Having a Ball on the Show Floor

Having a Ball on the Show Floor

Video Insight, a VMS solutions provider based in Houston, hasn't wasted any time getting to the Mexican and Latin American market. Domingo Martinez, director of marketing, brought his staff to Mexico City for Expo de Seguridad. His goal is to meet with key dealers and integrators.

So far, so good said Martinez, who really just wants to get in front of people and show off the company's v6 VMS product.

"We know this is a price sensitive area," Martinez said. "Our product is priced right, and has the feature set best suited for this market."

v6 is built on an open platform, and best yet, it speaks the local language.

It was very good to run into Alan Forman, CEO of Altronix. He also said the goal for his team at Expo was to rekindle old and successful relationships, and thank people in Mexico City for the business, as well as let them know what is in the Altronix pipeline.

"It is important for us to gain more insight in this security market," Forman said. "We've come here to listen, learn and teach, as well as strengthen relationships."

The challenges working in a foreign include keeping inventory available and coping with the real time needs of the dealer and integrator. Forman said there is no substitute for having people on the ground that know what is needed in terms of sales and product.

Lucy Rivero, president of Inalarm, is legend in Mexico City. I am working on a feature story with her for our next issue of Dealer Strategies. Suffice it to say, Lucy started several years ago as a secretary, then jumped into security sales, but returned to Mexico City to start Inalarm, a well-known distribution house.

Critical to her success is knowing that the customer wants immediate delivery, and that the customer won't wait for product. In a city with 26 million people, Lucy is on the ball. To top that off, Expansion magazine, a local business publication, named Inalarm as the best place to work in 2012 and 2013.

We will talk more about Expo de Seguridad in the next issue.

About the Author

Ralph C. Jensen is the Publisher/Editor in chief of Security Today magazine.

Featured

  • Security Today Announces The Govies Government Security Award Winners for 2025

    Security Today is pleased to announce the 2025 winners in The Govies Government Security Awards. The awards honor outstanding government security products in a variety of categories. Read Now

  • Survey: 60 Percent of Organizations Using AI in IT Infrastructure

    Netwrix, a cybersecurity provider focused on data and identity threats, today announced the release of its annual global 2025 Cybersecurity Trends Report based on a global survey of 2,150 IT and security professionals from 121 countries. It reveals that 60% of organizations are already using artificial intelligence (AI) in their IT infrastructure and 30% are considering implementing AI. Read Now

  • New Research Reveals Global Video Surveillance Industry Perspectives on AI

    Axis Communications, the global industry leader in video surveillance, has released its latest research report, ‘The State of AI in Video Surveillance,’ which explores global industry perspectives on the use of AI in the security industry and beyond. The report reveals current attitudes on AI technologies thanks to in-depth interviews with AI experts from Axis’ global network and a comprehensive survey of more than 5,800 respondents, including distributors, channel partners, and end customers across 68 countries. The resulting insights cover AI integration and the opportunities and challenges that exist with regard to security, safety, business intelligence, and operational efficiency. Read Now

  • SIA Urges Tariff Relief for Security Industry Products

    Today, the Security Industry Association has sent a letter to U.S. Trade Representative Jamieson Greer and U.S. Secretary of Commerce Howard Lutnick requesting relief from tariffs for security industry products and asking that the Trump administration formulate a process that allows companies to apply for product-specific exemptions. The security industry is an important segment of the U.S. economy, contributing over $430 billion in total economic impact and supporting over 2.1 million jobs. Read Now

  • Report Shows Cybercriminals Continue Pivot to Stealthier Tactics

    IBM recently released the 2025 X-Force Threat Intelligence Index highlighting that cybercriminals continued to pivot to stealthier tactics, with lower-profile credential theft spiking, while ransomware attacks on enterprises declined. IBM X-Force observed an 84% increase in emails delivering infostealers in 2024 compared to the prior year, a method threat actors relied heavily on to scale identity attacks. Read Now

Most   Popular

New Products

  • FEP GameChanger

    FEP GameChanger

    Paige Datacom Solutions Introduces Important and Innovative Cabling Products GameChanger Cable, a proven and patented solution that significantly exceeds the reach of traditional category cable will now have a FEP/FEP construction.

  • Camden CM-221 Series Switches

    Camden CM-221 Series Switches

    Camden Door Controls is pleased to announce that, in response to soaring customer demand, it has expanded its range of ValueWave™ no-touch switches to include a narrow (slimline) version with manual override. This override button is designed to provide additional assurance that the request to exit switch will open a door, even if the no-touch sensor fails to operate. This new slimline switch also features a heavy gauge stainless steel faceplate, a red/green illuminated light ring, and is IP65 rated, making it ideal for indoor or outdoor use as part of an automatic door or access control system. ValueWave™ no-touch switches are designed for easy installation and trouble-free service in high traffic applications. In addition to this narrow version, the CM-221 & CM-222 Series switches are available in a range of other models with single and double gang heavy-gauge stainless steel faceplates and include illuminated light rings.

  • Compact IP Video Intercom

    Viking’s X-205 Series of intercoms provide HD IP video and two-way voice communication - all wrapped up in an attractive compact chassis.