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.

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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 ****.

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 *** *********?

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 ** *******.

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.

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.

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 ****.

****

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 ******* / ***********.

Undisclosed Manufacturer #1

In reply to John Honovich | 01/08/21 11:49am

**’* * ****** ** 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 **** **** **.

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

John Honovich

IPVM | 01/08/21 04:26pm

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

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

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 **** ***** ***-****.

Undisclosed #2

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

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

Avatar

Mark Clemens

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

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

Avatar

Anthony Jones

01/08/21 09:55am

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

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.

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 *** * *****.

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 ****.

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

Avatar

Mark Clemens

01/08/21 11:16am

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

Undisclosed Manufacturer #1

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

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

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

Undisclosed Integrator #4

01/09/21 10:56pm

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

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

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

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

Undisclosed Manufacturer #5

01/11/21 09:31am

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

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

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 *** **.

Undisclosed Manufacturer #1

In reply to Brian Karas | 01/11/21 08:40am

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

Avatar

Allan Cravalho

01/12/21 12:25am

****** **** ******** *********** 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!

Undisclosed Manufacturer #1

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

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

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 **** *****.

Undisclosed Distributor #7

01/11/21 08:47am

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

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