海外市场
Overseas Market
中国DVR产品进军国际市场也是最近两三年的事，由于中国DVR产品在数字处理技术上的优势，产品也日益成熟，使得这类产品与中国其它种类的安防产品稍有不同，除了东南亚、中东、中欧等中国安防产品的传统出口地之外，中国的DVR产品也顺利进入了欧美等发达国家的高端市场。
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，大多数中国DVR厂商都是主要采用与国外公司合作的形式，以OEM/ODM的方式来经营海外业务。这主要是与中国产品较低的制造成本有关，再加上进入一个较为陌生的市场，要想迅速建立起自己的品牌效应也不是一蹴而就的事，需要投入大量的资金，于是，多数中国厂商选择了这一较为方便的途径。除此之外，寻求海外代理经销商来做产品代理，也是一种常见的方式。在这些各式各样的合作形式中，很多中国厂商认为，与国外公司建立相互信任、稳定的合作关系是能否成功进军海外市场的关键。
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.
北京汉邦高科的技术总监张海峰介绍道，汉邦高科在海外市场才刚刚起步，做海外市场需要慢慢来，由于对海外市场不熟悉，因此我们需要对合作对象进行谨慎的考察，而这些都需要一步步来，不能一蹴而就；同时，海外客户对中国厂商的考察也非常严密，一般他们会先对企业的生产背景、产品质量、生产研发等各方面的能力做全面考察，然后对产品进行综合评估后才决定是否会合作；有时整个评估的时间可能至少需要5-6个月。
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.
海康威视的副总经理蔡定国则表示，在海外市场的开拓过程中，HIKVISION主要是以在当地寻找合作伙伴的方式来经营海外市场，在与对方的合作上，HIKVISION尤其强调的是这些合作伙伴一定要具备提供技术服务的能力，首先对方必须要有较强的技术背景，同时HIKVISION也会派自己的工程师到当地为他们提供产品服务的培训工作，以便在当地市场需要提供技术服务时，这些合作伙伴能够迅速地作出响应，并为用户解决实际应用中出现的问题，为用户带去优良的服务和支持。
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.
而从产品种类来看，与之前价格相对较低的PC式DVR相比，在目前的海外市场上，中国嵌入式DVR产品仍处于起步阶段，特别是16路以上的大路数嵌入式DVR产品的市场仍然处于开发的过程之中。
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.
北京汉邦高科的技术总监张海峰反映道，目前，国外市场对4路、8路嵌入式DVR产品的需求量较大，虽然16路的产品使用起来成本比较低，但国外很多客户更看重的是产品在将来使用过程中的稳定性以及可维护性。因为国外的人工成本很贵，因此他们不希望花太多的人力成本在产品后期的维护上。而4、8路的产品由于单元少，系统比较稳定，因此，这类产品比较受欢迎。
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，目前越来越多的中国DVR厂商开始注意到建立自有品牌的重要性，东南亚、中欧市场一般是他们选择建立品牌推广计划的首选地区之一。
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.