Manufacturer Sales Compensation 2016 Report

Author: Brian Karas, Published on May 09, 2016

This is the most comprehensive statistics on manufacturer sales compensation and a must read for those who are on the manufacturing side, want to go to the manufacturer side or are curious what their vendor's salespeople make.

Manufacturers told us, in detail, about compensation and much more.

The results determined include:

  • Outside sales base salary and commission levels
  • Inside sales base salary and commission levels
  • Average quota levels set
  • Methods used to set quotas
  • Perceptions on whether quotas are fair
  • Top challenges in achieving quotas
  • Most desired non-monetary compensation
  • Cash vs stock compensation preferences
  • Outlook for sales jobs
  • Preferences for future sales jobs

Their answers are analyzed in this report, providing insight on how manufacturer sales people are getting paid, how they view the industry, and what they would recommend changing.

**** ** *** **** ************* ********** ** ************ ***** ************ and * **** **** *** ***** *** *** ** *** manufacturing ****, **** ** ** ** *** ************ **** ** are ******* **** ***** ******'* *********** ****.

************* **** **, ** ******, ***** ************ *** **** ****.

*** ******* ********** *******:

  • ******* ***** **** ****** *** ********** ******
  • ****** ***** **** ****** *** ********** ******
  • ******* ***** ****** ***
  • ******* **** ** *** ******
  • *********** ** ******* ****** *** ****
  • *** ********** ** ********* ******
  • **** ******* ***-******** ************
  • **** ** ***** ************ ***********
  • ******* *** ***** ****
  • *********** *** ****** ***** ****

***** ******* *** ******** ** **** ******, ********* ******* ** how ************ ***** ****** *** ******* ****, *** **** **** the ********, *** **** **** ***** ********* ********.

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

*******

  • ******* ***** ****** **** * **** ~$***, *** ***** ************ of $**** ** ** $****+
  • ****** ***** **** ** ~$***, *** ***** ************ ** ~$***
  • ****** **** ** ******* *** ******, *** ******* ** ** the $** *****, *** ********* ** **** **** **-**% ** met
  • ***** ****** ********* ******** ****** ** "****** **** **** *****" instead ** ********* ***
  • ***** ******** *** *********** ************ *** *** ******* ******* ********** sales ****** **** ********* ***** ******
  • ******* ****, ***** ****** **** ** **** **** *********** ** the *******
  • **** *********** ***** ****** **** **** *****
  • ******** ******* ** ***** ****** ** *****, ***** **** * negative **** **** **** ******** ******* *** ***** ******* **** those **** ******** *******
  • **** ***** ****** ***** ********* ***** ******* ** **** * job ** *** ********, ********* **** ************* ******* ** ***********
  • ******** *** ***** ********** *** ***** ******* *** *************
  • ****** ***** **** *** ***, *** **** ***** ****** *** it's ***** **.

Outside ***** **** *****

** ***** "** **** ********** **** ** *** ******* ****/***** ************ *** ******* Sales? *** **** ** ****?" ********* **** * ******** ******* in ************ ***** *** ******* ***********.

**** ******

*** **** ****** ******* ***** **** ****** *** ** *** 70-80K (***) *****, ****** *-****** **** ************* **** *** ********.

***** / **********

***** ************ *** * ************ ******* ***** ****** ***** ****** $120,000, ***** ** ********* *****, ****** ** ******* ******** *****, numbers ***** $***,*** *** **********.

****** ********* ** ********:

  • "*** ** *** $***-$*** **** ********* ** **********. ********** **** will **** ********* ** *** ********* (******** / **********) ***** targeted **** $*** - $***"
  • "$*** ** $*** ****. $**** ** $**** ***"
  • "***** ** ** * **/** ***** **** **** ******** ***** between $*** ** $****."
  • "*** **** / *** *****."
  • "**** ** $*** ** $*** *** ******** ****, $*** ** $120k *** **** *********** ******** *********. ***** **** ** **** for ********* ** $**** ** $****, ***** **** *** *********** nationals ** $**** ** $****."
  • "$**** **** *** $*** *****"

****** ******** **** ********** **** *********** ********** *** ******** **. regional ***********.

Inside ***** **** *****

********* ** ******* ***** ************ ***** **** * ****** **** salary ****** $**,***, *** ***** ******** ** *** $**,***-$**,*** *****.  Inside ***** ******** ****** *** ** $***,***.

**** ** *** ****** ***** ***** ** ** * ********-***** position, **** ******* ****** ***** ****** ** ** ** ******* sales ****.

  • "****** ***** $** -$*** **** ***. - ***** **** ** performance ** ******(*) *********. ***** **** $**-$**"
  • "**-*** ****. **-*** *****."
  • "* **** * *** **** **** * $*,***/ ******* ***** if * *** ***% ** ***** *** * .***% ********** for ***** ****** **** * ** ****. ** ** *** 100% ** *** ****** ****** * **** *** * *** time $*,*** *****."
  • "*** **** *** ***** ** *** ***** ******* ** *** company."

Quotas - *** ******** *** ** *****

** ***** *** ******* ******, *** *** **** ** **** is ******** ******** ** *** ******* ***** ****.  ********* ****** a **** ***** ** ******, *** * ****** ***** ** falling **** ***** ** ***% ***********.

  • "$** ** $***. ** *** **** ** ******* **** ***, you ****** *** **%. ** *** **** ** ***** **** job, *** **% ** ******. ***** ***** ** ** * never ****** ****** ** **% ********** ******** **** ***** ** months."
  • "******* ***** ** *** $** - $**. ******* *********** ** 90%"
  • "$** *****. **% - **% ********"
  • "* ** * *******. **% ********** *** ****** ****."
  • "$**, **%"
  • "$*.** - $*.** **%-**%"
  • "$**~$*** **%~***%"
  • "$*-* *******. ** ******* ** ** ***%"
  • "$*-**. **% - ***% **** *** ***** ************."
  • "***** $** ** $** *** ***** **** ** ******* **% of ****."

No ***** ** *** ****** *** ***

***** ****** **** ******** ***** ***** ** *** ****** *** set, *** *** ********* ******** *** ***** ****** ******.  

*** ******** ** ****** **********: "*** *** ***** ****** ********* ***?  ** *** **** *** process ** ********* ****?  **** ** *** **** ***** ** the **** *** ** *** ******?"

*** ********** ********* **** **** ****** **** ********* *** ********* designed ** ** ************:

  • "** ** *** ** *** ********** ** *** ****** ********** conference. * ***** **'* ******. ******* **** ***'* **** *** correct ******. **** *** ********, *** *****-** ****** *** ****** on *** ********."
  • "****** *** ****'* **** . ** ****** *** ******* ********** in **** *** **** ** ******** *** ***."
  • "**** **** ***** ******, *** *** ** ********* ****** **********, usually *-**%. ** ***** ** **** **** ********* ** **** at ****** *** *** ****** *****, *** *** * ****** a *** ****** **** **** ** ********* ******."
  • "* **** ***** **** * ***** **** *** *** *** subjectively. ** *** ******* ***** ** **** **%, **** ***** each ***** ** ***** **%."
  • "*** ***** **** ** ********* *** *** ** ** **-********** quota **** **** * ****** ** **** ******* ***** *******."
  • "******* ** *** ***** ********** **, **** **** **** ******* out ** ******* *** **** ****** ** ** ********. ******* managers **** ****** ************ *** *** ****** ***** ** ********** growth **** ******** ***** ******."
  • "**** ***** ******* + ********* ******. *** ********* ****** ** often ************ ** **** *************."
  • "***** ****** *** **** ********* ****** *** ** * ****** handed **** **** *** ***** *** ** * *******'* ******* for ***** **** **** ** **. *** *********** ****. ** some ***** ****** ******** *** ***** **** ******* ** **** others **** *** ***. *** ****** ***** **** **** ************* is ****** **** ******* *** ***** **** *********** **** *** release ** * *** **** ** ******* ** ******* *** that *** *** *** **** ********. **** ******* **** ***** than *** ** *** ********** ***** ** ******* ****** **** product *************** ** ** ******* *********** ** *** ******* ** year ** ****."
  • "**** *** ************ *** ** ********** **** ****** / ** discussion ** ***** **** *** ***** ******. ********** ******* **** are **** ********* ** **** **** ** ** *** *** norm"
  • "***** ****** *** ********* ***** ** **** ***********. ******* **** much **** **** **** ****. * ****** *** ** *** quota ***** ** ** ****** *** ****** *** ********* ************* within *** **** *** **** *** ***** ** **** ********."

***** **** **** ***** ****** *** **** **** ****** **** ****, or ***** ***** ** ******* ********:

  • "********** ********* ***** ** *** ****** *** **** *** ****** in * **** ******. **** ********* **** ************* **** *** regional ***** *******, ** ******* **** **** *** **** *********** with. **** *** **** *** ** *** * ***** ***** be ** ******* *** **** ** *** ******* ** *** RSM ** ******* **** **** *** **** *********** ****."
  • "****** *** ***** **** ***** **** ***** **** * **% 20% ********. **** **** ** *** ********* *****."
  • "****** *** ******* ** *** **** *-* ***** ** ***** and ****** * % ** **. ** ********** ** ******** 8-15% ******. ***** ** ********* * ***** ******** ** **** state. ** ** *** **** * *** *** ** *** state **** ****, ** **** **** **** ***** **** ****. It ** ******, *** *** **** ***."
  • "**% **** ***** ***** ******** ** *** *********. ******* ** generally ****. ********* ***'* ****** * ******* ** ***** ** a ********* **** **** **** ***"

Chinese ******* *** *********** ************ ********* ******

**** ** ***** "**** ** *** **** ** *** ******* challenge ** ******* ** ********* ******?  **** ** **** ******** for ********** **?"  ******* ******* *** ******* ****** **** ********** ***** ** the ******* ********* ** ******.

  • "******* ********* ** *** ***** ****** ***** *** ******* ***********. Strategy: ****** *****, ***** **** ****** ********, *** **** ** value."
  • "*** **** ** *** ****** ****** *** ******** ** *** biggest *****. ***** ****** ****** *** ******* ** ***** ** the ***** *****, ** *** "***** ****" ** ******* ********** isn't ****** *** **** ********. ** ******* ***** ** *** technology ***** *** ******** **** ******** *** **** ******* ** superior ***** ******* *** ********** ** * **** ***** ** start."
  • "*******/******* * ******** ** *********** ***** **** **** ***** ******* to ********** *** **."
  • "**** **** *** **** ** ****** ** ******* *******. * $2K *** ** *** $***.**. **** ***** ******** ** ****** companies **** ***** **** **** ******** *******."
  • "*** *** **** ****** ************* ******* ** ** *** ****** every ***. **** *** ********* *** ****** *** *** *** market *** ** *** ******* **...******, *****, ***. ********* *** customers *** ******** **** ***** ** *** ******* ********. - Educating ** *** ********* ** *** ***** *******. *** **** people *** *** * *********, ***** ******. **'* ******* *** many ****** ** *** ******** ***'* **** *** **** *****. - ****** ** ** *** *** *** ** *** ******."
  • "************ *********** ******, *********** **** ***** *************, ********* ********* **** advanced ********. **** *** ** ******** *** ** *** ***** is ** *** ***** ** *** ******** ** ***** * trusted ******* *** *** *********."
  • "*** ***** ******* . ******* ***** *** ********* ** ** products *** ******* *** *******."
******* ****** ********* ** ******* ** ********* ****** *** *********** expectations:
  • "********** ******* **** **********. **'* **** ********* ** ******** *** attainable ******* **** **** ** ****** ********* ****** **********."
  • "*********** ****** ***********. *** **** **** ******** ** *** ***** creation *******."
  • "********* ****** **** ************. *** *******, **** ***'** ******* $*** from ** **** ** ******** *** ***'** *** **** * 30% ****** *********** **'* * *** ******* ******* ** ***** $6M **** ** ***** ** ** *** **** * $** territory, *** ******** *** ** ** ****** ******* *** ******** channel *** ********* *** *** ******** *** ********, ***** ******** yourself ****** **** ** ***** ******** *** ****"
  • "****** **** ** * **** ****** **** *** ******* ** growing ** * *****."

Most ******* ***-******** ************

** ******** ** *** ******** "**** ********, ******* ****, *** **** ********** ** *********?" ********* ****** sales ********* **** *********** ** *** ******* *** * **** positive ******* ***********.

  • "********** **** ******. *** ***** ****** ** **** ********. * sense ** ********* ** ********* **** ***** *** **** ** get ** ** *** ******* *** ** *** ****."
  • "******* * ******* **** * **** ********** ************."
  • "***** **** ** *** ******** ****** *******. * ******* **** values **** ***** *** ********** **** ************ ** **** ** proving *** *** *** ***** ********* ** ** **********. *** right ******* ** ***** ** *** ********* *** ****** *** treated."
  • "**** **** ***********, ****** ****** ****** ** **** ****, **** shake."
  • "**********/****** *********** *************"

**********-******* ***** **** *** ****** **** ****** ********:

  • "****** / **** / ********* ******** / **** / *********** / **** **** ****."
  • "******* - ***** ********* - *** ****** * **** ******. Last **** ******* ** * ***** ** ******* **** *** premium ******** ******* ** * **** ** ****** **********. * made *** **** ******. *** ****, *** ****** ****** ********."
  • "********, ********* *****."
  • "* **** ********** **** ** *********."

** **** *****-****** *******, *** ******** *****: "** ***** ******** ******* ****?"

Cash ** ****, **** **** *****

***** ****** ****** ** ****** **** **** *****. ** *** ****** we ***** "*** ********** ** * ******* ***** **** (****** Stock ******** ****, ** ***** *******)? ***** *** ****** **** stock ** **** ************? ***?"  ********* ****** **** **** ** king:

  • "* ***** ****** **** ****."
  • "*'* ****** ************. ******** *****?"
  • "**** ************, * *** ****** ** ** ***"
  • "******* ** *** ******* *** ****** ** ******* *** **** in * ******* - ***** ***** **** ********, *** ** I ****** ***..."* **** ** *** **** ** ***** *** in *** ****!" ** ***** *****...**** *** ****!"
  • "**** ************, ***** ** *** *** ** ******* ***** **** investor ***** ****** ** ***. ******** *******'* ***** ******* ** too ***** ** **** * ***** ******** ** ***** *****"
  • "***** ****** ** *** *****. ***** **** ** **** ******* more ************."
  • "*** **** *** ****. *'* ****** **** ************. **** ** the ************* ******** ******** *** **** *** ** ***** *********, so *** ***** ** **** ** *** ******* ** * whole. ******* *********, ******* ** **** ***** ******** **** **** a **** **** *** *** ****** ***** ********* ****'* ******* snatched ** **** **** **** ****** *** *********."
  • "**** ** ****. ***** ** **********. ***** ** * *****-** or "*****-*****" ********* ** ***** ** **********."
  • "***** ** ****. * ***** ****** **** ** *** ****** based ** ******* ************."

***** **** *** ****** ***** ****** ****** *** ** **** particular **********:

  • "* ***** **** **** ***** ** * *** *** *** books ** *** ******* *** **** ****** ********* ** *** fiscal ******."
  • "**** **********. **'* * **** ************ **** ** ** * part ***** ** *** ******** ***'** ******* *** ********. *'* personally ****** **** ***** ** *'* ** * ****** ****** point ** **** *** **** * ****** **** **** ***********."
  • "** * ******* ** *** *******, **** *****. ** *'* there **** ** **** ****, **** ************."
  • "* ***** ****** ***** **** **** ****, *** ** ********** account *** ***** *** **** ** *** *** ** ***** stock *******."

Industry ******* - ***** *******

***** ****** ******** *** ******** "**** ** *** ****** ******* for ***** **** ** *** ******** ********?  ** *** ***** it ** ******** **, ** ****?" **** ****** ******* **/** results.  **** **** *** ****** *** **, ***** ****** *** downward ****** ** *** ******.
 
******** ******* *** ******** ******** **** * ******, ***** **** to ***-**** ******** *** ***** ***********:
  • "**** *** ******* ******** *** ******** ****. ** ****** **** its ******** ************ ********* ** ******** *** **** ***** ***** value."
  • "******** ****. ** **** ***** ***** ********* **** **, *** sales **** *** ***** ** ** *** ***** ** **."
  • "******** **** *** ** ***********"
  • "********** ******** ****. ********* *** *********** *******, ***** ******** ** just ******* *** ** *** ********. ***'* *** ***** ******** by ****** ************* *** *** ****. *** ********* **** ***** and ****** *** ****** * *** ****** *** ******* ** to *** ********. *****, ***** *** ******** **** *** **** companies ** **** *** *** *** ******** *** ******** **** commoditized."
  • "******** **** *** ** *** ********* *** **** ***** ******."

*** ******** ***** ****** ** ** *******, *** **** ******** reasons:

  • "* ***** ** ** ******** **. ***** ** ** ********** for *** ****-**-**** ***** ******* ** **** ********.
  • *** ******* ** ****** *** ******** **."
  • "******** ** *** ** * ********* ***** ********** ***** ***** will ****** ** * **** *** *** ***** *** ******** it ******** (*** ****** *** **** / ****** / ****** / **************). * **** **** *** * ****** **** **** my ******* ** **** ***** *** ********. * *** *** needle ******** ** *** *** *********** ******."
  • "******** ** ****** ******** **. * **** ****** ***** *********** in **** ******** ** ** *** ***** **. ** *** healthy."

 Advice ** *******: **** ** **** ******

** **** ***** "** * **** ****** ***** **** ****** for * ***** ****** *****, **** ***** *** ********* **** pursue? * *** ****** *** ******** ********, ** *******? **** a ************, **********, ** ********* ****?".


*******, **** ********* ********* **** ****** ***** ********* **** * friend **** * *** ** *** ******** ********, **** ************ jobs **** ******* **** ********** ****.

 

Startups *** ********** *** **** ******

*** ****** **** ***** "***** **** ** ******* ***** *** most **** ** **** ** ***** ***, ** *********** ***** like **** ** *******, * ******** ***** **** **** ** Nest, ** * ******* ********** *******?".

********, **** ****** **** *******, **** ****** ** ******* ** the *********** ******.

******** **** ********* ********** **** ****** *********:

  • "***** **. *********** ****** ******** ** ***** ******** ** *****. Start *** *** ***** ** ** **** ******."
  • "* ***** ****** ** **** ** * *******. ****** ** bigger."
  • "* ***** **** ** ** *** **** ** ***** *** a ***** ***** *******. ***** ********** ** ****** ***** * see **** ****** ***** *******."

*********** ****** **** **** ******* *** ****** ******* ** ***** risk:

  • "*** **** ** ***** ** ********* ** ** *********** *****. At **** ***** ** ** **** *'* **** **** ******* the *********** *****"
  • "****** ** ******* *** ********* ***? ********** * *******. ******** earning ***** ** * **** *****, *** *** **** ***** a ***. *** ** ***********? *********** *****."
  • "* ***** ****** ** ** **** ** ***** *** * established *****, ** **** ****** ************ **** ********* **** ******* competition."
  • "*** ******* ** ****** ***, ********* *********** ** * **** bet."

Sales ****** *** ****** ** **** ** *** ***, *** ***** **

***** ****** ***** ***** * *** ** **** ** *** road, ** ***** "** *** **** ***** ****** ***** *** much **** ** *** ****? ** *** ***** *** ****** is ***** *** ************? *** ** *** ***?" ** *** how ****** ** *********.

*** ******* **** ~*:* ******* **** **** ** *** **** was *********** *** *** ***.

  • "***** ****** **** ** ** ** *** ****. **'* **** of *** ***. **** "********" *** ******** *** **** ** the ***** ** ***** *****."
  • "***** ** ***** *************, *** ************* ******* **** **** *********. I *** **** ** ******, ** * ******* **'* ***** it. *'* ****** **** ** **** * ****** ****."
  • "****** ** ***** *** ************, * **** ********** ** ** what * ** *** *** ****** * ** ****."
  • "**, ****** ** ***** ************. ***** ** ***** ** ********* is *** **** **** ** *** ***."
  • "**** ******** ** ***** **** **** * ************ ******** *** you **** ** ** ** *** **** ** ******** ***** relationships. *******, **** ******** *** **** ******** ***********, *** ****** has ******* ** ***** ***. ************* **** ******** ******* (**** a ******) ***** **** ** **** **** ** ******. *** capabilities ** ******* ** ** ***'* ** ********** *** * webinar. *******, ******** ********* (***) *** ****** *** ***** ******* in ***** ** **** ********* *** ******* **** *** ******* of ***** ****."
  • "** *** *** ** ******* ***** *** **** ** ***** time ** *** **** ** ******* **** *** ********. ** is *** ****** ***** *** ************ - ** * **** yes. ****** *** ******* ***** **** ***** *** **** ** while ** *** **** ** *** ***** ** ********** *** - *** ******** ** **** ** *** ** ******."
  • "**** ** *** **** ***'* * ***** ***** *** **; compensation *** "****** *******" **** ** *** **."

Comments (16)

***** ** *** ******* ******, ***'* ******** *** * **** of * *** ****** **** ******* * ****** ****** *** your *******!

**** *** ****** **** ***** ** ******

*** ** * **** ********, *** **** *** *** ********* to *****, *** **** *** *** ***** ** $* *******, does **** **** * *** *** **** ****** *** *** to **** $* ******* *** ***** **** ** **** **** mean ** **** ***** ** *** $* ******* ***** ** business ********** ** ** * ***-********** ****** ** **** *** simply ****** ***** ******* **** **** ***** *******?

*** **** *** ** **** **** ****, *** *** ***** next **** ** $*.* *******, **** **** **** ** *** to **** **** ******* **** ** **** ** ******** **** to **** ** ********** *.* ***?

***** ** * *** ****** ******** ** *** * ** the *** **** *** **** ***** ** $*** *** **** 1 **** ** **** **** ******. **** ** *** * of *** **** **** *** ***** ** **** *** *** only **** ** ** *** **** *** ******** ******** *** are *****...** ** *** ** **** *** **** $**** **** you **** ** **** $*.*** **** ****...*** ** **...

*** * **** ******** ** ***.

****** *** ****** ***-******, ****** ***** ** ***-***** *** * later ***** **** ** **'* * *** ****** ******** ** June *** *******.

** **** ***** **** ***** ** ** ******* ****** *** need ** **** ** *** *** ** *** ****, *** it ** **** ****** **** ********* ****** ***** ** "*****" quarter **** ******* ** ***** *** ***** ****** (**: ** is **** *****, ** ** ****, ** ** **** ** is ****). **** **** ***** **** **** ********* ** ******* for ********* ***** ** **** ** *** ****** ****.

*** ** **** ***** ***** **** $** **** **** ** $2.5M **** ****, **** ***** *** **** ** ** $*.** worth ** ******** **** ******** ****.

**** *****?

***, ** *** ***'* **** **** *****, *** *** "** trouble", *** **** ***** **** ********* ******.... **** **** ********* that...

****, ******! * ****** **** ********* **** ****** ****** ***** on *******? **** ***** **** ****** **** *** ** * newbie **** **** ***** * ******** ***********? ** ** ** hard **** ***** *** ******** ** ****** *** *** ***?

*********, ***, *** *** ** ***** ** *** ***** *****.

*******, *** ******* ****** *** * ******* ****** **** **** to ***, *** "*" ****** ** ***** ******.********** ** ***** **** ***** **, ** *** ***'* **** a ****** *** **** ** * ***** ******* ** ***** the ******* *******.

** ******* ** *** ** *** *******, *** "********" ** general, **** ***** **** **** ** ** ** ********** **** person ***** ** **** * **** ** ******** (******** *********), and *** *********** *** **** ************* **** *** ******* ******'* have ***** ***** *********. ** **** ****, ** ******** ***, the ****** ** *** ** *** *******, *** *** * few **** ******** ** **** *** **** ** ***** * few ****** ***** ** *********** ******* ** ****** **** ******* at ***-**** *****.

*'** **** **** **** **** *****, ***** * *** ******** buys $**,*** ***** ** ******* **** **** ****** **** *** just ** ** * ***** ** ***** ***** ****** (******* this ******* **** *** ******** ******* ******* ** ** * lot ** ******** **** *** ***** ******* *** *******). *** company **** *** **** **** ******* **** ***** **** ******** sales ******, *** *** *** ******* (*** ************).

** ******* ** *** ** *** *** *** *** ******** overall, **** ***, **** **** ******* **** * ******* *****. Or, **** ****** *** ** ****** ** **** * *********** in * **** ****** ******, ** **** *** ***** *** ropes *** ***** **** ** *** *******/****** ***** *** *** regional ******. **** ** **** ***** **** ***** ** ***** their *** ******, ***** ***** ** *** ****** **** **** helping ** **** ****** **, ** **** *** * ********* region.

****-*******, *** ***** ****** (*** ** *** *******) *** ********* given * ****, ***** *** ** * *********** **** ** a ***-*********** ****.

* **** ** **** ** ********-**** **** *** ******* ***** you ******* **** ********** ** **** ******. ** * **** to ******* * ***** ****** ** ** ******* *** ** doing * *** ** ******** *** ***** ******* *******, **** are *** ***** ** **** ** **** **** *** ***** something ** *** ******* ****** *** *** **** **********. * can ***** **** * ******* "****", ***** ** ****** "* trust ***'** ***** ** *** ******** ** *** **** ******, so **** ** * ********** **** ******* **** ****** ********".

** *** **** ** *********** ** ***** **** *** ***** person *** ** ***** **** ****, ***** ** ********* **** by ******* ****** *********** ***** **** **** ** *** ******* or ********* *********** *** **** ** *** **** *** ****, which *** *** ****-**-******* ***********. ** *** ****** ****** *** company (** ** *****) ****** ********** ***** *** ****** **** are *********** ******** ** *** *** **** ***, ****** **** is ****** ******** (********* *********** ******** ** **** ******** *** be *** ******* *** **** ******, *** *** ****** ***** ends ** ******* **** * **** *******).

** *** **** ** ***-***********, **** ** ********* ***** *** sales ****** *****'* **** ** ***** *** ****, ***** ******* more **** * "*****". ***** *** **** ******. ** **** case *** ***** ****** *** ** ***** ** *** (********** By *********) ******** *** *** ***** *** ****** ******* ** a **********, ******* *** ******* ***** ***** **** ** ******** at *****. ** **** **** ******* ** ****** * ***** of ***** *******, *** **** * "*****" ** ********** **** "Get **-**** ******* ***** ******** ** * ** **** ******* companies". **** ***** **** *** ***** ****** *** *** ******* to **** ********, *** **** ********, ***., *** **** ** case **** **** *** ** ** * ***** *** *** company ****'* **** **** ******** ****** **** ***.

*** *** ****** **** "**** ******* **********" ***** *** **** common **** "**** **** **********"?

**** ** **** *'** **** ** ******** ******** ***** *** "draw ****" *** "**** *******" *** ****** ** ******** ********. Though ******** ** ******** *****, ** **** *******, ** *****. :)

***********. ***** ** ********* ******** **** ** **** ***** ****** that *** **** ***** ******?

******* **** ***** ********* ** *** ********.

* **** **** **** ********* *** ** **** **** *** IT ********, *** ******* **** **** *****. ***** ** **** higher *****, ***** ** ***** ****** ****** * ********* *** of ******** *** ********* * ********* **** ** ***** *****/***** process.

**** **** *** ******** *******, ******!

** ** ******** ** **** **** ***** *********/******* *** ******* came **** (** ** ***** **** **********)? * ***** ************* will ****** * *** ***** ** ****...

*** ****** ********* *** **** *** **** ********* **** *** US, ** **** ** ******** ** *** *** ****** ** the **.

**** **** ** ******* ** **** ************* ******** *** ***** sales ****** *** ****** **** ** **** *** **** ******** in **** ******

* ***** **** ** ** **** ***********. ** **** ** see * *********** *** ****** ** **** ** ** ********** pay ****** ** **** *******.

* ***'* ***** **'** **** *** *********** ***, *** **** could ** ***********. * ***** *********** *********** ** ************ ****** sales ***** ** *********, ****'** **** ** *** **** ******** (at * **** *****), ******** ******* **** *** *****.

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ShotSpotter To IPO, Facing Low Revenue and Losses on May 17, 2017
A rare event for North American security manufacturers is upcoming. ShotSpotter is planning to IPO on the NASDAQ, aiming to raise $34.5...
FLIR Is Giving Away $3,000 Demo Kits on May 17, 2017
Everybody likes free stuff, and FLIR is using that concept to attract dealers by giving them $3,000 worth of demo gear for attending a...
Shark Tank Startup Guard Llama Mobile Panic Tested on May 16, 2017
A Shark Tank TV show appearance has attracted big attention for Guard Llama, a security startup touting a 'panic button' paired with mobile app...
ADI's 'Elves' Selling Direct on Amazon on May 15, 2017
Buy from Amazon, get delivery from ADI. What? Recently, we bought a part from Amazon and the shipment came from ADI. We dug into the...
Selling and Valuing Security Integrators on May 12, 2017
This ia a tutorial in how to (1) determine your security integrator's value and (2) to sell your security integrator. If you own an integrator,...
Panoramic Camera Usage Rising 2017 on May 08, 2017
Panoramic camera usage (including fisheye and multi-imagers) continue to rise rapidly. However, the race to the bottom is hindering even stronger...
Varifocal Vs Fixed Lens Statistics 2017 on May 04, 2017
Varifocal camera lenses provide more flexibility at installation time, but come at a higher cost. Fixed lens cameras reduce hardware costs, but can...
On-Board Storage Usage Statistics 2017 on May 03, 2017
SD card slots are now commonplace on IP cameras, but is on-board storage usage now common place? In 2014, integrators reported using edge...
Kedacom Targeting Hikvision, Dahua Entering US on May 03, 2017
A publicly traded company with a $1 billion dollar market cap is directly aiming for Hikvision and Dahua. Kedacom, listed on the Shanghai stock...

Most Recent Industry Reports

Pelco Shutting Down Clovis Line, Laying Off 200 on May 22, 2017
Pelco's Clovis facility once turned out some of the industry's most popular products. Now, the facility is mostly building "obsolete" equipment,...
IP Camera - 15 Year Shootout on May 22, 2017
How far have IP cameras come? We bought and tested 4 cameras across the past 15 years to understand how much and where performance has...
Remote Video Monitoring Providers Directory on May 21, 2017
Remote video monitoring can help integrators generate RMR plus end users lower their security costs and/or improve response to critical...
Axis Criticizes OEMs: "When You Buy An Axis Camera, An Axis Camera Is What You Get!" on May 19, 2017
When you buy a Honeywell camera, you likely get a Hikvision, Dahua or some other company's product. The same goes for easily 100 different...
Hackable 125kHz Access Control Migration Guide on May 19, 2017
Despite being one of the most popular credentials, 125 kHz credentials are easily copied and insecure as we showed in our test results, video...
Forget The Backdoor, "ALL HIKVISION PRODUCTS" On Sale on May 18, 2017
Less than 2 weeks after the Hikvision Backdoor was confirmed, Hikvision has launched a sale "ON ALL HIKVISION PRODUCTS". In this note, we examine...
Amazon Techs Installing IP Cameras Tested on May 18, 2017
In 2015, Amazon started offering video surveillance installation. Now, Amazon has made it a lot easier, with automatic add-on options and...
Hanwha Recorder Vulnerability Analyzed on May 18, 2017
ICS-CERT has released a vulnerability notice for Hanwha SRN-4000 recorders.  Hanwha provided additional information to IPVM about this issue,...
DMP Video Doorbell / Access Reader Examined on May 17, 2017
Consumers increasingly demand video doorbells, with "doorbells selling like hotcakes, everyone wants a doorbell", according to ADT's CEO. At ISC...
ShotSpotter To IPO, Facing Low Revenue and Losses on May 17, 2017
A rare event for North American security manufacturers is upcoming. ShotSpotter is planning to IPO on the NASDAQ, aiming to raise $34.5...

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