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HID Global shares top secure identity trends for 2015

HID Global shares top secure identity trends for 2015

Editor / Provider: HID Global | Updated: 1/23/2015 | Article type: Security 50

HID Global®, a worldwide leader in secure identity solutions, issued its outlook on technology trends for 2015, as well as other anticipated developments across key vertical industries in the secure identity marketplace. The annual assessment is intended to help organizations understand and take advantage of the latest advances to improve security, convenience and the user experience.

Growing adoption of interoperable technologies based on open standards continues to spur innovation at an unprecedented pace.

“This past year laid the foundation for what we expect to be an exciting 2015 for our customers and partners as they continue to benefit from the flexibility, adaptability and new capabilities made possible with award-winning Seos® technology,” said Dr. Selva Selvaratnam, senior vice president and chief technology officer with HID Global. “Whether it's moving campus IDs onto smartphones, or centralizing all identity management for protecting doors, data and cloud-based applications, or securing electronic medical prescriptions and ATM transactions, we will see the transformation of our customers' experience using secure identities during the coming year, and beyond.”

Driving new capabilities across markets are a set of six key technology trends that Dr. Selvaratnam has identified, including:
* Increased innovation fueled by interoperable technologies that enable partners to build new solutions (secure print authentication, EV charging station access, and more) that can be accessed with the same smart card or smartphone used to open doors.
* The adoption of new credential form factors.
* Additional ways to open doors and other entrance systems.
* Advances in how to manage identities.
* Using biometrics to help change security from a barrier to a guardrail.
* The growing popularity of interconnected devices and the Internet of Things (IoT), where Wi-Fi locks, RFID-enabled devices, online hotel locks, and mobile keys are all connected ways of interacting or capturing data for the benefit of companies or consumers.

In addition, Dr. Selvaratnam highlighted a number of trends to watch across the following eight vertical market segments:
* Banking and financial institutions: Physical and logical security will continue to converge into unified solutions, against the backdrop of a mobile transformation in consumer banking, the U.S. move to EMV credit and debit cards, and the early phases of biometric authentication at the ATM.
* Hospitals and healthcare institutions: The latest secure identity solutions will play a pivotal role in securing the facility, narcotic prescriptions and personal health information, and will also be used outside the hospital to verify “proof of presence” for home health service delivery.
* Education: As the transition from magnetic stripe (magstripe) and proximity (prox) to high-frequency contactless smart cards continues, universities will also move campus IDs onto smartphones and other mobile devices using systems that can manage multiple ID numbers for multiple uses on multiple platforms.
* Federal government: Government-wide upgrades to new, more secure access control technology will extend beyond the desktop to the door, using both cards and mobile phones, and rigorous secure issuance requirements will drive the growing need for certified and approved printers.
* Government ID: Worldwide demand will grow for end-to-end, highly secure government-to-citizen ID solutions, along with small-footprint, industrial-strength printers that combine flexibility and security, reduce infrastructure investments, and maximize throughput.
* Transportation: IP-based access control will grow in importance across the transportation segment, improving security by integrating a physical access control system (PACS) with other solutions on the same network. Meanwhile, biometric systems will offer an opportunity to increase security and profits in both commercial and personal transportation applications.
* Enterprise: Organizations will increasingly need to improve security at the door, for their data, and in the cloud, and will move to converged solutions while simultaneously accelerating the move beyond passwords to strong authentication across numerous physical and logical access control applications.
* Retail: The biggest focus will continue to be defending against threats such as those experienced by Target Corporation and other major retailers. Other growth areas include mobile IDs, the Internet of Things, integrated biometric authentication, brand protection solutions that validate the authenticity of goods, trusted “proof of presence” applications for digital out-of-home (DOOH) media campaigns, and instant issuance solutions for branded credit and loyalty cards.

Software House gains FIPS 140-2 validation for iSTAR door controllers

Software House gains FIPS 140-2 validation for iSTAR door controllers

Editor / Provider: Software House | Updated: 1/23/2015 | Article type: Security 50

Software House, part of the Security Products business unit of Tyco, the world's largest pure-play fire protection and security company, announces the certification of its iSTAR Edge and iSTAR Ultra door controllers under the government's Federal Information Processing Standards Publications (FIPS) 140-2 program, the most stringent standard for cryptographic products. With the certification of iSTAR Edge and iSTAR Ultra, Software House becomes the first company to offer a full lineup of FIPS 140-2 approved controllers covering a wide range of access control scenarios.

With the certification of iSTAR Edge and iSTAR Ultra, Software House becomes the first company to offer a full lineup of FIPS 140-2 approved controllers covering a wide range of access control scenarios.

FIPS 140-2 is an information technology security validation program that certifies products and systems for use in government-run and other highly regulated industries, such as finance and healthcare, where sensitive information is collected, stored, and shared. The FIPS 140-2 requirements are among the government's most stringent requirements for product design, documentation, and secure operations.

“The certification of these physical access controllers addresses two of our government and enterprise customers' most critical needs: compliance and choice,” said Rick Focke, Senior Product Manager, Tyco Security Products. “Receiving FIPS 140-2 validation ensures the products' conformity for use with sensitive information, while offering multiple products with this key certification makes Software House's iSTAR line the most versatile choice on the market today.”

iSTAR Edge is an IP-based edge device serving smaller one- to four-door PoE network applications, while the powerful and scalable iSTAR Ultra, which is built on the Linux platform, supports up to 32 readers. Software House also offers iSTAR eX, an Ethernet-ready four- to eight-door controller which has already been FIPS 140-2 validated.

Vanderbilt provides high-level security for Crider Foods

Vanderbilt provides high-level security for Crider Foods

Editor / Provider: Vanderbilt Industries | Updated: 1/22/2015 | Article type: Commercial Markets

Vanderbilt Industries, a global leader providing state-of-the-art security systems, announced that Crider Foods, Stillmore, GA, relies on Vanderbilt Industries SMS Access Control system to provide security for its large production and processing facilities. Tutela, out of Brunswick, GA, is the integrator and installer on this long-running project.

Privately owned and operated, Crider Foods represents a commitment to quality, food safety and customer service. The Crider Foods Canning Facility was opened in Stillmore, GA after a fire destroyed their Augusta plant. In 2003, a “Fully Cooked” plant was added. Crider Foods is committed to being a leader in canning proteins and in its fully cooked operation. Crider is always investing in equipment and expertise to ensure continuous improvements.

After completion of the canning plant, Crider contracted with Vanderbilt and Tutela to set up a high-level security system. To date, the Vanderbilt SMS system manages access for over 500 employees and contractors at approximately 150 contact points spread over 11 locations at the Stillmore campus. Locations include the fully cook plant, company headquarters, the visitor's Lodge, canning plant, cooler building, transportation building, warehouses and others.

'The Vanderbilt system enables us to manage employees so that they can access only the areas where they have been scheduled to work,
when they are scheduled to work.
We also have the flexibility to easily change those access privileges as needed, at any time,' said Ron Sasser, Crider's IT Director.

“Our security system is absolutely critical to helping assure compliance to all the health and safety rules and regulations we have in the food production industry,” explained Ron Sasser, Crider's IT Director, who also oversees security. “We are committed to an extremely high level of access control management to prevent any cross contamination of our products.”

Sasser continued, “Our priority is to limit access for all our employees as to where they can go in the facility. The Vanderbilt system enables us to manage employees so that they can access only the areas where they have been scheduled to work, when they are scheduled to work. We also have the flexibility to easily change those access privileges as needed, at any time.”

Crider also uses their Vanderbilt access control system to verify time and attendance information. If an employee doesn't punch in, Sasser and staff can use the system to verify when any employee has entered the property. In addition to controlling access to buildings and within buildings, Crider employs guards at the facility's road entrances to verify all vehicles coming onto the property.

While asset protection is always an issue, for Crider Foods the number one priority is achieving full compliance with food and safety regulations in order to achieve the highest level of Safe Quality Food (SQF) Certification. Crider has succeeded in gaining SQF, Level 3. “Only a few companies reach this level,” explained Sasser. “To reach such a certification level, we carefully control the movement of all individuals within the complex, and this means, for example, restricting access to chemicals and to the roofs of our buildings, among other sensitive areas.”

Crider also deploys 100 IP video surveillance cameras to keep any eye on operations. “Cameras are helpful,” said Sasser, “but you have to start with access. My access control system tells me who I'm seeing on the video. Now, I know who someone is, because the access control system puts them in that location. Without access control, the cameras are only so good.”

“The Vanderbilt system is working well, it's doing everything it is supposed to do. We've used it for so many years, and Tutela has been very good taking care of any issues and system expansion needs along the way. If we have a need, this team gets it taken care of. “

The Vanderbilt system, under Tutela's watchful installation and administration, provides a layered level of security starting from the minute one steps onto the Crider property, down to limiting access to chemical storage. The system supplements time and attendance data and provides documentation for OSHA reporting. But, at the end of the day, Crider's high-level security system provides management the tools they need to achieve one of the highest Safe Quality Food (SQF) Certification levels in the industry, and that's worth a great deal in proof of product quality and company reputation.

Nedap opens US sales office to accelerate growth in retail sector

Nedap opens US sales office to accelerate growth in retail sector

Editor / Provider: Nedap | Updated: 1/21/2015 | Article type: Security 50

 The opening is part of a long-term expansion plan designed to bring Nedap closer to its US end-customers and partner network. The US presence enables Nedap to shift its focus from servicing global accounts to successfully partnering with national American accounts. Dannie Klompsma has been appointed Area Director North America to shape and extend the US operation.

 

The headquarters will include sales, engineering, marketing and a partner training center to provide partners with maximum local support and business resources.

Maximize support and impact
Setting up this US office is the initial step towards establishing a full American headquarters for the retail division. The headquarters will include sales, engineering, marketing and a partner training center to provide partners with maximum local support and business resources.

“It is essential for Nedap to be closer to the market and our partners to really make a difference in the US retail market,” Dannie Klompsma explains. “After several years of continuous growth in the US, we decided to establish a logistic hub in Boston in 2013, in addition to our hubs in Europe and Asia. This US office is the next major milestone in our commitment to the US market.”

Offer to market: loss prevention and stock management
Nedap's portfolio for the American retail sector consists of loss prevention and stock management solutions. The solutions enable retailers to optimize their in-store merchandise availability and permanently reduce losses caused by customer theft, internal fraud and administrative errors. Nedap develops hard- and software in the field of RF- and RFID-based electronic article surveillance (EAS), RFID-based stock management, visitor counting and access control. All Nedap solutions can be managed and monitored remotely. These features offer more insight and control on headquarters level to retailers.

TOP10 most popular security products in 2014

TOP10 most popular security products in 2014

Editor / Provider: Michelle Chu | Updated: 1/22/2015 | Article type: Hot Topics

      Happy New Year!  :)

asmag.com has been presenting TOP10 popular products of the month for a year, and, so far, it is one of the hottest Features on the site – thanks for all of your support all along! At the very beginning of 2015, we'd like to walk through 2014 once more and give you the TOP10 popular products in 2014.

 

Looking back to last year, more than half of the most popular products are no strangers to our readers. We have two cube cameras from Hikvision, which had received an incredible attention through the H1 in 2014; two key components from Nextchip; a smart door lock from Samsung; a set of control panel device from DSC:

Hikvision DS-2CD2412F-I (W) 1.3MP IR Cube Camera 
Nextchip AHD 
Hikvision DS-2CD2432F-I (W) 3MP IR Cube Camera 
Nextchip NVP1914 Video Decoder 
Samsung SHS-P718 Push Pull Smart Door Lock 
DSC PowerSeries Neo HS2-Series Control Panel

Besides, we have more products for access control, intrusion detection, and key components:

COMMAX CDV-35A Video Door Phone
Nextchip NVP1918 Video Decoder
Chuango CG-B11 Dual Networks Alarm System
Sony Exmor CMOS Sensor

To conclude, according to the click frequency* of each product during 2014, Hikvision and Nextchip are the biggest winners in last year, taking two seats in this annual ranking respectively. Overall speaking, the click frequency in total is mostly contributed by the readers in American sector and Asian countries, by 40.37% and 30.77% respectively. A similar tendency can be seen for most of the products listed. However, above all, several products have also successfully drawn the attention of Europeans: two cube cameras from Hikvision, an alarm system from Chuango, and a control panel set from DSC are all having people around the world carried away!

 

* Please note that the above statistics are not based on the sum of clicks but the accumulation of IP addresses.

>>>Top10 rankings for Novemver 2014

Suprema biometric solution now integrated with Paxton Net2 access control system

Suprema biometric solution now integrated with Paxton Net2 access control system

Editor / Provider: Suprema | Updated: 1/19/2015 | Article type: Security 50

Suprema, a leading global provider of technology in biometrics and security, has announced its industry leading biometric technology is to be integrated into Paxton Net2, a UK-based market leader in electronic IP access control and door entry solutions.

Paxton provides industry-leading access control which meets the challenges and trends of the security market. Net2 offers centralized administration and control of sites ranging from one to hundreds of doors, and thousands of users.

The integration seamlessly connects Suprema's biometric access control readers and Paxton's Net2software. Suprema's integration with Net2 maintains the user-friendly interface of the platform by providing integration via a plug-in to the existing platform software. The user will be able to enroll users, create biometric tokens and automatically link user templates to Suprema readers through a new embedded ‘Suprema Biometrics' button.

The inclusion of biometrics will allow Net2 to provide additional convenience and security by utilizing the benefits of true identity. The integration will be updated to meet a number of different user requirements through regular upgrade releases and offer new functions and features in the near future.

Suprema provides world leading biometric technology and identity management solutions. Selected as A&S International's Top 50 security company for 4 consecutive years, Suprema's global sales network and highly knowledgeable technical support provide the necessary flexibility and quick responses customers are seeking from their solutions provider.

Young S. Moon, Vice President of Suprema said “The integration of Suprema's biometric readers with Paxton's Net2 access control is a good combination of state-of-the-art solutions in each category of biometrics and access control. This integrated solution will enable users to enjoy the power of Suprema's biometric solutions under the same Net2 access control environment.”

Gareth O'Hara, Paxton's Sales and Marketing Director, said “Paxton's Net2 access control is built upon the foundations of being easy to install, configure and operate. With Suprema's growing reputation and global footprint this integration compliments Paxton's growth strategy from a technical and commercial perspective, in both domestic and international markets. The Net2 integration extends that principal and focuses on transforming users' needs into working solutions.”

Bosch expands energy and building technology business with Climatec acquisition

Bosch expands energy and building technology business with Climatec acquisition

Editor / Provider: Bosch | Updated: 1/15/2015 | Article type: Security 50

Farmington Hills, MI - Robert Bosch North America Corporation has acquired Climatec, LLC, a leading provider of energy efficiency, building automation, security and life-safety solutions for the U.S. market. Headquartered in Phoenix, AZ, Climatec, LLC generated sales of 170 million dollars (128 million euros) in 2013. According to preliminary figures, Climatec increased its sales in 2014 to about 190 million dollars (143 million euros). The company employs some 670 associates at a total of twelve offices across Arizona, California, Nevada and Texas. Climatec has been majority-owned by Pegasus Capital Advisors, L.P. since April 2012. Terms of the transaction were not disclosed.

“With the addition of Climatec, we are expanding our global presence especially in the growing North American market, strengthening our portfolio and becoming a comprehensive supplier of solutions in the area of energy, building automation and security services,” said Dr. Stefan Hartung, member of the Bosch board of management responsible for the Energy and Building Technology business sector. “The entrepreneurial spirit, industry expertise, customer focus and shared cultural values that have made Climatec successful are an excellent match for Bosch. Our heating, energy service, security systems, software, sensors and storage technology expertise, combined with the Climatec portfolio, positions Bosch to achieve Energy and Building Technology business sector sales of ten billion dollars (eight billion euros) in 2020.”

“Over its 40-year history, Climatec has established itself as a trusted provider of building comfort, safety and efficiency solutions across nearly all building segments. I was immediately impressed by Bosch's determination to create an environment that would preserve our business model and customer focus,” said Terry Keenen, president, Climatec, LLC. “I am confident that this acquisition will strengthen our position for sustained growth, benefitting our customers and employees.”

Integrated competencies for a growing market
The market for integrated energy services, building automation systems and system integration is growing significantly in the U.S. and around the world. As global energy needs have doubled over the last four decades, customer demand for energy efficiency has increased. And recent years have seen greater demand for comfort, connectivity and security. Rising energy costs, increasingly complex energy systems and a changing regulatory environment foster major growth opportunities in the residential and commercial building sector as well as the services segment. The Bosch Energy and Building Technology business sector combines several areas of expertise: broad technical systems know-how in video surveillance systems, intrusion and fire detection, access control, alarms, evacuation and public address systems, professional audio and conference systems, as well as water heating and comfort heating systems. As the global market leader in microelectromechanical sensors (MEMS), Bosch offers software and sensor technology for internet of things connectivity. The company also offers services for energy management, remote monitoring, and the handling of business processes.

Climatec is recognized in the building industry as an independent single-source integrator of critical building systems including energy services, building automation and security system integration in the U.S. market. The company provides consulting, planning, implementation and 24/7 remote management of comprehensive comfort, security, safety and efficiency solutions. Climatec is active in several market segments and industries including education, healthcare, the public sector, industrial/manufacturing, computing services, office buildings, federal, state and local government, hospitality and energy. Combining these strengths, Bosch can now offer customers a complete portfolio of networked and efficient energy, building automation and security solutions.

Climatec continues as largely independent entity
Climatec will operate as a largely independent entity, maintaining its offices in Arizona, California, Nevada and Texas. Operations will continue to be run by the same management team. Climatec will continue to represent and integrate numerous leading manufactures' product lines across its wide range of services, including Bosch products. As before, the Bosch Security Systems division, Fairport, NY, will continue to sell their security and safety products in the North American market through leading distributors and system integrators.

Tyco Security Products' government expert named to Smart card Alliance's Access Control Council steering committee

Tyco Security Products' government expert named to Smart card Alliance's Access Control Council steering committee

Editor / Provider: Tyco Security Products | Updated: 1/14/2015 | Article type: Security 50

Tyco Security Products announced that Stafford Mahfouz, Manager of the Government and Department of Defense Vertical for Tyco Security Products, has been elected to the Smart Card Alliance's Access Control Council steering committee for 2015-2016 as a representative of physical access control product and services providers. The Smart Card Alliance, of which the Council is a part, is a non-profit, worldwide association of smart card issuers and adopters that works to foster understanding, adoption, use and widespread application of smart card technology.

In representing Tyco Security Products on the Access Control Council steering committee, Mahfouz will help shape physical access control smart card technology in concert with other committee and Smart Card Alliance representatives. In his role as manager of Government and Department of Defense products at Tyco Security Products, Mahfouz has collaborated with federal, state and local governments in integrating required credentialing with physical and logical access control systems. Mahfouz is also a former Smart Card Alliance board member.

“Election to the committee provides an opportunity to engage in broad discussions of what industry standards should be and how to evaluate and improve best practices within access control,” said Mahfouz. “My election to the Smart Alliance's Access Control Council steering committee also means I'll be able to share Tyco Security Products' philosophy with a larger audience — an ethos centered on the notion that technology should be adapted to meet the customer's needs, not vice versa.”

The Smart Card Alliance has six member-driven industry and technology councils that are focused groups within the overall structure of the Alliance, including the Access Control Council. The Access Control Council, which is governed by the steering committee, works to stimulate the use of smart card technology by developing white papers on best practices, serving as a resource to governments and users, and collaborating with other industry organizations to influence standards and develop best practices.

The Smart Card Alliance is a non-profit, worldwide association of smart card issuers and adopters, comprised of members from the financial, enterprise, healthcare, retail, telecommunications, government and transportation industries that works to foster understanding, adoption, use and widespread application of smart card technology.

The Alliance has more than 200 members worldwide and invests in education with regards to the use of technology for identification, payment and other applications. In addition, the Alliance strongly advocates the use of smart card technology that respects privacy while enhancing data security and integrity.

Eight cities video-linked with Milestone ring of protection

Eight cities video-linked with Milestone ring of protection

Editor / Provider: Milestone | Updated: 1/14/2015 | Article type: Security 50

Open platform IP video management software (VMS) from world-leading provider Milestone Systems is improving safety and public services in eight cities around Minnesota's largest metropolis. Minneapolis/St. Paul is the most populous area in the state with a sprawl of more than 3,000,000 people.

Eight cities here covering more than 200 square miles have formed a valuable circle of relationships by connecting their video surveillance to protect citizens and quickly resolve incidents that can cross between their borders. With the networked Milestone XProtect® video management software, individual municipalities control their own security monitoring yet quickly connect with neighboring systems for collaborations.

“We had a collective idea between municipalities to centralize local systems with the same IT backbone. Every city can adopt software from the Milestone platform to have its own system. But there are times administrators may want to open access to their system to solve a mutual incident, and they can get assistance from neighboring emergency services for as much help as possible to solve a problem. Sharing camera feeds through Milestone has been a valuable yet easy-to-integrate solution that each municipality has eagerly installed,” says Tim Ferrian, Director of Sales and Marketing, Pro-Tec Design.

Security integrator Pro-Tec Design identified the parallel and individual needs of each city and their various departments. For example, the police department in one city has a variety of unique applications different from the IT department, schools or retail business in another. The widespread commonality for all cities was the need for IP video management software (VMS) to replace limited legacy analog systems.

Milestone XProtect VMS with its open platform technology allows each city to monitor and secure its own assets, be it a government building, transit stations or city-owned business. Milestone enables each to strategically design and install the hardware and software that meet its own needs, providing a cost-effective, flexible solution that can also be shared across locations to leverage more resources. With a combined Milestone VMS service, updates and maintenance are streamlined for quick response from Pro-Tec.

Milestone solves the core needs of each municipality but offers versatile feature sets and client interfaces that address unique requirements. For example, Milestone Mobile is deployed on tablets and smartphones. The cities are saving money by efficiently deploying emergency services, knowing exactly what they are dealing with before sending out first responder teams. Pro-Tec also expanded the open platform into additional applications, such as video integration using XProtect® Transact for government-owned retail stores.

Pro-Tec's relationships with the cities in Minnesota developed from a foundation of card access control and video surveillance, so a transition into open platform, network-based VMS that could integrate the two was a logical step.

“We could see the shift in security and surveillance to IP, and we wanted to partner with strong companies to provide our clients with a solution beyond their current expectations that could easily be installed, upgraded and expanded over time,” says Ferrian. “Milestone understood this, not only in the technology's infancy but how it would evolve to what end-users expect in the future, to deliver as a flexible core offering.”

There are many common themes within city surveillance: watching out for the visitors of city halls, keeping track of persons in custody at police stations, providing evidence for investigations, protecting staff and equipment, monitoring community pools and protecting the government from liability, or watching intersections for public works operations (moving snow, salting roads). There are also such needs as monitoring a busy farmer's market, senior centers, community sports, schools, historical landmarks, water towers and treatment facilities.

These eight cities are currently linked via Pro-Tec's Milestone video solution: Shoreview, Farmington, Brooklyn Center, Minnetonka, Maple Grove, Brooklyn Park, Edina and Minneapolis Proper. In addition, the Minnesota Department of Transportation (MNDOT), Minnesota Department of Employment and Economic Development and the Minneapolis Convention Center are included within this ‘Ring of Protection'.

Nick Lovejoy, IT Specialist, City of Edina says: “Our Milestone installation process was very simple; the interface is easy to use and very straightforward. It's evident in our day-to-day operations that the Milestone interface has helped us improve services in the city, addressing and solving many issues with a quick turnaround.”

Brooklyn Center has integrated the Point of Sale (POS) systems at its liquor stores with Milestone's XProtect® Transact software, which displays video associated with register transactions. This integration gives a time-synchronized interface linking receipt data with corresponding video, extending the monitoring of operations to include actual cash register data. This identifies problems involving POS and credit cards to reduce shrinkage and fraud, providing a safer shopping environment.

“Ease of use was extremely important when deciding on our VMS installation,” states Patty Hartwig, IT Director for Brooklyn Center. “We did our research looking for user-friendly, adaptable and easy-to-modify solutions. Our system needed to play back and pull up video in an instant. We put an extreme value on the Milestone VMS protecting our city assets: we required a product that would be here today, tomorrow and in the future. Milestone has and continues to show that value.”

Global channel players get ready for solutions

Global channel players get ready for solutions

Editor / Provider: Editorial Dept, a&s International | Updated: 1/13/2015 | Article type: Hot Topics

In the following, a&s interviewed several value-added distributors to see how they actually transformed to become value-added resellers, distributors and wholesalers. Locally, some provide better return merchandise authorization (RMA) and extra benefits for customers, such as free project consultation, warranty expansion, and free technical support. Some of them are also ready to launch solutions for customers, under their own brand names.

 

Aditya Khemka, CEO and Director, Aditya Infotech, India

Aditya Infotech (AIL), the technology arm of Aditya Group, is India's No.1 security products enterprise, delivering technology-driven security and video surveillance solutions with special expertise in electronic video surveillance products and solutions. AIL caters to 6,500-plus channel partners in more than 300 cities from 45 offices. Aditya Khemka, CEO and Director for Aditya Infotech, said, “In 2015, we will continue to consolidate our relationship with our business partners via best of services, be it pre-sales, designing, logistics, sales, service, commissioning, and tech support.”

Khemka also confirmed that the switch from devices to solution has been significant and was triggered by the complex surveillance needs of wider range of business verticals. He said, “Our channel community actively provided solutions and catered to the varied surveillance needs. We witnessed the introduction of wider range of cameras, which fit into every need — high resolution, hostile environment, fire, temperature, adverse weather, and so on. In 2015 as well, we will continue to focus on diversifying the range of products and solutions to cater to any custom needs.” CP PLUS launched a cloud-based free DDNS solution in 2014. With this service, DVRs can be configured and settings can be saved on the cloud. The latest trend in the security industry is integrated surveillance solutions. The company also provides a comprehensive, all-in-one, cost friendly, and comprehensive framework for specific needs. CP PLUS' latest home solution is a one-stop intelligent, integrated, and interactive solution.

Baltazar Zuniga, Director, TVC, Mexico

TVC is a professional and awarded security device wholesaler in Mexico for systems integrators, installers, and some local distributors. Being in the market for over 13 years, TVC has16 offices and branches in Mexico. Recently, the company just opened another new distribution center with a point of sales in Iztacalco, Mexico City, with almost 3,000 square meters.

Baltazar Zuniga, Director of TVC, said IP adoption in the Mexican market still remains very low, and IP is used mostly in large-scale, infrastructure, and government projects. The ratio for the number of IP versus analog systems is probably around 25 percent against 75 percent. There are several factors that cause the low IP adoption in this country: Mexico is a quite price-sensitive country, and also its IP infrastructure still couldn't be compared with other developed countries. Zuniga added, “It also explains why the latest HD-over-coaxial solutions, such as HDTVI and HDCVI, look very promising in Mexico.” Although the IP penetration is comparatively low in Mexico, TVC still has worked with several leading brands, such as VIVOTEK, for more than 10 years, and the company just recently started the partnership with Bosch.

In this price-sensitive country, TVC has started to become more focused in solutions since two years ago in order to get more involved in project markets. Zuniga said there are two ways for them to offer solutions. “One is through the original system/solution suppliers. For instance, VIVOTEK, Dahua, and Bosch provide solutions themselves. So, we just join them in the trainings for our channels. Otherwise, we cooperate with some suppliers to make some changes on the firmware in our device to make our products more compatible with other device. Recently, we tried developing a time-attendance system, particularly designed by ourselves through cooperation with ZKTECO. We worked with our own engineers to develop a time-attendance system using fingerprint recognition, and the connection can be through a cloud server. When the device sends the information to the server, the management in the headquarters can see all the information from the devices. With fingerprint recognition, the employees can freely go to any offices of the company.”

Maulik Shah, CEO, Facility Security Division, Autocop India

Autocop Facility Security Division, having a complete distribution and service network across India, is a one-stop-shop for all security and safety needs that caters to individuals and organizations across verticals. Maulik Shah, CEO for Facility Security Division at Autocop India said, “We have grown by 35 percent year-on-year and expect 40% growth in 2015. We have shed non-performing brands and been focusing on key brands and models to drive growth next year. We are also investing on refining technical and sales team and planning to expand in tier two cities. In addition, we would add brand-specific team members and business development teams for certain verticals.”

Maulik also said the company has moved from box selling concept to solution offering concept and is a valued-added distributor, offering technical end-to-end solutions, paid commissioning, and training services. He continued, “We are reaching out to key specifiers via roadshows and events and closely working on key projects that help partners win the case in their favor. We ensure that our partners are well trained and become more responsive in the areas where they are weak. We also reach out to end customers jointly and offer proof of concept, design assistance, and technical support. Recently, besides video surveillance, we also have added access and entrance control over last year which has given us new customer base.”

Leonard Tye Lee Yew, Business Development Director, Bricomp International, Malaysia and Singapore

Bricomp International, a major distributor in Malaysia and Singapore, has embarked on a transformation journey to become a total security solutions provider since 2011. Leonard Tye Lee Yew said the company has grown its team to include solution specialists and architects that can help customers design and tackle the most stringent requirements. “We've also spent many hours in educating our partners (systems integrators) in the latest IP solutions and technologies,” Tye said.

Introducing a partners' program is key to a successful relation with Bricomp's partners as this is a form of recognition to them. “Our partners' program includes the three main elements of support to our channel partners: sales and presales, marketing, and after-sales and technical. As projects become more complex, we have also started introducing professional services to our partners. In the event a partner needs a certified engineer to help with testing and commissioning, we can offer this option to them,” he said.

“We are also working with our partners to provide budgeting for customers planning to migrate to a hybrid/IP solution with the integration to electronic access control systems. The process is longer as educating the end-user about their options and the available technologies takes time. However, we find this segment very potential for real growth as systems start to age and products become obsolete and can no longer be supported/repaired,” he said.

Feodor Zhidomirov, CTO, Luis+ Security Systems, Russia

Luis+ Security Systems is the official distributor of many well-known Russian and foreign brands. The key points of its strategy are to work both in the field of simple distribution and in complex project realizations by selling affordable security products and supplying expensive security products. “We are the distribution partner for many Russian leading security manufacturers, such as Bolid, Argus-Spectr, PERCo, ITV-AXXON, and foreign leading security manufacturers such as Bosch, Honeywell, Pelco by Schneider Electric, Axis, Panasonic, Samsung, and Hikvision. We do not need to change anything in our strategy,” said Feodor Zhidomirov, CTO of Luis+ Security Systems. “We get a very high customers' satisfaction by suggesting complete security solutions to our customers via our strong marketing strategy, technical engineers, fair price, and technical training center that provides legal certification on different brands. We also develop our own OEM product lines: LTV (video surveillance) and LPA (PA),” Zhidomirov continued.

Mansour Farzaneh, Chairman, PFN Technology, Iran

PFN Technology is a major distributor of IP video surveillance and network devices in Iran. Mansour Farzaneh, Chairman of PFN Technology stated in 2015, there will be more challenges and competitions in the security market (Iran), which mostly comes from low cost brands like Chinese brands. “Our plan is to compete with them by reducing our cost, expanding warranty to three years, increasing free technical and marketing supports in training and exhibition, and free project consultant,” commented Farzaneh.

“We have free project consultants because we want to take care of our customers more. We want to have a more frequent communication with them to help find out what kinds of products and solutions are suitable for them since mostly the customers don't have enough product knowledge,” he continued. In addition, return merchandise authorization service and free technical support are also very important for us to get a project.

Moreover, to gain more market shares, “We need to provide our partners with solutions, not products only. We bundled cameras and NVRs as total video surveillance solutions for educational centers, hospitals, and healthcare offices. We also have developed and expanded our product range, for NVR, PoE switches, and software for better support for our partners.”

Rustu Arseven, GM, Tesan Iletisim A.S., Turkey

As a value-added distributor of many global brands, Rustu Arseven, GM, Tesan Iletisim A.S., Turkey shared the following: Tesan is unfortunately challenged by companies which import cheap, low-quality, and nonstandard equipment with false information in Turkey. With our sales, technical, and marketing teams we are able to stand strong against this price-oriented trend. As a result of our effort we have managed to grow 20 percent in security industry in 2014, compared to 2013. We are expecting to manage even better in 2015 due to our investments for especially Ttec surveillance systems, which is our own brand.

Tesan is already a value-added distributor which has more than 2,000 partners including resellers, systems integrators, and chain markets. We have been offering our brands to consumer, SMB, and enterprise markets. Next to our own brand Ttec, we have distributorships of so many global brands such as LILIN, Qnap, Engenius, Dell Sonicwall, Jabra, Zte, Billion, Panasonic (DECT phones), Sony (video conference), Energizer, Samsung (digital camera), Nikon (digital camera), and Verbatim (LED). With our extensive portfolio of network and telecom products we have been offering our partners the comfort of supplying all their communication and networking product needs from one point, as well as providing technical support even on the field most of the time. In addition to what we always have been doing, we have taken some aggressive actions with our Ttec brand and enhanced our surveillance system solutions in 2014.

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