1. National Accounts
Mark Chekos
2013 National Sales Meeting

2. The landscape has changed from

3. The landscape has changed to

4. SimplexGrinnell
How did we do?

5. SimplexGrinnell = $1.92M
$333k
MonthlyGoal

6. SimplexGrinnell results
Expected to buy $4M – conversion of Pelco and Bosch
Actual Vicon sales $1.9M
Yet SG grew their sales from $250M to $280M
This suggests they purchased $50+M of CCTV products
Pelco/Bosch analog sales failed to provide the extra $2M
Resulting in less than expected conversion sales to Vicon
SG is expected to increase sales 10% FY2013 to $308M
Seem to have many smaller camera jobs they win
Which I’m sure they are going to AD
Jump, Zone well received at corporate … with
No visible progress in the field – disconnect somewhere
No plans to add other product lines

7. SimplexGrinnell Sales Strategy
BDM’s
Doug Quick – Director of Security Sales
Phillippe Ouimette – Canada
Kevin Fady – Northeast
Bruce Bennett – Mid Atlantic
Ed Regan – Southeast
Brian Lyle – West
North and South Central - no open req’s – this is a problem for us.

8. SimplexGrinnell strategy that is working
BDM’s – your key to success
They have a business to run, quotas to meet, P/L, etc
They, like anyone, will latch on to those who provide the support for them to meet their sales goals
Get them involved in your business. Try and meet them D.O.’s
Let them know your travel plans in advance
They will help you better understand where to spend your time and will help set up meetings for you
Work with them to advance the brand
Notify them of current opportunities
They approve larger jobs for internal P/L requirements
Discuss Professional Services
They often host mini SG shows – ask for their schedule and participate
Do L&L’s
Your best ally

9. SimplexGrinnell - Post IPO
… the good, bad and the ugly and the truth
This account has not been the easiest national account to manage from any angle.
The fact that they mfg their own video doesn’t help
The fact that this year they reorganized with ADT to Tyco Integrated Systems and lost some sales focus
that they were about even with last years sales with us
that they totally blew the analog conversion sales increase from Pelco and Bosch to Vicon
and that they failed to close many large jobs we had hoped they would
Yet, they still are one of our largest Vicon users
They will continue to grow
They will have a profound influence on how Tyco IS sells jobs from a P/L perspective. Tyco IS will follow SG’s revenue model
This should hopefully lead us into TIS opportunities in the near future

10. SimplexGrinnell – Post IPO
Per “SimplexGrinnell Management”
Vicon is still their ‘Preferred Supplier “ 2nd to AD
SG is not being asked by Tyco to change anything
SG security group is ‘not’ going away
They will be focusing on growing 10%
Co-locating as many locations as possible
Independent efforts vs Tyco IS
Will be working closely with Tyco IS but independently – job sharing
No changes in field sales support
No changes planned in product mix
SG will continue to focus on profitability
Revised and current sales reports forthcoming

11. Don’t be a stranger
Any Questions?

12. New and exciting opportunity
Stanley CSS
New and exciting opportunity

13. Stanley Convergent Security Systems
Stanley CSS
SCSS
One combined organization
New management team in place
Sales force has their marching orders and are ready to go
Vicon parts are in their EQ quoting system
D26
All the right vertical markets

14. Stanley CSS RVP’s Almasi, David RVP – Canada Toronto Kanzler, Damon
RVP - Midwest Region
Lisle, IL
Teifer, Ken
RVP - Northeast Region
Tampa, FL
Frazier, Craig
RVP - South Central Region
Gilbert, AZ
Dailey, CJ
RVP - Southeast Region
Orlando
Longfield, Joe
RVP - West Region
San Diego

15. Stanley CSS – high end opportunities
75 offices
600 sales people selling cctv in one form or another
ViconNet Peak vetted and approved
NAMs are the big systems drivers
60 Major NAMs, other local NAMs in local offices
25 Application Engineers – key people controlling $175M in sales alone (non corrections)
75% IP and 25% hybrid
10% bid and 90% negotiated

16. Stanley CSS low end opportunities
Custom Kits being developed for Jump and Zone opportunities
Currently using
Honeywell Fusion
Honeywell Rapid Eye
Honeywell MaxPro XE
100’s of units sold monthly
Easy to sell and install

17. Stanley CSS opportunities
Next immediate steps
Webinar for AE’s - scheduled
Webinar for RVP’s – pending date
NY training for SCSS mgt
Provide Launch Kit for Vicon sales
Waiting for SCSS to provide info
Getting SCSS corporate approvals

18. Questions?
Let’s do it !