TVC en Línea Profile (Dahua's Biggest Mexico Distributor)
TVC en Línea, Dahua's biggest Mexican distributor, candidly spoke with IPVM about the challenges of distributing in Mexico, the largest Latin American market for most video surveillance companies.
Inside this report, IPVM profiles Monterrey-based distributor TVC en Línea, now one of only two authorized Dahua distributors in Mexico following Inalarm's departure from the security business.
- Second-largest Mexico-based video surveillance distributor
- Bosch most "expensive" cameras in Mexico
- "We are the ones who brought Dahua to Mexico"
- Analog cameras are holding back the IP camera market
- Why analog remains popular
- Challenge: "Manufacturers are increasing product costs"
- Challenge: "Import costs have tripled in the last 12 months"
This is the third entry of our new on-the-ground Mexico coverage. For related news see:
- Mexico Distributor Inalarm Exits Security Business
- Syscom Mexican Distributor Profile
- Mexico City Public Video Surveillance Faces Scrutiny
- Mexico Video Surveillance Market Overview 2020
- Faulty Hikvision Fever Cam Setup at Mexico City Basilica and Cathedral
**********
** *** **** ****, ***********.*** *** born, **** *** ********* ** ********* parents, *** *** ******** ** ******, the *********** ** ******* ***** ******** while **** **** ** *** *******.
** ****, *** ******** **********.***, *** first ****** ***********. ** ******* *** shifted *****, *** ******* ***** '** *í***,'** '******' ** *** ****:
** *** **** ****, *** **********.*** business ******** *** **** *** ** the **** ****** *** ******** *** services **** ***** *** ***** *********, including *** **********.
** ******** ** ********* ******* ********* attributable ** *** *******, **** *********** sales ************** ****.
**. **** **** **** **** *** company's ***** ****** *** ****** ** sales **************, ******* ** **** ****:
***** ******** [****** *** ***] ****** us ** ******** ********* ** *** market.
*** ******* ***** **** ** **** than **** *****, ******* ******** **** and ****, ** **** **** ******* to ****** * ******* ** *,*** distributors:
** *** **** ****, ****** ** the *** ******* ***** *** ** the ********* ***** *********** ** **** year, ** ******** *** ****** ************ in *** ********** ******* ** ************ (our ****** *** ***% **. **** with * ******* ** **** **** 1,000 ************).
Market ***********
**** ********* **** *** ** *** second-largest ******-***** *********** ** ***** ************ products ************** **** *** *********-***** ******* ** larger **** ****** ******-***** ************ **** as***** *************.
19 ******* ********** + * ************ *******
******* *** '******' ****, *** ********* 19 *****-***-****** ******* (*** **** **** competitor******) ****** ** ******* ****** *** Mexico's *******, ****** ****:
*** ******* **** **** ** *** distribution ******* ** ****** ****, *********, and***********, ******** **** ** ******'* ***** largest ******:
** **** **** **** **,*** *² of ********* ***** ** *** ******* of *** ******* ** ************ ** our ** ******** *** ***** ************ centers.
Sales & ************ *******: **********, ***********, *** ***-************
***'* ***** ********, **. ****, **** IPVM **** *** *******'* ***** *** be ******* ***** ***** ******:
**** ***** **** *** ******* '*********,' sometimes ***** ** ******* ** ** '********** ** *******' ** '*********,' ** ******* ********** ** '***** slammers' ** *** **. **** ****, like '***** *******,' *** ******** **** '*********,' ** **********, ** ****** **********.
**. **** ****** **** *** ******** of ***'* ******* *** **********, **** sub-distributors ** * ******** ********** *** less ******** **** ********** *** ***********:
** **** **** [***-************] * ******* price, **** **** **** *****.
* **** *** ****** **** [**********]. We **** *********** *** **** *** paid ** * ****.
*** ******* ***** **** **,*** ****** distributors (*.*. ******) **** ********* ** 2020, **** ******* **** ** ***** being ******* ******:
** *** *******, ** **** * network ** ************ ************** ** *** type ** ******* ** ***** **** operate *** ** *** ****** ** their ************. **** ****, ** ******* at **,*** ************ **** ** ***** made *** ******** **** ** ****** the ****, *********** **** **** **% of **** ******* ************ ***** ********** for ** ** * ******* *****, forming *** ****** *********.
***'* ***** ******** ******* ********* **** the *******'* ***** *******:
** **** *,*** ****** *** *****. Of *****, ******* *,*** *** ********** who *** ******* **$*** *** **$*,*** per *****. *** ******* ********* ****** US$400 *******.
*** ******* ***** **** *** **** of *** ********* ***** *** ********* for ** **** (********), ***** *** often **** ** *** **** ** cameras *** *********** ******** ********.
*** *** *** ******** *** *******, stating:
*** ****-**-**** ***** ******* *** ******, despite *** ********, ** ******** ******* growth.
*** ******* ** ***** **** ** millions ** ******* (** ***) ****** how **** ******* ** ****** ********** estimate.
Expansion ************* ** ******, ******* ************* ********
***, ****** ********** *********** ******, **** not **** *** ******* ******* ** Mexico.
**. ****, ***'* ***** ********, ****** to **** **** *** ******* **** have * ******* ************* ********:
** **** ********** ** *********, **** one ****** *****, *** **** ****** in ********.
**. **** ******* ****** **** ************* expansion ** *** * **** ** the *******, ***** ** ******* ******* on ************* *** ******** ** ******:
***** ** ********** ***** **** ******* (pictured) *** ** *** ********* ******* a ****** *****. ** **** **** to ******* *** ******** ** **** branches **** *** ***.
********
*** *** **** ******* ** *********** *úñ******** **** *** ******* *** ********* (162 ** **** *** **********):
Dahua: *** ** **** *** ******** '************ ********' ** ******
*** ** ************ ** **** *** ***** ************ in ******, *** ***** ***** ********.**, ** per **** ********* **** *** ***** Latin ******* *******:
**** ****, ***** ******-***** ************/********* **** as*********************.******* ** ********** ***** ********.
*** ** *****'* (*** ***** ******** brand ****'*) ******* *********** ** ******, with *** ******* ********* **** ***** accounts *** *** ******** ** *** sales:
Dahua ********** ****** **% ** ***'* *****, therefore a large part of our structure is focused on the development of this brand. [emphasis added]
****** ****, ***'* ***** ********, **** IPVM **** ***** *** ********-***** ************ did *** ********** ** ***'* ***** expansion, *** *** ********* **** ***** together ** ****** **** *** **** 10+ *****:
***** **** *****. ***** ** ***'* sell *** ****** ** ***.We **** *** **** *** ******* ***** ** ******. ******** [** ****** *** ***** *****] **** **** **. ** **** **–**% ** *** ***** ****** *** ***** ******** *** **% ** *** *****. [emphasis added]
Bosch: "**** *********"
***'* ***** ******** ********* ** **** that *** ******* ******* *** "**** suite" ** ***** ********, ********* ****, fire, *********, *** ****** *******.
**** ***** ***** ***** ******* ******** to ***** *************, ********* ************* **** TVC **** *** *****, **. **** labeled ***** ** *** **** "*********."
**. ****'* ******** *** ** **** with ***** ** ***** ******** ************* both ** ****** ** **** ** in ******, *** **** ****** **** all ****** ***** *****, ***** ******* are ****** *********** *** **** ********* product.
Camera ******: *****, *******, *** *****
***** **** ***** *** *****, *** also *********** ******* ***** *************' ** cameras, ********* ******* *** ******:
******** ***** ******** *** *** ************ majority ** ***** *****, ***'* ***** director **** **** ****** **** *** IP ****** *******, ******* *** ***** IP ******* *** **** ******** **** than ***** ** *******.
Analog/HD **** ******** ** *****
** ******** ** ** *******, *** also *********** ****** ******* **** ******* manufacturers, ********* *****, *****, ******, *** ZKTeco. ****** *** ** **** ******* continue ** ** *********** ** ****** as **** ** ********** ***** *******, particularly ** **** *** ****** ** as *** **** ('***********,****') ******, ***** ****** *********** *** SMB (*.*. ************, ***** *** ******-***** office *********) ***************.
***'* ***** ******** **** **** **** analog ******* ******* *** *** ******** of ***** ** **** ** *** majority ** ******* ****** *****, ****** that "*** ********** ****'* ****:"
****** *** ********* *** *********** ** IP [...]The ******* **** ** *** ******** ** ****** *******. *** ********** ****'* **** ******* ** ***** ********, ***** *** ** ****** *******. [...] Analog cameras, such as four-camera kits, are the bestsellers on our website. [emphasis added]
** ******* ********, ***'* ***** ******** noted **** ***** ** *** *** only ****** ****** ******'* ********* **********, citing * **** ** ********** ****-*** among ***** **********/***********:
*********** ****** ****** *** ** * lack ** ********** *********.
**** ********* *** ******** ** * Monterrey-based **********:
** ******* ******* ********** *********. **** analog *******, *** *** **** **** up *** ***** *** **.
******* **** ** ******* ****** **** only ***** ** ** ********* ** all,********* ** ******'* ******** ********* ** Statistics *** *********, ******* **% ** ******** ****** have * **** ****** *******,********* ** *** ** ********** ** Education, **** ** ***** ***** **** the ****** ***** ****** ****** *** to **** ** ******* *** *** increased ****** ** ******* **** *** go ***** **** ** ** ****** install.
Other ********/******* *****
***** **** ****, *** *** ******* additional ******* *****, ********* ****** ******* (a ******** ** ***** ****** **** sales), *******, ********, ***** ****, *** VMS:
** ******** ** *** *****, ***'* website *** **** ******** ******* **** reference ** ***** ******* ***** **** as ***** ******, ******, ******, ****-***, monitors, *** ****.
********* *** ********, *** **** ****:
*** ********* **** **** ** ********* team **** **, ***** ****, ** can ******* *****, ******, ******, *******, Ubiquiti *** ***, ***, ***** ******.
*** **** ****** ******** ******** *** Ubiquiti [**** **** ** ******] *** DSC, ***** ****** *** **** **** accelerated.
VMS: ********* ****** ****
****** ********** ******, ***** *********** ******* VMSes, *** **** *********** ******** *** (which ** **** *********** ******* ******). Regarding ***, *** **** ****:
*** ***** *** **** *** ***************** of ******** *** ** **** **** area ** * *********** *********** **** we **** ********* *** *** **** being.
***'* ***** ******** *****:
** *** *** **** ******* ** software. ** ** **** **** ******'* software.
Response ** *-******** & ******* **********
****** ******** *** *-******** ******** ** 2001, ***** ******** ************* **** **** that *** *** ** ***** ******* into ******* *-********.
***********, **** ******* *** ** ********** concerns **** *** ******* *** ****** behind ********** ****** ** *-********, **** a ******* **** ** ************* ******** albeit *** ** ****** ** **** of ******.
***'* ***** ******** *******:
** *** ********** ********** *** *-********. Last **** ** ***** * ******** of *** *******. ** **** ** have * ******** ******* **** ****.
***'* ***** ******** ***** **** *** website ******** ** ** **-***** ******* which ******* ***** **** **** ******** more *********** ** ****** * ******, externally ********* *** ***** ********.
***'* ***** ******** **** ********* ** the ******* **** ******'* ***-**** *******, which ******** ******* ******* ***********, ** a **** *********** *** ****** **** than **** ** *** (********):
**** [******] **** **** *** ******, they've **** ** *** ****** *** over ** ***** *** **** ***** own *******, **** ***** ***** *** catalog, *********, *** *****, ** ***'*. We **** * ********* **********, ** don't **** ***** ***** ********.
Coronavirus ******
*** ***** ** **** **** **** resulted ** ******* ****** ** ***** but "****" ****** ** *******, ** line **** ******** **** ***** ********* who **** **** ** ******** ***** in **** **** ***** ********:
** **** ****** ******* **** ***** there ** * ****** ***** *** also *************. ** [****] *** * year ***** ** ********** [*** ********],with ****** ****** ** ***** *** [****] **** ****** ** ****** given that the market for high-value products boomed due to the needs sparked by the pandemic. [emphasis added]
*** ******* ********** **** ******* *** staff ******* [...] [*]*********** *** ******** to ******** ******** **********, ******** *** workflow, *** ********* **** **** ****, with **** **** **% ** *** staff ******* **** ****...
*** *** ****** **** ******* ********** more ******* ** *** *********** ** virtual ************* *** **** * ***** challenge ** ********.
Success: ********** **** ***** ************
**** ******* ** *** *******, ** have ******* **** ****** ********* **** some ** *** ******* ** ************ and ********** *******. ************, ******** **** direct ***** ***** ** *** ***-**** via *-********. **** *** *********, ******** the ******* **** **** ******* ******** to ******* ****** *** ***** *** implementing ***** ***** ** ******** * healthy ***********, ******* ******** ** *********, and * ***-*** ******* **** *******.
Success: ******** *****
*** ********* ******* ******* ** ** its '*** **********' ******** *******:
** **** '*** **********,' * ******** tool *** ******** *** ******* ********. This **** ** **** ** *** for *** ****** *** ****** ** specialize ** *** ********** ******** ****** through ******* ******* ** *–** ******* in ********, **** *** **** ***** to ******** *******, **** *********** **** allow [*****] ** ******* ** *** next ******, ******** **** *** ***** is *** ******.
Challenge: ************* ** ****** *********, ******* ******
*** ***** ** ****:
****** **** **** ********** ********* ** us, *** *** ************* **** ***** to ********** **** ******* ***** ********, which *** **** ** ***** ** raising *** ****** ** *******, ***** that '*** ****** ****** ******* ** price, ******* *** *******, ***** ** who ****** ******* ** *** ******* does *** ****** ******* ** *****.'
****** ****, ***'* ***** ********, ******* elaborated:
** *** ****, ***** **** *********** agreements,now *** ************* **** **** ** ****** *** **** ** *** *******, we have to learn to live with competition now. They don't have the structures or support we have. [emphasis added]
*** ***** **** **** ********* *** put *** ******* **** * ********* where ** **** ** ********* ******* its *** ******* ** *** **** of ***-************ *** *** **** *** and ***** ******* ******* ** *** projects.
***** ******** ************** ********* ** **** **** ********* industry *************, *** ***** **** ****** ********-***** security ********** ******* ********* ******* ***** direct ** ***-************ *** ***********.
***********, **. **** ***** **** ****** product *****,** ******* ** **** ** *****, *** ******** ** **** ** impact:
************* *** ********** ******* ***** *** to **** ** ********/******.
**** *** ********* ******** ** ******* costs ** ******* **** ** ******, with **. **** ******* ** **** as * **** ** ******* *** security ************* ***** ** *** ** and ******:
********** ***** [** ******] ** **** less **** ** *** ** ** Europe.
Challenge: ****** ***** ******
***** *** *** ******* ** ****, the***,*********, ****** ************ ***** *** **** **** ******* that **** ******** ******** ** ****** freight *****.
***'* ***** ******* ********* **** *** company's ****** ***** **** ********* ************* as ** ****:
******* ***** **** *********, ****** ***** have ******* ** *** **** ** months. *** *******, * ********* **** used ** **** **$*,*** *** ***** US$10,000.
***'* ***** ******* ******* ********* ** IPVM **** *** ******* ********** *** imposed *** ***** ** *********** ** importers, ****** ******* ***** *** ******. Among *** *** ***** ** * requirement *** *** ** **** ********* of ******* ** ** ******** *** Mexican ********** ******* *** ******** ****** being ******* ** ****** **********.
Challenge: ******* *******
*** ***** ** **** **** *** increased ******* ******* *** ** *** security ******* *** ****** *******:
*** *********** ** *** ** ****** with *** ******** ****** *** ********* opportunities *** [** ***] **** ********* challenges, ***** **** **** ******* ** this ***** ******* **** **** *** margins ***** ***** ********** ** *** require *** ******* ************** ** ***** the *******'* ************.This *** ****** *** *********** ******. [emphasis added]
Challenge: ****** ****** ****** ******* *****, ************* ***-***** ****** *********** ********
*** ***** ** **** **** ******* techs **** *** *********** ****-*** ** not ****:
*** **** ************ ** *********** ********* personnel ******** ** ****-***** ****** *** scarce ********* ** *** ******.
***'* ***** ******* ******* ***** **** the "**** ************ ** ********* ********* who **** ******** **** *** ******" and ****** ** **** ** ****** is ** ********** ********* **** *** company *** ***** ** ** ****.
IPVM ****** **** *** ********* ****** ******
**** ******* *** *****-***-****** ********* ** Mexico **** *** *********.
**** ****** ** *********, **** *** offices *** * ****** ****** ** local *********** ******** ** ** ******** equipment, **** * *** ********** ** IPVM **** ** ***** *********** ******* the ******* *** **** *** ******** close ************* **** ***** ***-*****:
*** *** ********** *** ******** ******* our *******, ***** **** ** ** maintain *** *************** ** *** ********.
**** ******* ******** ********* ***** ******** and *** ***** ******* *** ***'* other ****** *** ************* ***** **-****** displays *** *******.
**********
** ** *****, *** *** ***** to ****** ******'* ******-******* ***********. *** takes ****** *** *********** *** ***** brand ** ******, ***** ** *** Hikvision ****** *** ******* ** ****** for **** ******* *********** *** ***-***** due ** *** **** *** ************ of ****** *******.
******** *** ** ****** ********** ** numerous ****** **** *************, ******* **********, sub-distributors/channel ********, *** ***-***** *****, *** remains ********** ***** *** ****** *** bullish ** *** ********* ******* *** 2021:
We ***** ** *** ***** ** **** * ***** ****. ** ***** ** *** ****** *****. We are strengthening the management and separating our purchasing and sales teams, which were previously combined and organized by brand. [emphasis added]
** **** ********, *** *** * reason *** ********. ****** ******** ** ******* ****, ********** ****** ******** ** ******. Violence ********* ** ** ** *** forefront ** ******** ****** *** *** a********** ** ******'* ****** ********* ** June *. ** ***'* ***** ******* **** IPVM:
** ***** **** ** *á**** *****é* de *** ** ***** ** ******* vez.
***** ******* ********** **:
****** ******* * ****** ***** ***** robbed *** *** ***** ****.