The systems integration business in Asia is expected to see a lot more opportunities in the coming years, as several large economies in the region grow at a fast pace. a&s Asia recently interviewed Mary Ann Ortiz, Marketing Officer at Alcon Philippines Technologies and Solutions, to get the company’s views on the m
The systems integration business in Asia is expected to see a lot more opportunities in the coming years, as several large economies in the region grow at a fast pace.
a&s Asia recently interviewed Mary Ann Ortiz, Marketing Officer at Alcon Philippines Technologies and Solutions, to get the company's views on the market challenges and possibilities.
a&s: How do you see demand for security systems integration in Asia in 2016?
Ortiz: Security Systems Integration, as we know it, is a fast-paced industry. With technology being its main line, the market is used to expecting development in a short period of time. As technology improves, the market expands and as it expands, the demand grows.
Based on our experience (in dealing with the Philippine market last quarter), when it comes to surveillance systems, brands from Korea and Taiwan are more preferred due to its quality and reasonable pricing. However, when it comes to Access Control System, American and European brands are still Top-of-Mind but the market is not closing its doors for Asian brands. Depending on the market's need and budget, they still give consideration for Asian brands. And brands from Singapore and Malaysia are one of those brands that stand-out.
a&s: How do you increase profit when price of equipment are declining?
Ortiz: In Alcon, we believe that it's not always about the product but the service that comes with it. Should the price of the equipment decline, so be it. If the product does not offer much margin but is still required by the market, sell it along with a great service. Together, the product and the service will speak for themselves leading to a continuous business relationship and more chances to make-up for the losses.
a&s:Apart from declining equipment prices, what are the other major challenges in systems integration business in Asia?
Ortiz: One thing that we have experienced with our clients for the past years, especially if they already have an existing system, was the compatibility of the existing system to integrate accordingly with the new system. Because most the system platforms before are proprietary.
a&s: Asian government projects are often known to be delayed. How can you protect your revenues in this context?
Ortiz: Having a diversified client list not really necessary but it is advisable. Delays in processes depend on the internal system of the company. Based on our experience these delays can be avoided with proper documentation and project management. Having a diversified client list is one way to ensure profitability despite the delay. However, it is not new to each of us that most government projects prefer the most affordable system possible. And to cope up with the competition we have to really adjust.
a&s:How do you see the strengths of international systems integrators vs. regional/local systems integrators?
Ortiz: There is not much difference between local and international systems integrators. International systems integrators may have an advantage when it comes to pricing because most of the manufacturers are based outside the Philippines. However, when it comes to providing service and support, local/regional integrators can give a more prompt response.
a&s:What are the key criteria for being a good systems integrator right now, especially when the security market is still consolidating and evolving?
Ortiz: One of the key criteria for being a good systems integrator today is knowing that you have the right people. Systems integration is a people business, every step in the process requires personal observation and approval. Having a team with proper training, knowledge and mindset could make every project less tense, because by having the right team, flexibility, responsibility, reliability, ability to handle pressure, and everything else in between will be served.
a&s:How did your company expand beyond your home market?
Ortiz: Aside from online presence, one thing that we notice from most of our international clients was that they all have a local base here in the Philippines. Once they have tried our products and services, depending on their satisfaction, they give more projects. Rapport and good after sales service are our key to tapping the international market.