China's domestic monitoring and manufacturing new top three (second part)

Introduction: China's security market is the largest in terms of monitoring market, monitoring products with DVR and camera market is the largest, DVR companies leading the Hikvision, Zhejiang Dahua, Hanbang Gaoke three companies are the strongest, and now they have achieved From the back end to the front end, according to the industry development trend, they are becoming the top three enterprises in the local integrated monitoring equipment manufacturing. This article analyzes from the perspective of monitoring back-end to front-end manufacturing extension.

China's security market is the largest in terms of monitoring market, monitoring products with DVR and camera market are the largest. DVR companies are leading the Hikvision, Zhejiang Dahua, and Hanbang high-tech companies are the strongest, and now they have achieved a The process of end-to-end front-end, according to industry development trends, they are becoming the top three enterprises in the local integrated monitoring equipment manufacturing. This article analyzes from the perspective of monitoring back-end to front-end manufacturing extension.

Deepening and subdividing the industry market is a clear development trend of China's security, and is also the development direction of mid-to-high-end security companies. However, only competitive enterprises can grasp this development opportunity and become one of the strongest ones.

After basic products matured, the demand characteristics of security products in the industrial market began to appear. This characteristic was reflected in the customized requirements of the industry projects for the specific functions of the products, and some functions were copied to other industries after being implemented in an industry. In application, this phenomenon is especially noticeable on surveillance products such as backlight compensation, wide dynamics, infrared sensing, ultra-long distance, etc., as well as dual-stream, motion detection, and digital-analog hybrid access of the DVR. . From the perspective of industry demand, financial, transportation, safe city, electricity, telecommunications operations, public transportation and other fields have their own customized needs, such as remote authorization, integration with access control, alarm systems, video surveillance and 3G technology, and Harsh environment adaptability, anti-electromagnetic interference, waterproof, heat dissipation, etc. These demands have promoted the further subdivision and differentiation of products. At the same time, they have also enabled relevant manufacturers to subdivide their own competitive advantages and formed their own core competition highlights.

From the perspective of business operations, in the early stage of the industry, companies face a relatively large proportion of basic technology competition. As the market matures, the customization and differentiated applications of market segments will become more and more obvious. The market is doing in-depth development of application functions and combining its own characteristics and competitive advantages. In addition to maintaining a strong low-cost manufacturing advantage in the general public market, China's domestic monitoring manufacturers must be guided by differentiated, customized, and industry-oriented demand guidance to develop their own technology and application functions. Therefore, when judging whether or not a manufacturing company has strong characteristics, after reviewing the core technology and product lines, it must also see its ability to meet the market demand of the industry.

The in-depth application understanding of the industry market, hardware equipment can match the needs of differentiated projects of industry system planners or integrators, and is the leading standard for strong monitoring equipment manufacturers.

To meet the needs of the industry market segment, we must first understand the industry's differentiated needs. For traditional analog camera manufacturers, most of their products are concentrated in the low-end market, and the products are mostly of the general type and do not have industry applications. Due to its typical characteristics, it cannot meet the requirements of the industry market for customized, systematic applications. For Hikvision, Zhejiang Dahua, and Hanbang Hightech, who started as back-end equipment, they have been meeting industry demands. After all, when the back-end equipment does not appear on the big-system platform, related DVR products are the core of the monitoring system. It is necessary to understand the application requirements of users in various industries in order to develop functional modules for improved products. When large-scale networked system platforms or industrialized solutions emerge, in addition to the network architecture, the relevant back-end DVR/NVR/DVS devices are still the core constituent roles. They still need to understand the needs of users and must also cooperate with the system platform. Business or industry integrator needs.

Through the understanding of the technical framework under the new situation, and the understanding of the functional requirements of the user's continuous development and changes, equipment vendors can continue to promote the development and improvement of products, so as to meet the needs of the project. Looking at the history of previous developments according to such requirements, in the group of back-end equipment manufacturers, how many domestic companies can surpass Hikvision, Hanbang Gaoke and Zhejiang Dahua?

From the perspective of the front-end camera, the three companies in the field of analog camera manufacturing are promoted more quickly by Hikvision and Zhejiang Dahua, and have been launched in related industries. Hanbang Gaoke is fully advancing. In the field of IP cameras, all three companies have launched their own IP product lines, especially IP HD products have been applied in related industry projects. Combining back-end device products or system solution-type products that support analog or IP, these three companies can basically provide product lines for system platform vendors and industry integrators. This is a traditional local analog camera manufacturer, or a process-assembly type. IP camera manufacturers can not match, but also a single back-end hardware equipment vendors do not have the ability.

Therefore, from the understanding of industry applications and the matching links between industry system solution providers and integrators, Hikvision, Zhejiang Dahua, and Hanbang Hightech have been developing in accordance with the path of industrialization. This is also why they have become Chinese mainland. Monitor the characteristics of strong equipment manufacturers.

Perfect marketing system and technical service system resources are the basic conditions for doing a good job in the industry market, and are also important criteria for judging excellent monitoring equipment manufacturers.

Industry-type projects are not confined to a city or a building with traditional security projects. They have a wide geographic range and a long time span. This requires high equipment suppliers and integrators. Project-to-manufacturers The strength of the project integrators is very strict, after all, the importance of such projects is far from the security of a residential community. Therefore, for equipment manufacturers, how to have a complete marketing team and project team before selling products, how to cooperate with the project integrators or operators in the project implementation process, and cooperate with partners in a safe and orderly manner after the project is completed Performing maintenance work does not allow the user's project to "drop the chain." This is critical. Therefore, these indicators require equipment providers have a good team, a sound marketing system, logistics system, service system.

The development of the industry market requires an industry team that is different from the ordinary marketing team. Through observation, it can be found that there are industry marketing teams in Hikvision, Hanbang Gaoke, and Zhejiang Dahua, but in contrast to the local camera manufacturers, the majority No such team was established. This kind of presence or absence has already explained the difference between them. In addition, because the history of enterprises is different, the number and quality of industrial integrator groups attracted by the traditional camera manufacturers are different from those of the three companies. These industry integrator partners also have different values ​​to manufacturers. . Judging from the comparison of back-end equipment vendors, there are also individual companies with good industry teams. However, these enterprises still have a certain gap between the coverage of the industry market and comprehensive response capabilities.

To meet the cross-regional project construction characteristics of various industry integrators, we must have a sound logistics network and response support system. For example, an integrator partner in Beijing does a project in Xinjiang, a Shenzhen manufacturer ships to Xinjiang, and an integrator partner sends someone to Xinjiang to receive and handle related matters in a different place. This model can be very inconvenient; if the manufacturer is in Xinjiang, Branches, integrator partners can directly pick up the goods in the vendor's Xinjiang branch, which is much more convenient. In particular, the early stage of the project requires vendors to support relevant testing work and temporarily deploy some products. These problems are more troublesome for companies with imperfect marketing and special flow systems. This is actually the performance of competitive companies. Therefore, by analyzing and comparing the distribution of branches of the three companies in the national market and distribution of distributors of Hikvision, Zhejiang Dahua, and Hanbang Gaoke, we can find that their systems are stronger than other back-end equipment manufacturers, and they are stronger than Other local camera manufacturers, this is the advantage of the strong.

On the basis of a complete branch system, a comprehensive service system can be established. The service system can meet the training, technical support, and equipment maintenance work for partners in the local market. More importantly, it can meet the project support services of industry integrator partners. For example, a Chengdu project completed by an integrator partner in Shanghai can be provided by a vendor in Chengdu to provide equipment maintenance work for its project, instead of some vendors, Party A will split the equipment and send it to an integrator in Shanghai, and then the integrator Return to Shenzhen manufacturing base for testing and maintenance, and then follow this path to return. The local service personnel can directly send personnel to the site to inspect and repair the equipment. If the equipment is faulty or damaged, spare parts can be provided by the local branch of the manufacturer to meet the user's urgent needs. The service response speed and quality are far. Better than an incomplete branch company. In contrast, the three companies mentioned in this article have such a basic and comprehensive service support system to meet the off-site project service needs of industry users and integrators, and of course also include meeting similar needs of local engineering integrator partners. This model can reduce the partner's project construction and maintenance costs, while also reducing the manufacturer's own cost, but also to ensure the long-term operational stability of the user's engineering projects, as well as a variety of operational troubleshooting speed.

In the current industry market with increasingly industry-specific demand characteristics of technologies, products, systems, applications, services, etc., industry users and industry integrators, including system platform software vendors that are subdividing the industry market, are similar to Haikang. Equipment manufacturers such as Weishi, Hanbang, and Dahua of Zhejiang can meet the needs of the industry and will be very popular.

Therefore, in the field of monitoring and manufacturing in China, from the point of view of meeting the needs of industrial market applications, as well as the needs of industry integrators, including, of course, meeting the needs of conventional engineering integrators in various provinces and regions, manufacturers are required to build their own products or cooperate with distributors to build them. A complete network system can adapt to the trend of industry-oriented market demand. Companies such as Hikvision, Hanbang, and Dahua have already established such a system. To say that they are not strong in this regard, certainly does not hold. If these three companies combine the resources of core technology development, manufacturing, talent team, marketing, and partner groups in the field of back-end equipment and front-end equipment, they will certainly be able to gain momentum in monitoring the manufacturing sector. Strong resources will further promote them to become strong players in China's domestic monitoring and manufacturing field, and to extend their status as a broader "strong".