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Welcome to Vicon’s FY 2010 National Sales Meeting

Explore the highlights and results of Vicon's annual sales meeting in October 2009, focusing on FY 2010. Learn about sales performance, challenges, product updates, and key accounts. Gain insights into sales strategies, competition, and future plans.

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Welcome to Vicon’s FY 2010 National Sales Meeting

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  1. Vicon Annual Sales Meeting October 2009 Welcome to Vicon’s FY 2010 National Sales Meeting October 22nd & 23rd, 2010

  2. Opening Remarks • Agenda and Schedules • Meeting Goals • Results for FY 2009 VICON ANNUAL SALES MEETING, OCTOBER 2009

  3. Results for FY 2010 VICON ANNUAL SALES MEETING, OCTOBER 2009

  4. Commentary on FY 2010 • Challenges… • Economy…What the #$%^!! • Hello! McFly, Its not getting any better! • Competition • Not the biggest. • Not the highest profile.. (Marketing) • Not the leading edge in product • Not as much Tech Support • Product… • Release of Ver 6.0 • May… June.. July… Just a bit Outside? • Third-party drivers…. VICON ANNUAL SALES MEETING, OCTOBER 2009

  5. Commentary on FY 2010 • Look at the accounts that have purchased, installed and run system from Vicon this year • Essex County Correction • Customs and Boarder Protection • Maricopa County • Federal Bureau of Prisons • BP Oil • Amherst Prison • California Highway Patrol • Multiple agencies of DHS including their administration facilities throughout the Southeast • Simplex • ADT VICON ANNUAL SALES MEETING, OCTOBER 2009

  6. Results for FY 2010 • Top Performance • Mike Rose / Sara Marino • $3.1M Sales and Bookings • Presidents Club Trip • Michael Rose • Todd Miller • Dean Paglio • Robin Krause • Robert Wood VICON ANNUAL SALES MEETING, OCTOBER 2009

  7. Commentary on FY 2010 • What was it about Vicon’s solutions that they liked? • Are we the biggest company? • Do we have the latest technology in the products we sell • VMS • Cameras • Computers and Storage? • Are we the cheapest? VICON ANNUAL SALES MEETING, OCTOBER 2009

  8. NEXT PRESENTATION VICON ANNUAL SALES MEETING, OCTOBER 2009

  9. SMS Access Control • Results for FY 2010 by Territory VICON ANNUAL SALES MEETING, OCTOBER 2009

  10. SMS Access Control • SMS Sales are not optional… • You must take part in the sales effort • That means… • Turning on your demo units and learning how to use it • Actually making presentations on the system and going through the pain of a new learning curve. • Making the people at S2 support you. • Actual SMS sales in FY2010 = $270k VICON ANNUAL SALES MEETING, OCTOBER 2009

  11. SMS Access Control • Product • Current Extreme… Up to 64 readers with cameras • Solid performance • Expensive, especially for smaller systems • Coming.. • New version of the NetBox • Designed for smaller systems • Max 16 readers. • Talking about an 8-reader license now • Small amount of camera integration • Runs their 4.1 rev software • Packaging: same box as current unit VICON ANNUAL SALES MEETING, OCTOBER 2009

  12. NEXT Presentation VICON ANNUAL SALES MEETING, OCTOBER 2009

  13. Anixter? • Anixter Sold over $700M of Video and Access Security Product last year • The primary Access Control line they now lead with is…….. Anyone want to guess? VICON ANNUAL SALES MEETING, OCTOBER 2009

  14. Anixter? S2……… VICON ANNUAL SALES MEETING, OCTOBER 2009

  15. Anixter? How do we fit in? What’s our Message? VICON ANNUAL SALES MEETING, OCTOBER 2009

  16. Anixter? • The Same Place we always have • Solution / System Sales • Our Value… • Not a widely distributed product line • Not sold to competitive distribution channels • Full system product line • Dedicated sales force • IP and Analog solutions • Access Integration w/ S2 VICON ANNUAL SALES MEETING, OCTOBER 2009

  17. Anixter? • What’s in it for us? • Lead Generation source • Deeper reach into the Commercial Market • Partnerships with large-scale end users VICON ANNUAL SALES MEETING, OCTOBER 2009

  18. Anixter? • Divisions and Branch Locations • Enterprise Cable & Security Solutions • Electrical and Electronic Wire & Cable • Both sell security • All Anixter sales people have a security quota • Over 700 sales people selling security • If they are not promoting and selling Vicon, who are they promoting? VICON ANNUAL SALES MEETING, OCTOBER 2009

  19. Anixter? • General Organization • Branch Manager • Responsible for Cable and Security • “RSM” Regional Security Manager • Covers multiple branches • Reports to Mike Duncan, VP of Security Sales • Sales Team • Accounts managers • Demand generation people • Inside sales team VICON ANNUAL SALES MEETING, OCTOBER 2009

  20. A – Rick Bennett B – Mike Rowan C – Keith Hall D – Steve D’Ercole E – Scott Youzva F – Ed Wassall G – Matt Powers H – Dan Martin I – Rian Schermerhorn J – Dave McClary VICON ANNUAL SALES MEETING, OCTOBER 2009

  21. Anixter? • How does this work? • Anixter can only sell Vicon products to Vicon authorized Vicon Resellers. • They cannot sell our product direct to end users. • Pricing is set at D35 • This allows Anixter to sell to Vicon dealers at D26 • For projects they “Register”, they can receive up to D38 • Tread carefully… • You must develop “incremental” business out of this channel • Otherwise, you wont make up for the discount you give away VICON ANNUAL SALES MEETING, OCTOBER 2009

  22. Anixter? • What do we tell our dealers??? • Nothing has changed… • We still only sell through Authorized Vicon Dealers which is controlled by us (i.e.. U). • Dealers have the option to buy directly from Vicon or from Anixter. • Anixter offers lead generation and credit shelter to the dealers. VICON ANNUAL SALES MEETING, OCTOBER 2009

  23. Anixter? • How do we start • Internal release from Anixter corporate marketing this week • First local meetings should be with the Branch Manager and the RSM if possible • Bret to take lead on first few meetings • Keep me posted on any contact and rumors VICON ANNUAL SALES MEETING, OCTOBER 2009

  24. Commentary on FY 2010 • In Addition to a Tough Economic problem • Many Issues this Past Year • Struggles due to the Nature of our Legacy Business as a Solutions provider and the need to be an open platform • Drivers that had limited capabilities and stability issues • Struggle to create multiple system interfaces • Delays in the Release of Ver 6.0 VICON ANNUAL SALES MEETING, OCTOBER 2009

  25. Commentary on FY 2010 • With All these issues, how do we sell Millions • We Find a Way • In the end, we need to focus on what we have to work with • A Solid VMS, a line of cameras, storage partners and enough interfaces to cover many opportunities. • We are working hard to improve the third-party drivers. New third-party drivers are stable and include VMD • We are moving ahead into the ONVIF environment with our hardware and software for mutli-platform compatibility VICON ANNUAL SALES MEETING, OCTOBER 2009

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