Dear Mr. Limani, you are the CEO of COIN. Could you present yourself to our readers, your educational and professional background, business successes, etc.?
I am a mechanical engineer by trade, I studied in the University of Pristina, and my field was power transmitters. I have been working in the family company for a long time now (approximately 10 years), I first started as a technician there, then I moved up as an engineer, and since January 2016 I am CEO of COIN. I have also been involved in some international companies (automotive industry) before I took the position of CEO of COIN. Since I took over the company, we have had a growth rate of approx. 25% each year.

COIN started doing business even as far as 1941, initially as a craft shop in the rare trade of locksmith/machinist. Today, it is one of the leading Kosovo security companies, offering mechanical and electronic security systems. Tell us more about this journey: how did your company move from manual labor to using the most modern systems, what were the most important milestones, what happened in 1999, when you reopened COIN again?
Well working in communist Yugoslavia at the time was completely different from now. The market for security equipment was covered by state owned companies, but often support was poor (safe and lock manufacturers were either in Slovenia, Serbia or Macedonia), so we filled that void. There were a lot of cases when we would service safes, doors and such hardware in state institutions; however our main market was the residential market.
During this time, new products were very hard to obtain, so we became very efficient and creative, thus getting a lot of detailed knowledge on how stuff functions.
In 1999 we had lost the whole company due to the conflict. Everything was gone, our machines and our stock. We started from scratch again, but this time we focused on the business 100% and we managed to build up what we have now.

You are primarily doing business in the area of mechanical security. What types of products do you install and what brands do you work with? Do you provide some additional services when it comes to mechanical security systems?
We have a very broad range of products, the reason for this is because in a small market such as Kosovo and Albania, to be able to grow one needs to be able to do different things. We represent very well-known international brands such as Insys, DormaKaba, Assa Abloy, Primat, Robur, Birosafe, Waldis, Dom – Titan, Feerica and many other manufacturers. Basically you can see in our installations combined products from different manufacturers, always using what is the best equipment. In addition to sales, we take pride in having a very good customer support.

You are also a producer of customized equipment? What kind? What are the advantages of having your own products on a market filled with all sorts of products?
So basically because we have a lot of experience in this field, we can make products according to different types of needs. We have made custom products for different clients starting from security doors, security windows, prison locks, automatic doors, security cabins, safes, bullet proof facades, panic rooms and many other types of products. At some point we even produced our own keys.
Having our own products is an advantage because we never say no to a client, no matter how hard the job is, no matter how complex it is, we will always have some reliable solution.

Have your products gone through any certification process, for instance, ESSA? Do you believe that standards are important for these types of products?
We are very strict when it comes to standards and certification. Some time ago we took a decision internally that we will not sell products without certification to commercial clients. Although this decision for some time damaged us financially, we are now setting up the standard for everyone, and clients are learning more and more about standards and certification.
For our production we do not have certificates, and the reason is because we do not produce big quantity of products, and it is not efficient to test custom equipment. However all the materials we use for construction have certification. As an example, when we build bulletproof equipment we use only certified ballistic steel and ballistic glass. We also are very careful when we pick products to make sure that the testing is done at the right laboratories and that the products are tested according to the standards.
It is also interesting to mention that in cooperation with the Institute of Mechanical Engineering of the University of Prishtina we have made the first test for ballistic equipment according to RKS EN 1522/1523.

The other business area is electronic security systems, where you even developed software for monitoring and cash processing? Tell us about that software, their features and benefits for the end-user? Why did you decide to follow that path?
Yes we are now doing electronic systems now. We have two ranges of systems, what we install (produced by our partners) and what we make ourselves.
We have made software to monitor IP safe locks from a distance; this is a very good feature because it creates a link for the first time in an active way the safe lock with the monitoring center. This system allows the client to minimize the time exposed to risk and to reduce costs by automatization of processes.
We have also made software to record serial numbers of banknotes and connect them with each client so that we can trace every detail (in cash counting equipment), the purpose of this was to track ink stained banknotes. We also have electronic products under development, such as electronics to control interlocking cabins and so on.
The reasons why we decided to move in to electronics and software are simple. The first is economic, it is very expensive to make a pure mechanical system and the second is our thinking of the future, everything will be controlled in the future, and mechanically it’s very hard to control time, so that is why we went to this field.

COIN also works in system management. What services do you offer?
We offer many tailored solutions according to client’s needs, but to sum it up quickly, we are able to offer solutions for management of security systems in a centralized way.

Aside from banking, what vertical markets do you focus on? Could you enlist some of the most important references?
Our company has four departments when it comes to sales. Our biggest and main department is what we call “high security” and this is for the financial industry (and not only), basically we have as clients all the banks and most of the security companies in Kosovo and Albania.
Our other department is what we call “civil engineering” this is equipment for hotels, shopping malls, office buildings etc. Our main clients in this field are international Hotel such as Sheraton and Marriot, also other reputable retailers such as Inditex Group. We also have two small departments which are “home security” and “wholesale hardware” the first one is residential market equipment and automotive solutions and the second is hardware for door producers and hardware stores (locks and such).

What countries do you do business in? Do you plan to expand or open new offices, especially in other Adriatic Region countries?
We are fully operational in Kosovo and Albania. We will have very soon an office in North Macedonia, as for many products we cover that market as well. Also because most of our business is project based, we have done directly or through our partner’s projects in many countries including Serbia, Montenegro, Bulgaria, Greece etc.

What can we expect from COIN in the future when it comes to new services or products?
COIN has been here for a long time, the reason was that even in very troubled times we managed to adapt and overcome. We are looking toward the future with great ambitions; we are introducing many things, and pioneering new technologies every year. We are now testing some very interesting new concepts, and we are moving towards a new way of doing business, where we will be even closer to our clients. Maybe in a close future, you will see our name in the whole EU market.

How do you see the Kosovo security market nowadays, what are its main problems? Is it dumping of prices, low-quality products, lack of qualified employees, lack of a good partner or something else? Where do you see a room for improvement?
Well Kosovo and Albania are very far behind from the EU in terms of regulation and control. We face a lot of problems because of lack of knowledge from the state institutions. Basically the regulatory bodies in both countries do not seek our advice, and we are not involved in any process of creating regulation and such. The low quality products are another big problem, but again this comes due to the lack of regulation.
This situation has led to great problems. The state instead of being an example for the private sector in terms of proper security and safety measures, it’s the opposite situation.
In Kosovo we have a problem with education system as well, new engineers are not as good as the old ones, and the good ones are going to western countries to work, because we cannot offer such wages. Regarding the partners, we cooperate very well with local companies, however the international companies look at the Balkan’s in general as a sort of black hole, and this creates for us a lot of difficulties.
In my opinion state regulation is the first step to ensure fair competition and to provide ground rules to companies such as us. It is also important that the state sets very strict regulation when it comes to saving people’s lives.

Mr Lazarov, thank you for sparing your time to address to our readers. Could you present yourself, your educational and professional background, when did you start working for March Networks, what duties are your performing, etc.?

As far as my background goes, I have an MSc in Mechanical Engineering with a specialty in Transportation Technology – Aerospace. I spent my early career in security and communication systems, where I further developed my engineering capabilities, and expanded into product management, sales and business development roles in industries including smart buildings, utilities and infrastructure; transportation; smart cities; and automation.

Today, with more than 18 years of experience in information and communications technologies (ICT), security and IT working with global brands, I am able to help customers understand current trends and adopt best practices when it comes to their technology solutions. I am also focused on helping my partners increase their business opportunities.

I joined March Networks® – a global video security and video-based business intelligence leader – as the regional sales manager for the Balkans, Greece, Cyprus and the Adriatic. In this position, I am responsible for business development, raising brand awareness, managing local business processes and driving successful projects working with a network of experienced certified partners.

For nearly two decades, March Networks has been designing and creating professional video surveillance products. What were the most important milestones, what’s the current position of your company at the video surveillance market, are you increasing your market share, how many people do you employ, revenue, expansion, etc.?

At March Networks, we are proud of our deep roots in video and data networking. Our company was founded nearly 20 years ago in Ottawa, Ontario, Canada – a region recognized for its high concentration of global telecommunications and data networking expertise. This Research & Development (R&D) knowledge base has contributed significantly to our ability to design and deliver highly reliable, highly secure networked video products and management software.

March Networks was among the first physical security manufacturers to introduce a purpose-built digital video recorder with a customized embedded Linux operating system (OS), as well as the most scalable, centrally managed video system in the industry. Our strong focus on IT-compliant products led to our early success providing enterprise-class solutions to some of the world’s largest financial institutions — a position that March Networks still holds. Today our intelligent video solutions are used by more than 600 banks and credit unions, more than 300 retail brands, and some of the world’s leading transit agencies. We operate offices around the world and work with partners in more than 70 countries. Our European headquarters is located in Milan, Italy.

Last December, you unveiled new brand identity? What does it mark?

That’s correct. We were thrilled to launch our new brand identity last year, which marks March Networks’ 18-year evolution from a video networking pioneer to a leader in video-based business intelligence solutions.

The updated brand identity – which includes a new logo, color palette, corporate typeface and design – aligns with our company’s mission to advance the true value of video. It also reflects March Networks’ enduring commitment to exceptional technology solutions that provide clarity, simplicity and unparalleled reliability to customers.

What are the most important March Networks’ core technologies and could you present your product portfolio? If you could select one, what would be your flagship product or product series and why?

March Networks is recognized worldwide for our enterprise-class video management, which enables organizations to easily manage and maintain hundreds – or thousands – of surveillance cameras and video recorders from a central location. Our Command Enterprise Software provides critical management capabilities, such as system-wide health monitoring, multi-level user access privileges, mass firmware and configuration updates, LDAP/Active Directory integrations, and shared case management in the cloud. We’ve evolved this software over the years to meet the demands of some of the world’s largest banks and retail organizations.

We also deliver the most reliable video recorders in the industry, with features including front-panel diagnostic LEDs for each hard-drive, internal battery backup, and real-time system health monitoring via Command Enterprise Software. Our recorders incorporate a customized embedded Linux OS, which eliminates unnecessary background services and frequent system updates. They are also simple to maintain, thanks to front-access hard drives and unique QR codes that work with our company’s free GURU Smartphone App to enable instant configuration audits, troubleshooting, warranty checks and other capabilities using a smartphone or tablet.

Our flagship product, however, is probably our Searchlight software. The intelligent application software enables banks and retail organizations to integrate their surveillance video with ATM/teller or point-of-sale transaction data for advanced fraud/loss prevention investigation. In addition, Searchlight integrates with other data sources including RFID, video analytics (e.g. queue length, people counting and dwell time) and IoT devices to provide valuable business insights on customer service, marketing and promotion, compliance, operational efficiency and more.

You offer purpose-built NVRs. What are their main advantages?

A purpose-built recorder is built for the environment you’re going to use it in. If you need to record video from inside an ATM, for example, then you’ll need a very compact recorder that fits in most ATM models and is able to withstand the daily jostling involved with opening and closing the unit to refill money etc. If you’re recording video on a bus or passenger rail train, that’s another challenge altogether. You’re going to need a recorder with broad operating temperatures and specific regulatory compliance for things like electromagnetic compatibility, safety, shock and vibration, and ingress (dust, water etc.). The recorder requirements for organizations like schools, hospitals, retailers etc. is different, and might focus primarily on video management, the ability to upgrade the recorders easily, and so on. Plus all organizations today are concerned about the cybersecurity of their networks.

March Networks recorders are built to address all of these considerations. They are extremely durable, reliable and designed with security in mind. That’s what our customers are getting with our purpose-built NVRs.

One of recurring themes that security vendors consistently played out during this year’s ISC West in Las Vegas it was how can companies do a better job of providing their integration partners additional revenue opportunities – and do it in the cloud. For Dan Cremins, Global Leader for Product Management at March Networks, the new opportunities translate into taking managed services to the next level. For that reason, you have introduced newly released hosted service called Insight. Tell us all about it? What are its benefits for both end users and systems integrators?

I’m happy to tell you a bit about March Networks Insight. As you’ve noted above, Insight is our new hosted service. It provides organizations with a visual overview of their entire video network, as well as valuable reporting capabilities in areas including asset control, system health, and service level agreement (SLA) performance management. The service is conveniently accessible via a secure, cloud-based platform.

Leveraging the proven expertise of our dedicated Network Operations Center (NOC) team, Insight leaves our customers free to focus on their business while ensuring optimum video system performance. It provides unique features and reporting capabilities that save customers time and costs, including:
• System monitoring and performance optimization
• Issue diagnosis, and remote resolution where possible
• Service tickets and closed-loop field service workflows
• SLA reporting
• Scheduled software upgrades
• Inventory and product warranty reporting
• Optional third-party device health monitoring
• Optional field-of-view (FOV) reports

For systems integrators certified to install our products and solutions, Insight delivers the tools they need to serve customers more efficiently. It helps them reduce costly truck rolls and easily document and track product warranty status, software versions and other information. And as you say above, the service is also an opportunity for our partners to build a new recurring revenue stream, working together with our March Networks professional services team.

An interesting March Networks’ solution is Searchlight for retail and banking. What are the features of that software?

As far as some of the software’s key features, Searchlight allows banks and retail organizations to spend more time on their core business by simplifying the task of locating suspicious activity and finding video evidence. It delivers multiple, user-defined reports and allows customers to schedule them to arrive automatically in their email inboxes.

The Searchlight reports include snapshot images and direct links to recorded video that let users analyze and compare:
• location and employee performance at one or a group of locations
• suspect transactions, such as all voids above a set amount (in retail) or one person withdrawing cash from an ATM using multiple bank cards (called cash harvesting)
• customer wait times, dwell times and other customer service metrics using integrated analytics
• operational performance, including how clean locations are, if promotional signage is correct, if employees are dressed properly and if procedures are being followed
• security audits, including a list of alarms and the ability to filter by specific alarm or location

March Networks offers solutions for a number of verticals, but the strongest focus is on banking, retail and public transport. Why is that the case? How many banks, shops, buses and trains have you made more secure? There is also an interesting „canabis vertical“?

March Networks’ success in banking, retail and public transit is the result of the high reliability of our video recorders and the enterprise-class video management capabilities we offer. Reliability is critical for these types of organizations, as is the ability to centrally manage and maintain video systems across multiple locations.

Over many years, we’ve also evolved our portfolio – as described above and below – to include valuable business intelligence applications that really help these organizations operate and compete more effectively.

Today, more than 600 financial institutions, 300 retail brands and some of the world’s largest transit agencies rely on our video solutions.

In terms of the relatively new cannabis market, early on March Networks recognized the security and operational requirements of this tightly-regulated market and evolved our offering to uniquely address those needs. Today, we are proud to provide our intelligent video solutions to dispensaries and cultivation facilities across North America. In US states like Colorado, where radio frequency identification (RFID) tagging from seed to sale is mandated by law, our solution delivers an enhanced level of tracking and compliance by correlating video with RFID data in the Searchlight software.

Related to the above, could you present some of the most important case studies in Europe?

March Networks has many customers across Europe – most of which we’re not permitted to name publicly, unfortunately.
Some examples we can name however include: Denmark-based Danske Bank; Serlachius Museum, Kultaranta Resort Marina and Turku Castle in Finland; Carlsen Fritzoe, Torp Sandefjord Airport and Olav Thon Group in Norway; and Chateau Monfort in Italy.

An increasing security concerns are related to cyber attacks. How do you battle them? For instance, what is the advantage of using custom-built Linux operating systems in recorders, do they restrict access to the unit?

March Networks takes a 360° view when it comes to the security of our products, involving all areas of our business – from product development and source code management, to operational processes and customer data privacy. Our Network Operations Center, for example, incorporates extensive physical access and networking controls and restrictions to ensure the security of customer data. We also participate in comprehensive security audits initiated by large banks and other enterprise customers seeking to confirm the security of their video solution provider.

In addition, we take a proactive approach to identifying potential vulnerabilities in our products. Our Security Updates and Advisories program involves regularly tracking US-CERT reports on identified vulnerabilities, conducting in-depth investigations when required, and alerting customers and partners to any necessary software updates via email alerts and information posted directly on the March Networks website.

March Networks is also Cyber Essentials certified. The certification is awarded to organizations able to demonstrate good cybersecurity practices and an ability to mitigate risks from Internet-based threats in areas including: boundary firewalls and Internet gateways; network configuration; software management; access control; and malware protection.

As well, March Networks maintains a Product Hardening Guide, which is available on our website. The guide provides recommendations for technicians and system administrators installing March Networks products within a customer’s network to help ensure security.

Your opinion on Adriatic region security market? What are your plans for this area, are you looking for a regional partner, how do you plan to expand market share?

At present, the Adriatic region has considerable expansion capacity and project potential. With additional countries joining the European Union (EU) the last few years, and more EU candidates in waiting for membership, the level of confidence in the region is increasing. As a result, investments in successful businesses offering proven solutions and high-end products is also growing. We’re seeing that companies and end users are getting tired of cheap, low-quality products and are now looking for more reliable options. They are raising their expectations, and allocating higher budgets to meet more stringent requirements.

As far as March Networks’ plans, our company is currently active in most of the Adriatic countries and we are now focused on growing our presence step-by-step in the remaining countries. At the moment, we are working with certified solution providers in Slovenia, Bosnia and Herzegovina, Albania, Kosovo, Bulgaria, Greece and Cyprus and are developing business relationships with experienced partners in Serbia, Croatia, Montenegro, North Macedonia and Romania.

You will attend Adria Security Summit this September. What do you expect from largest Adriatic region security conference and exhibiton?

We are looking forward to the Adria Security Summit this year, as we expect to engage with many existing and prospective customers and partners at the event. We are always proud to showcase our enterprise-class products and solutions and demonstrate how they can benefit organizations.

What are the most important global trends that will definy security industry and what can we expect from March Networks in years ahead? What are you working on at the moment?

As a forward-thinking company, we are always tracking the industry’s important trends and how emerging technologies can be applied practically to benefit our customers and partners.

Some of the trends we expect to influence or disrupt the industry are artificial intelligence, computer vision and other content analysis technologies. Most would agree that our industry has only scratched the surface in terms of their potential. While many companies are focused on how well these technologies work, there’s been less discussion about how to best leverage them in real-world applications. Ensuring the accuracy of these products is, of course, important but there’s still a lot of work to be done identifying the real benefits for customers. Until that’s done, and customers understand how those benefits will apply to them directly, we anticipate that adoption will continue to be lower than all the marketing ‘buzz’ would suggest.

Another trend is the push toward centralized cloud storage, particularly in enterprise organizations. Most organizations considering a cloud solution today are focused on leveraging cloud storage as a backup to on-premise storage in the case of a hard drive failure, or for archiving video for an extended period. But that’s only the starting point for the power of centralized data. The real benefits will be clear when organizations start applying cloud-based analytics to enhance business intelligence and improve operations including inventory management, marketing and customer service. Expect to see more hybrid solutions on offer, incorporating both on-premise storage and cloud storage for the retention of critical data for longer periods.

The General Data Protection Regulation (GDPR) is also shaping our industry. GDPR has impacted not only European organizations but most organizations doing business in Europe. It’s now clear that the regulation is casting a much wider net that some anticipated, and we’ll continue to see product enhancements and new features to help customers meet GDPR compliance.

a&s Adria: Despite the strong growth of Chinese companies and the sharp decline of Taiwanese ones, Vivotek continues to progress, gradually strengthening its position in the market. The latest Security 50 survey tells us that you took 14th place in the global security arena, which is a move forward since you were 17th last year. What are the reasons for this success, how do you resist growing competition, what do you offer to your customers to continue being recognized as a brand-worthy investment?

Cheng: This positive result came from three strategies we implemented in 2018, which were AI plus cybersecurity, vertical market penetration and globalization.

1. AI + cybersecurity
To think out of the box and stay in competitive edge, VIVOTEK developed its new edge-computing network cameras with deep-learning technology. These smart cameras are able to reduce false alarm and analyze the video proactively, and transferring video data to useful user insights. We also built up a new AI R&D center in Taiwan and continued to expand talent recruitment.

Moreover, IDC market research predicts an overall volume of 30 billion devices connected via internet by 2020. This trend also applies to more and more IP surveillance network cameras are exposed to the internet, and therefore cybersecurity has become an emerging challenge in IP surveillance industry. Hence, VIVOTEK announced the strategic partnership with Trend Micro Incorporated, a global leader in cybersecurity solutions in the early of 2018 and rolled out the world first IP surveillance camera embedded with Trend Micro anti-intrusion software. The debut of our cybersecurity-defense solution has shown VIVOTEK’s commitment of providing our valued customers with the highest quality and most reliable products.

2. Vertical market penetration
VIVOTEK focused on three vertical markets, including retail, transportation, and building automation. VIVOTEK introduced intelligent IP cameras that can generate data of people counting, when combined with software on the backend, provide detailed analysis of data to help users achieve better security and business optimization. In transportation, We provide onboard, wayside and station surveillance systems. For instance, in road monitoring, we have partnered with many third parties to develop various smart functions for license plate recognition that can be configured to read license plates in many different countries. In building automation, VIVOTEK collaborated with Delta Electronics to integrate VIVOTEK’s cameras in LOYTEC building management system.

3. Globalization
VIVOTEK established 6 branches and offices in United States, Netherlands, India, Dubai, Mexico and Japan around the world. We will continue to establish overseas operations and hire local business development managers to expedite local service and respond to local needs more quickly. It will also hold various events in local markets to deepen relations with customers and promote the VIVOTEK brand value.

a&s Adria: The artificial intelligence (AI) marked the past year in the security industry and many companies have begun to work intensively on this segment. But Owen Chen, CEO of VIVOTEK, said that “most people misunderstood that AI refers only to face recognition and the ability to identify a person in some type of environment. However, technology is not in the focus of VIVOTEK. we make people confident using artificial intelligence by creating something that will respond to the real needs of users and protecting privacy.” What, in fact, these words mean and what is your company’s stand on AI technology?

Cheng: Artificial intelligence (AI) has become a must-have for most video surveillance system providers. Many companies boast of its superb recognition and analytic functions, especially when it comes to face recognition. However, many end users still have some concerns with AI due to privacy issues.

VIVOTEK established an AI lab to concentrate on developing AI applications in 2018.We focused on developing AI technology and deep learning on the edge (camera). Our focus has always been on how we can reduce false alarms and enhance business or operational intelligence. That is why besides face recognition, we are focused on developing advanced VCA functionalities that can recognize people and vehicles as well as perform smart searches.

The most important challenge is to think out of box and know the real demands of users. To work closely with our customers is able to allow VIVOTEK to receive up-to-date market insights, enabling us to transfer information in terms of product development and technological advancements.

a&s Adria: One of the biggest concerns that affects this industry is cyber security. Vivotek is one of only a few companies in this market that has implemented comprehensive cyber security protocols. What does that mean?

Cheng: Cybersecurity for IoT devices has been a hot topic in the past few years, and IP surveillance cameras are the hackers’ top target because of the relatively high computing power and good internet traffic throughput. At the end of 2016, a Linux-based malware “Mirai”iraices h to initiate a DDoS attack which created a record-high 1.2Tbps Internet traffic. The huge traffic was triggered by remote commands and the victim devices were mainly IP surveillance cameras. Not only is Mirai source code made available on the Internet, multiple variants of Mirai-like malware are surfacing. Cybersecurity now becomes another focal point for IP surveillance devices and multiple governments are making regulations to raise the bar for cybersecurity implementation. It is becoming the next decisive factor in the competition of the IP surveillance industry.

VIVOTEK is one of the few physical security companies that has implemented comprehensive cybersecurity protocols, from its product design to aftersales service. We followed the Open Web Application Security Project (OWASP) Top 10 Guideline for IoT device, mobile, and website codes to develop our products. Moreover, we conduct penetration tests by the third-party security advisors, for review and recommendations.

Moreover, we joined force with Trend Micro Incorporated, a global leader in cybersecurity solutions to introduce the world’s first IP cameras embedded with Trend Micro’s anti-intrusion software in 2018 under the campaign of „Security Within Security“. In 2019, we extend this protection to the latest end to end Cybersecurity Management Solution from the front-end network camera, to the network video recorder, and to the back-end video management software. The advanced management in its self-developed video management software, VAST 2 includes Instant Alert Notifications, allowing users to receive notifications either automatically or manually, and real-time Cyber Risk Dashboard to easily identify common types of cyber-attacks. Last but not least, users can take a further step to filter attack logs through different criteria, making it quicker to find abnormal events in a large number of records. Cybersecurity will become a crucial factor that can help VIVOTEK earn its partners and users’ trust, differentiating it from other competitors in the market.

a&s Adria: What will you change in you marketing strategies for the next year, how will you try to reach for new customers and keep the current one?

Cheng: By the rising trend of IoT, VIVOTEK aspires to become the Eye in IOT. Cameras provides the “vision” to create irreplaceable value for many connected business solutions. Moreover, with ongoing technological advancements in artificial intelligence and machine learning, cameras are becoming “smart,” and can provide additional valuable and meaningful data/information for end users. We aim to promote the value of IP video to more partners and applications, in and beyond security. VIVOTEK was founded in year 2000, we will celebrate and launch global campaign of our 20 years anniversary in our shared pursuit of a safe and secure society.

a&s Adria: Mr Afendi-Coutinho, thank you for sparing time to talk to our readers. Could you present yourself, your educational and professional background, what business area are you in charge with, how long are you working for TOA?
Afendi-Coutinho: Thank you very much for this interview. I have both an educational background as an Audio Engineer and professional experience in Sales in the telecommunication industry. I think this combination helps me a lot at my daily work, when I support our partners and customers in different projects. I came to TOA in 2017 and I am responsible for our sales activities in different countries, the Balkans region being one of my focus areas right now.

a&s Adria: TOA Electronics has more than 80 years of experience in research, development and international sales and marketing of numerous products in the field of public address systems. On the road of becoming one of the global leaders in this area, TOA has experienced a lot challenges and milestones. Tell us more about your company’s history, its important milestones, statistics, number of employees and subsidiaries, revenue, number of sold products, etc.?
Afendi-Coutinho: As you have already mentioned, the history of our company dates back to 1934, when TOA Electric Co., Ltd. was founded by Tsunetaro Nakatani in Kobe, Japan. Back then TOA had 12 employees. Today we are present at 31 locations worldwide with over 3000 employees. During this long period, a lot of events ocurred that are worth mentioning. I would point out the development of the world´s first electric megaphone, the EM-202, in 1947, and the launch of the Emergency Warning System TA-265 S in 1969 as two early accomplishments that underline our historical focus on Public Safety and Communication. As a Japanese company, tragic events such as the Kobe-Earthquake in 1995 and the Great Tohoku Earthquake in 2011 also had an impact and pushed the company to always maximize their efforts to the development of technologies that can save lives and ensure public safety.These efforts led to the launch of many groundbreaking new products like the networked Voice Evacuation Systems SX-2000 and VX-3000, as well as long-range Speaker Systems like the HA-1010. From a business point of view, I think the opening of our European Branch in Hamburg, Germany in 1974 was an important milestone on the way to the internationalization of TOA.

a&s Adria: Could you present your product portfolio, types of products and theirs most important characteristics and application?
Afendi-Coutinho: Our portfolio ranges from Voice Alarm Systems and Building Communication to Pro Audio, as well as Presentation and Conference Technology. A key role is played by our wide selection of different speakers, whether for security, commercial needs or entertainment. In summary, one can say that TOA has always been commited to excellent sound. Facts like that Mr. Nakatani started TOA as a microphone company, or that we supplied one of the world´s first fully digital mixing consoles in 1986, show that TOA has been leaving their mark in the Audio business throughout the years. This puts us in a good position when we face projects like Stadiums, Hotels or Concert Halls, since we can not only provide the solution for Building Safety and Communications, but also all the necessary Audio equipment for entertainment purposes like digital power amplifiers, speakers and subwoofers, matrix mixers and wireless microphone systems.

a&s Adria: What product or product group would you stand out as flagship of most sold and why?
Afendi-Coutinho: I would clearly call the VX-3000 Voice Alarm Series our current flagship product. The system has an excellent reputation for its longevity and stability, and is constantly being adapted through software and hardware enhancements, so it is always up to date. Not only the modular design of the VX-3000 but also its networking capabilities make it a perfect choice for many applications. After the latest System update, we can offer it from small to really big systems, including such applications that are distributed over wide areas like Metro and Railway. The number of possible zones and maximum power is huge, and no matter how big the project turns out, the compliance to EN-54 standards is always given. Plus, we now have a wall-mount version of it, to make it even more effective and simple to install.

a&s Adria: What is the role of TOA’s solutions in overall security system? How do you overcome integration issue with other security products?
Afendi-Coutinho: Toa’s security solutions are based on audible communication and thus address one of the most important senses: the human ear. Specially in emergency situations, but also for daily information purposes, the paging of spoken word and sound is still the main way to inform people, along with visible signs. As it has been researched and proven by many scientific studies, the communication with spoken word can significantly increase the reaction and escape times of people in emergency situations. And nowadays, the need for intelligible and clear paging has increased due to noisy environments and the constant distraction of people. This is why we are always improving the intelligibility and overall performance of our systems. Speaking of integration, our systems are triggered by many other equipments, most usually Fire Detection Systems and CCTV, but also Intrusion systems to start automated or live paging scenarios. More recently, we are working on solutions based on the Modbus-Protocol, that allow the operator to control our equipment along with other systems in one application.

a&s Adria: Your products are used by millions of people. What verticals do you primarily focus on and do you meet their specific requests?
Afendi-Coutinho: Our solutions fit perfectly for infrastructures and buildings like Airports and Railway Stations, Shopping Malls, Hotels, Factories, Stadiums etc., thus we have a focus on the Infrastructure and Transportation market. Besides that, we concentrate on supplying integrators of Audio solutions for Houses of Worship and Retail Chains, since we have specialized product series for both applications. We are always trying to add new services to our offers that really make sense and help integrators to fulfill their customers needs. For example, in the Transportation market we have a close cooperation with Aviavox, a leading provider of Intelligent Artificial Voice Systems for Airports and Airlines.

a&s Adria: Could you present some of the most successful case studies on European and SEE soil?
Afendi-Coutinho: Most recently I´d like to mention that we have a large VA-system installed at the biggest Shopping Mall in Serbia, the Promenada in Novi Sad. In Bulgaria we have an interesting networked VA-system in the Tower Building Millenium Center in Sofia. One recent, very exciting case study from Germany is that of the Louise-Otto-Peters School in Hockenheim, where we have an installation that combines Voice Alarm and Public Address with an emergency and danger response system (EDRS), using Intercom Stations with RFID-Technology.

a&s Adria: What are the most important trend in PA and Intercom Systems market and, regarding that, what can we expect from TOA in the future?
Afendi-Coutinho: Currently, demand for IP-Audio technologies is increasing. There is a trend towards using network connections right through to the end devices rather than laying separate audio cables. This, of course, opens up many new possibilities, for example to build additional technology into a speaker, be it a microphone, a dedicated CPU and memory, but also intelligent software, e.g. for voice control. We keep an eye on these new technologies, whereby as a safety-focused manufacturer we also pay attention to the monitoring functions and emergency power supply of such systems.

a&s Adria: Your opinion about Adriatic region’s market, its pros and cons? In what Western Balkans countries do you do business, do you have a distributor and are you looking for a new one, what is the way to become one, etc.?
Afendi-Coutinho: To be honest, I can only tell positive things about the Adriatic region´s market. We have business partners in every country of the Western Balkans, and the spirit in general is positive, highly professional and dedicated. I don´t work with distributors exclusively, but also like to get involved with Integrators, Consultants and Investors in order to be closer to the projects. So basically, I am open to contacts from whichever part of the market, as long as they are serious and commited. I think that the region has a great culture and history, and I am sure there will be a lot of positive development in the near future. The only point where I see room for improvement is the necessary application of the European EN-54 Standards for our market. For us as a supplier of Voice Alarm Systems, this can be a crucial factor. But I am confident that we will see progress in this field, too.

a&s Adria: In September, Adriatic region’s largest conference and exhibition Adria Security Summit, with more than 1,200 visitors, will be held in Northern Macedonia. Will you be present there and do you find it a good opportunity to meet new customers and partners?
Afendi-Coutinho: Yes, of course we will be there! I find the concept of the exhibition with the same booth size for every exhibitor very attracting. This way, I think it will be a true networking event. I will try to activate all of our regional partners and contacts to come around and I am expecting to meet a lot of new people from the business. I am also eager to see the city of Skopje and appreciate the local food. I am really looking forward to this event. For us, local exhibitons and conferences are becoming more and more important. At those events, we get a better chance to talk to local professionals from the region than at the big international exhibitions like ISE and Intersec.

Dear Mr. Bačić, you are a regional manager for VIVOTEK’s business development. Still, behind you is a long-standing experience. Can you introduce our readers to what jobs you have been doing, education, experience, and what is your current role?
Ans:
First of all, I would like to thank you for this interview. My position is a Business Development Manager for the Balkan region. As my educational base are electro-technique, in work related to security I have work on most of the positions in this branch. I started out as a technician, so after time I would switch in sales, maybe this is a natural way in this industry. Before VIVOTEK I worked for more than 10 years in KING ICT, one of the largest System integrator in Croatia. After 10 years, I need new challenges, and VIVOTEK is just that, a brand that can offer a lot to the security market.

In spite of the strong growth of Chinese companies and a substantial fall in Taiwan, VIVOTEK continues to grow, gradually strengthening its position on the market. The latest Security 50 survey tells us that you came from the 17th place last year at 14th in the global security arena. What are the reasons for this success, how can you resist ever-increasing competition, what do you offer your customers to continue to recognize you as a worthy investment brand?
Ans:
We fosees the abundant opportunities in the Internet of Things (IoT) for IP video, and the boundary of security applications has also been broken by the IoT that played a big part in forming our vision to become “the eye in IoT” for the next five to ten years. To achieve this gogal, we invested more on the Artifical Intelligence, deep-leanring technology and cybersecurity, which expands to new applications beyond traditional security and differentiate ourselves from other competitors. Moreover, we place value on ecosystem partnerships and work closely with local partners through our training program. Operated by a dedicated professional team, providing courses to understand benefinits of VIVOTEK solutions, as well as offering more tailored, effective and timely service.

Can it be said that one of the main reasons for growth is actually its own development of chipsets, as well as deep learning algorithms? What advantage did you get for that?
Ans:
Going beyond traditional security applications and listen to your cusomers are main reasons of the growth. We keep an open-minded attitude to collabrate with different chipset companies including our Spin-off SoC company based on customer requests.

On the other hand, in your growing market in the Adriatic region, your portfolio has stagnated or slightly decreased. This is one of the reasons why you are also employed. How do you intend to fix the condition?
Ans:
We will try to bring our products and solutions closer to this market, through closer collaboration with existing distributors, through seminars, education for existing and new system integrators. We will also be very active in preparing projects, and making a connection with the HQ in Taiwan so that we can make the best project preparation. Finally, we will present our solutions through regional media and fairs.

Which products would you highlight as the best-selling in the last year and why? Do some of their built-in technologies allow better penetration in the market? What are Customer Feedback?
Ans:
By following our strategy See More in Smarter Ways, we do observed the growth and demands of 180/360 degree cameras. This solution both maximizes the field of view and reduces the total number of cameras required, thereby saving on both installation time and maintenance costs for customers. To provide more added values, we developed deep-learnign technolgy developed a series of smart video content analysis based on People Detection deep-learning technology on our 360-degree fisheye cameras, such as Crowd Detection, Heat Map, Smart Motion Detection. With People Detection functionality, only activities of persons will trigger an event, significantly reducing false alarms and improving the total accuracy of video analysis in ever-changing environments. Our customers are impressed by this smart solutions and we expect to discover more opportunities from demands.

Has the “See More in Smarter Ways” strategy shown in 2017 in Panoramic Cameras proved successful?
Ans: please refer to the answers of Q4.

We have seen on the basis of last month’s regional research that integration is still one of the main trends in security. How many of your products are integrated with the devices of other manufacturers and with which?
Ans:
Integration is vital in IP surveillance industry, this is how manufactures can offer added values and localized functionality with third party. VIVOTEK’s solutions now integrated with more than 100 partners, including video software partners, application partners and harware partners. We launched our VADP (VIVOTEK Application Development Platform) to enhance the features of VIVOTEK Network Products by adding third-party stand-alone applications or plug-in modules for specific security, business and storage requirements.

Intelligent Intelligence (AI) marked the last year in the security industry and many companies started to work intensively in that segment. But, Owen Chen, CEO of VIVOTEK, said, “Most people misunderstand that AI only relates to identifying the person and the ability to identify a person in a kind of environment.” Technology is not the focus of VIVOTEK. we make people safe by artificial intelligence by creating something that will respond to the actual needs of the user and protect privacy. “What do these words mean, and what is your company’s relationship to AI technology, or in what direction will VIVOTEK evolve?
Ans:
Facial recognition has been boomd in IP surveillance industry in recent years. What we want to elebroate is the facial recognition is one of AI technology, and there are more video analysis technology in this field. Besides, there is a privacy concern among facial recognition. Manufacture should provide users advnaced technology without privacy fears and respecting individual privacy. In addition, we established an AI-centric R&D center in 2018, aiming to develop our embedded Deep Learning engine, AI-led IP surveillance technology, and specialized wide area video surveillance detection, tracking, and identification. It could help us attract more AI talents and transform our technology scope.

VIVOTEK has recently participated in the formation of OSSA (Open Security and Safety Alliance). What is the purpose of that organization, primarily in relation to artificial intelligence?
Ans:
The Open Security & Safety Alliance (the Alliance) is a non-profit, non-stock collaboration initiative that brings together like-minded organizations in order to create a manifesto outlining a common standardized platform for security and safety solutions. A single platform that delivers a solid basis for innovation by providing a reliable and strong security and safety framework on which market players can grow. They can focus on the aspects that really add value for their customers and open up new application possibilities, even beyond security and safety.

One of the biggest worries affecting this industry is cyber security. VIVOTEK is one of only a few companies in this market that has implemented comprehensive cyber security protocols. This also resulted in cooperation with Trend Micro. Can you give us more detailed information on what is your multilayer security solution, is it right to guarantee cyber security throughout the entire product life cycle and what is PSIRT?
Ans:
Recognizing the emergent threats to cybersecurity, last year VIVOTEK launched the world’s first IP surveillance cameras embedded with Trend Micro anti-intrusion software and offered multilayer protection. Featuring brute force attack detection, intrustion detection and preventation, and instant damage control. When the system detects brute-force attacks based on a defined number of failed login attempts, it automatically activates a defense mechanism to block that IP address and prevent further attacks. If an unknown attack occurs, the system will remotely patch all the data and transfer this to the anti-intrusion team for analysis, enabling them to solve it in a timely manner and effectively decrease the spread of internal infections. This lets users get back to work safely and quickly.
In addition, VIVOTEK formed a Product Security Incident Response Team (PSIRT) that will help customers and sales partners quickly respond to cyberattacks and carry out standard protocols within 72 hours. If the vulnerability is confirmed, VIVOTEK will publish the solution with schedule.

For two or three years at security fairs, the trend of presentation of finished solutions for individual verticals can be noticed. How does VIVOTEK stand in that direction, are your solutions tailor-made for certain vertical markets, and if so, what are your focus on?
Ans:
VIVOTEK emphasizes 3 vertical markets in the development of Smart City, including retail, transportation, and building automation. In these 3 vertical markets, we develop unique IP cameras with intelligent video content analysis and customized functioning to fulfill specific demands. For example, we launched a stereo people counting network camera for retail solutions, the SC8131. Featuring dual-lens design with VIVOTEK’s self-developed 3D Depth Technology, the camera provides precise tracking and a high counting accuracy of up to 98%. In the transportation market, VIVOTEK is well-experienced in rolling stock, vehicles, passenger stations and railway crossings and infrustructure, offering a growing portfolio of certified products equipped with dedicated features and rugged design. In terms of building automation, VIVOTEK join forces with Delta Electronics, Inc., a global leader in power and thermal management solutions to extend video surveillance marekt to building automation system.

Are you presenting some successful projects on the regional soil? Have you recently completed a major project for SBB, a provider of digital and analogue cable television, broadband Internet and fixed telephony in Serbia? Ans:
Yes, project for SBB is finished. That is very interesting project, that is project important because it is on our primary vertical, counting solution. We provide to SBB solution for people counting in their reatial shop location in 6 countries ex-Yugoslavia. Cameras counting and save information locally, and parallel send information on main server in HQ. Over our VMS VAST software, customer very easly from HQ can see all information from distance sites, and make analysis like: how many visitors they have in each store, which period is peak in visiting in stores.

For a regional survey in January, you said that your “VADP program is very much represented”. What is this, in what way does this open platform give added value to end users and system integrators?
Ans:
As previous mentioned, the VADP (VIVOTEK Application Development Platform) is an open development platform that allows developers to create third-party stand-alone applications or plug-in modules that enhance the features of VIVOTEK network cameras. Such applications enable VIVOTEK products to better meet the demands of system-integrators, resellers, and end-users, and can further be used to customize VIVOTEK products to create vertical solutions. To further spur exciting new developments in this area, we provide partners with the software-development-kits (SDK) for the VADP and any relevant technical documents and support.

What can we expect from VIVOTEK in the near future? In what direction will your product portfolio develop, develop new technologies, business strategies, open new markets?
Ans:
In 2019, we will continue the development of AI technology and deep learning on the edge (edge computing), cyberseucrity and advanced video content analysis (VCA) for three main verticals, namely, retail, transportation and building automation. Our focus has always been on how we can reduce false alarms and enhance business or operational intelligence. We are focused on developing advanced VCA functionalities that can recognize people and vehicles as well as perform smart searches. In cyberseucrity, VIVOTEK now offers complete cybersecurity protection for cameras and network video recorders (NVR), both of which are guarded by Trend Micro IoT Security. Moreover, management capability in its video management software (VMS) VAST2 has been upgraded. This new protection brings a number of benefits to users, including leveling-up cybersecurity management, seamless multi-layer protection, instant alert notification, and an interactive dashboard for event reports. Finally, we will continue to hire local business development managers to expedite local service and respond to local needs more quickly. It will also hold various trainings in local markets to deepen relations with customers and promote our brand value.