What is your core business?
Infinova is a global security products manufacturer headquartered in New Jersey, USA. We specialise in offering integrated video surveillance solutions.
Our integrated solution portfolio comprises of IP and analog cameras, specialised cameras, video management software, encoders/decoders, NVR’s and DVR’s, video analytics, traffic management solutions, financial and retail surveillance solutions, fiber optics transmitter/ receiver, industry specialised application software and custom integrations.
How has the business performed in the first two quarters of 2016?
The business has been progressively growing particularly in India, with Infinova bagging the order for Hyderabad City Surveillance, counting 10,000 cameras in total at the moment. We have also been successful in the Middle East with some major projects such as Kuwait Finance House, Wedding Hall Project in Qatar and Yas Mall in Abu Dhabi.
We are hoping to keep up the momentum in the remaining two quarters of 2016. Our aim is to hike up the growth every year and we are optimistic that we are moving in the right direction. We want to focus on key projects rather than chasing each and every project.
What have been the main business challenges this year?
Tying up with a qualified distributor for our DIY brand Swann. Swann is all set to capture some market share from the low end markets. The USP of the product lies in its all components inclusive kits, a completely plug and play system with minimal technical knowledge requirement.
We win projects on the Middle East and India when competing with unorganised players because of our superior technical performance over these Chinese box selling companies. We prefer to sell solutions rather than boxes.
What are the current trends in the market?
The market has gradually but definitely moved out of 2MP to 3MP and higher. It is essential for manufacturers and the integrators to keep an eye on the bandwidth utilisation and choking of the network. So it is extremely important for the integrators to do their homework correctly.
There are tenders now demanding thermal cameras. It is essential for the customers and the integrators to understand that thermal technology should only be selected via demonstrations rather than just browsing the specifications on a paper. The sensitivity of the cameras is a critical factor to decide on a good thermal camera.
A user-friendly loaded video management software (VMS) is what the market needs at the moment. The VMS should be capable to do the complex functions but at the same time provide a simple user interface for the operator to perform the complex functions in the language of the operator’s choice.
What is your outlook for 2017?
For India, we foresee a lot of city surveillance and industrial projects to come our way. And for Middle East and Africa, we are hoping the halted projects begin to restart.
What impact are low-quality, cheaper alternative products having on your business?
We do not compete with cheaper unorganised players as our products are specifically designed for projects and goes as a solution to our customers rather than box push. Infinova is also well known for its service standards maintained with our partners and customers.