Exacq Fires Rep Firms

By: John Honovich, Published on Jan 28, 2015

The Tyco-fication of Exacq is gaining stream.

Exacq has fired multiple manufacturer representative firms. In addition, Tyco has implemented a number of cross-selling / favoritism tactics for American Dynamic cameras.

In this note, we examine these moves and what they mean for Exacq's competitive position.

*** ****-******** ** ***** is ******* ******.

***** *** ***** ******** manufacturer ************** *****. ** addition, **** *** *********** a ****** ** *****-******* / ********** ******* *** American ******* *******.

** **** ****, ** examine ***** ***** *** what **** **** *** Exacq's *********** ********.

[***************]

**********

**** ******** ******* ****. **** ***** and **** (************ ***** American ******** **** ********) use *** *****. ** a ****** ** *** acquisition, **** *** *** two *********** *** ***** in **** ***********.

** *** **** ** the ***********, ***** ********:

"**** ****** ** *** us, *** *** *** have *** *****-** ********** in ***** *** ** they ****** *** ************* of *** ***** *******."

Firing *** *****

***** *** ******* ** fire *** *****. *** most ******* *** ******* of **** ** *****'* long **** **** ***** firm,** ****. ***** *** ***** rep ***** **** **** been ***** *** ** anticipate **** ** ** fired.

*** ********** ******* ** be ** ****** *** overlap / ******** *** firms *** ** **** strongly ********** / ***** sell ***** ** ******** Dynamics ******* *** ***** VMS / *********.

** * *********, ***** explained ** ****:

"***** *** **** **** consolidation ** ***. **** to ********* ********* *** to ******** *************** ** a ********* *** ** make ** ****** *** our ****** *********** *** distributors ** ** ******** with **."

** * *********, **** explained ** ****:

"***** *** ***** ***********, we **** *********** ********* our *********** ** **** territory ** ****** *** best *****-***-***** ********. ** some *********** ** **** stayed **** * ****-*** approach, ** **** ************ in ****** *** ** have **** ****** ** a ****** *********."

Tyco ***** *******

************, ******** ******* *** that **** *** ******** incentives / ****** **** cross-selling *** ****** ******** Dynamics ****** **** **** the ****** ***** ***. Considering **** *** ***** of ***** **** ** the $** ** $*** per ******* ***** ***** cameras **** **** $*** to $*** *****, *** incremental ******* ********** ** significant.

******, **** *** **** offering **** ******** ** Exacq ** ** ********** for ****** ******** ******** cameras, ********* ** *******. However, **** *** ***** say **** ** *** a ******** ******* / offering. **** *****:

"***** ** ********* ** program ** **** **** Exacq ******** *** ** cameras. ** **** **** at **** ** ************* a **** ********* ****, but *** * ****** program ** **** **** licenses."

** ******* **** **** is ********* ** * specific ******* / *********** basis.

Exacq's *********** *** ****'* ******

**** **** ** *** it's ***** ***** ** do **** **** ****.

***********, *** *****-******* ********** and *** ****** ** long **** *** ***** who ****** **** *** traditional ***** ******* *** very *** ***** *** Exacq ** ** *********** VMS ********.

** *** ******** ****, Exacq's ********** *** ******** in ***** ** ***. However, ** **** **** be * ***** **** the *********** *** ** suspect **** ** ***** contractual *********** ******, **** it ** **** * matter ** **** ****** they ***** *** ***** becomes ***** ****-****.

[******: *** ******* [**** no ****** *********] *** was *****'* **** ** sales *** ********* ** now ******** ** ******* Marketing ****** *** ** Tyco ******** ********. *** Rittman [**** ** ****** available], *** *** *****'* head ** *********** ** now ** ******** ** Engineering ** **** ** charge ** *********** ** Exacq *** ****** ******* line *******.]

Comments (13)

Is there a listing somewhere of all the firms that were let go?

Seems like this is round 2 as they got rid of 4 or 5 firms back in the summertime. Not sure of the full list from that time or this time though. Maybe check the territory contact page of the Exacq website.

We have not gotten or confirmed a full list.

I am pretty sure, as Exacq/Tyco said, they are keeping some of the Exacq rep firms, I am just not sure which ones.

I hope this doesn't stop their current stream of video releases on youtube :)

I always admired how Exacq was one of the first (major at least) vendors to put out tutorial and demo videos on their website. Something so simple and inexpensive to do, yet with such a large imapct.

I find it interesting that the statements from Exacq vs. Tyco responding to why they let this group of reps go differ so much!

On a very large retail project last year Exacq refused to offer any discount to integrators bidding the deal. Tyco was bidding the project and was convinced they would win if they made the competition bid at MSRP + or bid competitive product.

They didn't realize a competitive product had already been spec'd and lost the deal. It was interesting, though, to see their strategy when Tyco is bidding the project

I love how Ivory Tower Syndrome with one's corporate masters is now referred to in mega-corp biz-speak as "The High Level View". The people in this room look Pumped!!!

Ivory Tower preaching

I just read Exacq hired a new rep firm....

Exacq Welcomes New West Coast Manufacturer’s Rep We are pleased to announce that Seevid, Inc. has been appointed as the Exacq manufacturer’s representative for exacqVision products in Washington, Oregon, Alaska, California, Arizona, Nevada, Hawaii, Guam, Idaho and Montana.

Pat, thanks for sharing!

Seevid is the old AD rep. I dealt with them when I was an integator - horrible experience, unhelpful and untrustworthy.

Agreed. When I first started at my current employer, we had an A-D MegaPower Matrix Switch that was having some problems. Seevid kept saying they would get an A-D tech onsite to troubleshoot the problems but after more than a year of promises, I gave up and approached A-D directly.

LOL. That was a waste of time. When I told the A-D Tech Support person the problem (high control latency on the A-D matrix with Pelco Integra PTZs), his response was "Did we tell you that would work?".

Though if you are trying to break into Guam, there are very few choices out there. ;)

Wow, they should step up the drug testing at Tyco!

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