Security Products

By Frank Abram · March 2007

Conversation with Frank Abram

TECHNOLOGIES that drive the security industry are changing rapidly. That’s no surprise to anyone and the deployment of networked systems continues to drive newer system solutions with infinitely more capabilities. We spent some time with Frank Abram, general manager and vice president of Sanyo’s security products division, to find out the general flow of business trends in 2007. A seasoned veteran of the industry, Abram pointed out that video surveillance is a key component to an advanced networked security system.

Q. How is Sanyo positioning itself in 2007 to the professional security market?
A. Sanyo is positioning itself based on three critical parameters: high performance, value-added video surveillance solutions and a strong reseller network consisting of professional authorized dealers with proven expertise in the field. We see this as the winning combination for continued growth and new sales opportunities.

Although analog systems still dominate the landscape, deployment of networked systems continues to grow as newer system solutions deliver more of the capabilities presently available only from analog devices. Video surveillance is a key component in an advanced networked security system, so it is imperative Sanyo provides the highest-quality video image possible to augment the overall system. We do this by continuing to build on our core competency—video imaging—delivering the best professional video surveillance products possible. We need to concentrate on what we do best to ensure continued growth and stability in today’s evolving market and earn a place alongside new business partners from other industries in a true networked environment. With expertise in professional video surveillance, Sanyo’s recent introductions of IP pan focus cameras, new DVRs and our Video Pilot Network Video Management and Recording Solution offer security professionals new and more efficient means of achieving security objectives. These new additions exemplify Sanyo’s renewed focus by addressing emerging market trends with a value-added proposition based on our core competency—video imaging.

But new technologies and products alone will not suffice in today’s market climate. We believe our continued success also is dependent on strong relationships with professional security dealers—the people on the street with established customer bases. As a result, Sanyo has increased its focus on building and supporting its base of professional video surveillance dealers. With their knowledge of the market and end-user needs, they are our lifeline to developing video surveillance products and programs that fit the real requirements of the market. At this time, there is nothing more important to Sanyo than to further expand and solidify our relationship with our dealers.

Q. What is the perception you want prospects to receive from Sanyo?
A. This is an interesting period in the professional security marketplace, and different companies are sending out different messages, or at least the messages are being perceived that way by customers and resellers. With all of the changes in technology and its applications, many manufacturers and resellers are trying to re-establish themselves and set a new or different course for the future based on where each feels the industry is going in terms of protocols, formats and platforms. While we recognize and respect the importance of gauging industry trends and changes, we do not see limiting ourselves to exactly what others are doing as our primary mission at Sanyo. Rather, we see this as a time to look beyond what others might perceive as limitations to the endless opportunities being created in this industry by technology and the marriage of hardware and software developers. This is the basis of Sanyo's new branding theme "go to the horizon" to see more possibilities, without limitations, and make those possibilities into reality. This is how we want to be perceived by our customers and reseller partners—as an organization that sees more possibilities and makes those possibilities reality.

Q. How do you see Sanyo’s relationship with its reseller network impacting your relationship with end users?
A. There is no more important element in successful marketing, specifying, installation and service of video surveillance systems than a strong relationship with the dealer/installer. Sanyo’s relationship with its reseller network—specifically with installing dealers—is the critical link to end users. Our dealer network’s knowledge of the market and end-user needs provides Sanyo with the firsthand knowledge needed to develop specific products and programs that fit the real requirements of the market. Our dealers have an unmatched familiarity with all the products on the market, and they know the quality, reliability and comparative value of those products. This is the primary reason Sanyo has placed a great deal of focus on building free-flowing, two-way communications with our dealers and installers. This way, we can be more certain that the solutions we are currently selling, or that we have in development, will be what end users are looking for. This is one of the ways we stay in tune with end users.

Additionally, the convergence of analog and digital platforms, combined with the ongoing migration to IP-based systems and the array of products and options available, is cause for much confusion in the market today. Features and functions can be system-based, PC-based, product-based or network-based, each with unique requirements and different functionalities. End users cannot be expected to keep up with every new development—that’s what a good dealer provides to its customers. And as new technologies continue to emerge, our dealer network’s experience, expertise and established relationships will become even more indispensable.

Q. How does Sanyo support its dealer channel?
A. Manufacturers and dealers need to have a mutually supportive relationship, as each depends on the other in many ways. Dealers should be able to expect quality products updated on a regular basis with new features and new technologies, sufficient inventory to prevent backorder problems and general assistance and support in resolving issues. Most importantly, manufacturers have to afford their dealer networks the ability to generate profits with aggressive programs and value-added products. In return, manufacturers expect dealers will show loyalty, keep abreast of new technologies and operate under responsible business practices. With that kind of two-way trust, the relationship will have a sound foundation, and both sides will be able to work together to build a strong customer base.

We try to go the extra mile for our reseller partners by providing training and support to help them learn, understand and implement new technologies and products in the most efficient manner possible. Nothing says more about our brand and the dealer who carries it to an end user than when our products deliver the performance and capabilities they want at a competitive price point.

Q. What new trends or technologies do you see impacting the market for video surveillance systems in 2007?
A. I believe we will see more powerful control systems come to market for networked systems, software solutions and expanded network capability. There has been talk of virtual matrix switchers for years, but none that at this point truly deliver the capacities required for large-scale systems like those found in casinos or airports. This is one of the few factors that have actually slowed the migration to networked systems. I think this problem will be alleviated shortly. New and more powerful solutions, like Sanyo’s Video Pilot Network Video Management and Recording Solution, allow an unlimited number of clients to control an unlimited number of cameras and DVRs. Once this type of breakthrough technology gains traction and gains field acceptance, I anticipate that system designers will quickly embrace these control systems for widespread application, at which time we will see the quick demise of many analog processing devices.

Additionally, I believe we will see a more defined and expanded role for megapixel technology relative to both imaging and recording devices. The improved resolution of megapixel cameras is ideal for 180-degree and 360-degree surveillance applications while megapixel recorders provide the medium to record the large files output by these imaging devices. The issues to be resolved deal with the bandwidth and storage capacities required to accommodate megapixel devices. I also believe we will see the emergence of more video surveillance hardware featuring built-in video analytics. The culmination of these developments on a networked platform will produce remarkable results.

About the author

Frank Abram
Frank Abram is the vice president and general manager of Sanyo’s Security Products Division.