2. (2,000 – 10,000)
Market Analysis
• Safety especially CCTV is the world trend
• Labor cost for Security Guard cannot Afford
• Almost of Users Need Electronic Security System
• Analog already stop developing for new technology ?
• However Analog CCTV system price very attractive
end user .
• Analog Camera is Still OK for the End user ?
• Only Professional user or IT guy choose Network
CCTV .
• Network CCTV market still less than 30 % from
Market Share
3. (2,000 – 10,000)
Market Analysis
• Axis is a world leading Network CCTV .
• Quality proven by many professional people
• With many of products line .
• Huge R&D fund .
• Strong brand in Network CCTV .
• Axis almost success on IT basis projects
• Many users still not recognize Axis as best as
BOSCH , PELCO , SONY ,Panasonic
• With Premium grade quality . Axis should be
recognize as the most expensive Brand .
• To sales more in other Vertical Market should be a
must .
4. (2,000 – 10,000)
Vertical Market
Commercial &
Construction
• Office Building
• Hotel
• Industrial
• Department
store , Discount
Store
• Residential
Building
Government ,
Project & Solution
• Military
• Ministry ,
Department ,
Office
• Safe City
• University ,
School
• Hospital
• Transportation
SOHO , RETAIL
• SOHO
• House
• Branch Office
• SME , Factory
• Small Building
• Show room
5. (2,000 – 10,000)
Commercial & Construction
Market
Commercial & Construction
• Office Building
• Hotel
• Industrial
• Department store , Discount Store
• Residential Building
6. (2,000 – 10,000)
Commercial & Construction
Channels
Commercial & Construction Channels
• Owner Team
• M&E Designer
• Consultant
• SI and Resellers
• Contractor
7. (2,000 – 10,000)
Market Analysis
• 80% of CCTV Market Share still using Analog
• M&E Designers are the key person who spec or
design CCTV System
• Long term relation with Designer , Contractor is a
must
• Almost Competitor has full range of System in one
Brand such as .,BOSCH, PELCO
• Axis has only camera not easy to out in the spec .
• Mostly M&E Contractor lack of IP knowledge
8. (2,000 – 10,000)
Market Analysis
• Customer Love to have small budget in CCTV or
every system
• Contractors are the person who PO to the Best
Price suppliers , Who can comply to M&E vendor and
Spec
• Many Time Contractor try to change spec to Lowest
budget system
9. (2,000 – 10,000)
Key Action
• Promote Brand to the market
• Educate market , combine M&E and IT To Network
CCTV
• Help and support M&E Designer to design Network
CCTV ,A&E Drawing and Budget
• Help Channels to follow up all project
• Close follow up to each projects , make the right
strategy to win .
• Co with channels to prepare enough information ,
Installation , Commissioning to Handover the project
• Make sure that Contractor have enough After Sales
Support
10. Close Sales
With Winner
Follow up with
Contractor to Tender
the Project
Project Cycle
Long Term
Relation ,To
put Vendor
and Spec
11. (2,000 – 10,000)
Sales Strategy
• Value Engineering Strategy
Go to all Existing project to Change from Analog to
Full IP System or Hybrid system , Try to show To
Contractor the same budget , easy installation , better
image quality
• Professional Strategy
Knowledge all Channels with full solution , not only
camera , Basic package , How to choose camera , How
to reduce budget with Better quality . Be the Network
CCTV professional , Consulting for M&E Designer
• Award or Rebate Strategy
Make Official Reward for our resellers to motivate
them
16. (2,000 – 10,000)
Market Analysis
• 95% of CCTV Market Share still using Analog
• Almost User are budget concern .
• Many brand leader not interest in House or retail .
Because of size of customer is too small .
• So many Chinese , Taiwanese and low cost CCTV
system competitor .
• Now one set of Network CCTV compare to set of
DVR + Analog camera . Mostly More than 3 Times
17. (10,000 – 15,000) (45,000 – 100,000)
Analog with Network
CCTV( 4cams per Set)
Analog set IP set
Camera Cost Per Unit
Price
18. (2,000 – 10,000)
Key Action
• Promote Brand to the market
• Cooperation with TOT for , Internet and Data Center
Package
• Promote ACC , Compare with analog style
• Bundle with VMS or NVR Package
• Co with channels to prepare enough information ,
Installation , Commissioning to Handover the project
• Make sure that User have enough After Sales Support
• Provide sales and After sales to cover all area in 3
Years , With good call center
19. (2,000 – 10,000)
Sales Strategy
• Package Strategy
Make promotion by No. of package or number of
Camera , No Register for small users . Make enough
Sales tools , Brochure for Dealer and Resellers .
• Award or Rebate Strategy
Make Official Reward for our resellers to motivate
them
20. (2,000 – 10,000)
Government &
Project Solution Market
Government , Project & Solution
• Education
• City surveillance
• Transportation
• Military
• Stadium
• Airport
• Government area
21. (2,000 – 10,000)
Government , Project & Solution CHANNELS
• Dealer
• SI
• Owner
Government &
Project Solution Market
22. (2,000 – 10,000)
Market Analysis
• Almost User are Professional and Budget concern .
• Axis is one of the leader for IT and Government
Project .
• Almost Projects are based on SI or Resellers
relation .
• Projects Scale are almost big and complicate
• Innovation and solution should be one of the key
Important
Government , Project & Solution
23. (2,000 – 10,000)
Key Action
• Promote Brand Innovation and Solution to the
market
• Make POC for all Solution and Innovation to prove
our strength
• Help and support SI to design Network CCTV ,A&E
Drawing and Budget
• Close follow up to each projects , make the right
strategy to win .
• Co with channels to prepare enough information ,
Installation , Commissioning to Handover the project
24. (2,000 – 10,000)
Sales Strategy
• One Stop service Strategy
Can support designing integration solution , POC ,
solution to SI to make sure that we can served and
protect their project
• Award or Rebate Strategy
Make Official Reward for our resellers to motivate
them
26. Long Term
Medium Term
Short Term
Spec in Continue
Develop with Private
BACOM Software
Looking More Channal
Keep Steady Sales
Keep poep
Relation with
Designer/SI/
Contructor/End User
Strategy Tactic
Small set sell with Digiever
PR/Event Promote
Announce to BACOM Existing
Partner
Educate to Our Partner
27. New Distributor Business Plan
Project Planning for Axis Forecast
FY 2013 2014 2015 2016
No. of Project
registeration
60 90 120 150
No. of project
Effective
20 30 50 80
We can not show the project name and Detail until become Axis
partner
30. (2,000 – 10,000)
No of Channel Planning
Channels 2012 2013 2014 2015 2016
M&E
Designer
( Very Good
Relation )
15 20 30 45 50
SI 30 40 45 65 80
BACOM
VAR Partner
50 60 75 100 150
31. Channels Group
BIG IT/Telecom
• Loxley
• AMR
• Samart Telecom
• Samart Comtect
• Vsmart
• Loxley
• TTNI
• AIT
• TTI
• DRC
• CU
• Yip
• Jasmine
• CAT
• TOT
Security
• Secom
• Tyco(
• Pointer
• SAMCO
• Sample
• AES
• Vision
• Chub
• Teeya
• Diebold
• I-Security
• Mastec Fire
• BAS
• Sunmoon
• CHUBB
• PSL
• TMS
• AES
Potential Security
• Sigma Com
• สงวนพาณิชย์
• นิยม
• MINIC (Khonkaen)
• CC COM
• Vision One
• Boss Plus
• Boswell
• Solan
• Motion Tech
• PABX Thai
• Automation
• Pacific Tech
• Nano Services
• PSS
• Techno sign
Designer
• ATT
• AMJ
• Aurecon
• EEC
• GEO Design
• Interpac
• Plam EN
• Palmer & Tumer
• Pro-EN Tech
• SNB
• Uthai Consult
• WAP LC
• March
• ISC
• Project Asia
• Jones Lang Lasalle
• FCE SEVEN
• Pass En
• Epsilon
• Roge Consult
32. Channels Group
OA (Dept.)
• L&P OA
• B&L OA
• Bangkok Telecom OA
• Supachai
• Leo Technology
Potential Dealer/ SI
• Automation
• GoldenGroup
• SUNBORN
• Matcom Sales
• South Star
• Real Time
• SUM Technical
• World Wide System
• VAN intertrade
• New union
• Expert Engineering
• Jankit Rayong
• PSS
• Media Search
• Olin hal
• BAS
• AVIT
• Iresec
Potential Dealer
• TYCO
• TK
• JR Control
• Samco
• VIsion
• ISEC
• Ait Com
• Asia Traffic
• CCTV Thailand
• Chaiboon
• Embress
• Expert Engineering
• GTI
• IREX
• Realtime
• KANA ASSO
• Meccomb
• P&P Telecom
• JAsmin
• Unicomb
• Tsign
• GM Consela
• Auvis
• Bosswell
Contractor
• 139 Engineering
• BANIA
• BEWCON
• Ch.KArnchang
• Demco
• EMC
• Focus
• Gentrade
• JL Engineering
• Nawarat
• REPCO
• Stecon
• SBANG
• Unique
• Vorapradit
• Vintage
• Woranitat
• Amp tech
• BKP
• Sea Light
33. Channels Group
Potential Dealer/ SI
• Automation
• GoldenGroup
• SUNBORN
• Matcom Sales
• South Star
• Real Time
• SUM Technical
• World Wide System
• VAN intertrade
• New union
• Expert Engineering
• Jankit Rayong
• PSS
• Media Search
• Olin hal
• BAS
• AVIT
• Iresec
Potential Dealer
• LET
• AIT
• Cablecom
• CMS
• Confide
• CU
• Conic
• Digital Focus
• Ray of Light
• Secure Work
• Samart Telecom
• Samart Comtech
• TTNI
• DRC
• CAT
• YIP
• Tronica
• Minic
Commercial Construction
• Amptech
• BKP
• Sea Light
• CM Build
• Green
• Kurihara
• KC Power
• Pas409
• PSL
• PLC
• Quesco
• QTC
• Qsec
• SPE
• Samcon
• Trien- Solution
• Thai Obayashi
• Thai Ki Sha
• Telstar
34. (2,000 – 10,000)
Why BACOM
• BACOM is one of leading distributors in Thailand provide the One
Stop Service and Solution
•BACOM have wide range of NVR and VMS to serve all market
segment
•BACOM known as distributor of security system for HD CCTV and
excellent software integrate to premium storage which all can be
well-operated with LED lighting
•BACOM have the strong engineering team with long experience in
IP CCTV
• Training and sharing information , FAQ ,Technology
• Training Program for Resellers or Customers
• Join Seminar , Co sponsor with Resellers
•BACOm have many marketing program, Promotion Travelling
Reward Etc.
35. New Distributor Business Plan
Organization: Personnel identified for Axis Business focus
Mr. Boonsan
General Manager
Technical Department
Pre- Sales
Engineer
(please fill in Name)
Post – Sales
Engineer
(please fill in Name)
Sales Manager
Mr. Nustapol
Inside Sales
(please fill in Name)
Outdoor Sales
(please fill in Name)
Marketing
Assistant
Mr. Montchai
Product Manager
Mr. Kirati
Mr. Thanakrit
Director
36. This work is licensed under a Creative Commons Attribution
Showeet.com
AXIS PLANS
#weeks Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
EVENT XX days
Tripple X
Seminar
Axis +
Xscens +
Exacq+Pivo
t3
X days
Axis +
Axxon Join
Technology
Partner
X days
Accelerate
Network
Video
Sales
X days
Thank you
partner
&Apprecia
te Night
X days
2013
12-Feb 15-Oct
To be completed Not started
30-Jun
5-Apr
29-Apr 27-Jul
9-Jun 15-Oct
Axis Event and Marketing Plan
5-Apr
4-Mar
Target Market : 1. Industrial Market 2. Commercial Market Guest : 80 Persons
Target Market : 1. Government Market 2. Transportation Market 3. Safe City Guest : 50 Persons
Target Market : All Guest : 25 Persons
Target Market : 1. MA Market Guest : 200 Persons
37. This work is licensed under a Creative Commons Attribution
Showeet.com
2013 Axis Event and Marketing Plan
1. Grand opening the great soltuion for Industry and Commercial Market . Who want to
change from Analog to IP , To leran wonderfule user experience . 2. Join with Exacq
Vision
1. Join With Axxon very complete VMS solution ( All with 100% Axis Compatable ) Such
as , LPR , Face Recognition , Safe City 2. Axis Announcement to be ready for
Governement Project
Tripple X
Seminar
Axis +
Xscens +
Exacq+Pivo
t3
Axis +
Axxon Join
Technology
Partner
Accelerate
Network
Video
Sales
Thank you
partner
&Apprecia
te Night
1. Invite all key partner to have fun and know what Axis
will do in the next year
The Business seminar provides information for network video professionals who want to
accelerate their sales. The course will help students become more successful in selling IP and Axis
products. It gives the audience an insight into the rapidly growing network video market, the
unique Axis offering and the 10 most compelling arguments for network video. The seminar
describes Axis’ business model and how Axis works to support you in your sales process.
Theme & Concept
Activity
38. This work is licensed under a Creative Commons Attribution
Showeet.com
AXIS PLANS
#weeks Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec
EVENT XX days
Face Book
Update
BACOM
web - site
Arecont
VDO
Presentatio
n in Thai
Axis
Brochure
Axis
Sovenir
Axis Roll Up
2013
15-Jan
15-Dec
To be completed Not started
Community, S&M Tools , Souvenir
Target Market : All Market /Quantity: - /Budget : -
Target Market : All Market /Quantity 200+ PCS /Budget : $200
Target Market : All Market /Quantity: 20 /Budget : $1200
Target Market : All Market /Quantity: 1000+ Bsc /Budget : $1200
Target Market : All Market /Quantity: - /Budget :-
Target Market : All Market /Quantity: - /Budget : $1200
39. This work is licensed under a Creative Commons Attribution
Showeet.com
Face Book
Update
BACOM
web - site
Axis VDO
Presentati
on in Thai
Axis
Brochure
Axis
Souvenir
Axis Roll
Up
Show all good Tips , VDO Reference , Product
Information
Up to date , All event
Translate from all master Axis VDO to Thai language
Make Easy , Package Axis catalog
Make Roll up for all Committed Partner
Polo - Shirt , Bags
2013 Community, S&M Tools , Souvenir
Theme & Concept
Activity
40. Sales /Presales
Training Workshop Schdule
Sales /Presales
Technical
Sales /Presales
Sales /Presales/Technical
Sales /Presales/Technical
Sales /Presales/Technical
Presales/Technical
Presales/Technical
PLAN
• Selling AXIS Network Video
• Axis Camera Setting workshop
• Basic Network video training
• Axis Digiever NVR Demo work shop
• Axis _ Exacq VBMS Demo Workshop
• AXIS Axxon VMS Demo Workshop
• Basic Camera planning Design and storage
• Network video design and bandwidth management
TARGET DATE
Activity
Rotate
every two
week
41.
42. HD CCTV event at Major Cineplex Siam Paragon Bangkok, Thailand
On August 17, 2010. Successfully event with more than 200audiences
together with Bacom Product Partner as follow:
43. text
May 20, 2011
1.00 PM–5.00 PM
Dealers, Owners
Grand Millennium
Sukhumvit
“HD CCTV: True Fully Function VMS
and True Fully Failover Storage”
44. “Secutech Thailand 2011”
June 30 - July 2, 2011
10.00 AM - 6.00 PM
All customers - Dealer,
Contractor, Designer,
Alliance, Owner
BITEC Bangna
45. “Secutech Thailand 2012”
July 3 - July 5, 2012
10.00 AM - 6.00 PM
All customers - Dealer,
Contractor, Owner.
BITEC Bangna
46. Bacom was well co-operate
with Green Cabling Co.,Ltd,
one of professional System
Integrators in Thailand to
join the great exhibition in
Thailand, together with
Bacom’s Product Partner.
One of huge exhibition in Thailand on
May 3-8, 2011. More than 10,000
visitors per day from various careers
such Architectures, Engineers, Interior
designers, Owners, etc.
