海外市場
Overseas Market
中國DVR產(chǎn)品進(jìn)軍國際市場也是最近兩三年的事，由于中國DVR產(chǎn)品在數(shù)字處理技術(shù)上的優(yōu)勢，產(chǎn)品也日益成熟，使得這類產(chǎn)品與中國其它種類的安防產(chǎn)品稍有不同，除了東南亞、中東、中歐等中國安防產(chǎn)品的傳統(tǒng)出口地之外，中國的DVR產(chǎn)品也順利進(jìn)入了歐美等發(fā)達(dá)國家的高端市場。
The issue of Chinese DVR products entering into overseas market is just in resent two or three years. Due to the advantage condition in digital procedure, Chinese DVR products become more and more mature which categorizes to distinguish product of this kind with the other Chinese security & protection products. Beside the traditional export areas of East South Asia, Middle East and Central Europe, etc., the Chinese DVR products has also smoothly entered into high end market of developed country like Europe and America.
另一方面，大多數(shù)中國DVR廠商都是主要采用與國外公司合作的形式，以O(shè)EM/ODM的方式來經(jīng)營海外業(yè)務(wù)。這主要是與中國產(chǎn)品較低的制造成本有關(guān)，再加上進(jìn)入一個(gè)較為陌生的市場，要想迅速建立起自己的品牌效應(yīng)也不是一蹴而就的事，需要投入大量的資金，于是，多數(shù)中國廠商選擇了這一較為方便的途徑。除此之外，尋求海外代理經(jīng)銷商來做產(chǎn)品代理，也是一種常見的方式。在這些各式各樣的合作形式中，很多中國廠商認(rèn)為，與國外公司建立相互信任、穩(wěn)定的合作關(guān)系是能否成功進(jìn)軍海外市場的關(guān)鍵。
On the other hand, most of Chinese DVR manufactures mainly cooperate with the foreign companies and manage their overseas business through the manner of OEM/ODM. This is mainly attributed to the comparably lower manufacture cost in China. Additionally, a large amount of capital is needed to establish the brand effectiveness of its own in a strange market and it is not the job accomplished in an action. In that case, the majority of Chinese manufactures choose this convenient approach. Apart from this, it is a familiar pattern to seek for an oversea manufactures to act as product agents. Among various cooperation patterns, many Chinese manufactures believe that it is a key point that establishes a mutual trust and stable cooperation relationship with the foreign companies to whether they could enter into the oversea market successfully.
北京漢邦高科的技術(shù)總監(jiān)張海峰介紹道，漢邦高科在海外市場才剛剛起步，做海外市場需要慢慢來，由于對(duì)海外市場不熟悉，因此我們需要對(duì)合作對(duì)象進(jìn)行謹(jǐn)慎的考察，而這些都需要一步步來，不能一蹴而就；同時(shí)，海外客戶對(duì)中國廠商的考察也非常嚴(yán)密，一般他們會(huì)先對(duì)企業(yè)的生產(chǎn)背景、產(chǎn)品質(zhì)量、生產(chǎn)研發(fā)等各方面的能力做全面考察，然后對(duì)產(chǎn)品進(jìn)行綜合評(píng)估后才決定是否會(huì)合作；有時(shí)整個(gè)評(píng)估的時(shí)間可能至少需要5-6個(gè)月。
Zhang Haifeng, who is the Technical Director of Beijing Hanbang Technology Corp., introduces that HanbangGaoKe is just in an initial stage for oversees market, which needs patience. Because we are not familiar with the oversea market, we need prudent inspection on cooperation partners. These entire jobs need time to be carried out step by step and can not be accomplished in an action. However, the inspection to Chinese manufactures by oversea clients is also very strict. Usually, they may perform all-round inspection on the production background, products quality, and production research, and then carry out synthesized evaluation before they make final decision for cooperation. Sometimes, the evaluation duration may take 5 to 6 months at least.
�？低暤母笨偨�(jīng)理蔡定國則表示，在海外市場的開拓過程中，HIKVISION主要是以在當(dāng)?shù)貙ふ液献骰锇榈姆绞絹斫?jīng)營海外市場，在與對(duì)方的合作上，HIKVISION尤其強(qiáng)調(diào)的是這些合作伙伴一定要具備提供技術(shù)服務(wù)的能力，首先對(duì)方必須要有較強(qiáng)的技術(shù)背景，同時(shí)HIKVISION也會(huì)派自己的工程師到當(dāng)?shù)貫樗麄兲峁┊a(chǎn)品服務(wù)的培訓(xùn)工作，以便在當(dāng)?shù)厥袌鲂枰峁┘夹g(shù)服務(wù)時(shí)，這些合作伙伴能夠迅速地作出響應(yīng)，并為用戶解決實(shí)際應(yīng)用中出現(xiàn)的問題，為用戶帶去優(yōu)良的服務(wù)和支持。
The Vice General Manager of HIKVISION Cai Dingguo indicates in exploitation of overseas market, HIKVISION manages overseas market by the way of seeking for local partners, on cooperation with the other party, HIKVISION especially emphasizes the ability that partners shall possess to provide technology service, at first the other party must have strong technology background, at the same time HIKVISION will dispatch its own engineer to provide training of product service for them on site, so that these partners will response rapidly, solve the problem in practical use, and bring excellent service and support to consumer as soon as local market needs technology service.
而從產(chǎn)品種類來看，與之前價(jià)格相對(duì)較低的PC式DVR相比，在目前的海外市場上，中國嵌入式DVR產(chǎn)品仍處于起步階段，特別是16路以上的大路數(shù)嵌入式DVR產(chǎn)品的市場仍然處于開發(fā)的過程之中。
In view of product species, comparing with previous PC type DVR which has relatively lower price, the embedded DVR in Chinese market is still in a starting phase, specially, the market of the embedded DVR with 16-CH or above is still in exploiting process.
北京漢邦高科的技術(shù)總監(jiān)張海峰反映道，目前，國外市場對(duì)4路、8路嵌入式DVR產(chǎn)品的需求量較大，雖然16路的產(chǎn)品使用起來成本比較低，但國外很多客戶更看重的是產(chǎn)品在將來使用過程中的穩(wěn)定性以及可維護(hù)性。因?yàn)閲獾娜斯こ杀竞苜F，因此他們不希望花太多的人力成本在產(chǎn)品后期的維護(hù)上。而4、8路的產(chǎn)品由于單元少，系統(tǒng)比較穩(wěn)定，因此，這類產(chǎn)品比較受歡迎。
Zhang Haifeng, who is the Technical Director of Beijing Hanbang Technology Corp., reflects that the demand for embedded DVR of 4-CH and 8-CH is quite large in overseas market at present, Although the 16-CH embedded DVR product has a lower cost in practical use, the overseas clients pay more attention to the stability and maintainability of product in the course of using in future. Because the labor cost is quite high overseas, they won’t spend too much labor cost in latter maintenance. However, the 4-CH and 8-CH products have fewer units and their systems are fairly stable, so this kind of product is more popular with clients.
另外，值得一提的是，目前越來越多的中國DVR廠商開始注意到建立自有品牌的重要性，東南亞、中歐市場一般是他們選擇建立品牌推廣計(jì)劃的首選地區(qū)之一。
Additionally, it is mentionable that more and more Chinese DVR manufactures have observed that the significance of establishing their own brand, generally speaking, the Southeast Asia and Central Europe market is one of their first choices for establishing brand promotion plan.