Motorola Cuts Pelco USA Manufacturer Reps

By John Honovich, Published Jan 08, 2021, 09:42am EST

Pelco, known for decades for its broad use of manufacturer rep firms, has ceased to do so, confirmed by Pelco's new owner Motorola to IPVM.

IPVM Image

Inside this note, we share a statement from Motorola, look at the history of Pelco's go-to-market, Pelco's future, and the future of manufacturer rep firms.

Cuts *********

******** ********* *** ****, saying **** **** ********* them **** ******** ***** staff:

** *** ****** ********** our ****** ** ****** to **** ***** *** customers. ** **** ** this *******, ** *** expanding *** ***** ***** team **** ********** **-***** Pelco ***** ***************. ** thank *** *** ***** for ***** ***********.

***** ***** ****, ***** still *** * ************ rep ***** ********** *** US.

**** ** ****, ***** ended ***************** * ** ***** 8 *** **** ******** but *** ***** ****** and ********* ** *** these *****.

Use ** *** *****

*** ***** *** ********* small ***** ************* **** represent * ******* ** manufacturers ** * ******** geographic ********* ********* **** a ********** (~*%) ** sales *** ************ ** that *********. ***** *** firms *** ** **** expensive ***/** **** ********* than ********* **** ****** sales *********.

Rep **** ***** *** ********

*** **** ***** *** declined **, *.*., ********'* Avigilon **** *** *** them, *** **** **** and *********, ** **** a ****** ** ************* with ******** ** ********. Some ******** **, ********* Dahua *** ****** *** many ******* *************.

Outlook *** *** *****

*********, *** ******* * manufacturer, *** ******* *** potential ***** ** ** having ************ *** ***** because ** *** ** expensive ** **** ********* people ** **** **** / ***** ******* * rep **** *** ******* that, ** ***** ** a ********** ***** (*.*., the *** **** ********** a ******* ** ********* non-competitive ******* *************).

***** *** ******** ** do ******** *** ******* the ********** ** ************* on *** ***** ****** rep ***** ***** **** stronger ***** ************* **** manufacturers ***** ** ****** regions.

******* ****** ** *** growth ** ****-****** ******** that, ******** **** ***** the ******** ** ****, can ****** *** **** to *** ************ **** versus ****** ***** *** employees.

Pelco *******

** *** ***** *** entirely ***** *** ***** will ** ********** ***-*-*** Avigilon.******** *** ******* ******** (explained ****)*** *** ******** ** how **** ***** ** meaningfully ********* **** ********?

*** *** ** *** firms ***** *****'* **-**-****** more ******* ** ********'*. However, ***** **, *.*., sold ** ** *** while ******** ** *** sold ** ** ************.

**********, ** ******* *** key **** ** *****'* product *************** ** ********, which ** ***** *** know, ******* ******** **** minimal ********** *** *****.

Vote / ****

Comments (28)

Avatar

Sean Nelson

Nelly's Security
01/08/21 02:45pm

* ***** ******* ******* relevant ********:** *** **** for * ***** ****** game ***********? * ******* so ****** ****, *** 2020 ****** ******* **** question ****.

Agree
Disagree
Informative: 3
Unhelpful
Funny

John Honovich

IPVM | In reply to Sean Nelson | 01/08/21 02:48pm

****, ****** *********. ******* it *** *** ** mostly ** **** *** phone/Internet?

*** ***** ****** *****? Thinking ** *** ****, if *** *** *** visit **-****, **** *** effect ***** ** *******, but ** *** ********** stops ***** **-**** *** the ***** *******, **** the *** *** ********* to ** **-**** **** have *** *********?

Agree: 4
Disagree
Informative
Unhelpful
Funny
Avatar

Sean Nelson

Nelly's Security
In reply to John Honovich | 01/08/21 03:06pm

***, *** *** * point ** *** ****** whale *****. *** *******, trying ** ***** *** deal ** * **** large ********** **********.

*******, *** **** *** a ***** ***** ***** is *********** ***.

* ***** *** *********** marketing *** ******* **** brand *** ***** *** keeping **** ***** ** front ** *** ********* face , * ***** the **** *** * salesman ** *********** ***** by *** *** "***" is ********** *** ****** near ** **** ** it *** *** ** (or **** * ***** ago). *** ******* ********* we **** ***** ***** you * **** *******, focused, *** **** ********* method ** *******.

Agree: 1
Disagree: 4
Informative
Unhelpful
Funny

Undisclosed #8

In reply to Sean Nelson | 01/14/21 03:17pm

*** * ***** ***** it ** "** *****" to ******* **** **** that ****** ******* ** somehow ***** ** ** the *** ****** ***** forward- * ***'* *** it. ***** *** ***** been ***** *** * "salesman ** *********** **** by *** *** '***'.." although * **** **** organizations (**** *** ***'*) do ****.

*** ****** ******* ** take * ****** ****, you **** ** ******* the ***** ** **** 'in ******' ******* ****... some ****** *** ** accomplished **** *** *** to ****'* *****.. **** of **** ***'* ** replicated- *** ** ** can't **** ***'** ****** that **** ****** ***.

** ***'** ****** **** sales ******* ******* ***** mix ** ****** ** outside ********* *** *** roles **** **** ****, I ***** ****'* ********** and ** ********* **** sales ******* *********** ** anyway.

Agree: 1
Disagree
Informative
Unhelpful
Funny
Avatar

Brian Karas

In reply to Sean Nelson | 01/08/21 03:58pm

* ** *** ***** the **** ** *********** dramatically. **** ** *** industry ****** * ****** to ****** **** ******** feedback **** ******* ****** the **** ** ***** sales ****** *** ****** from ****** **-****** ******** (obviously **** *******), ** from *********** ***** *************. There *** ****** ****** from ***-**-***-***** ****** ***** people, **** ******* ***** a ******* *********.

***, *** ******** ******** sales ***** ** ***** "You **** ** ******* to ***". * ***** that **** ****** ** that *** ***** ** able ** *** **** add-on *** *********** ***** without ****** ** ** in ****** ** ****, but **** *** ** person *************, *****, ***********, etc. ***** ***** *** growth.

* ***** ** ******** to *********** *** **** from **** ***********, ** most ****** **** **** was ***** ** ** a ******* ********* ** the ***** ****** ** things.

Agree: 15
Disagree
Informative: 3
Unhelpful
Funny

Undisclosed Manufacturer #1

01/08/21 02:57pm

******* *** ***** **** an ********* ***** *** seen ** *** ********** team **** ***** **** decisions. **** ** ***** for * ***** ***** team. ** ****’* ** easy ******** ** ******* to **** ****.

*** ******** ***** *** firms **** **** ********** were *** **** *** other ************ / *** firm ************. **** **** far **** *********.

***** ******** **** ** have * ******* *** stocked **** **** *** end ***** *** ******* to ********** *** ******* and ****. ***** *** marketing **** ******** **** traditional ************* ********. *** rep ***** ******* ************* and *********.

*** *********, ***** ** manufacturers **** **** * direct *** ************ ***** force ** *****. **** happens ** *** *** Wesco **** ***** *** fear ** ****** ******** to ********? ************* ******* Motorola *** ***** ************ will ****.

****

Agree: 4
Disagree
Informative: 5
Unhelpful
Funny

John Honovich

IPVM | In reply to Undisclosed Manufacturer #1 | 01/08/21 03:01pm

**** ******* ** *** and ***** **** ***** for **** ** ****** projects ** ********?

** *** *********** **** Motorola ***** *** ** flip ***** ******** ** Avigilon?

** * ********** ******** right, *** ********* ** to ***** ******* ****** with ***** **** ******** might *** ***. * can *** **** ** Pelco's *******/******* *** ******, imagine ** ***** *** Hanwha's ******* / ***********.

Agree
Disagree
Informative: 1
Unhelpful
Funny

Undisclosed Manufacturer #1

In reply to John Honovich | 01/08/21 04:49pm

**’* * ****** ** trust ******* ************* *** that ****** **** *** people ** ***** *************.

******** *** * **** sales ***** *** *****, they **** ******* ***** enough ** ** ***/***** dealers.

*’* *** ****** **** will *** ** **** should, **** **** *** relationship **** ******.

******** *** ***** *** a ****** ** ***** for *********** *** ** users. ************ **** **** bites ** *** ***** to **** * ******/**********.

*** ***** **** ***** stand ****** ** *** own, ***** **** ** many ************* ** ***** it *** ***** ** no ****** *** **** blood ** ************ ** it ***. ****** *** rep **** ************* **** them **** **** * difference, ***** ** **** brands **** **** **.

Agree
Disagree
Informative
Unhelpful
Funny
Avatar

Anthony Jones

01/08/21 03:41pm

* **** **** ** the *** **** **** 20 *****, * **** seen *** ***** ** from *********** **** ** factory ********* *** **** back ** *********** **** several *****. * **** also **** * *** of *********** **** *** direct *********. * ************ needs ** ** *.* to ** ** * territory ** **** ** worth ***** *** * factory ***. * **** of ************* **** ****** reps ** *******, **********, NY, *******, *** *** have *********** **** ** the *******. *********** **** have ** ***** ***** services ** ************* ** differentiate *** *********. * have *** ****** ** go ****** ** **** of ** ************* ****** and * ********* ** stay *********** *** ********* them. * ***** *** role/services ** * *** are ******** *** *** strong **** *******.

Agree: 6
Disagree
Informative: 5
Unhelpful
Funny

John Honovich

IPVM | 01/08/21 04:26pm

*** *** ***** ******** include:

** *** ********** ***** the***** ** ************ *** firms, **** ** ** essay ** ** ** Monfort.

Agree
Disagree
Informative
Unhelpful
Funny
Avatar

Mark Clemens

In reply to John Honovich | 01/08/21 04:47pm

****, ****** *** ******* our *** ***** *********** and ****** **** **** our *********** ******** * very ****** ***, ** feel ***** ** ***** a ***** ** *** market *** ************* **** especially ***** *** ******* a **** ***** **** technical *********, ********, ******* set-up/programming ******** ***. ***. etc. ** **** ***** pride ** *** ******* to ***** *** ********* a ***** ** ******* well ****** ***** **** allows ** ** ********* very ***** *** **** term ************* **** *** customers. **** ******* ** services *** ****** ** matched ** *** “******” Regional ******* ** * Manufacturer *** *** ***** individuals ******* **** ***** of ******* ****** ******** brands ** ************ **** is * *********** ****** of *** *** *****.

******** ** ***, *** organization **** **** *** other *** *** ******** similar ********* **** *** years. ** *** **** believers ** *** *** saying, "****** ****** *** a ******" *** **** the ****** ********** **** we **** ********** **** stronger ** * ****** of **** ***** ***-****.

Agree: 2
Disagree
Informative: 5
Unhelpful
Funny

Undisclosed Integrator #2

In reply to John Honovich | 01/08/21 04:50pm

**** ** *** ** see. ******* ** ** excellent *** ****.

Agree: 4
Disagree
Informative
Unhelpful
Funny
Avatar

Mark Clemens

In reply to Undisclosed Integrator #2 | 01/08/21 04:52pm

****** *** ******** *** greatly ***********.

Agree
Disagree
Informative: 1
Unhelpful
Funny
Avatar

Anthony Jones

01/08/21 04:55pm

**** **** **** ***** let ** ** ***** reps *** ***** *** go ** ****, ***** manufacturers **** **** ****. Manufacturers ********* ****** ****** buy **** ******.

Agree: 8
Disagree
Informative
Unhelpful
Funny
Avatar

Rick Caruthers

Galaxy Control Systems
In reply to Anthony Jones | 01/11/21 01:59pm

* ***** ***% **** your ********* **** ****** by **** ******. **** is *** ***** ****** we *** *** *** firm ***** *** **** it **** **********. ** are ****** **** *** who **** **** *** the **** ******** ************* they **** **** *** integrators. ** ********** ***** efforts **** ******* ********* to *** *** ********* aspect *** *** ***********. I ***'* **** *** us ****** **** **** model.

Agree: 2
Disagree
Informative
Unhelpful
Funny

Undisclosed Manufacturer #3

01/08/21 06:27pm

** ** ******* *** firms *** **** **** when *** ******* ** more ** **** * commodity *** *** *****/********/******** of *** ******* *** generally ********** ** *** marketplace. *** ***** *** good ** ****** ********* like "*** ******* * have *** ****** **** others ******* *** ***** compression ** **% ******" or **** ***** ****** value ***********.

*** ***** **** ** struggle ***** **** **** to ******* ****** ** length. *** *******, * rep **** ******'* **** for *******. **'* *** complex ** * ******* to *** ****** ** a ****** ***/** *** user. **'* *** **** the *** **** ****** are ********* ** ********** things, **'* **** **** they **** **** * limited ****** ** **** to ******* ****** ** their ********* *** **** generally **** * ** 6 ****** **** *** talking ***** (*.*. *******, VMS, *******, ****** *******, etc...).

* ***'* ***** **** will ** **** ********, but ***** ******* **** decline *** * *****.

Agree
Disagree: 13
Informative: 1
Unhelpful
Funny

Undisclosed Manufacturer #1

In reply to Undisclosed Manufacturer #3 | 01/08/21 07:04pm

****’* * **** ******* description ** *** ******* rep *****. * ***** ask *** ** *** that ** ********** ** SSI *** *** ** they *** ** **** mold.

* **** ****** **** both, ** ********* **** neither.

* **** ****** **** your *********** ** * rep ****.

Agree: 2
Disagree
Informative
Unhelpful
Funny
Avatar

Brian Karas

In reply to Undisclosed Manufacturer #3 | 01/08/21 07:30pm

* *** **** ** the ******* ** **** your ********* ** **** perfectly ********, *** ********* wrong.

"*** ****" ** *** generic ** * **** for *** ******* ** what ****** ** * commission-only ******* ***** **************. There *** **** ***** in *** ******** ********, possibly *** ******** ** them, **** *** **** description. ***** ***** ***** have ****** ********** ****** showing ** ** ****** somewhere, ******** ***** *****, and ****** **** ***'* put ***** ******** ** sleep. ** **** ***** the **** ***** ** these ***** *** *** over *** ***** *** ever ********.

**** ***** *** *** rep ***** **** *** almost **** **** ** integrator **** * *** firm. **** ****** ********** their ********, *** ***** a ********* ** ************* products **** *** ** used ** ****** ****** solutions *** *** *****, and ** ****** ***** integrators **** **** ** the ******/**** *******. ***** firms ***, ** ** experience, **** **** ******, and ***** ***** ****** to *** ************** **** because **** **** *** ability ** ** *********. They **** **** ********** have **** ********** *** the ******* ** **** the *** **** *** the ******* **** **** and ******** **** *** other ********** ** *** security *******.

* **** ***** ******* about *** ** ****** a *** ***** ** "Rep ****", ***** * different ***** *** *******, where ** ***** ** more **** ** ****** example ***** (*** * mean **** *** ************ side ** ****, *** to ******** ***** * rep **** ******, * don't **** **** **** work). *** ****** **** kind ** ******** ********* in *** ***** ***** be **** *******, ************ to **** ** *** industry ***** ***, *** I ***** ** *** to ** ********** *** structured *********** **** *** traditional *** **** *****.

Agree: 7
Disagree
Informative: 1
Unhelpful
Funny
Avatar

Mark Clemens

01/08/21 07:16pm

** ******* **** ** the *********** ** * Rep **** ** *** 80's *** ** ** insult ** *** ************ of ***** **** ** business *****. ********** ******** alone **** ****** **** to ** **** **** technically ***** **** **** before *** ***** ********** depends ** ***** ******* to ** ******* ** providing ******** ************. ** addition, *** **** **** is ********* ** * Rep ** ******** ************* to *** ***** **** bring ** *** ************ much **** *** ***** person *** *** ** doing ******** ****.

Agree: 10
Disagree
Informative
Unhelpful
Funny

Undisclosed Manufacturer #1

In reply to Mark Clemens | 01/08/21 07:29pm

* ***’* **** ********* that *** **** ***********, but * **** ****. I **** ******* ****.

* ***** * ****** of ******* *** ***** and ***** *** **** of ***** ** ****.

Agree
Disagree
Informative
Unhelpful
Funny

Undisclosed Integrator #4

01/10/21 01:56am

** *** ****** ** by ************ **** *** the ****.

*’* ******, ***** **** when * ***** **** a ***** ** ******** they ***** **** * product * ****.

** **** ** ****** me **** ***** **** kept ****** ******, ***** I ****** ****** ****** help **** * *******. The **** **** **** magic *** ** ** bat *** *** *** that ************ ******* ********** - *** - ************ has **** *** *** us **** *****.

* ***’* *** **** going ****. *** **** ones **** ***** ** new **********. **** **** find **** ****** *********** and ************* *** *** 3 **** ** **********.

Agree
Disagree
Informative: 3
Unhelpful
Funny

Undisclosed Manufacturer #5

01/11/21 02:31pm

** *********** ****** ********** is *** ********* *** of ******** ** ******** to *** ************ ******* visiting *********** ** ******. Some ************* *** ******* to ******* **** ******** are *** *** ** the ****** *** * means ** ******* **** on *** ***** ********** with ***** ***** *************.

**** *********** **** ** they *** "******* *****" and **** ******** *** not * ********** *** in-person *************, **** ******, live ***** ** ***** staff *** ********* *** that **** **** *** personalized ******* **** **** been ********** ** ******* from ***** ***** ****.

Agree
Disagree
Informative
Unhelpful
Funny
Avatar

Brian Karas

In reply to Undisclosed Manufacturer #5 | 01/11/21 02:52pm

**** ************* *** ******* to ******* **** ******** are *** *** ** the ****** *** * means ** ******* **** on *** ***** ********** with ***** ***** *************.

*** ** ** **********. So *** **** ** the ******** * **** heard ******* ** ******** is **** **** *** the ****-**** ****** ** in-person ********, *** ***** a **** ******* ****-**** option. ****** ****** ***** them ** *** ************ or ********** **** *** basic ********. **** **** value *** *********** ******** topics ** ********, *** in **** ******** **** are **** ** * precursor ** ** **-****** meeting *** *** * replacement *** **.

Agree: 4
Disagree
Informative
Unhelpful
Funny

Undisclosed Manufacturer #1

In reply to Brian Karas | 01/11/21 04:40pm

* ***** *** **** in *****’* *********** **’* more ********** *** ****** are **** ********. **** will ****** ** *** ability ** ****** ********* and ****** ****** ********** again.

Agree: 1
Disagree
Informative: 1
Unhelpful
Funny
Avatar

Allan Cravalho

01/11/21 03:25pm

****** **** ******** *********** in *** ******** *** over ** ***** * too *** *** ******* on *** **** **** manufactures **** *** ***** to ** ******* ** rep ***** ** *** be-all *** ***-*** ***********. We **** ***** ** say **** ** *** a **** *********** ***** and *’** ** ** cutting **** ************** **** we *** **** **** all *** ***** **** we *********** ******* ************ never *** *** ******* of ****** **** **** only *** **** ***** check **** *** ** be ****** ***** ***** to * *** **** that **** ******* *** not **** ****** ***** on *** ****** ** justify **** *******. ******* a ***** ************ ***** understood *** **** ***** it **** *** *** firm ** ******* *** prepare *** ***** ***** in *** ***** *** making *** **** ** the **** **** **** had ** ***** ** their ********* ********* ** end-users *** **** ****** very **** ***** **** all *** ************* *** wanted ** **** **** the ********* *** ***** your **** ****** *** same ****** **** *** just *** **** **** and ****** *** **** things **** *** *** last ****. ** *** all ** ***** ****** I’ve **** *** **** and *’** **** *** go!

Agree: 3
Disagree
Informative
Unhelpful
Funny

Undisclosed Manufacturer #1

In reply to Allan Cravalho | 01/11/21 04:42pm

**** *** ***** ****** the ************ ** **** their ******** *** **** need ** ******** ** sell **** ** ***** benefit.

Agree: 1
Disagree
Informative: 1
Unhelpful
Funny

Undisclosed #6

01/11/21 04:20pm

** * ******* ************, we ***** *** ***** because **** **** ** more ******** **** ** could ****** *********. *** a **** **** ** shared **** ** *** Pelco **** *** ********** and ********* **** *** majority ** ***** ****** came **** ***** *** not **. ** ******* on ********** ********* **** the ****, ***** ** could ****** *** ********* depth, **** ******** *** knowledge ** ***'* *** in *** *********. *** reps **** ******** ***** support ** ******** ***** relationships.

*'** ****** ******* **** rep ***** *** ********* for ******* ** ***** companies, *** ** * manufacturer **** ******, **** can ****** ** **** a ****** ***** **** large ****** ** **** good ********, ******** ******** etc. *** **** ******** makes **** *****.

Agree: 1
Disagree
Informative: 1
Unhelpful
Funny

Undisclosed Distributor #7

01/11/21 04:47pm

**** ***** ***, ****** the ********, ** ****** rep ***** ** **** timely *********** ** *** dealers. ** ** *** a *******, ** ***** send * ***** *** firm ***** **** *** the ********* ********* ** handle *** ****. *** rep ***** **** ** extensive ********* ** *** of *** **** ******, dealer ***** *** ***** collateral. **** *** ******** we *** ******* **** information *********.

Agree: 1
Disagree
Informative: 1
Unhelpful
Funny
Read this IPVM report for free.

This article is part of IPVM's 7,250 reports and 966 tests and is only available to subscribers. To get a one-time preview of our work, enter your work email to access the full article.

Already a subscriber? Login here | Join now
Loading Related Reports