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** *** ********, **** ** *** Exacq *** ***** **** ********* *******, presenting * ******* ** ****'* **** to **** *** ***** ******** ***************** *******. ***** ******* *** *********, ** ** ***** * *** bigger *** ******-***** **** **** ********.
The **** ********
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****** ***** **** *** ******* **** cause **** ********* *****, ** ** expect ** ** ********** ****** ** Illustra *******.
Reps ***** ** ***********
**** **** ****** ****, ******, *** was ******** ***** ** ****/*****, ******** ** *********. ** ** ***** ** **** time, ***** **** *** * ****** hot *********, **** **** *** / recorder ************* ******* ** **** **** up, ***** ***** ******** ************* **** mid-size ******** ******* *** *** ****** by **********, **** ** *********, ** increase ***** ******** / *** *****.
Comments (28)
Mark Jones
I seem to remember both Exaq and Tyco saying they expected no changes even though everyone knew there would be.
Darn shame really. Those are some good people that have served Exaq well and have been loyal.
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Mark Jones
Then they are the only ones who did not expect it. They surely knew it as well. The rest of that was lip service to the end users.
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Undisclosed Integrator #1
Not trying to defend it by any means, but isn't this a case where Tyco/AD had different rep firms than Exacq had, and they are trying to consolidate? For example, IMI has been the rep for AD in the SE and now they are also the rep for Exacq. If so, it would seem to make sense and not sure why this is big news. Manufacturers turn over rep firms from time to time, see Milestone and Sony for examples.
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Undisclosed Manufacturer #2
Tyco is CRAZY to get rid of those Rep Firms. Those 3 firms were probably close to 60% of their revenue. ASR is the only rep firm left, and it will take a lot to shake them off. If I recall, they actually signed up and repped Exacq before they even had a product.
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Mark Jones
My biggest problem with all of it is that it demonstrates cold-bloodedness and a measure of disloyalty. Not unexpected to see it, in fact I am surprised it took them this long, but still dissapointed in it every time. I know I am both old and old school, "but you dance with the one that brung yah".
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Undisclosed Integrator #3
What about SVC Marketing? I see no mention of them.
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Undisclosed Manufacturer #4
The Tyco mindset has always been leverage the good products to sell the so so. They did this with Intellex after the Sensormatic acquisition and are doing it again now. They also want to get as much of the integration $$$ as possible, at least on the national accounts level and will squeeze dealers competing with their NA teams on large projects.
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Undisclosed Integrator #5
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John Becker
I appreciate everyone's input on this and understand the emotions it has elicited. With the acquisition of Exacq, we ended up with two great rep firms in every territory. Along the way, we have looked for ways to increase sales of our full video portfolio, create efficiencies in our team and simplify our customer engagement. We tried this with two rep firms in each territory with limited success. Moving to a single rep firm in these territories creates efficiencies but, more importantly, it allows us a single sales force selling our entire portfolio and ultimately will make it a simpler process for our customers to do business with us. None of these were easy decisions to make; every rep firm for Exacq and AD were A-list firms.
As to what Tyco has said versus what we have done, it has been 21 months since this acquisition. Certainly, all of you have had to change your strategies in the past 21 months, to meet changing business environments. Virtually all of the other components of Excaq have been left intact; in fact, we have added to the regional sales and R&D teams. There has been far more Exacqtification of Tyco, versus the other way around. -John Becker, Tyco Security Products, Video Portfolio
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