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Vicon – a UK perspective Richard Allen-Miles Sales Director Vicon Industries Ltd Vicon Industries Ltd Vicon Industries Ltd Chris Wall Managing Director Richard Allen-Miles Sales Director - UK & Ireland European & Middle East Sales Guy Nixon Director of Customer & Technical Services Tim Martin Engineerng Director Operations Pam Whittemore Internal Sales Manager Steve Batt Middle East Sales Manager Quotations & System Design Product Engineering Accounts & Purchasing Technical Support Quality Control Administration EMEA internal sales Didier Baecke European Sales Manager Steffen Koenig General Manager - Germanny Project Engineering Warehouse IT & Administration UK external sales Paul Thomas Sales Manager - Germany Vicon - a UK perspective Vicon in the UK UK CCTV market Vicon UK History Vicon today Vicon tomorrow Vicon in the UK – UK CCTV market Growth drivers since early 90’s: Public space Commercial Health Education Retail Cultural Vicon in the UK – UK CCTV market Unregulated No barriers to entry No licensing Open to low-priced competition Price sensitive Vicon in the UK – UK CCTV market 2008 market peak at $ 1880m Decline in 2009 & 2010 Expected to return to growth in 2011 Serviceable market for Vicon estimated at $300m p.a. Vicon in the UK – UK CCTV market IP growth suppressed by scale of analogue legacy Strong growth predicted in hybrid sector IP growing in significance Vicon in the UK – History c 30 year presence Steady, profitable growth Traditional territory-based sales model Low level of marketing & PR Vicon in the UK – History ‘old-fashioned’ ‘wedded to analogue technology’ ‘sleeping giant’ ‘not keeping pace with technology change’ ‘use them when we have to’ Vicon in the UK – History End Users Consultants Main Contractors M&E Contractors Integrators / Installers Vicon Vicon in the UK – Today Client Consultants/ Main Contractor M&E Contractor Security Contractor Distributor Architects Vicon Vicon in the UK – Today Vertical Market Focus Police & Custodial Education Utilities Infrastructure Vicon in the UK – Today 4-strand strategy Develop opportunities high up supply chain Leverage Vertical markets Maximise trade sales Reconnect with end users Vicon in the UK – Tomorrow End User focus Reconnect Re-establish relationships Prepare ground for professional service charging Vicon in the UK – Tomorrow
