This is a case of the client looking for the lowest cost possible. We use the phrase "value for money" when we sell a system. Where does the client see the value in your system versus your competition? If he is not technically inclined, he sees one screen displaying multiple cameras and another screen where he can review footage. He will most likely never venture outside of those two screens unless it happens to be an accident.
Does the client need the features that Exacq offers or would a more budget-oriented VMS suffice? I am not trying to offend, but look at it from their perspective. This post from a few weeks does an excellent job summing up when to sell high end and when not to. Our company follows a similar model and it seems to work well.
I hope there is still time to salvage this one - we all hate trunk slammers and they do have a nasty habit of cutting into our margins. The other side of this is that maybe they do a terrible job and the client asks you to come in and fix the issues. This has happened to us before and it always brings a little joy.
Hi All, I personally believe that HD over COAX is the future of CCTV for both large and small projects and believe that this "Trunk Slammer" is actually doing the right thing by the client. TVI cheaper, easier to install, has less latency, longer cable distances and a better image when compared to the equivalent resolution in IP cameras. If you compare a good quality 2mp IP camera to a 2mp CVI or TVI and display them on the same monitor and have them pointed at the same scene I am sure most people would choose the CVI or TVI cameras. IP certainly has benefits in some projects however for systems where the client simply needs a picture on a screen with no advanced features then HD over COAX is the way to go.
I was going to rip out this crappy head end that the customer doesn't like and take over everything with Exacqvision. The other vendor bidding proposed ripping out ALL the IP cameras and installing HD over coax cameras.
The customer loves it since their price is actually less than mine! "They are replacing all the cameras for just about the same price so why would I go with you?"
Fascinating topic, thanks for sharing!
So is the main issue here that they don't see the value in IP or they don't see the value in Exacqvision (relative to Hikvision)? In other words, if you changed your proposal from Exacq to Hikvision IP, would be lower cost than the TVI competitor?
I think it is smart for every integrator today to offer both IP solutions and HD solutions. There are clearly application which favor both. Rather than try to convince the customer to go IP, which may not acually be better for his needs, why not offer a similar HD solution to what your competitor offers. Explain the benefits of both and let him choose. Then winning the deal should come down to your ability to articulate the superior service and technical expertise your company offers. I think it is important to really have a clear and detailed understanding of a customers needs and then to find the solution that most closely fits those needs. Maybe it's IP, maybe its HD. In this case, maybe it's not Exacq.
Hey! Whatcha got against Vinny anyway? Huh? Wanna be swimmin with da fishes? Huh?
U5 seems to hit the nail on the head. Offer a good, better, best. Or in this case maybe just a better, best solution to the customer.
The headline is deceiving. I would never advise, "...ripping cables out of walls."
Either solution will work. Just depends on balancing customer's budget/expectations/reality
Pro Focus LLC | 06/03/16 01:33am
I wouldn't think yanking the IP cams would be cost effective either. If they are good enough now, changing them is an added expense. If your proposal doesn't touch cameras and is still way more than the Analog HD solution, I have no idea what your SOW is?
What I don't get is the client is willing to toss out a Dahua IP solution for a Hik TVI solution? What functionality will he gain from the TVI solution that the current IP system lacks? I can't imagine many, if any.
Just a bit of advice, maybe consider a less expensive VMS (as U2I suggested). If Exact is not in the budget, there may be others that are. We generally sell DW Spectrum (Nx Witness OEM). It is less expensive per camera license, the licenses are perpetual, and can run on COTS hardware. It handles multi-sites like a champ.
My 2 cents.