Vivotek Executives Speak On Future
Nearly doubling its revenue in 2022, the Taiwan camera manufacturer remains heavily dependent on ODM/OEM partnerships, and its brand recognition is lagging in its primary market. How does the company plan to expand its footprint and enhance brand visibility?
In this report, IPVM interviewed Vivotek's Chief Product Officer, David Liu, and GM of North America, Albert Lin, to learn about the company's organizational changes, ODM/OEM business, branded business, and products.
Executive *******
******* **** ** **** **** *** ODM/OEM *** ******* ******** *** **** the ******** ** ******* *** ******* brand. *******, ******* ****** **** ** has ********* *********** ***** ** *** no ******* ******* *** ***** ** maintain ******** **** ******.
*** *******'* *** ***** ******* **, Albert ***, **** ** ****** *******'* North ******* ********* **** *** **** three ***** *** **** *******'* ******* network ** *** ****** *** ********.
** *** ******* ****, ******* **** to **** **** ** *** *****, specifically **** ********* (*** **** ****)***-**-*** ********, ***** ** *** **** time ********** ** **** **** *****-***** partners.
Organizational ******* - ****** ** ******* *** ******* ***** ** ***** *******
*******'* *** *** **** **** **** its ****** ************** *******, ********* ***'* own ********** **** ********* ** ******* USA ** *** *** *** ****** hiring ** *** ** *** ** of ******* ***** *******, *** ** focus *** ******* ********' ****** ** the ******:
** **** **** ******* ** ************** changes ******** *** *** ***** ** the ****** ** ******* ***** ******* Brand ********.
*** *******'* **** ** ** ****** the *** ** ************ ****** ***** with *** ******* ********, *** ****:
** *** *** ******, ** *** in *** **** ** **** ***** in *** ************ ********. *** ******** is ** ****** *** *** ** in *** ****** *****. ***** *** number * ** ****** ** ********** not ****** *** **. *** **** is ** ****** *** *** ** [in *** *****].
"Dramatically ********" ******* *******
********* *********'* ****** ******** ****, ***** ******* ** *** ******* market ****** *** *****. *******, *** company *** ************ *** ********** *** sales *** ********* ********* ** ***** America ***** *** ****-***** ***** ***********.
** **** *******'* ******* ******** ** North *******, *** **** *** ****** one ******** ** ** ******** *** company's ******* ********:
*** ************* ** *** ***** ******** partner ******* ***** ******* *** ** is *** *** *** **. **** is *** **** ** ******* *** the ******.
** **** ** ************ ******** *** partner ******** *** *** ******* ** quote ******* ******** *** ***** ******* products ** ***** ***-**-***, ****'* ** number *** ********.
Aiming ** ****** *** ***** ******** **** ** ***** *****
*******'* ***** ******** **** ** *** at ~** ******. ** ********* *** sales ********** ** ******* ********* ***** under ***'* **********, *** ****:
******* *****'* ****, **** **** **** key ******** ** ******* *********. [****] penetrates ******* ********* ****** ****. ***** are *** *********** ******* ************ *********. Those *** **** ** *** *** foundations.
*** ******* ***** ** "******** ** grow" *** *********, *** ******* ********* sales *** ******* ****** ****** ******* functions, ** **** ** ****** ** 3 *****, *** ****:
** **** ** ** **** *** sales ********* ** **** ******* *******. And **** ** **** ****** ********** coverage. *** **** ** **** ******** sales; *** *********** *******. ** **** a ****** ************ *******. * ***** all ***** ****** ******** ** ****** double *** **** ****** ****.
** ***** *****, ** **** **** to ****** *******.
Growth ********** *.*. ********* **********
******* ****** ** ****** *** ***** American **** ********* ** * *****, Lin **** **** **** *** **** is ******** ** "**** ***********," ******* they **** ******** ******** **** ********* in ******.
****** ***** ***** ************ ********* **** large ******* ** ** ******* (*.*., Eagle *** ** *******),******* ** ***** ** * ******** traded, *****-***** ******* **** ********* ******** targets. **** ** **** ** *** Vivotek's ***** *********** **** **** *******. Lin ******** ** *** ** ***** to ******** ********* ******** **** ****** investments **** ** ******* *** ****:
********** *** ** ** *********.We ***'* **** * ***** *****. We don't have venture capital investment. We **** ** ****** *** ********* ******** as well. So that's the balance that we have to have. [Emphasis added]
*******'* ****** ************ *** ******** *** earnings ****** ** ******** ** *** investment ****** ** **** *** ******* sales ** ***** *******, *** ****. However, *** **** ***** ***** ** justify ******** **** ******* **** ** growth *** ******** ****:
** **** * *****-**** **** [** double *** *********]. * ***** *** company ** ****** ***** **** ** terms ** ******** *** ********** * little *** *** *** ***** ******** markets. ** *** ********. *** ** the **** ****, *'* ********** ***** by *****, ******* ** *******, **** by ****. ***** ** *** ****** rate? **** ** *** ******** ****? How **** ****** *** ** *** [Vortex] *****? *** **** ****** ***** the *** ********? *** *** ** expand *** **********? * **** ** both [****** ******** *** ****].
Growing **** ***/*** *** *** ******* *****
***** ******* ***** ** **** *** branded ******** ** * ****** ********, the *******'* *** *** ********** **** it ***** **** ***/*** *** ******* sales ** ****. *** ********:
** **** **** ** ****. ****'* the ****** ****. *** ****** *** better. ********** *********, ***'* *** ** want ** **** *** *******. ** want ** **** *** ***** ******** at * ****** ********.
****'* *** **********, ** **** ********** the ********** ** [***] ******* ********. We **** ** *** **** ********** and ********** ** *** *** (******** Brand ************) ****.
***/*** *** ************ **** ** ********* part ** *******'* ********, **** *** revenue ********* ***** **% ** ***/*** and **% ** ******* *****, ********* to ***. *******'* ******* *** ****** is *******.
*** ***/*** ******** ** ********* ** Vivotek ***** ** ******* *** ******* to ***** *** ******* ** *****. The ******* *** ***** ***** ***** and ******* *********** ***** **** ******** suppliers. *** **********:
******* *** *** ***, *** *** [brand], ** **** **** ** ****. That *** **** ** ** **** that *****, ** ***** *** ****, or ** **** **** ******** ********** in *** ******. ******* **** **** quantity, **** **** *****, **'* ****** for ** ** ***** *** ***** and **** ** **** *** ******* work **** ** **** ***** ****** SoC **********.
** **** ** **** **** ** be ********** ****** *** ******** *** expand *** ***** ******* ************ *** much ** *** ****** ****.
*** ******* ********* *** ******* **** ODM/OEM ** ******* *** ************* ******* PRC ***** ************ **** ********* ** Dahua, ***** ******* ******** ****** ****** them ** ***** **** ******* *****:
** *** *** **** ********* ** Dahua.They **** ***** *** ******** ****** ** *******. ****** ** * ******* ******. We **** ** *** ********* ********** ** **** **** ***** ** **** *** *********** ***** ******* ***** *********. That's why we highlight that we need both ODM and OEM businesses to grow because we have to survive based on that challenge. [Emphasis added]
Low-End ********, ******** ***** *** **
** ******** ** ******* ******* ********, Lin **** **** ** ********* ******* sell ** *** ****** ********, ********* the *****-*** ****** ***** ********* ** Dahua *******:
**** * ****** * **** **** we **** ** ** ** *** segments. ** **** ***** ********, **** of *** **** ************ ** ***-****** partners.
** *** ***** ***, ** *** more ********** *********, * ***** ***** are ****** *****, ***. **** *****'* mean *** ******* ** *** ***** there *** *** ** *************. * think **** *** **** **** ******-*********.
*** ***** **** ********** ***-**** ***** options *** ** ***** "**** ** its **** *****":
** ** ******* **** **** ********* that's ***** *******, ********** ***** *** price ***********, *** ** ******* **** with *** ****** ** ***** ** the *****, ******* **** **** *** chance ** ************ **, ** **** up *** **** *****. ** ** have ** ** **** [*** *** lower-end *******].
******, ***** *** **** * ******* shift ** ***-****, ******-**-***** *******. **** recently,***** *** (*** ****)********* (******* *** - *** ****)**** ******** ******* ********* ** **** segment.
Product ***** - **, ***** (****** *****)
** *** ******* ****, *** **** Vivotek ** ******** ** *** **-***** AI ********* ***** ********** *** ***** capabilities *** ********** ******** **** ********* to *******:
* ***** ** *** ***** ****** well ** *** ** ****. *** in-house ********* ********* *** **** ***** robust. ***** ** ********* **** **-*****, we *** **** ********, *** **** we *** **** ** ******* **** applications ** *** ******. ** **** leverage *** ***** **********, *** **** as *** ******** ** *** ** technology ** ***** ** *** ******, and **** ******* *** ******** *** the ******** ** ******* ******* *** AI ********.
**** **** ** **** * ****. Our ********** **** *** ***** ** deploy *** **** ******* ******** ** adjust *** ** *****. ** **** focus ** ***** *** **** *******.
*** **** ** ** ******* *** solution **** ** "*********," *** ****. He **** ********** *** ********* ** producing *** ******** ****** *** ********** dimension **-*****:
*** **** ** **** ** ********* not **** *** ** ** *** cloud *** **** *** **-******* ********. Make **** **** ** *********. **** customers *** *** *** ***** *******. Cloud ************ ** ******* *******. **'* not **** * ***** ******* ***** service, *** **** *** *** *** NVR ** *** *****. ********** ** have ** ****-**-****** ********. **** **** be *** *** ******** ** **** because ** **** *** *** ***, NVR, *** ***** ****** **********. ** have ********** **-*****. ****'* *** ***************.
***** *******'* **** ***** ** *** own ***-**-*** ********,****** (*** ****), ** **** ******** ** ******* its *****-***** ********, *** *****:
[*******] **** * ******** ********* ** investing ** ***** ** ****** * years ***.
*** **** *****, ** ******, ** our *** ********, *** *** ***-**-*** solution ** *** **** ********. *** at *** **** ****, ** **** continue ** ** *** **** ******* of *** *****-***** *** ******** **** Genetec, *********, *** ******* *****.
*** ******* ******** ** *** ******* plans ** *** *** ********* ** its **-******* ******:
*** **** ** ** *** ** and *** ***** ** ******* *** core ********** *** *** **** ***** back **** *** **-******* ******** ** well ******* ** *** ***** *** algorithm **********.
*******
** ******* *********** *** ******* ********, it ***** ****** (********* ******** ***********) capturing *** ***/*** ******** *** ********* for *** *****-***** ********. ************, ******* has *********** ***** *** ********** ** ODM/OEM.
******* ********* *** ** *********** ** expand *** ******* ********, *** ** will **** ** ****** *** ******* a ****** ***** ***** *** ********* presence ** ********* ********** **** ** Avigilon, ****, *** ******.