Vicon National Accounts

1. 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 VICON ANNUAL SALES MEETING, OCTOBER 2009

6. SimplexGrinnell Growth 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 31-45 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 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 VICON ANNUAL SALES MEETING, OCTOBER 2009

24. CCTV Pelco Bosch American Dynamic DVTel Dedicated Micros Nice GE ACCESS Software House DSX GE Siemens Siemens Product Strategy – this will change 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 – blending into ADT • ADT National Accounts • Niscayah – new VP Sales in place – S2 user • Introduction into commercial and retail • Evaluating vendors for strategic partners VICON ANNUAL SALES MEETING, OCTOBER 2009

29. And the rest. . . . 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. 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