Top Manufacturers Gaining and Losing 2015

By: John Honovich, Published on Dec 02, 2015

100+ integrators told IPVM what products they are selling substantially more and less of this year. This is the second time we tabulated this, following the Top Manufacturers Gaining and Losing Ground 2014 report.

We asked them these two open ended questions:

"Compared to last year, what products / manufacturers are you selling substantially more of?"

"Compared to last year, what products / manufacturers are you selling substantially less of?"

This allowed us to determine:

  • The overall trend of gainers and losers
  • The top manufacturers gaining ground
  • The top manufacturers losing ground
  • Which manufacturers integrators were most commonly switching from

In alphabetical order, the most notable manufacturers in the responses were:

  • Avigilon
  • Axis
  • Dahua
  • Hikvision
  • Panasonic
  • Pelco
  • Samsung / Hanwha
  • Sony

The overall trend was clear: integrators are shifting their buying significantly from premium big brand established manufacturers to lower cost, less known manufacturers.

***+ *********** **** **** what ******** **** *** selling ************* **** *** less ** **** ****. This ** *** ****** time ** ********* ****, following *** *** ************* ******* *** Losing ****** **** ******.

** ***** **** ***** two **** ***** *********:

"******** ** **** ****, what products / ************* *** you ******* *******************?"

"******** ** **** ****, what ******** / ************* are *** ******* *******************?"

**** ******* ** ** determine:

  • *** ******* ***** ** gainers *** ******
  • *** *** ************* ******* ground
  • *** *** ************* ****** ground
  • ***** ************* *********** **** most ******** ********* ****

** ************ *****, *** most ******* ************* ** the ********* ****:

  • ********
  • ****
  • *****
  • *********
  • *********
  • *****
  • ******* / ******
  • ****

*** ******* ***** *** clear: *********** *** ******** their ****** ************* **** premium *** ***** *********** manufacturers ** ***** ****, less ***** *************.

[***************]

Dominating *********

*** *** ****** **** in * ***, ********* dominated *** ******* *****. No *** *** ******** close ** *********. *** reasons **** ******* ** last **** - ************** low ****** **** ******* features, ******* *** *******.

**** ***** *** **** not ************ ***** *********, ************ **:

  • "*'* ****** **** **** Hikvision. * ******* ***** quality *** ***** **** mean ** **** ** sell **."
  • "********* - ** *** use ***** ***** ** DVRs *** ******* *** small ****. **'* *** only *** ** ******* - ******** **** ** doing *** ****. ** regularly *** *********** ****** and ***** ****, *** it's * **** ** the ******."

******, **** *** ********** cited ********* ** * brand **** **** ******* substantially **** ** (******** to **** **** * dozen *** ****), ***** shows * **** ***** of ************ **** *********'* performance, ********** ***** *** far integrator ******* **** ******* in ****.

********* ** ************** ****** share **** **** ******* brands, **** **% ** integrators ******** ********* ****** less ** *** ******. Axis *** ******* **** the *** **** ******** ***** manufacturers ***** ***** **** falling ** *** ******* of ********* *** ******** references ** ********* **** Sony, *****, *********, ***. were ****.

Still ********** *****

***** ********* ********* ** grow ************, ***** #* domestic ***** ********* ** lag / ********. *** the ****** ******** ****, Dahua ********* **** * integrator **********, ************'* ******* ****** / expansion****** ***** *******. 

** *** ******** ****, Dahua's ************ *****-** ***** pay ********* ** **** as ******** * ******* takes ****. ******* *********, Dahua's ******** ***** ******* price / *********** ** Hikvision.

*******, *****'* *************** ** crippling ** ** *** international ***** **** ********* and ** ** **** be **** *** ***** to ******** *** **** **** they **** ******** ** Hikvision. 

Western / ******** ****** ****

** *** **** ****, the ***** *****, **** overall *** ************, *** that ********* *** ****** were ***** **** **** and ****. ******* ******** like *** ********* **** typical:

  • "**** *** ***** *** name *************"
  • "** *** ******* ************* less ** ****** **** of *** ****** **** products **** **** ** Panasonic"
  • "********* *****. * *** of ***** ** *** priced ******* ******* ** well (*** ******** ** situations) ** ******* ***** their *****. ********* *** now ************ **** *******."
  • "*** **** ** *******"
  • "**** *** ******* *******, Axis, *********"
  • "**** *** ** - SMB ********* ** *** have *** ****** *** mid-market ********. ** ** not **** ******* *** end ** ****** ** budget ** ********* ******* they *** * **** to ****** *** ****** impossible ** ******, ******* this ** ***** *** market ** *****."

**** ** *** ** a *********** ** *** *** ************** ** ************ Cameras ***** *** **** ** easier *** ***** **** rivals ** ******* ******* quality *** *********'* ******* expansion ******* ***** *** made *********** **** *********** buying *** ***** **** cameras, ***** *********'* ********** sales, *******, *********, ***.

*******

** *** ******** ****, Axis ***** *** * significant ****** ** *********** substantially ********** ***** **** sales, ********* ** *** higher *** ** *** market.

*** ******* *** ****, is **** **** **** twice **** ****** *** reducing ***** ***** ** Axis, **** ******** ****:

  • "**** *** ** ***** *** other ************* ****** **** or ****** ***** ***** quality, ****** *******, *********"
  • "**** ****, ******** ******* to ********* ******* *****"
  • "**** **** ** ******* except *** *********** *****."
  • "**** **** *** ***** big **** ************* *** analog ***** (**** ****** camera ***** ********* ******* Turbo ** **** ********** will ** ******** ** HD)"
  • "**** - ***** **** have ****** ********** *** of *** ****** ****** for **** *** ********* and ***** ********."

**** ** ******* **** releasing **** *** ******** and ********** ********** ********* in ****. *** *******, though, ** ******* **** Axis *** *** **** enough ** ****** *** most ********* **** ***** to *** ***** *********.

*********** ******* **** **** most ******** ******** ******* more ******* *** **** Hikvision. *** **** ** Samsung ** ************ ********** because *** ******** ** integrators *** ******** ******* more *******, ******** ******* less **** ** ****. Our ************** ** **** many **** ******* *** more ********* ***** ***** record *** ***** *** therefore *** **** **** to ***** '****' / away ** ******* **** Hikvision.

Panasonic, *****, **** ****

*********, ***** *** ****, three of *** ******* ****** of *** ******* **** era, *** ******. ****** no *********** ****** ***** more ** ***** *** Sony while ***** * ****** reported ******* ***** ** these *****.

***** ***** *** **** ***** have ****** ***** *** established ***** ********, ***** relative **** **** ** new ******* ********, ******** with ********* / ******* vastly ************ ***** *** Sony's ******* ******* *** clearly **** ******** **** challenging *** ****. 

********* ***** *** ************* differ. While ******* ******* ** integrators ******** ******* ********* sales **** ******* ** Pelco *** ****, ********* has * ****** *******. One, ***** *********** ******* ************** ************** *** ******** *** Panasonic ******* ****** **** ****. ********, Panasonic *** ************** ***** *********** **** *** *** finally ****** ** *******.

Samsung / ****** *** ******** *****

*** ** *** ******** performers ** *** **** survey ******* *** ********* more ***** ******* ** 2015. ***** **** *** a ***** ****** ** *********** listing **** ** ****** suppliers, **** *** * notable number *** **** **** their ***** ** ***** two ****** *** *********.

********* ** ******* ** the ******* ** **** of *****. ** *** integrators ***** **** ******* and ********, *** ******** said ********* *** *** manufacturer **** **** ******* more **. **** ******** would **** **** ** Hikvision ***** *****, ****** because ******** *** **** no **** ******* ** offer ***** **** ******* (e.g., ******** ** ***** **** Test). **** ******* / Hanwha ** ********** ** Hikvision ** **** ********** since ******* *** * similar *** **** ****** (******* ******* **** ******* Tested) *** ******* *** been *** **** ********** non-Chinese ************ ** ******** prices ** ******* **** Hikvision.

**** *****, *******, ******* and ******** *** **** clearly *** ******** *** the ***** ** **** has ********** **** *****, driven ** *********.

Outlook *** ****

** *** ******** ************ or ************ **** * reason *** **** ***** to ****. ** ****** **** switching ** ********* *** potentially ***** (** **** can *** *********) ** 2016. *******, ** ***** be ******** **** **** of '******* *****' ***** most *********** *** ******* heavily ******* *** **** Chinese *******, ***** ***** start ** **** ***** growth, *** ** ***** comparatively **** **** ******.

*** **** ************ / consolidations **** *** **** 2 ***** ***** **** counteract **** ** *** future, *** **** *** Panasonic / ************ *********** shows * ***** ******* plan ** ******* ******* the *** **** *******.

Comments (7)

I hate to say it but there is nothing too surprising here with Hikvision dominating and the almost unanimous lack of manufacturer response, aside from Samsung. As much as I think Hikvision cameras are good for the price it cannot be good for the market to become so homogeneous. How long before all we have to compete on is whoever can buy the cheapest copper coated aluminum off-brand cable?

Are integrators reporting sales of relabeled product as the relabeler or the true manufacturer? For instance ADI, Honeywell and FLIR. Or do you think the volumes are so small that they don't get reported at all?

I am pretty confident that it it almost always the relabeler.

ADI only started to sell W-Box in the last few months so not surprised not to see many mentions. Also, it's more of a trunkslammer offering, especially since Hikvision is same or better with more marketing.

Honeywell exists... but rarely any big moves from them.

FLIR, we do not hear a lot of people leading with it, but I am sure it does solid business at big box retailers and over the counter at the ADI and Tri-Ed.

We recently tried the Wbox with 1.3 MP cameras. We were really surprised how well these looked compared to the hikvision 2 and 3 mp cameras, that we normally sell. The W box also had alot of featurers and equipment came right up with no issues. this is a great option for customers that just need a low cost "detectable" and "recognizable " featurers. This help us compete with the Cosco and Sams Clubs offerings from Samsung and Lorex. Plus margins are good but more than that we can sell our installation labor and support. Every drop in the bucket makes the whole gallon:)

I always think that Mobotix is one of the top brands. But im surprised its not usually mentioned amongst top brands anymore. Is this down to the quality of its product or company revenue.

Mobotix is primarily a sales issue, they have struggled to grow for a few years (e.g., Mobotix Admits Channel Stuffing). Because of their poor sales growth, they are not going to be on a any list on big gainers.

Despite their build and image quality, their historical resistance to standards (MxPEG instead of H.264, no ONVIF, in particular) has made them tough to use on open systems. Also, pricing is high so if you do not use their software (free) it is harder to justify price premium.

Many thanks John. I get the picture now.

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