With relatively weaker markets in Western Europe and North America, and first-to-market opportunities forgone in BRIC, the next gold rush lies in CIVETS. In these price-sensitive markets, it is easy to become engaged in price wars when Chinese competitors offer hard-to-beat prices.
With relatively weaker markets in Western Europe and North America, and first-to-market opportunities forgone in BRIC, the next gold rush lies in CIVETS. In these price-sensitive markets, it is easy to become engaged in price wars when Chinese competitors offer hard-to-beat prices.
Manufacturers should be aware that channel partners are changing their business models, shifting from dumb box-moving to solution-oriented packages. Compared to the consumer market, volumes in physical security is much smaller and requires much more customization, communication and technical support — a margin of 10 percent is simply not good enough.
Fortunately, the industry is refocusing on helping channel partners adjust for increa...