’s Note .........................P.16
Corporate News ....................P.18 Products of the Month ..........P.24 Asia at a Glance.....................P.30 Show Calendar ......................P.66 New Products ........................P.82 Companies in This Issue ........P.85
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a&s Asia, published by Messe Frankfurt New Era Business Media Ltd., is a monthly professional publication for channel players in the regional electronic security industry. It caters to importers, distributors, OEM/ODM searchers, system integrators and other product purchasers to get updates on product sources and
Itˊs Time to Pay Attention to Smart Home ver the past two years in security, IT, and consumer electronic trade shows, it’s been easy to find home security, home automation, and smart home products. As trade shows foreshadow what will be the uptrend, it’s time for us to embrace the smart home as the next big thing. Thanks to cloud computing and smartphones, control of devices and provision of service remotely are possible. Now, business model and efforts to guide end users to smart home products are the two critical links. Once smart buildings, smart homes, and smart cars become more feasible, all challenges and difficulties we now face in security will be left behind. We can divide the distribution of smart home products into two distinctive channels: DIY and professional service. To succeed in the DIY channel, one must establish a strong and seamless sales network and find competitive and attractive products. On the other hand, to enter the professional service channel, one needs to be clear about the target market and service provided. Resources must also be invested beforehand. For example, for new residential buildings, collaboration with the constructor is needed. Pre-sale, instal-
developments in CCTV, Digital Surveillance, Access Control, Biometrics, Intrusion Alarm, Intercom/Video Doorphone, Home Automation and other fields relevant to electronic security.
ISSN 1997-6267 中華郵政北台字第1571號 執照登記為雜誌交寄
lation, and after-sale service are all new concepts. Besides new residential buildings, it’s even more important to tap the broader home market. Collaboration with telco operators, who target home users to begin with, is the quickest and easiest way to achieve this. Besides these channels, additional ones can be built based on the application. For example, for home security, products can reach high-end apartment buildings through security installers. For health care, products can go through medical channels. For energy management, products can go through power and energy conservation channels to reach end users. As for the entertainment market, it’s less of a concern since it’s remotely related to security. These are all new. There are no clear-cut channels, nor prior success stories that can be referred to. Tremendous labor and financial resources need to be devoted to explore new ways and find new business partners. As there is no formula for success at this point, risk is relatively high. Yet it’s always the “first movers” that get higher profit margins and a bigger market share. The smart home industry is taking off. For those brave and adventurous security players seeking to sail into this blue ocean, act now!
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JUNE 2015 ● www.asmag.com
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John Shi
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Corporate News
Vietnam Bank Safeguards Patrons With QNAP IP Surveillance System
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ietcombank, formerly known as JSC Bank for Foreign Trade of Vietnam, currently has almost 14,000 employees, more than 400 branches, and offices in Vietnam and abroad. Vietcombank has many advantages of applying advanced technology into the automatic banking system, product development, and e-banking services, based on its high technology foundation. As their existing surveillance system found itself increasingly inadequate for their needs, Vietcombank sought a digital solution to safeguard their customers and staff. In order to meet Vietcombank policies, each branch needs to retain surveillance recordings for at least 183 days. The existing system was insufficient at meeting their heavy surveillance recording requirements, and as Vietcombank was expecting to implement an IP-based solution they would need storage expansion requirements to store this massive amount of recording data. Vietcombank decided to replace their existing analog surveillance system with an upgradable digital system and chose the QNAP NVR solution. In their first stage of implementation they installed QNAP’s NVR in eight of their branches. They then upgraded their surveillance infrastructure to an all-IP solution featuring network cameras and network-attached storage. Vietcombank was satisfied with the quality service and reliability from QNAP Security. The NVR runs with high stability and enhanced compatibility and performance with the chosen cameras. After easily deploying QNAP NVRs, the storage expansion solution fulfills the requirements of high-quality surveillance recording and video data storing at the same time.
Vietnam Post and Telecom Group Selects Nedap for Elevator Access
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JUNE 2015 ● www.asmag.com
o optimize the monitoring and management of all vehicle and people access points at the company’s headquarters, the Vietnam Post and Telecommunication group (VNPT) recently upgraded the building’s entire access control and surveillance system. Located in central Hanoi, Vietnam, VNPT is one of the largest companies in the country. With 1,000 employees working at the headquarters, manageable vehicle and people access control systems are needed to guarantee a convenient and secure flow of people. The entire project included access control readers for automatic vehicle identification at the building’s parking facilities, elevator management, and hands-free door access. In order to control the six passenger elevators in the building’s 27 floors, Nedap partner Techpro successfully installed Nedap’s long-range ultra-high frequency readers in combination with the elevator. Only people with an authorized access credential can operate elevators with call buttons. All exit doors at the stairs are also equipped with the readers for tracking purposes. With this solution, VNPT ensures convenient and secure hands-free elevator access to all of its authorized employees and registered visitors.
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Vesda Protects Over 250 Racks at Vocus Melbourne Data Center
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ocus Communications is a leading supplier of telecommunications, data center, and high bandwidth connectivity in Australia and New Zealand. Their flagship data center is set in the heart of the Melbourne central business district and is also the most recent Vocus facility to be built in Australia, with an additional 10 data centers spread across the Australia and New Zealand region. VESDA was selected for its reputation in reliable and very early smoke detection. VESDA also protects other Vocus data centers throughout Australia where it continues to perform successfully. VESDA has previously detected incidents of power supplies failing inside the facilities detecting the small traces of smoke generated, allowing the staff enough time for investigation and to mitigate any possible fire threat. VESDA’s units were installed in the world-class, leading Melbourne data center to provide protection in general areas and communications rooms, while a VESDA unit was utilized for individual pods in data halls due to its multiple-zone addressability. To accommodate protection of the hot aisles and the need to comply to AS1670.1 standards and Xtralis guidelines, the design incorporated sampling points in the hot aisle sections as well as the open area ceiling. With any potential smoke or fire threat VESDA is able to locate the smoke at the incipient stage and provide an early warning response so that the incident can be attended to early, allowing time to respond accordingly and avoiding the escalating consequences and potential damage.
Corporate News
Radwin's Solutions Used During Pope's Visit to Philippines
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Pacific AV Becomes a Distribution Partner of Bosch
adwin, the global provider of sub-6 GHz broadband wireless solutions, announced that its wireless broadband radios helped ensure the safety of the pope during his visit to the Philippines. Radwin’s radios were used to transmit real-time HD video, voice, and data from sites that the pope visited back to a central command and control room. EBDI Philippines, a systems integrator in the Philippines and Radwin’s partner, was in charge of project implementation. Joshua Mony, Radwin GM, Southeast Asia & Oceania: “We are proud that our solutions helped secure Pope Francis’ visit to the Philippines. Our high-capacity, extra durable systems deliver exceptional video quality and are ideal for monitoring mega events and mission-critical installations.” Source: PR Newswire
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osch is pleased to announce that Pacific AV will be a distribution partner of its communication systems business in New Zealand. They will focus on the Plena commercial range of public address systems and speakers from Bosch, including the Australian-designed Plena matrix, as well as promoting the entry-level conferencing systems, which is extremely popular with local councils. Pacific AV is an importing and wholesaling business specialist in commercial audio visual equipment. Operating exclusively through a nationwide dealer and installer network, Pacific AV is geared to offer the best in local installation and support. With 25 years in the AV supply industry. Bosch Security Systems provides innovative products of security and communications systems with superior quality that all customers can trust and rely on — from end users through to installers and systems integrators. This commitment extends to the ongoing success of customers, and as such, Bosch is implementing better ways of servicing the market by working closely with strategic distribution partners.
Samsung Techwin, 10th Distributor Conference
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JUNE 2015 ● www.asmag.com
amsung Techwin launched its 10th Distributor Conference in Chiang Mai, Thailand. The conference took place over four days and three nights. For the past 10 years, Samsung Techwin has invited all distributors of its products in the Asia-Pacific, MEA (Middle-East Asia & Africa), and CIS regions to the conference, at which the sales performance over the past year is reviewed, medals are awarded to key performers, and time is taken to introduce and teach the distributors about the new products that are about to be released. In addition, Samsung Techwin provides a regional tour program to distributors invited in return for their hard work with appreciation. This year, all of Samsung Techwin’s AMs and distributors in the Asia-Pacific, MEA, CIS regions gathered in Chiang Mai again, and were able to talk with each other about things they normally couldn’t due to the physical distance. They also received information about the latest trends in each regional market and gave fresh feedback on the
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products to Samsung Techwin, information and feedback they can use in the development of new products. In addition, there was an event to introduce the four major verticals selected by Samsung Techwin, which were retail, banking, city surveillance, and rail. The goal of this event was to provide useful information that will enable distributors to communicate with customers and attract them with more effective sales pitches by explaining what needs are identified in each vertical category, which products among those launched by Samsung Techwin are applied to the applications in each vertical category and with which those products interoperate. The final event in the conference this year was the group tour in Chiang Mai. This interactive annual event is considered to help in maximizing the relationship between Samsung Techwin and distributors in Asia-Pacific region, and is Samsung Techwin’s leading loyalty program.
JUNE 2015 ● www.asmag.com
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Bandwidth Optimization Technology
AT THE TECHNOLOGICAL FOREFRONT WITH ▲
New SNC-VM772R delivers 4K imaging capabilities with 0.1 lx sensitivity, bandwidth optimization, and intelligent scene capture.
Sony uses its region of interest (ROI) technology in its 4K cameras to effectively reduce storage and bandwidth consumption by adopting different compressions depending on the area of interest. “The features of intelligent cropping and multi-tracking show an overview of an area and allows for ‘region of interest’ selection up to a maximum four areas at a time, so users can select only the portion of an image they want to see in more detail, based on the original pixels of a 4K sensor, while also streaming a scaled full HD image. This results in 50 percent less bandwidth consumption by reducing the amount of video transmitted in 4K resolution, and makes wide area monitoring more effective and targeted,” said Nishimura.
▲Features of intelligent cropping and multi-tracking
Riki Nishimura, GM, Visual Security Solutions, Professional Solutions Company, APAC, Sony Electronics
Sony is ready to launch its first 4K UHD camera in the third quarter of 2015. The company combines the enhanced resolution of 4K with low-light sensitivity, bandwidth optimization features, and intelligent scene capture capability to achieve the best picture quality even in some of the most challenging environments. BY the a&s Editorial Team
Commenting on the H.265 compression technology used in some other 4K cameras, he said, “H.265 is the next generation codec. However, to run H.265 still needs a very high-performance PC, especially for decoding and display. So, we feel right now it is still too costly, in terms of total cost, for customers. From our point of view, H.265 hasn’t fully matured yet. All of our cameras are compatible with H.264, which is a very mature technology and more stable and affordable.”
Intelligent Motion Detection Sony’s 4K cameras have another differentiator in its motion detection feature. “We call it intelligent motion detection,” said Nishimura. “If something is moving constantly with the same activity, then, we can refer it to be a noise and remove that motion from the object. But, if something is moving continuously in the same direction, then we can recognize it as a moving object, an event. That means we can effectively remove the environmental noise. With this intelligent motion detection, we can dynamically
ince the launch of 4K ultra-high definition (UHD) technology to the video surveillance industry around a year ago, its outstanding performance in capturing image details has made it an eye-catcher. When used for monitoring in large projects like city surveillance and transportation, users won’t miss even minor details. Most importantly, since 4K can cover extremely wide areas efficiently, the total cost of ownership (TCO) could be lower, with fewer units and installation fees. All these benefits explain why Sony focuses on its 4K technology development for video surveillance, with its latest CMOS sensor and digital image processor. Riki Nishimura, GM for Visual Security Solutions at Professional Solutions Company for APAC of Sony Electronics pointed out, “To produce high quality 4K image requires a good combination of lenses, sensors, and advanced digital signal processing (DSP). Sony’s 4K cameras adopt 1.0 type back illuminated Exmor R CMOS sensor, featuring low-light 0.1 Ix sensitivity. That is how Sony 4K cameras stand out from others.” “[In the long run], I think 4K cameras are well suited for the situations that cover a larger field of view, because of wider coverage, higher sensitivity, more dynamic features, and lower TCO, for critical environment monitoring,” Nishimura added.
Sony’s 4K cameras offer high sensitivity for clear image capture in light and dark conditions, by using its Exmor R sensor.
Addressing Common Problems of 4K Cameras
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4K will definitely become a new standard for video surveillance. However, there are still many challenges for the technology that need to be overcome. Due to the increase of total storage size, 4K cameras are usually required to use advanced video streaming technologies to lower the bandwidth consumption. Moreover, difficulties in maintaining image sensitivity while retaining high resolution are also commonly faced. To address these problems, Sony has developed some unique features, such as video data compression and intelligent scene capture.
track up to four objects detected.”
Intelligent Scene Capture To adapt to different lighting conditions, weather, and time, adjusting the camera settings and fine-tuning the picture quality is quite important. Sony’s 4K cameras allow automatic scene recognition. According to Nishimura, the camera can easily adjust the picture parameters and settings such as backlight, spotlight, night scene, and low light environment according to a scene, to secure the best image quality in any condition.
TargeTed MarkeTs and FuTure developMenT For 4k The ability to capture a large scene and zoom in on images without sacrificing pixels makes 4K ideal for monitoring large areas, especially for projects such as city surveillance, railway, traffic monitoring, and airport applications. This is why Sony focuses its 4K cameras on outdoor applications. Nishimura summed this up saying it is most useful for applications and environments that need higher resolution, sensitivity, and cannot afford to miss even small details. In the near future, Sony will work on enhancing integration of its 4K cameras with more leading VMS suppliers to ensure the best performance in a video surveillance system. Responding to the latest 4K fisheye cameras offered by many other companies, Nishimura said 4K fisheye cameras still have major problems of distortion around the edges. “Sony always focuses on producing the best picture quality, even in the edge areas, which is our priority,” emphasized Nishimura. Finally, it can be said that the introduction of Sony’s latest 4K surveillance cameras extend the company’s 4K leadership in the broadcast and production industries to the security industry. Sony’s 4K cameras shoot blockbuster movies, popular television shows, and major sporting events, while its 4K digital cinema projectors are in movie theaters worldwide and its 4K TVs bring content to consumers. With this latest offering, Sony remains persistent in producing the highest quality images across different industries and applications.
The security industry in Taiwan over the past year has constantly been adjusting its pace to meet the demand for the increasingly competitive government and non-government projects . a&s reviewed the Taiwanese security market in 2014. BY Lisa Hsu (Adapted from a&s Taiwan)
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TAIWAN SE HOPE FOR SECURITY 26
ack in 2014, the trends for higher image quality, intelligence, and the Internet of Things (IoT) drove the growth of the Taiwanese security market. With presidential elections coming up next year, it is uncertain whether projects will be rushed to completion, or be put on hold until after the election. According to the government’s budget allocation, the total budget for government projects in 2015 is US$6.2 billion, which has been reduced by $39.2 million compared to 2014. The figure predicts a grim year ahead for government projects in Taiwan.
Government Sector AnAlySiS In 2014, there were 1, 314 government projects (Table 1), 498 more than the previous year, which totaled $3.9 billion, a 43 percent increase from 2013. Moreover, street surveillance and city government projects held the number 1 and 2 spots in 2014, respectively, in regard to budget for procurement, with schools moving up to the number 3 spot, occupied by the Mass Rapid Transit system (MRT) in 2013. It may seem like government project procurements are booming, but in actuality the high percentage growth is due to the low number of projects that rolled out in 2013, meaning the numbers for 2014 are only bringing government project procurements back up to average.
ES
Street Surveillance Last year, there were a total of 285 street surveillance projects, which is 81 more compared to the previous year. Moreover, in 2013, only three projects were worth more than $300,000, while in 2014, projects worth more than $300,000 increased to six. The Taipei City Government Police Department’s project to procure a network service for video recording surveillance systems and the expansion of video surveillance systems was the largest project in 2014 in terms of value. Additionally, the New Taipei City Government Police Department opened 1,162 bids for the rental of remote digital video recording systems for surveillance. The Tainan City Government Police Department opened the first term of the video surveillance system procurement for public security last year, as did the Taichung City Government Police Department.
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Deviating From the Norm — secutech 2015 Exhibitor Highlights (Part 1) Asian manufacturers, especially from Taiwan and Korea, know that if they don’t do something to differentiate, they will be replaced by their Chinese or other competition. During secutech 2015, a&s talked to some exhibitors to see how they position themselves in the market and also what product features and services help them stay competitive. BY The a&s Editorial Team
* Market positioning: Professional camera design and manufacturing company *[Market Strategy]
Ability Enterprise is a professional and leading OEM/ ODM manufacturer for digital cameras in consumer electronics. In order to keep its corporate continuity, the company has also prepared to branch out to other industries, particularly security. In 2014, Ability Enterprise established the Imaging System Business Unit, mainly for security applications. Robert Tsay, VP of the Imaging System Business Unit & Consumer Imaging Business
JUNE 2015 ● www.asmag.com
▲ Robert Tsay, VP, Imaging System Business Unit & Consumer Imaging Business Unit, Ability Enterprise
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Unit at Ability Enterprise said, “We stay quite positive toward security market, which will grow healthily year by year. And, since the security industry is still during the transitional period of time, from analog to IP, which will bring much more new opportunities in the future. Our company has more than 10 years of experience in manufacturing digital cameras, and is very specialized in the digital imaging technologies. I believe we are very competent in producing high-quality digital security cameras.” In addition, Ability is also one of the very few security manufacturers who have the ability to design and manufacture lenses and cameras. Since 10 years ago, the company has had its factories in China. “I would say manufacturing is our specialty and strength. We keep the design team in Taiwan but manufacturing in China, which makes us very competitive in OEM/ODM
EtherWAN Systems * Market positioning: Network transmission device provider *[Market Strategy] A bility Enterprise Autofocus Network Camera VS60150P
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Ability Enterprise
businesses,” Tsay pointed out. “I think security cameras will also be diversified into more specific types, in order to meet many special requirements. It is, then, quite important for a company to possess the design capability in optics. For instance, if customers want fisheye, wide-angle lenses, or the lenses which can stand high humidity and temperature environments, manufacturers should have taken care of many details during the design phase. For a camera, we design all the electronic parts, mechanical parts, and lens (optical) parts ourselves, and then manufacture a finished product. So, we are very skilled in integrating every single component into one system (camera).”
The company is specialized in designing and manufacturing Ethernet, PoE, and fiber optic connectivity devices. The company entered the security market in 2007 from the position of Ethernet equipment. Since then they have been seriously evaluating how to help people migrate into IP-base solutions easier. Afterwards, the company dedicated their resources to marketing to promote its branding. Maggie Chao, VP of the Sales Division at EtherWAN Systems said, “We like to carry
▲ Maggie Chao, VP, Sales Division, EtherWAN Systems
VIVOTEK
* Market positioning: IP surveillance solution provider *[Market Strategy] The popularity of HD and Ultra HD cameras has accelerated the latest development of compression technologies, particularly the H.265 codec. VIVOTEK’s H.265 compatible cameras started mass production earlier this year and have been integrated with some total solution and platform providers, such as Genetec, according to Stacey
▲Stacey Lien, Department Manager, International Sales Department 2, VIVOTEK
offerings. Therefore, with our switch, systems integrators can complete product integration very easily — simply by one touch,” she said. Finally, facing the market competition from Chinese companies, VIVOTEK has also improved its internal management toward projects. The company has its own project consultants, who work very closely with global distribution partners to provide more instant sales and technical support. Furthermore, through better management toward pricing and communication with its distributors, VIVOTEK is able to maintain good growth in the project market sector. In Asia, the company has increased market shares in Indonesia, Thailand, Malaysia, Japan, and Korea year by year.
VIVOTEK Web Smart PoE Switch
▲
one clear message to our customers — we don’t get involved with devices, we don’t do cameras, we don’t do storage, and we don’t do video management software. However, we are the people in the middle who put things together. With all devices they have to communicate and they need transmission equipment and Ethernet is the standard. We have been in this technology for 20 years and we know what that is about.” With a clear focus in marketing its brand value, EtherWAN then pays much attention to providing education and hands-on knowledge to its customers. Chao followed, “Our competitive advantage is trying to sell the products, however, help them technically and that’s the
Lien, Department Manager for International Sales Department 2 at VIVOTEK. She shared the company’s strategy toward H.265 IP cameras and explained that the company focuses on how the product is used in the solution for different verticals, not just the device itself. “Whenever our customers have certain projects suitable for H.265 cameras, they can immediately use them without any further concerns toward integration,” she said. In addition, another one of VIVOTEK’s latest developments also proves they are well positioned as an IP surveillance solution provider. Besides cameras or management software, the company also emphasizes the importance of “networking” in a total video surveillance solution. Lien mentioned, “This year, we added a new product line — PoE switch. VIVOTEK’s PoE switch can provide the users much information about their cameras, such as bandwidth requirement and the time with the highest data amount, and even show the health condition of cameras.” Simply speaking, “VIVOTEK’s PoE switch can do a lot of system configuration, which is very different from other company’s
▲ EtherWan EX78900 - Hardened Managed 16-port (8 x PoeE) Gigbit Ethernet Switch
reason why you see this year we’re demonstrating products (definitely we need to do that), but we are giving knowledge, we are sharing experiences, we are helping people to guide our customers. For instance, when they are running IP, what kind of troubles that they will have to prepare for and how those troubleshooting can be performed effectively and efficiently. We have our experiences running, so we put things together and that becomes a very good troubleshooting guide and also some case study sharing — how to form the topology, why those products are selected, what is the scenario and what does it turn out, how does it help.”
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BY William Pao
A well-integrated, IP-based access control management system should have some basic characteristics, for example the ability to integrate with different subsystems, have these subsystems work together seamlessly, and support different hardware and credentials. With a strongly integrated access controlvideo platform in place, users are given more situational awareness and can maintain the security of their premises more effectively.
Defini ng a
W e Integ llr Acces ate s Cont d rol Mana geme nt Sys tem
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major trend in access control is its migration to IP. In fact, IP-based access control is now seen in most new buildings and projects around the world. According to IHS, IP-based access control accounted for nearly 60 percent of the market in 2014 due to a ramp-up of new constructions, in the process contributing to a 7.6 percent growth of the industry. As for this year, IHS’s initial estimates put growth at 8.8 percent. In terms of regions, growth in North America may drop a bit, while APAC and Latin America are expected to pick up steam, according to a previous interview with Tyco Security Products. Central to IP-based access control is the access control management system, which, when integrated with other subsystems, can do much more than merely granting or denying access to users as they walk to a building.
What Defines Well-integrateD So what makes an access control management system well-integrated? There are several criteria, for example the types of subsystems that can be integrated, the ability to have them interoperate smoothly, and the flexibility the system provides when it comes to supporting the types of hardware and credential. Finally, open standards are key to ensure interoperability, future scalability, and cost reduction.
SYStemS that Can Be Integrated One factor to determine whether an access control management system is well-integrated is its ability to integrate with different types of subsystems. “There are several subsystems that can be integrated into the access control management software, which goes beyond granting or denying access to users. Elevator, parking, meal vending, community intercom, video surveillance, equipment booking, and student ID cards are all examples of the subsystems that can be integrated,” said Tom Su, Sales Manager at Hundure Technology. Besides the aforementioned, today’s access control management systems can also integrate with HVAC (heating, ventilation, and air conditioning) as well as telecommunications systems to save energy and provide more convenience for users. “If an employee presents his credential to the outside of the building, the software has the ability to know which specific areas of the building that the person will get through to get to his or her office. There is no need
In a well-integrated access control management system, interoperability is to the point where the customer cannot distinguish the boundary between the systems.
Brad Aikin, Business Leader, Electronic Locks, Allegion Arjan Bouter, Head of Sales, Nedap Security Management Eric Chiu, Segment Director, Physical Access, APAC, HID Global Ola Jönsson, Business Development Manager, Axis Communications Mitchell Kane, President, Vanderbilt Industries Daniel McVeagh, Senior PM, Gallagher
to illuminate the entire building,” said Brad Aikin, Business Leader of Electronic Locks at Allegion. “The same thing extends to other systems in the building such as telecommunications. When someone reaches a specific reader or door in the building, intelligent systems have the ability to redirect call forwarding or electronic messaging services. This can include adjusting their e-mail status and also switching the forwarding to their desktop versus their mobile phone.”
Smooth InteroperaBIlItY A well-integrated access control management system can also allow the different subsystems to operate seamlessly at the same time, even to the point where “the customer cannot distinguish the boundary between the systems,” said Daniel McVeagh, Senior PM at Gallagher. “The best integrations which achieve this tend to exhibit the following traits: a comprehensive set of application programming interfaces (APIs), good
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A recent phenomenon that has captured the attention of the global security industry is the expansion of certain Chinese manufacturers to foreign markets with their ultra-low prices. Much discussion is already seen on this and how this could change the business altogether. But although this looks like an attractive trend at first, a closer look reveals distributors and systems integrators are still wary of their quality and are increasingly concerned about lower prices hurting profit margins. At the recently-concluded secutech 2015 in Taipei, a&s caught up with some of the visitors from across the globe to hear their views on the matter. BY the a&s Editorial Team
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JUNE 2015 â—? www.asmag.com
rom the beginning of this decade there has been much talk about the growth of Chinese physical security manufacturers and how they had begun to hurt the market-shares of Western and other Asian companies with extremely low-cost products. Analysts and media have repeatedly highlighted the pressure that Chinese manufacturers exert on their foreign counterparts and how this is changing the global physical security business landscape. Two major Chinese manufacturers, Hikvision Digital Technology and Dahua Technology, had aggressively expanded their presence in global markets by 2014, moving up the value chain but continuing to maintain low prices. But research firm Memoori Business Intelligence had warned that some very misleading figures are being published about their dominant size by basing
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Security Industry Heats Up, as China Tries to Catch Up their revenues on total systems compared against product sales for Western companies. Needless to say, with such strong opinions from industry observers, distributors, and systems integrators (SI) are considering how they should move forward in terms of partnerships and purchases, without having to compromise too much on their margins.
Persisting Quality and durability ConCerns Despite a general uplift in outlook for some Chinese manufacturers, certain concerns still exist on their performance and these have prompted some distributors and SIs to take a wait and watch attitude. They believe that the quality has improved, but not to their level of satisfaction. A director of a US-based company with significant experience in multiple verticals including medical, government, education, AV market, and enterprise security, had come to secutech 2015 in search of IP vendors that his company could partner with. He feels that over the past five years, the major change he has seen in the industry is the growth of China. As of now, his company refrains from buying Chinese products as they are yet to reach the same level of quality that’s seen in Taiwanese and Korean products, but he admitted that Chinese
Although the quality of Chinese products seems to have improved, SIs point out that their durability is still a concern.
Some distributors and SIs attribute the quality and durability issues to Chinese manufacturers' lack of understanding and experience in the industry.
manufacturers are improving and that in the future they might decide to purchase components such as parts for dome cameras, mechanical and electronic parts, and chipsets, but may not look for finished goods. Some SIs, while acknowledging that the quality of Chinese products have improved, pointed out that there are still concerns on their durability. Jignesh Shah, MD of India-based SI Dots Info Systems, which has been in the video surveillance industry for the past eight years, stressed this point. Shah said that the Indian market is flooded with Chinese products and that they are exerting strong pressure on the other brands, but added “if you are looking at a product to last from a year to three, then Chinese products are okay, if looking at a longer period, you have to look for other options.” Roshan Punnilath, Head of Operations at Mega Security Systems in Saudi Arabia, too agreed that although the quality of Chinese products has improved, their durability is still a concern in the market. Distributors compensate this by providing extended warranties and replacement offers for damaged goods, but such haphazard solutions cannot be accepted for crucial installations like government projects. Some distributors attribute these quality and durability issues to the Chinese manufacturers’ lack of understanding of the industry. According to Johan Haryanto, MD of distributor Hotware that began business in Indonesia eight years ago as VIVOTEK’s sole dealer for the country, Taiwanese brands stand out in comparison due to their knowledge of the field. “It’s because of the experience. Even though some [Chinese]
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Global Security Markets:
A Closer Look at Challenges and Opportunities BY the a&s Editorial Team
The physical security market is often vulnerable to global trends and developments, but at the same time, each regional market has its own specialties. To a large extend these specialties depend on the overall economic outlook of the country the market belongs to. But they are also reliant on several other factors such as government regulatory decisions and competition. a&s spoke to some of the visitors at secutech 2015 in Taipei to know more about the current concerns and prospects in their local markets.
JUNE 2015 â—? www.asmag.com
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Differentiating With Solutions in Thailand Û Arnon Kulawongvanich, GM, Sales and Marketing, Bangkok OA
n the current global security market, it’s not easy for distributors, systems integrators (SI) and manufacturers to remain profitable unless they are willing to come up with innovative strategies to be competitive. This is particularly difficult since Chinese manufacturers are flooding markets with low-cost products that are prompting a price war.
But in Thailand though, selling security equipment is not just about bringing the prices down, but also about having a reputation and maintaining connections, according to Arnon Kulawongvanich, GM of Sales and Marketing at Bangkok OA. Kulawongvanich knows that it’s futile to compete in price and hence his company focuses on providing solutions to stand out from the crowd. “We don’t sell products only, but solutions too, like people-counting to retails,” he said. “For selling solutions, I think we still are very competitive. But I would say the market is still very big. You have to clearly know which your major market is and which is not.” Kulawongvanich added that competition is part of the market, but Bangkok OA makes it a point to understand the requirements of their customers and provide ideal solutions. “For example, for banking, we are not going to sell analog cameras with DVRs, but we have to think about the software and how to integrate with other systems like fire alarms,” he said. “Right now, in Thailand, less than 10 percent of suppliers are able to provide solutions.”
Staying on Top-End Markets to Provide More Added Values Û Max Chayco, President, Netdoc
s an emerging economy, Philippines’ security market is rapidly growing. Industry players are optimistic that the government projects could get a boost in the short term, especially since the country is going in to elections next year. Max Chayco, President of Philippines-based distributor Netdoc, focusing on providing solutions to customers including those in government sector, said that the government might look to use up its budget before the elections, mainly for projects such
as city surveillance. Even though Philippines provides a lot of demand for security, distributors still face challenges from squeezing margins due to the maturity of security products, industry consolidation, and price competition from Chinese products. The company, which works with manufacturers like Sony and ACTi, believes that there is a niche market for them at the high end. He said, “For smaller installation with 16 up to 50 IP cameras, you don’t need much information. But, if you go 100 to 150, you need someone to talk to for the solution about the network, storage, how the architecture of the recordings, those things. Then you need someone who has knowledge and experience.” That tells why Netdoc would like to position itself in the high-end market. Chayco also emphasized that as the market matures, it will be followed by consolidation, and the margin for the sales channels will naturally be thinner, which is very similar to what is happening right now in the IT industry. Therefore, companies like theirs start to think how to bring [customers] more services to fight on the price competition. “If you have something that others can’t replicate, like better services, support, and aftersales support, those things can differentiate you from other companies. You need to differentiate anyway. There are SIs who need your support and services. There is always a niche market, depend how you position yourself.”
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SyStemS IntegratIon In the BankIng Sector:
Tricks To cra The hard NuT BY Prasanth Aby Thomas
JUNE 2015 â—? www.asmag.com
The conservative nature of the banking sector makes it one of the toughest verticals for systems integrators (SI) to break into. An often heard complaint is that banks are indifferent to security issues despite the sensitive nature of their business and the obvious risks associated with it. But a closer look, with the help of industry players and analysts, reveals enhanced, customized marketing strategies and business approaches that may help SIs tap into this potential market. Banks are indeed reluctant to invest in security, and are definitely slow to adopt modern technology, but this doesn't mean they don't consider security concerns. In fact, quite often, it is a case of SIs lacking adequate knowledge of how financial institutions perceive physical security. 60
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inancial institutions are at the heart of contemporary global economy. Modern corporates that are accustomed to the convenience of transnational trade and commerce would never function without the support of banks that are working around the clock. Customers used to the convenience of accessing cash any time and making cashless transactions too would be at a loss without them. The banks, on their part, are going all out to make sure that they are able to reach each and every possible customer. To this end, they have embraced technology and made use of the internet for electronic, and more recently, mobile banking. In the U.S. alone, despite the slow growth of the financial sector post the financial crisis, the year 2014 saw banks put up a strong performance in terms of assets and liabilities, according to the US Federal Reserve.
T
ck ConCerns on a Lukewarm approaCh to seCurity in Banking Yet, despite such an aggressive financial rebound and its subsequent contribution to the GDP, banks continue to be a dismal vertical for the security industry. Even with the sensitive nature of their business and risky character of their transactions, banks have largely abstained from adopting modern video surveillance technology. To most systems integrators (SI), this attitude is illogical. Banks are willing to move ahead with Internet and mobile banking but are reluctant to make use of similar technology to make their
systems secure. According to Bob Mesnik, President of New York-based SI Kintronics, convincing banks to improve their security is an uphill task. “They are reluctant to spend money in security and we have not found any way to convince them otherwise,” said Mesnik. “The larger banks don’t seem to care at all about security, which is very strange. Outside the U.S. there is more interest at smaller banks, but in this case they are mostly interested in monitoring performance of their employees.” Mesnik’s complaint echoes sentiments from several other SIs across the industry. Major reasons often attributed to this reluctance from banks are concerns on safety and cost effectiveness. But even when these apprehensions are put to rest, banks are not enthusiastic to move forward.
understanding the ChaLLenges in the FinanCiaL seCtor But this is not to say that banks have totally remained off limits when it comes to upgrading their video surveillance systems. Numerous case studies from manufacturers as well as SIs show instances where banks have moved forward to IP technology and felt it was worth spending money on. Tyco, a company with significant experience in the vertical, explained the challenges that SIs face when dealing with banking sector clients.
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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.
SURVEILLANCE PAGE NO.
ADVERTISER
MAJOR ITEM
COUNTRY
15
AXIS COMMUNICATIONS AB
NETWORK VIDEO SOLUTIONS
SWEDEN
contact-sap@axis.com
5, 7
DAHUA TECHNOLOGY CO., LTD.
SURVEILLANCE
CHINA
overseas@dahuatech.com
2
EVERFOCUS ELECTRONICS CORP.
CAMERA / DVR / IP CAMERA
TAIWAN
marketing@everfocus.com.tw
3
FLIR SYSTEMS CO., LTD.
SURVEILLANCE
HONG KONG
flir@flir.com.hk
85
FUZHOU FRAN M&E TECHNOLOGY DEVELOPMENT CO., LTD.
DOME COVER
CHINA
sales@fjsmt.com
10
HANGZHOU JUFENG TECHNOLOGY CO., LTD.
AHD DVR / CAMERA / IPC / NVR / HOME SECURITY
CHINA
oversea_sales@jufenginfo.com
BACK COVER
HIKVISION DIGITAL TECHNOLOGY CO., LTD.
SURVEILLANCE
CHINA
overseasbusiness@hikvision. com
4
IDIS CO., LTD.
SURVEILLANCE
KOREA
sales@idisglobal.com
8
ITE TECH. INC.
ccHDtv TX / RX CHIPSETS
TAIWAN
itesupport@ite.com.tw
11
MICRO DIGITAL INC.
CAMERA / IP CAMERA / HD-SDI CAMERA / DVR
KOREA
sales@microdigital.co.kr
INSIDE BACK COVER
PANASONIC SYSTEM NETWORKS CO., LTD.
VIDEO SURVEILLANCE
JAPAN
-
19
QNAP SYSTEMS, INC.
NVR / VMS
TAIWAN
nvr@qnap.com
58, 59
SEAGATE TECHNOLOGY LLC
STORAGE
SINGAPORE
apj.sales.enquiry@seagate.com
FRONT COVER, 9, 22, 23
SONY ELECTRONICS ASIA PACIFIC PTE. LTD.
NETWORK MONITORING SOLUTIONS
SINGAPORE
pro.info@ap.sony.com
INSIDE FRONT COVER, 1
WESTERN DIGITAL TAIWAN CO., LTD.
SURVEILLANCE STORAGE
TAIWAN
patrick.lo@wdc.com
12
ZHEJIANG DALI TECHNOLOGY CO., LTD
CCTV
CHINA
sales@dali-tech.com
ACCESS CONTROL PAGE NO.
ADVERTISER
MAJOR ITEM
COUNTRY
6
HID GLOBAL
CARD, CARD READER
USA
asiasales@hidglobal.com
43
VOIM TECHNOLOGIES INC.
FINGERPRINT
KOREA
sales@ten-bio.com
PAGE NO.
ADVERTISER
MAJOR ITEM
COUNTRY
21
ETHERWAN SYSTEMS, INC.
TRANSMISSION
TAIWAN
info@etherwan.com.tw
51
GENETEC
SOFTWARE
CANADA
info@genetec.com
OTHERS
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