The document discusses an opportunity for electronic security sales from the expansion of Delhi International Airport from 2019 to 2022. Key developments during this time include the construction of a new runway and terminal, expansion of an apron, and new transportation infrastructure. This $1.38 billion expansion is expected to drive demand for various electronic security solutions like video surveillance, access control, perimeter detection, and more. Relevant stakeholders to engage include Delhi International Airport Limited, GMR Group, Larsen & Toubro, and procurement contacts.

1. Electronic Security
Market Outlook 2020
INFRASTRUCTURE DEVELOPMENTS WILL
DRIVE DEMAND

2. Market Overview & Segments driving Demand
• Electronic Security systems have significant market growth potential in the
US with CCTV/Video Surveillance being the major components of the
market driving demand.
• Key end-user segments which consistently drive growth of this industry on
a global scale are Retail, Transport, Banking & Financial Services,
Residential, Commercial, Industrial and Government.
• The Commercial sector is also driving growth of the global market
especially due to the requirements to protect inventory, investments,
employees and assets.
• In terms of value, within the US, some of the key segments driving
demand for electronic security are critical infrastructure, retail, smart
cities, and public transport systems in terms.
• Focus on development of smart homes is driving the uptake of IP based
surveillance systems in USA.
Executive Summary

3. Market Trends
• Some of the key trends characterizing the electronic security market are
the adoption of IP based surveillance systems, integration of IT and mobile
with security systems, integration of intelligent software and analytics.
• Increasing awareness and higher proportion of capital available for
investment in security solutions are also driving demand for video
surveillance solutions across organizations.
• Video analytics is expected to gradually pick up pace due to increasing
user-friendliness of setting up the same.
• Cloud based V-SaaS systems/and/or/Software or Security as a Service
systems are trending to alleviate day-to-day operational issues of video
surveillance systems.
Executive Summary

4. Key Success Factors for Growth
• Key success factors that are being undertaken by video surveillance
vendors are improvements in manufacturing processes with views to
increase efficiency and durability.
• Video Surveillance vendors are meticulous in choosing new clients or new
projects as they do not want to overwork their staff and resources and
thus, focus on the strategic value when undertaking any new projects.
• Combining existing security systems with third party systems such as
artificial intelligence and deep learning will result in higher demand.
• Apart from greenfield developments, there is also growth scope of
electronic security systems across existing infrastructure. Key success
factors in such cases involve integrating video along with access control,
perimeter intrusion detection and other building automation systems.
• Other success factors include the upgradeability of cameras and ability of
cameras to be able to integrate different software, analytics, etc.
• Success factors for Integrators: The ability to integrate the best of products
and technologies from different manufacturers and mixing and matching
the best solutions and offering the same at reasonable prices.
Executive Summary

5. Spotlight on Retail End-User Segment
• In 2018, the North America IP camera market accounted for around 35%
of the industry share and with the rising digitization and industrialization is
witnessing substantial growth.
• With the ongoing expansion of several SMEs and large enterprises in the
U.S., the demand for security solutions is growing rapidly.
• A large number of retail players, such as Walmart, Costco Corporation, and
Kroger Company are expanding their business establishments in the region
leading to increased installation of surveillance solutions.
• Additionally, these retail businesses are continuously engaged in
developing automated retail outlets, propelling the adoption of modern
network camera solutions.
• Thus, the Retail sector across the US presents significant growth
opportunities for vendors and integrators of electronic security solutions.
Executive Summary

6. Spotlight on
SALES OPPORTUNITY ALERTS

7. What is a Sales
Opportunity Alert (SOA)?
KEY ATTRIBUTES AND BENEFITS

8. Key Attributes
• Reduce time spent on manually scouting for market
opportunities and leads.
• Improve chances of closing sales by having first-hand
information on potential leads’ interest areas and
impressionable talking points.
• Build and sustain long term relationships with
potential clients to explore long-term business
opportunities.
What is a Sales Opportunity Alert (SOA)?

9. Example 1
OPPORTUNITY FOR ELECTRONIC SECURITY SALES
ACROSS RETAIL EXPANSION

10. Aldi’s Nation-wide Expansion: 2017 – 2022
A SALES OPPORTUNITY ALERT

11. Summary
• Supermarket Chain Aldi is planning to add up-to 600 new
stores across the U.S. by the end of 2022, bringing their
total store-count up-to 2500.
• This expansion is a part of Aldi’s $3.4 Billion investment
plan commenced in 2017 to set up new stores and
refurbish existing stores.
• This development may create an opportunity to explore
and cater to any needs for electronic security systems and
solutions.
• This SOA will shed light on some of the short-term to long-
term selling opportunities and suggested talking points to
help guide sales efforts.

12. Aldi will open 15 Stores across 10 States during November, 2019
California
Location Opening Date
Riverlands 14th Nov, 2019
Riverside 14th Nov, 2019
Florida
Location Opening Date
Cape Coral 7th Nov, 2019
Cape Coral 14th Nov, 2019
Riverview 14th Nov, 2019
Georgia
Location Opening Date
Canton 7th Nov, 2019
Illinois
Location Opening Date
Chicago 14th Nov, 2019
Indiana
Location Opening Date
Richmond 7th Nov, 2019
Michigan
Location Opening Date
Bay City 7th Nov, 2019
Grand Blanc 14th Nov, 2019
Rochester Mills 7th Nov, 2019
Minnesota
Location Opening Date
St. Paul 14th Nov, 2019
New York
Location Opening Date
Bronx 7th Nov, 2019
Pennsylvania
Location Opening Date
Uniontown 14th Nov, 2019
Texas
Location Opening Date
Spring 14th Nov, 2019
Immediate – Term Opportunities

13. Aldi’s establishment of 15 new stores in November 2019 is expected to result in a
requirement for a range of electronic security systems, further explained below.
Probable Product Requirements
• Dome CCTV Cameras
• Pan Tilt Zoom (PTZ) Cameras
• NVRs (IP Cameras) or DVRs (Analog Cameras)
• Access Control Systems
• Biometric Systems
• Video Analytics and Video Management
Software (VMS)
Probable Service Requirements
• Integration of video surveillance, access
control and biometrics systems.
• Integration of video analytics software or VMS
solutions with any existing surveillance systems.
• On-site training offered to ensure ease of
operability of installed solutions.
• Regular maintenance site inspection visits.
• High Quality IP-Surveillance systems help in reducing the potential threats of pilferage, vandalism,
and fraudulent insurance claims.
• Intelligent video analytics software help in reducing inventory shrinkage, analyzing shopping
behavior, and measuring the impact of in-store campaigns on customers.
• IP-based CCTV surveillance systems enable scalability, optimize costs and offer remote viewing
access to senior corporate staff.
Key Success Factors
Scope of Demand and Key Success Factors

14. Making the Pitch!
Discuss:
• How scalable, IP-based surveillance solutions can enable Aldi to
achieve cost-optimization and savings in the medium to long term.
• Aldi’s views on using intelligent video analytics to minimize inventory
shrinkage, maximize in-store operational efficiencies and understand
customer shopping behaviors.
• Whether Aldi has already engaged with any electronic security
vendors and if so, the current solutions and services fulfilled by
these vendors.
• If Aldi has already engaged with vendors, understand whether there
is a need for any integrated solutions such as VMS or Video Analytics
which may not have been met.
• How access control and biometric systems set up for staff can
enhance store efficiency.

15. Brief Profile
• In charge of managing multi-million dollar budgets with
respect to asset protection initiatives.
• Provides Guidance and specifications on physical
security and technology programs across Aldi’s 1800
stores.
• Overlooks programs on CCTV, Access Control and
Alarms and lays the scope of work and general guidelines
for vendors of electronic security systems in relation to
procurement of the same.
• Oversees budgets and expenditures incurred with
regards to procurement of electronic security systems.
• Coordinates and liaises with electronic security vendors
to ensure efficiency maximization and reduce overhead
costs.
NAME OF PERSON
DESIGNATION
LOCATION
Contact Details
Phone (HQ): XXX-XXX-XXXX
Phone (Direct): XXX-XXX-XXXX
Email
abc@xxx.com
Key Personnel to Engage with

16. Brief Profile
• Four years of experience in current role.
• Internal consultant offering advisement on all areas
including CCTV surveillance and Alarm systems across
Aldi’s 1900 stores.
• Involved in creation, implementation, training and
maintenance of policies and procedures related to
security and safety.
• Oversees and Analyses security risks with a view to set
up measures to ensure safety and security to all
employees and staff.
• Initiation and management of projects along with
scrutinizing project feasibility, efficiency and
effectiveness.
• To some degree, may also be well-versed on the
technical aspects of security systems’ uptake.
Key Personnel to Engage with
NAME OF PERSON
DESIGNATION
LOCATION
Contact Details
Phone (HQ): XXX-XXX-XXXX
Phone (Direct): XXX-XXX-XXXX
Email
abc@xxx.com

17. Brief Profile
•Focused on management of security systems with a view
to optimize asset protection, brand protection, and profit
enhancement measures.
•Key areas of skills and experience include the following:
• Vendor sourcing and contract negotiations.
• Physical security design and implementation.
• Risk Assessment and Mitigation.
• Workplace violence prevention programs.
• Crisis preparedness and management.
• Inventory shrink and waste reduction initiatives.
• Data mining and analysis.
• Investigations.
• Recruiting, hiring, training and mentoring.
Key Personnel to Engage with
NAME OF PERSON
DESIGNATION
LOCATION
Contact Details
Phone (HQ): XXX-XXX-XXXX
Phone (Direct): XXX-XXX-XXXX
Email
abc@xxx.com

18. Example 2
OPPORTUNITY FOR ELECTRONIC SECURITY SALES
ACROSS AIRPORT EXPANSION

19. Delhi International Airport’s Expansion
2019 – 2022
A SALES OPPORTUNITY ALERT

20. Summary
• Delhi International Airport Limited (DIAL) is engaging in phase
3A of Delhi International Airport’s expansion to increase
passenger and aircraft handling capacity.
• This expansion is part of a $1.38 Billion investment which aims
to increase annual passenger handling capacity from around 70
million passengers to 100 million passengers by 2022 and also
enhance air traffic movement capacity by then.
• Key developments include the construction of a new runway and
terminal, expansion of an apron, and the set up of
transportation infrastructure in and around the airport.
• This expansion will result in a need for several electronic security
solutions across airside and landside facilities and subsequently
present an opportunity for the sale of such systems.

21. DEVELOPMENT TIMEFRAME DETAILS SECURITY NEEDS FORESEEN
4th Runway –
Construction
June 2022
(Estimated
Completion)
A 4th Runway with length of 4,400 meters
is being constructed. This will position
Delhi International Airport as the first
airport in India to have 4 runways.
Video-based Intelligent Runway
surveillance and Foreign Object
Debris (FOD) detection systems,
Perimeter Intrusion Detection,
Infrared/Thermal Imaging systems.
Terminal 1 (T1) and
Apron Area –
Construction and
Expansion
June 2022
(Estimated
Completion)
Existing T1 & T1 Apron to be demolished
and new expanded integrated T1 and T1
Apron to be constructed which result in
an area expansion from existing 64140
sqm to to 192985 sqm. This new
construction will handle both, arrivals
and departures and also house additional
aircraft apron stands, security screening
systems, baggage handling systems ,
biometrics, and check-in counters.
Intelligent CCTV & IP Surveillance
Systems and solutions with built-in
video analytics, other video
surveillance systems, moving and 360
degree cameras, video management
software, DVRs, NVRs, access control,
perimeter intrusion detection, fire
detection, scanning & X-Ray
detection.
Taxiway and other
road
transportation –
Construction
~2022
(Estimated
Completion)
Dual Elevated Eastern Cross Taxiways are
expected to be constructed along with
construction of a new flyover connecting
Terminal 1 to Terminal 3.
Automatic Number Plate Recognition
(ANPR) based video surveillance
solutions, other CCTV and video
surveillance systems.
Development Details & Requirements Foreseen

22. PARTICIPANT DESCRIPTION OF PARTICIPANT SCOPE OF INVOLVEMENT IN DEVELOPMENT
Delhi International
Airport Limited
(DIAL)
Joint Venture formed between GMR Group,
Airports Authority of India (AAI), Fraport AG,
and Malaysia Airports Holdings Berhad (MAHB)
tasked with operations, management and
development of Delhi International Airport
(DIA).
Investment and funding of expansion of DIA. As per initial
reports, DIAL plans to source funds for expansion via
internal cash accruals, real estate monetization, and
borrowings.
GMR Group
Infrastructure investment and development
company which has a 54% stake in DIAL.
Operates, manages and owns DIA under Public
Private Partnership (PPP).
Investment, development and expansion of DIA. Sourcing
of vendors and other technical requirements for airport
expansion.
Airports Authority of
India (AAI)
Government organization under DGCA and
Ministry of Civil Aviation tasked with
installation, maintenance and refurbishment of
airports. Has a 26% stake in DIA.
Air Traffic Controller (ATC) training and air traffic
procedural modifications to help enhance number of
aircraft movements at DIA.
Fraport AG
Germany-based Airport infrastructure and
management company with stakes in many
airport across the world. Has a 10% stake in DIA.
Partly involved in the modernization of DIA and may have
some scope of works in DIA’s phase 3A expansion.
Larsen & Toubro
(L&T)
Construction and engineering multi-national
conglomerate. Is involved majorly into many
heavy engineering and construction projects.
L&T has commenced work on complete Engineering,
Procurement and Construction (EPC) for DIA’s expansion
including construction of terminal, runway, apron and
other structures.
Key Participants involved in Development

23. • Procurement through Tenders: Most procurement for electronic security
systems takes place through e-tenders raised by GMR Group, AAI and DIAL on
their websites. It is useful to identify any new tenders for electronic security
requirements raised from these organizations’ websites.
• Procurement through EPC Contractor: EPC contractor L&T has also integrated
electronic security solutions within the airports sector in India in the past and
hence, may be involved to some extent in the integrations of such systems at
DIA. As such, it may be useful to also connect with procurement officers within
L&T and understand how these systems are expected to be sourced for DIA’s
expansion.
• Procurement through Direct Sales and Marketing: Although a majority of
procurement for major airports such as DIA may occur through participation in
tenders, there may still be a scope for negotiating sales through direct
communication with procurement officers and relevant personnel at GMR
Group, AAI and DIAL. Targeted marketing and sales efforts may improve chances
of closing sales and being considered as a vendor for future requirements.
Likely Modes & Processes of Procurement

24. Brief Profile
• 10 years of experience in current position.
• Responsible for all procurement-related activities at DIA.
• Has been involved in raising RFPs inviting tenders for
procurement of products for manned security at DIA in the
past.
• May also be involved in procurement of electronic security
systems.
NAME OF PERSON
DESIGNATION
LOCATION
Contact Details
Phone (HQ): XXX
Phone (Direct): XXX
Email
XXX
Key Talking Points
• Scope/role in procurement of Electronic Security for DIA.
• Details on any tenders raised/expected to be raised for electronic
security solutions.
• Key success factors looked upon in regards to participation in
electronic security tenders.
• Any possible support offered in regards to engaging in sales of
electronic security systems to DIA.
• Demonstration of existing electronic security product line specs and
why these solutions would be most suited for DIA’s new facilities.
ORGANIZATION NAME: DELHI INTERNATIONAL AIRPORT LIMITED (DIAL)
Key Contact Points to Target for Sales Efforts

25. Brief Profile
• 3.5 years of experience in current position.
• Experience with EPC contracts for DIA.
• Responsibilities include the sourcing, finalization and
awarding of contracts.
• Involved in overview and management of CAPEX and OPEX.
• May be involved/engaged with L&T w.r.t. their EPC works at
DIA.
Key Talking Points
• Discuss how DIA’s new expansion will warrant the need for
electronic security solutions.
• Understand GMR’s relationship with L&T in regards to
possible procurement of security.
• How procurement is undertaken to meet these demands
and key success factors to take into consideration when
engaging in sales efforts.
ORGANIZATION NAME: GMR GROUP
Key Contact Points to Target for Sales Efforts
NAME OF PERSON
DESIGNATION
LOCATION
Contact Details
Phone (HQ): XXX
Phone (Direct): XXX
Email
XXX

26. Brief Profile
• 12.1 years of experience in current position which includes
procurement and material management functions in L&T.
• Overall in-charge of procurement for DIA expansion project.
• Possibly involved in procurement of security at DIA.
• Past experience includes procurement involvement in
Bangalore International Airport.
Key Talking Points
• Whether L&T has partnered with or plans to partner with any
IT/electronic security system vendors/partners to provide security systems
at DIA’s new expansion.
• What types of procurement is L&T engaging in as part of their EPC
activities for DIA’s new expansion.
• Scope of roles and responsibilities as procurement officers in-charge of
DIA’s expansion.
• Scope of electronic security procurement L&T is engaging in for DIA’s
expansion and understand how systems can be provided to L&T for the
same.
ORGANIZATION NAME: LARSEN & TOUBRO (L&T)
Key Contact Points to Target for Sales Efforts
NAME OF PERSON
DESIGNATION
LOCATION
Contact Details
Phone (HQ): XXX
Phone (Direct): XXX
Email
XXX

27. SOA
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