Vicon National Accounts The magic is back National Accounts


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Vicon National Accounts

  • The magic is back…….

National Accounts

  • SimplexGrinnell
  • Johnson Controls Inc
  • Siemens
  • ADT Advanced Integration
  • Niscayah
  • Technology Integration Group
  • Red Hawk – United Technologies
  • Adesta
  • NetVersant

SimplexGrinnell

SG – I like hockey sticks

SimplexGrinnell 2 Year Trend

  • Branch Ranking
  • FY2007
  • FY 2008
  • FY 2009
  • Rochester, New York
  • 12
  • $ 9,165.86
  • $ 2,584.98
  • $ 11,890.00
  • Strongsville, OH
  • 13
  • $ 59.50
  • $ 1,950.00
  • $ 1,300.00
  • Anchorage, AK
  • 79
  • $ 101,507.78
  • $ 23,998.08
  • $ 18,140.42
  • Las Vegas, NV
  • 120
  • $ 887.86
  • $ 30,367.94
  • $ 1,574.72
  • Windsor, ON
  • 93
  •  
  • $ 180.00
  • $ 70,735.24
  • Livermore, CA
  • 69
  •  
  •  
  • $ 125,865.69
  • Avenel, NJ
  • 14
  •  
  • $ 43,259.98
  • $ 67.98
  • Mirimar, Fla.
  • 63
  •  
  • $ 959.10
  • $ 14,902.62
  • N. Charleston, SC
  • 108
  •  
  • $ 22,367.57
  • $ 10,382.28
  • East Peoria, IL
  • 32
  •  
  •  
  • $ 5,890.00
  • Secaucus, NJ
  • 10
  •  
  •  
  • $ 31,976.26
  • Colorado Springs, CO
  • 55
  •  
  •  
  • $ 5,291.61
  • Houston, TX
  • 38
  •  
  •  
  • $ 20,241.05
  • Hauppauge, NY
  • 64
  • $ 3,720.20
  • $ 1,820.00
  • $ 30,041.22
  • Farmington Hills, MI
  • 2
  • $ 205,878.00
  • $ 7,027.45
  • $ 60,807.51
  • Plymouth, MN
  • 53
  •  
  •  
  • $ 466,853.14
  • Boise, ID
  • 104
  •  
  •  
  • $ 17,029.89
  • Fairbanks, AK
  • 33
  • $ 49,431.34
  • $ 253,122.12
  • $ 46,972.53
  • Westminster, MA
  • TYCO
  • $ -
  • $ 61,406.54
  • $ 691,153.06
  •  
  • Total
  • $ 370,650
  • $ 449,043
  • $ 1,631,115

SimplexGrinnell Growth

  • SimplexGrinnell
  • 2007
  • 2008
  • 2009
  • Total
  • $ 370,650
  • $ 449,043
  • $ 1,631,115
  • Percent of growth
  • 0
  • 21%
  • 263%

SimplexGrinnell

  • Great effort by all….

SimplexGrinnell – The Short List - Major Suppliers

  • Vicon
  • Pelco
  • Bosch
  • American Dynamics
  • ONSSI – west coast - provisional

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

From SG home office…..

  • SG Management – says…
    • No movement of top 30 dist. offices
    • Some changes in next 31-45 offices
    • Very committed to selling security
    • New listing to be released in Nov 09
    • Vicon sales should increase FY2010

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”

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

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

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”

SG – Questions/Discussion?

Johnson Controls Inc.

JCI sales results

  • FY2008
  • FY2009
  • Growth
  • $ 325,318.76
  • $ 366,363.49
  • 11%
  • increase

JCI – Typical product listings

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

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

JCI – Questions/Discussion

Siemens

Siemens sales growth

  • 2008
  • 2009
  • $ 198,700.67
  • $ 331,322.07
  • 67%
  • increase

Siemens Product Strategy – this will change

  • CCTV
  • Pelco
  • Bosch
  • American Dynamic
  • DVTel
  • Dedicated Micros
  • Nice
  • GE
  • ACCESS
  • Software House
  • DSX
  • GE
  • Siemens

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

Siemens – Questions/Discussion

Other National Accounts

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

And the rest. . . .

  •  
  • 2008
  • 2009
  • +/- growth
  • TIG
  • $ -
  • $26,049.88
  • + SD and ATL
  • NetVersant
  • $20,364.00
  • 0
  • -Not a player
  • Adesta
  • $ -
  • 0
  • -Not a player
  • SAIC
  • $94,290.27
  • 0
  • +TIG partner
  • Red Hawk
  • $ -
  • $8,504.80
  • +Regional

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.

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

Final questions

Sales Leadership

  • “It is easier to pull a rope than it is to push it, to get the results you want.”
  • Be a leader

Каталог: Collateral


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