Tyco Luiwen, manager of Tyco Security China Market Development Department, interviewed by HC Network Tyco Security and Fire Protection is one of the world's largest manufacturers, installations (suppliers) and service providers of security and fire protection systems. It officially entered China in 2001. On August 10, 2006, during the 2005 Beijing Friendship Hotel's top ten branding and awarding celebrations in the security industry, HC Network interviewed Lu Jianwen, Manager of Tyco Security China Market Development Department.
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HC Network: Tyco Security and Fire Protection is one of the world's largest manufacturers and marketers of fire protection and security, marketers and service providers. As a leader in global security companies, it has a great influence in the industry. What do you think of Tyco's 2005 foreign security top ten brands?
Lu Jianwen: I am very honored. Because before you did this rating, we used to have a brand called AD (American Power), which entered China earlier. Later, we made some adjustments according to the development of the Chinese market. The real appearance in the name of Tyco in the Chinese security market began in 2001 and 2002. Tyco took a whole company, a brand can get the recognition of the industry, domestic, was rated as the top ten security foreign brands, we feel that it is a very honoured and happy thing.
HC Network: What happened to Tyco Security in 2005 and the first half of this year?
Lu Jianwen: We have been gradually implementing a plan according to the company's plan. In 2005, we achieved very good results. In May, you also participated in our press conference with a new business partner company. We want to establish a new joint venture company. Through this new joint venture company, Tyco will bring China's leading CMS to foreign markets. We have a series of security products and fire-fighting products, as well as engineering services. Our accumulated experience in the international and domestic projects will be put into the domestic security market. Because everyone knows that the Chinese market is a very fast-growing market, for every company, the Chinese market is a very worthy market. Therefore, Tyco promotes the development of the Chinese market in accordance with its own plans. We hope to have more and better products, more integrated product experience, engineering experience, and alarm service products will be selected by domestic customers.
HC Network: Tyco is an internationally renowned brand. I would like to know what special security products companies have put into the Chinese market in the past two years.
Lu Jiewen: Compared with major domestic security brands, Tyco may be more diversified. We have our own CCTV monitoring, access control systems and anti-theft alarm products complete security product line. Last year, Tyco launched the first multi-protocol multi-format reader in the world. This product integrates all the different kinds of card technology used in the market in a small card reader, so that it can be compatible with a variety of cards, including different smart cards, and of course, various kinds of ordinary proximity cards. These technologies can all be concentrated in one reader, which we launched last year. We are still pushing some digital products in succession, that is, digital security network products. This year we will launch a networked video surveillance archive service management system and a network policy management system. As the development of security systems is getting bigger and bigger, how to manage these rights and access personnel is also a very urgent issue. Because the security network also needs its own security, we launched these products.
HC Network: Network management is mainly for users entering the network to give different levels of authorization, you can see different monitoring video, for front-end cameras can also be controlled.
Lu Jiwen: Yes. For one or several DVR systems, the authorization mode is relatively simple. However, if for a large network, different places, the management requirements for accessing different rights are very high. Ensuring the realization of these rights and guaranteeing the control of these processes of authorization requires some corresponding management methods. This is our current consideration in this regard. At the same time we have some similar products and we will continue to develop these most advanced products. In addition to our products, we also have engineering services to provide solutions business.
HC Network: Tyco's products cover all aspects of security, and now why pay more attention to the application of advanced technologies to provide an overall solution? How does the company consider it?
Lu Jianwen: Focus on the overall solution This is the customer's needs. Because now, when it comes to customers, customers often don't pay attention to what the specific performance of a product is. What he needs most is a complete solution. Second, now that the monitoring system has more and more homogenized things, the ultimate difference is the solution.
HC Network: I would like to know about Tyco Security's marketing methods, now including your own self-employed, but also including your local agents. Tyco Security has not set up a national agency?
Lu Jianwen: At present, because we are paying more attention to improving product service quality, we will consider a little more in providing solutions. At present, we not only directly engage in “close contact†with end users, but also work closely with security industry chains such as engineering companies, system integrators, etc., changing the single-channel model of selling products by agents, and achieving a variety of channels. perfect combination. We haven't set up a national agency.
HC Network: Does Tyco have any plans for the localization of R&D and production?
Lu Jianwen: We have always had. We currently have our own factories in Shenyang and Shanghai. We are also considering setting up an R&D center in China, but there is currently no accurate time.
HC Network: Now that localized operations are a relatively fast and effective way for large foreign companies to enter China, he can quickly understand this market. Because China's market is much different than foreign companies, there are many differences. If you move foreign equipment directly to China, you will encounter various types of incompatibility, and the cost of sales will be higher. Localization is definitely an inevitable trend.
Lu Jiwen: Certainly an inevitable trend, Tyco will of course follow the development needs of the domestic security market.
HC Network: Our department is called Tyco Security and Fire. Now, what proportion of marketing is higher in these two sectors?
Lu Jiwen: These two are brothers. Tyco is putting two products related to safety in one division, namely, fire protection and security. In foreign countries, the difference between security and fire fighting is not as obvious as in China. Domestic fire protection is self-contained. Therefore, our domestic security and fire protection are two relatively independent operating entities under one group. The two parts are currently similar in terms of marketing, half and half of this ratio.
HC Network: Security services in this area is also responsible for you?
Lu Jiwen: Yes.
HC Network: I recently learned about the development of the security service industry. Many companies believe that the main reason for the promotion of security services in China is policy and environment. For our country's alarms and alarms, we are responsible for 110. We generally do not give them to security companies. There is also a need to report to the public security system when it comes to an alarm. It cannot be handled by yourself. Therefore, policies in this area have a greater impact on the promotion of security services.
Lu Jiwen: You are right. At present, the main reason that domestic alarm services are not widely developed is due to the influence of policies and insufficient customer demand. However, in the WTO agreement, China in principle promised to open the market for security services by the end of 2006. And the role of the public security department will gradually change. We also saw some reports that some of the current policy adjustments are still being implemented.
The current potential needs for the alarm service industry are still very large. The most widely used at present may be the financial industry. However, with the economic development, including residents, including industrial and mining enterprises, including these schools, including warehouses, retail shops, will continue to consider this professional service, to ensure their safety at all times. So I think the demand for this security service is constantly rising.
HC Network: Now, how are you doing with the new Vision Company's security service cooperation in Shanghai?
Lu Jianwen: The cooperation is going smoothly. We are currently doing some preparations according to the requirements of the state. HC Network: Is Shanghai's security service company to be your first?
Lu Jianwen: It is our first home in the country.
HC Network: Tyco products have an electronic goods anti-theft system, which is a more distinctive system. Please talk about this situation.
Lu Jiwen: OK. The electronic article surveillance system is mainly used in the retail industry and in some special industries such as libraries. This system is mainly to prevent the loss of goods or the loss of goods. Tyco is currently the leader in this industry, accounting for more than half of the market share, almost 60% of the market share abroad. Eighty-six of the top 100 retailers use Tyco's system. Like leading retailers in the domestic market like Wal-Mart, many companies, Hualian...
HC Network: This system should be said that the market is still quite large. What is the difference between this product and a system using radio frequency identification (RFID) technology?
Lu Jianwen: This system is different from that of the RFID system. RFID is the use of stored information on the chip, and our electronic anti-theft system (EAS) is the use of acoustic magnetic anti-theft patented technology, paste the goods can be used as a source of the detection signal, and labels do not like RFID tags can store information Chips, this is the essential difference between them. The second frequency of his work, the way of working is not the same. Each item is tagged with an electronic tag, which is detected by the inspection system as you pass through the supermarket cashier's desk or exit. He will degauss the electronic tag during the cash register process. This tag will invalidate the tag and will not alarm if it passes through the exit.
HC Network: You introduced the details of Tyco Security today. Thank you for accepting our interview today.
Release date: 2006/9/8 13:22:02