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By Jumbi Edulbehram and Johan Åkesson

For years, selling IP-Surveillance systems to retailers was simply a matter of addressing their concerns for loss prevention, enhanced security and protection against fraudulent personal injury claims. These still are the primary reasons retailers purchase these systems. But with the rise of IP video surveillance systems, IT and security system dealers and integrators have much more to offer retailers. Not only does IP video surveillance provide superior technology and cost effectiveness for loss prevention departments, but it also provides substantial advantages to finance, IT, merchandising, and store operations. Your selling points can now include everything from enhancing market research capabilities and operational efficiencies to reducing total cost of ownership (TCO) and providing a greater return on investment (ROI).

Now is the time to expand your sales approach to retail customers. Market research firm iSuppli predicts global video surveillance camera revenue will grow to more than USD 9B by 2011, maintaining a compound annual growth rate (CAGR) of 13.2 percent up from USD 4.9B in 2006. During this time, video surveillance unit shipments will more than double to 65.7 million units in 2011, rising at a CAGR of 17.1 percent from 29.8 million in 2006. According to iSuppli.

"This expansion is being helped considerably by the idea of networked video surveillance, which allows for greater flexibility, field upgradeability, increased automation and more intelligence to be incorporated into the overall system."