Axis and Milestone on the Mideast market

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

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

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

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

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

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

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

Tomorrow's distribution model

Editor / Provider: Memoori Business Intelligence | Updated: 4/7/2013 | Article type: Hot Topics

The traditional distribution model for physical security products right across the globe was often referred to as “box shifting;” it offered products off the shelf but with few value-added services, according to a recent Memoori Business Intelligence report. This is now rapidly morphing into a sophisticated system delivering value-added services that its clients are now demanding.

There are five main reasons why the change in the structure of the physical security industry is causing the distribution model to change.

1. Manufacturers have over time extended the range of their products, which now have a rich layer of features and capabilities. The supply chain must be able to understand and identify where their clients can benefit from them.
2. A strong brand and channel infrastructure giving reach and efficiencies. Marketing across the globe can now be achieved by small companies through the Internet at lower cost and this has increased the number of suppliers and solutions.
3. The pace of innovation is speeding up. Edge based storage and advances in analytics are creating more and more applications for IP video.
4. Open standards are starting to take a hold. This will open up competition even further and will reduce the barrier to smaller companies. Real competition will then kill off weaker companies and consolidation will come about through open market forces.
5. Increasing demand for full integration across all aspects of physical security solutions and now the business enterprise.

The channels of distribution in the physical security industry are changing to take account of these factors, particularly in the video surveillance sector, where IP network products have taken a major leap forward in the last three years requiring new skills for designing and installing systems. In the vast majority of cases the manufacturers don't want to be directly involved in providing these services to the end user and they therefore require the distribution chain to take on these responsibilities.

This has required new and existing suppliers to set up under the broad classification of distributors but broken down into resellers, system integrators and solution providers. Normally they buy directly from the manufacturer and some have a strong partner relationship to one or a few brands. The term distributor is still used by larger companies from the traditional supply chain and new ones from the information and communication technologies (ICT) business, but these companies now offer to supply all the components necessary to deliver a solution to installers. In addition, many of these companies will also operate straight online sales. Finally, a few manufactures normally having specialist products selling to a few verticals have opted to sell direct to the end user and install themselves. So one size does not suit all. However, for those manufacturers that want to obtain huge global scale (hundreds of millions in revenue) they need to operate through all the distributor channels, but not confuse the market by selling direct.

Since 2006 there have been major changes across the developed markets of the world in how products reach the end user. Our research shows that the value of product passing through the distributor channel has fallen off drastically from over 50 percent in 2006 to around 30 percent in 2011. Their market share has been taken by direct sales to resellers, system integrators and solution providers which have increased share to approximately 50 percent in 2011. The installer system integrator route has been joined by specialists from the ICT industry, and it would appear that the distributors have lost most of their share to these companies that have partnered with the manufacturers of IP network products to offer packaged solutions.

Whilst these trend appear to be most marked in the developed markets of Europe and North America similar trends are now being realized in Asia, and at the same time are now taking place in the access control market; but as yet it's not as pronounced. Getting IP network products to market is going to be a challenge for distributors and one they will have to meet because it will eventually take 100 percent of the business.

These changes are not so startling when taken over a six year period, but their consequences are now being felt, with the recent exposure of weaknesses in the distributor chain and the major European distributor Norbain's demise and fall into receivership. IP network products do not lend themselves to the traditional box shifting treatment of analog products and require more sophisticated application of skills; but few distributors have seen the need to work with the manufacturers to acquire the necessary skills.

Distributors that have become more IP savvy, such as the AES Group and Digitalcom in Thailand and Tri-Ed / Northern in the USA have been able to maintain their share by taking on more system integrator duties especially with regard to system / network design and commissioning. But not all distributors have taken up the challenge and have opted to beef up their eCommerce operations, which may well work provided they can achieve scale on this low margin business.

There is a place for the distributor but not in the traditional role, at least not for long. Knowledge is paramount, especially in a market increasingly connected through integrated building and security environments and bringing together packages that meet these needs and the IT services that they require is now necessary across the distribution network.

The Controlware Group has provided IT communications networking solutions since 1980. During this time Controlware has accumulated extensive experience in the design, delivery and maintenance of cost-effective IP networks. Since 1997 they have also specialized in the integration of applications such as IT security, storage and video surveillance systems. They can now offer total packages of IT communications networks, CCTV cameras, encoders, VMS, recording, and video content analytics systems. They work closely with installer and integrator partners to provide security systems for users from all vertical markets. Their value-added services range from consultancy, product advice and supply through to systems design, project management, commissioning, maintenance and installation through their channel partners.

Alliance and partnership is playing a major role in winning market share in the security business as manufacturers extend the range and depth of their alliances and partnerships with other manufacturers of adjacent products and their system integrators and solution providers. More formal arrangements of sharing data within the distribution chain has resulted in many new solutions for the end users going well beyond improving security. In the last 12 months we have identified more alliance arrangements between manufacturer's distributors and system integrators, working together to provide a solution for a particular vertical market and sharing the development and promotion costs.

Some 2012 IFSEC exhibitors showed a number of case studies on how business intelligence can be gained through IP video surveillance systems brought together through partnerships. Two companies Axis Communications and Panasonic had displays showing how, in particular vertical markets, they had used video streams to provide business intelligence. In both case the concept was instigated by the camera manufacturer as a means to increase sales, but they have worked with other suppliers of surveillance products and access control systems to produce a seamless solution that fitted the needs of the end user. In addition, they have worked with system installers and distributors not only to orchestrate the marketing sales strategy, but identify new applications where they can add value for the end user.

The trends show that alliance has moved on from just joining different manufacturer's products together to providing a total solution between all the stakeholders and is driven by what the end user needs in order to deliver real benefits over and above improving the security performance. So if you want to compete with the top camera manufacturers you not only need to be up there close on performance, but also drive innovation in providing solutions that deliver more value-added and a quicker ROI for the buyer. The distribution network has a vital role in making this happen.

Increasingly the shape of the market is changing as security systems supplied for new projects are increasingly delivered as fully integrated systems, whereas in the past they were supplied as three separate and discreet systems. This has changed the balance within the routes to market with more of this business going through resellers, system integrators and solution providers.

We believe that as the physical security manufacturing business further consolidates the distribution network will be forced to follow suit, and over the next five years we shall see fewer but larger distributors playing an enhanced role. The market share of the resellers, system integrators and solution providers will increase as systems become more sophisticated and integrate with the business enterprise.

Getting good vibes from the Mideast

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Idis appoints IP line PM for Europe

Editor / Provider: IDIS | Updated: 3/20/2013 | Article type: Security 50

Idis appointed John Fisk to the role of Product Manager within the sales and marketing team based out of the Idis European headquarters in Brentford, London.

Fisk joins Idis to lead product management including technical support and pre-sales activity for the DirectIP suite of HD video solutions due to be launched at this year's IFSEC International at the NEC, Birmingham, U.K. Fisk will be responsible for technical sales and marketing to support the Idis network of distributors, installers and integrators as well as heading up end-user customer support. Fisk brings with him an eighteen year proven record of accomplishment with expertise across IP video surveillance, traditional analog CCTV and related security technologies. Spending seven years at Norbain in a variety of roles, Fisk has also held management positions at ADI Global Distribution and Samsung Techwin.

"I'm delighted to be joining Idis as the company experiences rapid growth across Europe while at the same time the security industry is at a pivotal stage between the shift from analogue to IP solutions," noted Fisk, Product Manager of Idis. “This is the perfect opportunity to be involved in the launch of Idis next generation video solutions.”

Brian Song, MD of Idis commented, "I am delighted to welcome John on-board during these exciting times. The recent announcements of our DirectIP launch are already changing the conversation in HD video surveillance and we will continue to strengthen and invest in our European operations and infrastructure."

Middle East making a comeback

Editor / Provider: John Shi & Jill Lai, a&s International | Updated: 3/12/2013 | Article type: Hot Topics

The Middle East has returned to many MNCs' and investors' radar once again, with business potential emanating from the United Arab Emirates to neighboring countries and northern Africa. This feature looks into the various growth markets and their opportunities for security solutions providers — carpe diem, seize the day, seize the region!

Long gone are the days of the 2008/2009 financial crisis. Infrastructure projects, financial hubs and recreational parks are once again being built in the Middle East. Among the hustle and bustle, the countries of the Gulf Cooperation Council (GCC), in particular the United Arab Emirates (UAE), Qatar, Saudi Arabia and Kuwait, still boast the most momentum. According to IMS Research (an IHS company), the regional video surveillance equipment market in 2013 alone will exceed US$320 million.

Not surprisingly, most of the money goes into tourism-related industries. Beyond the UAE, Saudi Arabia, Qatar, Turkey, Oman, Kuwait and Iran are also growing by leaps and bounds, thanks largely to infrastructure projects. Qatar, for example, has seen a flurry of subway and light rail projects, as well as museums and hotels. “Qatar is growing at a fast pace and is set to host the 2022 FIFA World Cup, thus driving continued security system investments among others,” said Hidenori Taguchi, Head of Marketing for B2B Products, MEA Professional Solutions, Sony Corporation.

"Many projects in this region are driven by new construction or new infrastructure initiatives, which are generally a mixture of government and commercial construction projects," said Tarek Ismail, Sales Director for the Middle East, Tyco Security Products. "Other dynamic vertical markets are the higher education market, being buoyed by some very large university projects, along with rapidly growing retail and aviation markets. For 2013, many customers are encouraged by the commitments Saudi Arabia's King Abdullah has made for infrastructure projects."

Dubai the Hub
Business done in Dubai can radiate to the rest of the region, north and east Africa, as well as India and Pakistan. Dubai is recovering, said Ali Boussi, Regional Sales Manager of Business Automation and Security Systems. "Sales come not only from the UAE, but from all GCC members and northern Africa as well. People in Dubai and the UAE have a greater understanding and higher acceptance of new technology and products, in turn giving them more value considerations and propositions when compared to the other countries in the region. Moreover, the government is usually a pioneer in implementing security regulations on and measures in commercial buildings.Business models and requirements from MNCs often become benchmarks. "Our business strategy is to provide blanket coverage of quality products, combined with a proficient level of customer support," said Faisal Kan, Regional Operations Manager, IP Tec General Trading.

Saudi Arabia
Saudi Arabia is the next star to watch. Its stable financial structure and abundant natural resources supported steady growth even during the global recession. "We forecast that the Saudi Arabian market will continue to see strong growth in 2013," said Oliver Philippou, Market Analyst in the Video Surveillance and Security Group of IMS. "This trend will continue through 2015 where it is predicted that Saudi Arabia will overtake the UAE to become the second largest market in the region, after Turkey. Saudi Arabia historically set conservative annual oil production forecasts, leaving surplus funding for social spending, including infrastructure and health care projects."

"Saudi Arabia's construction sector is expected to go through a period of accelerated growth during the next few years, with the value of projects estimated at $629 billion," said Paul Ramsay, International Sales Director for Norbain. "More than $500 billion of investment opportunities in energy, transportation, education, health care, and other vital economic sectors are among established projects, making the kingdom a leading investment hub for construction work. The kingdom is considered to be the region's top economy, with a growing large young population and highly competitive business environment and national initiatives in infrastructure development."

Turkey
After years of mounting difficulties which brought Turkey close to economic collapse, a tough recovery program was agreed with the International Monetary Fund in 2002, Philippou said. "The austerity measures imposed then meant that by the time the global financial crisis came round in 2008, Turkey was in a better position to weather the storm than many other countries. The level of public debt was already relatively low, and although the effects of the recession were still felt, by 2010 the Turkish economy had started to bounce back — to the extent that by the beginning of 2011, concerns were being raised over whether the boom was sustainable. Taking advantage of this economic prosperity, Turkey has some large infrastructure programs planned to support its economic growth. As traffic between the E.U. and Turkey is expected to increase substantially by 2020 (Global Construction 2020, with the potential membership of the E.U.), Turkey's transport network needs to be substantially upgraded to meet minimum standards. Traffic monitoring, government, railways and commercial sectors are all forecast to grow strongly in Turkey to 2016."

Kuwait & Iran
Aside from Qatar, Kuwait and Iran are two others that are forecast to grow the quickest. Kuwait is currently seeing some very large banking projects and an accelerated rate of transition to network video surveillance. Iran, with an already large analog install base, will be one of the few countries not to see a decline in its analog CCTV market. This, combined with some large city surveillance projects, will drive growth in these markets at CAGRs of 14 and 18 percent, respectively. However, it should be noted that these two markets are relatively small when compared to the others in the region, Philippou said.

VIVOTEK world tour, UK leg

Editor / Provider: VIVOTEK | Updated: 3/5/2013 | Article type: Security 50

VIVOTEK, innovator of cost-effective IP solutions, will be travelling across the globe to train and educate installers on their IP video surveillance products. VIVOTEK has built its product range around the key philosophies of integrity, care and innovation, creating a range that is powerful yet simple to install and use.

Sure of the quality of its products, VIVOTEK's Supreme Series comes with a three-year warranty and the Value & C Series comes with a two-year warranty. In addition, the brand receives all the advantages of value-added distribution in the U.K. via Norbain.

Partner Training Days
Become a fully accredited VIVOTEK installer and officially promote your expertise to customers.
- One-day training session
- Lunch provided
- On successful completion of the examination, receive an official certificate of accreditation
- Each of the events will be held at Norbain's Innovation Centres in the North and South

Vivotek new NVR offers noncompromising quality

Editor / Provider: Norbain | Updated: 2/19/2013 | Article type: Security 50

Norbain is please to announce the release of the Vivotek ND8301 NVR which offers sophisticated recording options at a cost effective price.

Unusually for an NVR in this price bracket, the ND8301 has a local HD monitor output, removing the need for an additional PC to view video from the unit. It also streams high resolution per channel, without any compromise to image quality or functionality.

Set up of parameters such as IP, HDD and basic camera configuration can easily be performed with the set up wizard, making it their easiest NVR to use to date. The ND8301 uses Vivotek's professional central management software, VAST. This allows for simple and effective management of the entire surveillance system using the LiveClient and Playback programs.

Other features include: 
- Dual-core Intel Atom processor
- 2 removable HDDs for back up efficiency
- Compatibility with iViewer for remote access on handheld devices
- Easy Installation and configuration

Tim Field, Norbain's Business Development Manager for Vivotek comments: "Utilising Vivotek's state-of-the-art IP Network Cameras has now become even easier. Users can now build a completely scalable, high performance wired or wireless IP Surveillance System that can effectively monitor and protect valuable assets. Managed by the new Vivotek ND8301 NVR we can deliver a state of the art end to end solution offering 24/7 recording of IP cameras, at up to 5mega Pixel. Once again, Vivotek has shown its commitment to the industry, providing cutting edge technology to ensure we can offer our UK customers a high quality, yet cost effective, managed IP CCTV solution."

Optex/Raytec expands global sales team

Editor / Provider: Optex/Raytec | Updated: 1/30/2013 | Article type: Security 50

Raytec is delighted to announce that Buzz Coates and Vince Bessell, both previously of Norbain, have joined the rapidly expanding Raytec international sales team. Raytec also welcomes Stefan Blohm to the team, previously of Pelco, Schneider Electric. The new additions strengthen Raytec's sales force, as the company makes significant plans for further international growth in 2013 and beyond.

Buzz Coates - Global Business Development Manager
Buzz Coates joins Raytec in the role of Global Business Development Manager. Coates is responsible for identifying new product development opportunities and new growth markets, as well as fostering new and existing technology alliance partnerships. He will help ensure that Raytec continue to create new opportunities and lead from the front with technical expertise and innovation.

Coates brings significant skills and experience to Raytec with over 20 years experience in the industry. Coates joined Norbain in 2001 as the branded CCTV product Manager and more recently was the Director of Branded Products. Coates has been instrumental in developing Norbain's CCTV business over the years and most recently spearheaded the introduction of IP CCTV technology.

Vince Bessell - Sales Manager
Vince Bessell joins Raytec in the position of Sales Manager and will lead the internal and external sales teams. Bessell will be responsible for the development and management of sales strategy and structure within the organization and all existing sales team members will report directly to him. He will ensure that Raytec continue to grow the business internationally, stay close to their customers and provide the highest levels of support.

Bessell has over 20 years experience in the industry. He joined Norbain in the Branded Business Development team in 2008, and has worked directly in the field of CCTV illumination for a number of years; especially in his most recent role at Norbain as Raytec Business Development Manager.

Stefan Blohm – Business Development Manager, DACH Region
Stefan Blohm joins Raytec as Business Development Manager for the DACH Region. Based in Germany, Blohm is responsible for developing new business relationships and managing key accounts in the area. Raytec already has a strong presence in the DACH region, and as a key target for sales growth Blohm will provide the highest level of onsite and technical support for all customers in the area.

Blohm has worked in the CCTV industry for over 10 years in both sales and product management; most recently as Area Manager at Pelco, Schneider Electric.

"Raytec are delighted to welcome Buzz, Vince and Stefan to our existing team. We are committed to growing Raytec year on year, and intend to further strengthen the team internationally in the near future", comments David Lambert, Sales and Marketing Director. "Getting closer to our customers and offering the best support possible are our key aims going forward".

Scottish business park adopts IP solution from Vivotek

Editor / Provider: Vivotek | Updated: 10/4/2012 | Article type: Security 50

The Enterprise Park, Forres, based in Scotland and developed by Highlands and Islands Enterprise, was designed to bring talent and jobs into the area. Already home to a number of innovative and successful businesses, the Park continues to expand and attract new companies. The Park has recently adopted IP solutions from VIVOTEK to support its high-end positioning and to ensure tenants are confident with the security measures in place.

Having experienced some low level vandalism, fly tipping and so on, Highlands and Islands Enterprise wanted to ensure that their tenants felt entirely secure and confident in the security of the Park. "Although there'd only been a couple of minor incidents, we decided to nip the problem in the bud and invest in a CCTV system," notes Scott McKnockiter, Development Manager at Highlands and Islands Enterprise. Bartec Fire & Security was the winner of the tender.

Solution
The 2-Megapixel VIVOTEK FD8361 with tamper detection was the chosen solution. Many units of the fixed domes, via Power over Ethernet (PoE), have been positioned around the business park. Thanks to its 3-axis mechanical design for easy and highly versatile installations, this outdoor-friendly masterpiece could be mounted virtually anywhere on the premises. Equipped with vandal-proof as well as IP66-rated housing, the fixed dome is capable of performing well in outdoor environments all over the business park. Additionally, the Day & Night functionality and built-in IR illuminators (effective up to 20 meters), help to ensure excellent image quality around the clock. On the client's side, bandwidth efficiency is extremely important. Technologies such as multiple streams, video cropping and activity adaptive streaming for dynamic frame rate control are available on the FD8361 – effective for solving any potential bandwidth issues.

Also, an RDT radio transmission system uses receivers on the host buildings to transmit images back to the central monitoring station in the main Enterprise building.

Bartec worked with Norbain Service Plus for on-site coordination and support. Norbain Service Plus offers customers a range of resources, designed to complement their own skill sets. This additional support can be used to reduce the risk of installations, minimize time spent on-site by engineers and, in Bartec's case, to make new technologies more accessible. Norbain's Configuration Centre spent two days on-site, dedicated to providing support to the Bartec team.

Benefits
Highlands and Islands Enterprise are very pleased with the system they've received. “Not only does it provide the quality of images we need, but the placement of the cameras has been carried out very intelligently to reduce the number required. Looking at the system now in place, Scott concludes, “The system supports our positioning as a high-end business park. Just as we look for companies with innovation in their process, so the system matches this aim.”

Samsung Techwin Renews Distribution Agreement With Norbain

Editor / Provider: Samsung Techwin | Updated: 8/8/2012 | Article type: Security 50

Samsung Techwin Europe is pleased to announce the signing of a new distribution agreement with Norbain SD Limited.

This news follows on from the announcement on 2nd July 2012 that Norbain's UK operation has been acquired by Newbury Investments (UK) Ltd, in a pre-pack arrangement from the administrators, KPMG.

“Our priority has always been to ensure our customers have access to Samsung Techwin products through the distribution channel of their choice,” said Gary Rowden, Sales and Marketing Director of Samsung Techwin Europe Ltd. “Following the completion of our discussions with Norbain, I am very pleased to be able to confirm that this objective has been achieved and we are looking forward to working closely with the new Norbain organisation. This agreement will ensure continuity of supply of Samsung Techwin products to existing Norbain customers and that as a result, our customers will not experience any disruption in supply.”

Keith Purvis, Operations Director at Norbain said “We are delighted to continue our close and strategic relationship with Samsung Techwin. This renewed agreement between our two companies will be the catalyst for accelerated growth of Samsung Techwin's analogue and IP product ranges”.