1. Vicon National Accounts
Vicon Annual
Sales Meeting
October 2009
Vicon National Accounts
The magic is back…….

2. National Accounts SimplexGrinnell Johnson Controls Inc Siemens
ADT Advanced Integration
Niscayah
Technology Integration Group
Red Hawk – United Technologies
Adesta
NetVersant
VICON ANNUAL SALES MEETING, OCTOBER 2009

3. SimplexGrinnell
VICON ANNUAL SALES MEETING, OCTOBER 2009

4. SG – I like hockey sticks
VICON ANNUAL SALES MEETING, OCTOBER 2009

5. SimplexGrinnell 2 Year Trend
Location
Branch Ranking
FY2007
FY 2008
FY 2009
Rochester, New York 12
$ ,165.86
$ ,584.98
$ ,890.00
Strongsville, OH 13 $
$ ,950.00
$ ,300.00
Anchorage, AK 79
$ ,507.78
$ ,998.08
$ ,140.42
Las Vegas, NV
120 $
$ ,367.94
$ ,574.72
Windsor, ON 93 $
$ ,735.24
Livermore, CA 69
$ ,865.69
Avenel, NJ 14
$ ,259.98 $
Mirimar, Fla. 63 $
$ ,902.62
N. Charleston, SC
108
$ ,367.57
$ ,382.28
East Peoria, IL 32
$ ,890.00
Secaucus, NJ 10
$ ,976.26
Colorado Springs, CO 55
$ ,291.61
Houston, TX 38
$ ,241.05
Hauppauge, NY 64
$ ,720.20
$ ,820.00
$ ,041.22
Farmington Hills, MI 2
$ ,878.00
$ ,027.45
$ ,807.51
Plymouth, MN 53
$ ,853.14
Boise, ID
104
$ ,029.89
Fairbanks, AK 33
$ ,431.34
$ ,122.12
$ ,972.53
Westminster, MA
TYCO $
$ ,406.54
$ ,153.06
Total
$ ,650
$ ,043
$ ,631,115
VICON ANNUAL SALES MEETING, OCTOBER 2009

6. SimplexGrinnell Growth
2007
2008
2009
Total
$ ,650
$ ,043
$ ,631,115
Percent of growth
21%
263%
VICON ANNUAL SALES MEETING, OCTOBER 2009

7. SimplexGrinnell Great effort by all….
VICON ANNUAL SALES MEETING, OCTOBER 2009

8. SimplexGrinnell – The Short List - Major Suppliers
Vicon
Pelco
Bosch
American Dynamics
ONSSI – west coast - provisional
VICON ANNUAL SALES MEETING, OCTOBER 2009

9. SG – what we’re doing
Webinars - starting in December via Dick Koharik and SG home office - ongoing
Webinars - sales training/certification
Coordinate with Dick’s webinar schedule – follow up
Technical Certification still an issue
VICON ANNUAL SALES MEETING, OCTOBER 2009

10. From SG home office….. SG Management – says…
No movement of top 30 dist. offices
Some changes in next offices
Very committed to selling security
New listing to be released in Nov 09
Vicon sales should increase FY2010
VICON ANNUAL SALES MEETING, OCTOBER 2009

11. SimplexGrinnell – my strategy
Assist in working with top offices
Continue to reach out to all branches
Let me know if there is any push back
SG holds Monday morning meetings
Lunch and learns
Increase the frequency of visits
“It’s our business to earn”
VICON ANNUAL SALES MEETING, OCTOBER 2009

12. SG – what they’re doing New initiatives for key District Offices
Back to basics for SG
All D.O.’s must meet fire sales #’s
Any D.O. making their fire numbers will continue to sell cctv/access
This doesn’t mean they won’t sell security – they must increase fire first
VICON ANNUAL SALES MEETING, OCTOBER 2009

13. SG – which district offices?
Emphasis: Increase fire market share – they do very small amounts of security jobs:
CHI
LAX
SFO
SEA
DAL
HOU
MIA
NYC
BOS
PHL
VICON ANNUAL SALES MEETING, OCTOBER 2009

14. SG – Comments from their top mgt
“Thanks for the support to all Vicon Territory Sales Managers”
“Vicon is a valued strategic partner”
“Your support has been great”
VICON ANNUAL SALES MEETING, OCTOBER 2009

15. SG – Questions/Discussion?
VICON ANNUAL SALES MEETING, OCTOBER 2009

16. Johnson Controls Inc.
VICON ANNUAL SALES MEETING, OCTOBER 2009

17. JCI sales results FY2008 FY2009 Growth $ 325,318.76 $ 366,363.49 11%
$ 325,318.76
$ ,363.49
11%
increase
VICON ANNUAL SALES MEETING, OCTOBER 2009

18. JCI – Typical product listings
Lenel
Verint
Pelco
Bosch
American Dynamics
This can vary from branch to branch
VICON ANNUAL SALES MEETING, OCTOBER 2009

19. JCI – Selling Strategy
The key is build a relationship with the branch managers and sales people
Each JCI is independent
They buy what they want to
They run their own P/L
Not in their PRESTO job costing
$5M threshold for Presto listing
P2000 access is Card Key – they own
VICON ANNUAL SALES MEETING, OCTOBER 2009

20. JCI – my strategy
Assist in getting you in front of offices/branch managers/GM’s
Vicon has been well received
We need follow through – regularly
Provide you with branch listings
VICON ANNUAL SALES MEETING, OCTOBER 2009

21. JCI – Questions/Discussion
VICON ANNUAL SALES MEETING, OCTOBER 2009

22. Siemens
VICON ANNUAL SALES MEETING, OCTOBER 2009

23. Siemens sales growth 2008 2009 $ 198,700.67 $ 331,322.07 67% increase
$ ,700.67
$ ,322.07
67%
increase
VICON ANNUAL SALES MEETING, OCTOBER 2009

24. Siemens Product Strategy – this will change
CCTV
Pelco
Bosch
American Dynamic
DVTel
Dedicated Micros
Nice GE
ACCESS
Software House
DSX GE
Siemens
VICON ANNUAL SALES MEETING, OCTOBER 2009

25. Siemens – Sales Strategy
Currently in contract negotiations
Outcome will determine selling strategy
New management at Siemens
Global Vendors Selection - paring down their vendors
Bosch will come out on top – global list
US product decisions being re-evaluated
BAA and ARRA - key
100 offices
VICON ANNUAL SALES MEETING, OCTOBER 2009

26. Siemens – Questions/Discussion
VICON ANNUAL SALES MEETING, OCTOBER 2009

27. Other National Accounts
VICON ANNUAL SALES MEETING, OCTOBER 2009

28. Important Growth Accounts
ADT – AI
$69,779
$48,755
-30%
Niscayah
$1,256
$11,527
818%
ADT/AI – blending into ADT
ADT National Accounts
Niscayah – new VP Sales in place – S2 user
Introduction into commercial and retail
Evaluating vendors for strategic partners
ADT/AI is being absorbed by ADT in some offices. Ongoing process. ADT/AI wants us in all offices. ADT national accounts is interested in Vicon. No bid work. Good new opportunity for Vicon.
Niscayah – new sales management in place. All technical work has been completed. S2 user.
VICON ANNUAL SALES MEETING, OCTOBER 2009

29. And the rest. . . . 2008 2009 +/- growth TIG $ - $26,049.88
2008
2009
+/- growth
TIG $
$26,049.88
+ SD and ATL
NetVersant
$20,364.00
-Not a player
Adesta
SAIC
$94,290.27
+TIG partner
Red Hawk
$8,504.80
+Regional
VICON ANNUAL SALES MEETING, OCTOBER 2009

30. BAA and ARRA Buy American Act - 1933
American Reinvestment and Recovery Act – 2009 – Stimulus bill
Government job opportunities
Our V910’s IP and Surveyors IP along with ViconNet and SMS qualify for Made in USA.
This should open up many doors for us.
This can put us in a very favorable position in terms of Stimulus Dollars that are scheduled for government cctv/access systems. Especially IP. The ARRA mandates for the govt to buy American made products. We meet this threshold for these products. So does Pelco.
Our V910’s IP and Surveyors IP along with ViconNet and SMS qualify for Made in USA.
This should open up many doors for us.
VICON ANNUAL SALES MEETING, OCTOBER 2009

31. Examples from ARRA – 2009 – from Wiki
$1.1 billion for improving airport security
$720 million for improving security at the border and ports of entry
$150 million for the security of transit systems
$250 million for the security of ports
$26 million to improve security systems at the Department of Agriculture headquarters
VICON ANNUAL SALES MEETING, OCTOBER 2009

32. Final questions
VICON ANNUAL SALES MEETING, OCTOBER 2009

33. Vicon Annual
Sales Meeting
October 2009
Sales Leadership
“It is easier to pull a rope than it is to push it, to get the results you want.”
Be a leader