Corporate Cross Selling - Who Does It And What Is The Effect?

What effect does it have on independently owned dealers who use these products to build their business when a corporately owned manufacturer provides extra support, inside pricing and or incentives to its own internal contracting entity? Is it good, bad or same old?

Maybe this is a good survey to run as a seperate post by John.

Canon now owns Milestone...TBD

Honeywell is huge. They have distribution, manufacturing and contracting at various levels. ADI, Ademco, Northern Computers, Infographix, Notifier, Nexwatch, Maxpro > they have their own monitoring central stations with a national account selling team while keeping a lower profile contracting for building control and energy management systems.

Schneider is diversified in the electrical industry plus owns security manufacturers, Pelco and Andover with contracting by Schneider Electric, formerly TAC or Andover TAC.

Tyco's M&A business was big over the last 10 years so I have lost track on what they own but it is a lot! American Dynamics/Kantech/Software House/DSC/Exacq with contracting by ADT residental and small business, Tyco Integrated Systems, Sensormatic's retail EAS group.... the list is long!!

UTC - owns Lenel, Casi (gone), Edwards, Kidde, GE Security, Fiber Options and IFS - has a low profile installation and service business with companies named Counterforce, KM Video and Chubb Edwards.

I have seen within the last months Exacq promote internally to the Tyco I/S sales team by discounting channel license cost in an attempt to improve sales at the end of a quarter. I doubt dealers who are losing to TYCO I/S by using Exacq feel that this is fair business practice albeit unknown to them.


Good topic, David.

Another example is that Schneider / Pelco has a VSaaS now - Multisight - which is currently only sold / service by Schenider Electric. And even if they open it up to regular Pelco dealers, you are now competing against SE.

That said, I think the Canon / Milestone example is different from SE/Pelco or Tyco/Exacq where a manufacturer owns an integrator.

Canon / Milestone 'worst'/'best' case scenario is Avigilon, the latter whom is infamous about aggressively pushing out 3rd party VMSes in projects where they get their cameras in first. The flipside is the fear with Milestone, that they can use their incumbent position to knock out 3rd party cameras. Though, in fairness, the Danes are far milder than the VancouveritsTexans.

Btw, I wanted to highlight this as, if true, is quite a concern for Exacq integrators competing with Tyco:

"I have seen within the last months Exacq promote internally to the Tyco I/S sales team by discounting channel license cost in an attempt to improve sales at the end of a quarter. I doubt dealers who are losing to TYCO I/S by using Exacq feel that this is fair business practice albeit unknown to them."

If they do this, it's certainly their prerogative but it would make it hard to compete against Tyco selling Exacq.

Since we are competitors with Exacq and we also have relationships with the TYCO organization as we worked for American Dynamics for 17 years along with Kantech for 6, we still carry some relationships in and around our territory. Their management team is very sensitive at the end of quarters and pretty much throw in the kitchen sink with the baby still in it just to get a few orders. In general Exacq is no longer immune to this behavior! $65 off per channel and throw 16 in for free.