Download Mobotix Sales Guide

Mobotix Sales Guide
Contents
Innovative IP Solutions
1
IP Surveillance
1
UK Market Size / Growth Predictions
2
Market Acceptance
2
Return on Investment
3
Why Mobotix over other systems?
4
IP Video v Analogue
5
Mobotix High Performance Camera System Diagram
7
Why buy from Mayflex?
8
‘Mobotix is the only
product that can do
everything in one box’
Led by an experienced and dedicated management team, Mayflex is
continually adapting to meet changing market needs. Our product
offering, for example, bears little resemblance to that of five years ago.
Our internal processes have been reinvented with a supporting
investment approaching £1 Million. Our desire and focus on offering the
highest possible level of service, support and product choice, underpins
each working day at Mayflex.
Innovative IP Solutions
Over the years our business has evolved and as technology changes
Mayflex is best placed to be able to evaluate that technology and bring on
board the products that ‘best fit’ alongside our key Infrastructure products.
We introduce, train and continually support our customers to enable them to
be able to take advantage of these products and services. By doing so, we
allow them to compete and survive in this highly competitive market place.
IP Surveillance
The market for network cameras used in
surveillance applications is set to grow at a
staggering compound annual rate of 53
percent and will top the $1billion mark by
2009. This is just the cameras! Add to this the
requirements created for storage, cabling and
installation and the IP based security market
cannot be ignored.
Mayflex offers the market leading IP
Surveillance solution Mobotix, which is
renowned worldwide for image quality,
technical specification, ease of use and
breadth of products.
◆ M10M-Secure
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UK Market Size / Growth Predictions
The UK has the largest use of CCTV in Europe, currently standing at
£520M. Video surveillance is currently growing at a rate of 7-9% pa.
IP cameras are only approx 3% of the UK market. It is common for the UK to
follow US market trends and analysts anticipate that digital systems will
outsell analogue by Q3 in the US. They also predict that digital will outsell
analogue by a ratio of 2:1 by mid 2008.*
IT/Network integrators are ideal for integrating IP-CCTV
as they already have the basic networking
knowledge needed and thus present a
smaller learning curve. They may also
be already on site doing other
network related installations
and services.
CCTV installers are also in a
prime position to take up the
charge as they carry the
advantage of credibility. They
have been in the CCTV industry for
many years and should already have
the ideal customer base.
Market Acceptance
◆ D10Di-FixDome
The UK is set to be one of the largest growth markets for Mobotix in the next
3 years. This will be achieved by PR, Marketing and direct representation by
two UK based Sales Managers who understand the IP Surveillance market.
In addition the focus of Mayflex, with our pedigree in supplying solutions,
will lead to an acceptance exceeding that of any of its rivals.
* JP Freeman (Axis market research)
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Return on Investment
The return on investment for both the traditional IT and CCTV market is vast.
This ranges from the initial install and configuration of the system, to a
variety of additional maintenance and annual support services, including the
provision of network links and remote monitoring. This also carries the
opportunity to revisit the customer in the future with new offerings
Mobotix can also rejuvenate an exhausted client base. Typically the
technology in the IT industry is fairly well known and stable. Having a new,
innovative product line which allows the installer to ‘stand out from
the crowd’ gives rise to a renewed
vigour in sales people and
re-kindles existing
client relationships.
◆ M10D-DevKit
digital will
outsell analogue
by a ratio of 2:1 by
mid 2008.*
◆ V10D-Vandalism
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Why Mobotix over other systems?
◆ Mobotix is a professional surveillance solution.
To form an equivalent solution from other manufacturers’ products
may involve multiple sources, manufacturers and software and hardware
re-programming.
◆ Mobotix is the only product that can do everything in one box.
◆ Mobotix is subject to continual software updating free of charge. This
gives the benefit to the installer of continually revisiting his installed base
and upgrading the cameras. This Account Management role, in the
guise of a technical update, is the best way to stay in front of your client,
thus ensuring that you are aware of any changes and requirements they
may have.
◆ The quality of a Mobotix camera assures installers that they will not lose
all of their initial profits or ‘use up’ their maintenance fund by revisiting
the site for faults.
◆ Mobotix returns are currently running at fractions of 1% with a supplied
base in excess of 70,000 units worldwide. This ranges from scorching
hot deserts and oil fields, to the freezing Antarctic.
◆ Installation time and costs are reduced by the cameras ability to receive
its power through the network cable. This is not necessarily unique,
however, the fact that all Mobotix cameras can operate at 30 degrees
below zero centigrade without any additional heaters is! This means that
the competition, whilst supplying the camera power through the network
cable, still needs power for the heater!
◆ Reduced bandwidth required is also another consideration to the IT
reseller. Typically the IT Reseller is familiar with wireless transmission
techniques such as 802.11g, 5.8Ghz wireless, microwave, GSM, GPRS,
3G, and the new 802.16 WiMax standards. Mobotix is widely recognised
by manufacturers such as Motorola & Alvarian as THE IP camera to
install with their solutions.
Why? Because it requires so little bandwidth.
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IP Video v Analogue - Why IP Video will be larger than CCTV ever was
Adding analogue is adding obsolescence.
Quality issues, frame rate issues, court admissibility have all been dealt with
now. The CCTV industry is rapidly realising that statements about IP Video
whilst being true a year or so ago, cannot be used to dissuade their
customers from migrating to the IP camp.
Below are further features that Mobotix does ‘out of the box’ that analogue
systems would require several additional devices to accomplish in addition
to incurring costs.
◆ 2 way voice communication over networks
◆ Remote monitoring over internet
◆ Virtually maintenance free
◆ Ease of expansion
◆ No central point of failure (No DVR’S, Matrix’s, Multiplexers, etc)
◆ Ability to power over the Cat5 cable plus, no power for heaters required.
The choice of IP over analogue can be further strengthened by
remembering the following benefits.
◆ Flexibility
The ability to expand the system by one camera without being forced to
buy an additional 16 port Matrix or DVR. Adding another camera is really
as simple and costly as, adding another camera. This is not the
case with many systems as they may require
additional software licenses.
Mobotix does not!
◆ M22
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◆ Resilience
As the cameras sit on a network which may support multiple patch and
redundant links, it is more resilient than a traditional coax based system
which typically runs point-to-point. In addition, an analogue system would
have many single-points-of-failure such as Matrix box’s and DVR’s.
IP systems operate on a network which can be designed to handle
redundancy. In addition, IT departments are very conversant with
replacing faulty Cat5 cables and switches as opposed to DVR’s and
coax, therefore many problems can be cured in house at a fraction of the
cost or down-time of analogue.
◆ Increased Functionality
As it is a network based system
it is possible to use the CCTV
system for other uses parallel to
security. This is because of the
flexibility to view cameras
from multiple locations
simultaneously. Cameras could
be used for BMS, access
control, and process/time and
motion monitoring.
◆ Multiview
◆ Operational Efficiency
One operator can view all cameras from any location. In a disaster
recovery event or even relocation due to office works, the monitoring
tasks can still be performed.
Additionally, during quiet periods it is possible for multiple sites to be
remotely monitored by one sites’ security officer.
◆ Misconceptions of IP Video Bandwidth
This was an issue a while ago for all IP cameras but Mobotix have now
firmly laid this to rest with manufacturers such as Motorola & Alvarion
accepting Mobotix as the IP camera to install with their solutions.
Why? Because it requires so little bandwidth due to their advanced
encryption and algorithm techniques.
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◆ Security
Mobotix has never been open to challenge from a security
perspective. It has been widely accepted into the German
banks and even built into ATM cash machines.
Prosecutions have resulted from the use of
footage from Mobotix systems, thus
overcoming the argument that digital images
are not admissible as evidence in a court of law.
Mobotix systems have now also been adopted by
certain Police forces in the UK for their own CCTV usage.
◆ M10Di-Secure
Unlike an analogue video cable that can be ‘tapped’ relatively easily by
electromagnetic means, network cameras can be protected in a number
of different ways. Alongside established software encryption
technologies like SSL, they also support secure VPN routing
(Virtual Private Network) via the Internet.R
Mobotix High Performance Camera System Diagram
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Why buy from Mayflex?
Mayflex offers the following ongoing
development to its customers:
◆ Technical Support
In house, highly trained and qualified
technical support team for pre and post
sales assistance.
◆ Extensive Stock Holding
Our efficient warehouse ensures we
don’t run out of the products you need.
◆ 85,000 sq ft of storage space
◆ Competitive Prices
We take our pricing strategy very seriously and ensure there is plenty of
margin opportunities for our customers.
◆ Free Next Day Delivery To Site
◆ Marketing Support
We can supply you with all of the literature and marketing advice that
you require to sell the product ranges plus all of the literature is available
at www.mayflex.com
◆ Project Management
On projects over £20,000 we offer a dedicated team to liaise with
suppliers for price support and oversee the
logistics of the project on your behalf.
◆ Demonstration Facilities
We have the M-Tech room which will allow
you to demonstrate the Mobotix range to
your customers free of charge.
◆ Sales and Technical Training
Courses are available to ensure
that you are confident in selling the
Mobotix range and install it.
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Mobotix Sales Guide
◆ Mayflex M-Tech facility
‘The market for network
cameras used in surveillance
applications is set to grow at a
staggering compound annual
rate of 53 percent and will top
the $1billion mark by 2009.’
Call sales on
0800 75 75 65
Freefax 0800 389 2270 Email [email protected]
Excel House, Junction Six Industrial Park, Electric Avenue, Birmingham B6 7JJ
MF368_05/06