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Vicon National Account Review

Vicon National Account Review. Mark Chekos Director of National Accounts October 18, 2008. Current List of Nationals. Adesta Convergint Diebold Henry Bros Johnson Controls Kratos NetVersant Niscayah Northrup Grumman PSA Red Hawk Siemens SimplexGrinnell Security 101

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Vicon National Account Review

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  1. Vicon National Account Review Mark Chekos Director of National Accounts October 18, 2008 Vicon National Sales Meeting Tampa, Florida October 16-18, 2008

  2. Current List of Nationals • Adesta • Convergint • Diebold • Henry Bros • Johnson Controls • Kratos • NetVersant • Niscayah • Northrup Grumman • PSA • Red Hawk • Siemens • SimplexGrinnell • Security 101 • SST – ADT Systems Integrators • T.A.C. • Tech Systems • TouchComm/G4S

  3. Adesta • Home office – Omaha • http://www.adestagroup.com/adesta/html/home.shtm • Ports, GSA, dams, transit systems, K-12, petrochemical, wastewater, Fortune 500’s • 7 National Account Managers • 50% of business is CCTV • No sales YTD • Vicon Certified • Offices: • Albany NY • Atlanta • Chicago • Denver • Houston • Huntsville • Los Angeles • Middletown CT • Oakland • Omaha • South Plainfield NJ • Washington DC • Currently reviewing ViconNet 5.0 • $46M in sales (all verticals) • National Account Agreement – Approved 10/08 • Vicon GSA approved OPPORTUNITY: We will be able to call on the branches as soon as product approval committee is completed.

  4. Home Office – Chicago http://www.convergint.com/clients/IndustrialTechnology.asp 21 offices and expanding 5 offices buy from us currently – Chicago, Washington DC, Oregon, Atlanta, Texas Heavy in N.W., Mid Atlantic, MidWest, Southeast, Western Canada $180M in overall security sales, 10% of sales are bid. They create their own jobs. Large opportunity for Vicon. $50M in CCTV sales/$20M+ in purchasing Vicon sales < $700k Currently Platinum Dealer SDM Integrator of the Year 2007 SDM recognized as 10th largest integrator CCTV - Pelco, Bosch, Panasonic, GE, Honeywell, Vicon IP Management systems – Ortega, Lenel, Milestone, DVTel Access - Lenel, GE, Honeywell S2 is a game changer for this account – very interested Ver 5.0 key to conversion to Vicon Currently reviewing Vicon’s value proposition National Account Agreement – pending OPPORTUNITY: Currently a Platinum Account. We should be at every branch by now. Total Annual Revenue (in millions) - % change from previous year 2003: $28.6 - 1242004: $49.8 - 742005: $65.2 - 312006: $82.0 - 262007: $102.5 - 25*2008: $128.0 - 25** - they beat their target Sidebar: Vertical DiversificationVertical Market - % of Total RevenueEducation - 15Industrial - 15Health care - 10Government - 10Property management - 10Airport - 5Entertainment - 5Financial/banking - 5Hospitality - 5Law enforcement - 5Retail - 5Transportation/distribution - 5Utilities - 5 Source: Convergint Technologies LLC Convergint

  5. Diebold • Akron, OH • http://www.diebold.com/ • 250 branches • 400 sales people • 4000 techs • $780M Security Sales • 40,000+ cameras bought annually • $30M in CCTV purchasing annually • Heavy in small banking – retail, govt • CCTV = Pelco, Ikegami, Verint(6000 systems), others • Potential takeover attempt by UTC/RedHawk • They won USPS without Vicon • National Account Agreement – questionable • Government business our only opportuntiy OPPORTUNITY: we can’t move forward at the branch level yet.

  6. Henry Bros. • Fair Lawn, NJ • http://www.hbe-inc.com/ • Publically traded • 7 locations • NJ • Phoenix • Fullerton CA • Denver • Lorton, VA • Baltimore • Irving TX • One of PSA’s largest accounts • $40M in annual sales • Their expansion qualifies them as potential national acct • National Account Agreement – Requested OPPORTUNITY: We should be at every branch – PSA members also.

  7. Johnson Controls Inc. • Milwaukee WI • http://www.johnsoncontrols.com • 36 branches • $119M in sales • Branch contact list available – will email everyone • Start calling on the branches • Each branch runs own P/L, procurement • Need to train each branch independently • Asking for JCI/Vicon national endorsement • JCI is reviewing their strategic vendors – Vicon not on that list. • We need to win the business at the branch level – the home office isn’t going to do this for us. Yet. • Press release states they are aggressively doubling the size of sales force • National Account Agreement formality underway • Adoption of agreement will be as a result of our field efforts • National Account Status – pending OPPORTUNITY: The steps to a national agreement may take some time, but we have been the green light to call on all their branches now.

  8. Kratos Defense and Security Solutions • San Diego, CA • http://www.kratosdefense.com/ • 12 offices • Alexandria • Dayton • Ft. Gordon GA • Honolulu • Houston • Huntsville • Marietta GA • Montgomery • Orlando • Oxnard • Warner Robbins GA • Wilmington DE – WFI Delaware • $50M in security sales • Wants S2 – using Lenel, Andover, Cassi • Using GE cctv, Vicon • National Account Status – no activity yet OPPORTUNITY: We should be calling on al the branches in each market now.

  9. NetVersant • Houston TX • http://netversant.com/co.htm • 32 branches – not all branches support cctv – 21 do. • Top locations: • Phoenix • Denver • Houston • $40M Security sales • $16M CCTV sales • $5M product opportunity • Verint, Honeywell, Agent VI, Pelco • Business model • Structured Cabling • IP networks • VOIP • Security • 20% of jobs are non-bid • 6 national account managers • National Account Agreement – (nearly) Completed 10/08 OPPORTUNTIY: Roll out plan forthcoming. They tell me that they will fully adopt Vicon once approved. Good lower-yield opportunity.

  10. Niscayah • Atlanta GA • http://www.niscayah.com/ • Formerly Securitas Systems USA • 30 branch offices • $118M sales • Niscayah has acquired PEI Systems Incorporated, one of the largest electronic security systems integrators in the New York Metropolitan area. • They prefer 100+ multi unit clients (businesses and retail) • They are into a value added security solution. RMR – we can fit in. • UL Central Station • 90% referral jobs won • CCTV – Pelco, Panasonic, Axis, GE, AD, DM, Bosch, March • Access – Cassi, Lenel, SoftwareHouse, S2 OPPPORTUNITY: National Account Agreement – I am not expecting any type of national contract. This is a branch by branch approval process. We can win this account at the branch level. They are very open to Vicon now that we have 5.0

  11. Northrup Grumman • Chantilly VA • http://www.northropgrumman.com/ • 15 offices • El Sugundo, Melbourne, Irving TX, currently holding accounts with Vicon. • CCTV – Pelco, Axis, Bosch, Sony, Arecont • NVR - Nice, DVTel, • 15 specialists • Engineering design center – Ohio • Typical size system – 100-200+ cameras • Possible large opportunity because of who they are and the clients they serve. • Large scale IT clients. 100+ camera systems. • Global reach • Going through management changes • Details to follow – no clear direction from them • National Account Agreement – early stages OPPORTUNITY: No immediate local opportunity yet. Vicon in product evaluation stages. (early)

  12. PSA • Denver CO • http://www.psasecurity.com • PSA Security Network is the world’s largest electronic security cooperative with members responsible for over $1.7 billion annually in security, fire, and life safety installations. • 220 members • Pelco’s 4th largest purchaser worldwide worth $16.5M behind: • ADT • ADI • Anixter • PSA – nervous about members concerns with TAC and Schneiders potential reduction of current discount. Pelco no longer has a direct acct rep for PSA, rather it is now left to the local rep firms. • Panasonic - $2.8M • Current member lists available • Two key outside PSA mgrs. Tim Brooks /Eastern Regional Manager 303-252-8607 EXT - 123 timb@psasecurity.com Diana HannaNational Sales Manager / Western Regional Manager303-252-8607 EXT - 133 dianah@psasecurity.com • DO NOT DISCUSS PRICE with PSA Members. They buy through PSA. • Key national accounts are also PSA members • Red Hawk/Chubb • Securitas/Niscayah • NetVersant • Henry Bros • Kratos • Account has been established – national Account Agreement – active • They are looking at Vicon as an alternative and non-competitive supplier to Pelco. • Currently buying $500k - $2M/2009, $5-6M 2-3 yrs if supported. They will help define dealers OPPORTUNITY: This is a good opportunity to capitalize on PSA fears. Pelco. Go see the members when in your territory. Use Diana and Tim often for leads and advice. They can steer you to large opportunities.

  13. Red Hawk • Denver CO • http://www.redhawk-us.com • 33 offices • Owned by United Technologies • $125M in sales • US offices - AZ, CA, CO, CT, FL, IL, IN, MD, MA, NM, NJ, NY, OK, PA, TN, TX, UT, WA • UTC owns Lenel, Initial Elec, Chubb, Kidde, Counterforce UL CS • Red Hawk is not allowed to sell Lenel • Houston branch is certified – pilot branch • Purchases: • Pelco - $4.5M annual purchases • Honeywell – alarm equip • Bosch • CBC • AD • DM • #9 SDM top 100 list • Initial Electronics – SDM Integrator of the Year 2006 – Owned by RedHawk. • Vicon Certifed 2008 • National Account Agreement – approved (regionally Houston) OPPORTUNITY: I expect for this account to break loose at the first of 2009, per top management. Other than Houston, no immediate need in other regions yet.

  14. Security 101 • Atlanta GA • http://www.security101.com/index.html • 8 locations: GA, AL(2), FL, NJ, NC, LA, TN • SDM Integrator – Cover Story • Owners are ex-Honeywell access guys • CCTV – Honeywell, Pelco, Clinton, GE, Panasonic • Access – Honeywell, GE, Lenel, AMAG, Brivo • Vicon listed on their line card – Certified Dealer? • Rapidly expanding to new markets/states through franchising • Excellent growth opportunity • Long history with owners • National Account Agreement – just starting OPPORTUNITY: Early stages for national account discussions. Other than Atlanta, no need yet for branch calls.

  15. Siemens • Chicago IL • http://www.buildingtechnologies.siemens.com/products_systems/?languagecode=en • #1 integrator in US • $1.25B in sales • 120 offices - 7 identified security locations • Los Angeles • Denver • Houston • Lexington • Raleigh • Nashville • Atlanta • CCTV – (in order) AD, Pelco, Bosch, DM, Nice, GE, Vicon • Access – DSX, GE, Tyco, Siemens • Purchasing $60M cctv security • Recently heard they have cut numerous positions – transitioning • National Account Agreement – contract pending – in negotiation OPPORTUNTITY: Make normal branch calls to improve the relationship.

  16. SimplexGrinnell • Westminster, MA • http://www.simplexgrinnell.com/ • 130 District Offices – not all are cctv supporters – ISSR/ESSR • SDM #2 Integrator • $1B in overall sales • $115M sales – $21+M cctv opportunity in purchasing • 60% CCTV/40% Access • $400k YTD sales • CCTV – Pelco, Bosch, AD • Access – Andover, SWHouse, Lenel – Canada only, S2, GE • S2 has already been accepted by Simplex • GSA contract being examined • Tyco requirements for acceptance to “Job Design” approved. • Our best chance for N/A growth this new fiscal year. • The battle will be won at the D.O.’s with our support • Simplex Vicon Certified - 2008 • National Account Agreement – completed. OPPORTUNTITY: Our best chance for significant sales from all national accounts.

  17. SimplexGrinnell Tom Giannini – Director of Integrated Security Systems says”, 10/14/08 “Vicon made a commitment early in 2008 and very successfully followed through in your efforts to help find business opportunities and help with existing business and we’re very happy with the support. As far as district offices denying Vicon visits, SimplexGrinnell’s commitment is to guarantee a level playing field to Vicon as a strategic partner/vendor. We said that Vicon will need to understand that they have to earn our business. However, Vicon needs to get into the branches to do this. If we are creating barriers to entry to the branches, and they are not getting help from the BDM’s, then I should be notified directly, and I’ll get on the phone and make it happen immediately at the branch level. If this is happening please call me and let me know where the problems are. It can be said that Simplex IT has reviewed the latest submission of the product codes and it appears that they will pass the job design requirements. Tell everyone at your sales meeting to have a great meeting and we look forward to more good things to come.”

  18. SimplexGrinnell Vicon Accepted Into JOB DESIGN

  19. SST = ADT Advanced Integration • Boca Raton, FL • http://www.adt.com/wps/portal/adt/ • SST bought by ADT July 2008 • $126M in sales • 11 SST offices – PA, NJ, NY, FL, TX, MS • Many phone numbers have been redirected to ADT offices • Many changes to come. Consolidating SST and ADT offices where feasible. • SST claims they are still independent of ADT and work on different clientele. • SimplexGrinnell states they compete with them and visa versa • Tyco = SimplexGrinnell – ADT – (SST) • Recent SST personal present at ADT ASIS booth. • SST no longer exists. • Vicon national account agreement is a Tyco agreement.SST might be forced to purchase through ADT/Tyco agreement • Future penetration into ADT Government Group and National Accounts possible. Process started. • Assumption: I believe that there will be numerous ADT opportunities for us if we start calling on the former SST offices/ADT. They will share leads based on complexity of clients needs. ADT is sending SST leads. SST will bring over from ADT those salespeople that are more integration minded as permanent salespeople. New faces to meet at the SST branches. • The ADT Machine is the largest/SDM #1 security organization on the planet. • Vicon National Account TYCO agreement established 2008 • Does not include ADT until we approve/certify the branch. OPPORTUNITY: It is very important for everyone to visit these branches in light of the TYCO agreement. SST provides a easy entrance into ADT national accounts business.

  20. T.A.C. • Secaucus, NJ • http://www.tac.com/ • 15 offices – NC, PR, DC, TX(5), NJ, PA, OH, TN, OH • $28.5M in sales • Vicon user • Schneider= Pelco/Integral/Andover • Current intel: Each office runs their own P/L. They are liberty to buy whatever they want. Not sure the long term effects of this policy. • No national account agreement in place. • Feedback? OPPORTUNITY: There is no risk at this point to calling on these branches, based on the intel I received. (My opinion – Schneider is betting on TAC as the revenue stream more than their mfg purchases to pay for the Pelco, Integral etc mortgage. )

  21. Tech Systems • Atlanta GA • http://www.techsystemsinc.com/homepage/index.html • 6 offices • Procurement based in Denver • $40M is sales • Vicon account • CCTV – Axis, Honeywell, DVTel, Intellix, Intransa, Nice, GE, Nice, Panasonic, Pelco, Sony • Pelco was their largest provider. The relationship is over. • Access: AMAG, DSX, Cassi, Infographics, Honeywell, Identicard, S2, Software House • Reorganizing their company • PSA ex-member • National Account Agreement – pending Opportunity: Atlanta and Denver offices need support at this point.

  22. Touchcomm = G4S • Boston, MA • http://www.touchcominc.com/index.asp • 8 Locations: MA, NY, NoCal, SoCal, FL, PA, IL. (G4S is large in Canada) • CCTV – DVTel, Vicon, Bosch (Euro partner- G4S) • Building automation • G4S may change the game. • Feedback and intel needed OPPORTUNITY: G4S may be our best long term chance to improve our sales. Otherwise call on the TouchComm regional branches. They are advertised on our Vicon website. It’s got some value.

  23. Top 10 - How They Stack UpFY2008 • #1 = Convergint - $672k • #2 = SimplexGrinnell - $443k • #3 = WFI/Kratos - $412k • #4 = Johnson Controls - $329k • #5 = PSA - $267k • #6 = Henry Bros. - $228k • #7 = Siemens - $194k • #8 = RFI - $70k • #9 = ADT/SST - $69K • #10 = G4S/Touchcomm - $54k

  24. 2008-9 Growth Engines • #1 = SimplexGrinnell • #2 = Convergint • #3 = Johnson Controls • #4 = Red Hawk • #5 = PSA • #6 = Siemens • #7 = ADT Advanced Integration/SST • #8 = NetVersant • #9 = Adesta • #10 = Henry Bros.

  25. Our space – 18% market

  26. From SDM: July 2007 • Sidebar: Top 10 Largest Project WinnersJohnson Controls Inc. $119,000,000*SimplexGrinnell LP $20,000,000National Security Systems Inc. $18,650,000FirstService Security (dba SST - Intercon Security $13,000,000North American Video $10,000,000ATC International $8,700,000Adesta LLC $8,102,000Tech Systems Inc. $7,566,986Henry Bros. Electronics Inc. $7,500,000Sigcom $7,400,000*Note: Johnson Controls’ largest project reported exceeds total revenue reported for systems integrationSource: SDM Top Systems Integrators Report, July 2007

  27. Industry opportunities – commercial/integration

  28. Continued. . . .

  29. Opportunity knocks Let’s go sell something Thanks to all for your support. . . . .

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