Selling Low Cost Kits

By: Brian Karas, Published on Jun 29, 2016

Low-cost kits have become a direct threat to security integrators.

These kits offer a drastically discounted alternative to professional brands, used by more than just residential users, as our Police Buys FLIR at Costco, Industry's Worst Fear report shows.

This report in our "Selling Surveillance" series covers the pros and cons of low-cost kits.

***-**** **** **** ****** a ****** ****** ** security ***********.

***** **** ***** * drastically ********** *********** ** ************ brands, **** ** **** than **** *********** *****, as *** ****** **** **** ** Costco, ********'* ***** **** ****** *****.

**** ****** ** *** "Selling ************" ****** ****** *** pros *** **** ** low-cost ****.

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

*******

**** ** *** **** Kits:

  • ***** ***** ~**% **** **** professional ******
  • **** ************ *** *****, ********* technical ********* ********
  • "**** ******" ******* ***
  • ******-*****, ***** **** ** ********** ***** needed
  • ***** ******* *********
**** ** *** **** Kits:
  • ***** ****** ***** ******
  • ******* ********** *******
  • ******* **** ******** ********
  • ******* *************
  • *** *** ******* ********* cameras  
  • ******* **-**** *******

Pros ** ***-**** ****

*****

*** ***** ** *** key ******* *****, ****** systems *** ** ***** for **** **** *** cost ** * ****** high-end ******. ** ** mid-2016$*** *** *** * dozen ***** ******* *** a ********. *** **** **** *** entry ***** ******* ************ products is ********* ~$*,***.

** ******** ** *** low ******** *****, ***** kits ** *** ******* ongoing ****** **** *** support/maintenance *********, ** *** cloud-storage ********, ******* ******** the ***** **** ** ownership **** ******** ** "professional" ************.

Easy *****

******* ********** ******** *** ***-**** kits ** ***** **** of *****. **** ** these **** ******* *******, brackets, ********, ******, *** even * ***** *** HDMI ***** ** ******* the ******** ** * TV.  *** **** ********* part ** ***** ******* the ****** **** * central ******** *** *** recorder ** **** ******.

******* ** ***** **** are ********* *****-**** *******, eliminating *** **** ** focus *** ****** ***** installation, ****** **** ** **** drawback (******** *****).

"Good ******" ******* ***

***** ***** **** *** not '*****' ** '*** of *** ****', **** are ********* **** ****** for ***** *** **** to ***** **** ***** periodically *** *** ** a ***** ****** *** recorded *****.

**** ***** ** **** like *-***'* ** ** *** Kit ******* **** ***** ***** **** generally ******* ***** ***** acceptably, ****** **** *********** **** single-camera **** ********.

** ******* ***** *********, the ********* *** ** accessed *** * ***-*******, or ********* ******** ** a ** *** * USB ***** **** ** navigate ******* *** ** on *** **. 

Mobile *****

***-**** **** **** ********** have * **** ****** app **** ******* ***** functionality (**** *******, *** control, ******* ** **** at ******** *****).  

*** ****** ***** ** for *** ************ ** also ******* * ************ component **** ******* *** need *** ******** *************, the **** ***** * QR **** ** *** recorder **** *** *** and ****** ****** ** enabled.

******* 

***-**** *** ********* ********* **** phone-support *** ***-*****. ** IPVM’s ***** ** * variety ** **** ******* centers *** ***-**** *** vendors, ** ***** **** they *** ****** / respond ** ***** ******** and **** **** ** provide *****, *** *** advanced, *******. **** ** not * ****** '***' but ***** **** ****** that ***** **** **** no ******* **********, ** is ***** ******.

Cons ** ***-**** ****

Fixed ****** ***** ******

*** ******* ****** ****** come **** **** ***** wide-angle ****, ******** *** effective ***** / ******** area ** *** ******. ******* a ********* ****, *** only *** ** *** higher ****** ** ** move *** ******* ****** to *** **** ***** observed, ***** ** *** always *********. **** *** result ** *********** ********.

Limited ********** *******

*** ******* ********* *** **** or ***** **********. ** contrast, ******** ***, *** and ** ******* *** available ** ************ *********.

*** ***** *** **** maximum ********** ** ***** wider ****** **** ***** cameras, **** **** ** limiting.

****: ** ****** *** camera ******* ********** ** ******** to *** **** *** next **** ** ***, as *** ****** *******.

Cameras **** ******** ********

******* ******** **** ***-**** kits ********* **** ******** ***** in ******-*** *******, **** as:  

  • **** *** - ***** getting **** ****** ** lobbies ** ***** **** indoor/outdoor ******** *** *********
  • ***** ** - **** cause ******** ***/** **** exposure ** ***** ******
  • ***** ****** ** *** light - **** **** color ****** **** ****** switches *** */* **** earlier 
  • ******** **** - *** cause ****** ****** ** hallway ***** ** ***** aisles
  • **** ******* - ******* resiliency ** **** ** NVR/HDD ********
  • ***** *****'* - **** cause ********* ******* ***********
  • ******* *** **** ********* - ********** ********* *** trip-wire ******, ****** ********, etc.

Limited *************

********* ******** **** ***-**** kits ******* * ***** number ** *******. **** that ****** ** *******, adding **** ******* ******** purchasing ******* ********/***, ***** makes ****** ********** **** difficult.

May *** ******* ********* *******

********** *******, **** ** multi-imager ********* *******, ** 360 ****** ******** ******* are ********* *** ********* by ***-**** ****. 

Limited **-**** ******* / ************

*** ****** ** ***** **** ***** ***** **** *********** *** generally ******* ** ***** labor-only ****.  ***** **** are ********* ******** ** DIY'ers, if ****** **** ** needed ** ******** *** system, ** ******** ** unfinished ************ **** ****** too ***********, *** ****** may **** *** ***-**** kit ***** ******** **** higher **** ********.

 

Comments (2)

True WDR/Smart IR; they are coming. I have seen a few kits with them already. In addition, most do not have varifocal. It is a matter of selling value over price; your value has to be higher than the price. 8/10 times a customer that calls us for a quote and then states "Ahh, you know what, I'll install a Lorex system from Costco"; we can pretty much change their mind due to our value and what we can offer over a system from Costco.

You are going to get a handful of consumers that have DIY capable hands and mindsets, but for the most part, the boxed camera set sits in a corner "Until they have the time" to install the system.

Furthermore, we also install these systems for customers too; in the end, if that is what they really want and we can not persuade them otherwise, join in on the fun; we just do not offer any warranty what-so-ever (Other than our labor).

True WDR/Smart IR; they are coming.

True WDR is definitely moving down market. 5-6 years ago, it was only top end cameras, 2-3 years ago, it became increasingly common in mid-tier cameras. Now, even some low-end professional cameras have true WDR (e.g., $100 True WDR Camera Tested (FLIR CVI)).

That highlights one of the big dilemmas of these kits. Can meaningful high-end features be added to professional offerings faster than previous high-end features get commoditized into kits?

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