Pay ASIS, Get Meetings With Security Whales

Author: John Honovich, Published on Jul 26, 2013

Manufacturers, like casinos, want whales - huge customers who will spend the big bucks. Getting them, of course, can be difficult. Now ASIS has a new program that makes it easy for manufacturers to get guaranteed introductions and meetings with whales. It is called the Diamond Club Security Buyer's Forum and all manufacturers need is $12,500 each.

ASIS picks the whales, noting that they restrict entrance to those security end users meeting these criteria:

  • Annual security budget of at least $1 million or a Fortune 500 company
  • Purchasing plans scheduled within the next 12-18 months
  • Currently searching for supplier solutions
  • Final decision maker or key member of the buying team

Great For Manufacturers

This is a salesman dream come true. Rather than beg for meetings, or cold call for months, they pay for a sure thing setup. Plus, since all the meetings are in a single location (this year in the Arizona desert during July), they can do them all in 2 days (rather than flying around the country). It is clearly far less expensive and even if they only convert 1 of those 10 whales, given the size of their purchases (often hundreds of thousands), the fee is easy to justify.

What's In It for End Users?

End users get free travel, accommodations and meals. Unlike a 'traditional' trade show, like ISC West, where end users need to pay their own way, 'hosted buying' events are all inclusive (sort of like a free weekend at a time share). In exchange for this, end users guarantee that they will attend all these meeting or be forced to pay back expenses.

ASIS Making Money

In a few days, ASIS can make fifty thousand dollars or more.

ASIS lists 11 companies attending this year's event. That's $137,500 for their sponsorship fees (11 x $12,500) plus another $30,000 or so for 'add on sponsorships' like snack bags, lanyard, luggage tags, etc. Even after factoring in the costs of bringing in a few dozen security end users to a hotel, profits are likely to be significant. Indeed, as this hosted buyer profitability analysis shows, it can be quite a money making opportunity.

Good for Security End Users?

This is not a good deal for these security 'whales.' Any manufacturer would gladly fly out and personally present to a buyer with a million dollar annual budget who is currently looking for suppliers on a near term project. Why they would constraint themselves for meetings with only vendors that are willing to pay to present is bizarre and unnecessary.

Unhealthy for the Industry

ASIS is setting up 'dates' based on what vendors are willing to pay them rather than which offer the best fit for end user's need. It promotes a world where influence is literally bought and sold.

Comments (17): PRO Members only. Login. or Join.

Related Reports

Hikvision Europe Cutting Out Unauthorized End User Sales on Aug 15, 2017
The days of anyone buying Hikvision from anywhere off the Internet are numbered, at least in Europe, if Hikvision's plan comes to fruition. In...
Avigilon Profits Surge, Stock Jumps (Q2 2017) on Aug 10, 2017
Avigilon said earlier this year they would shift their strategy to maximizing profits. Now, they are delivering it and the stock market is...
Vivotek Acquisition Offer From Delta on Aug 10, 2017
One of the largest remaining independent video surveillance manufacturers has received an offer to become majority owned by Delta Group, a Taiwan...
Hikvision Releases Network Cabling on Aug 04, 2017
Hikvision's expansion continues. From cameras to analytics to thermal to intrusion to access to... network cabling. Hikvision explained: A...
Toshiba Shutting Down Security Division on Aug 03, 2017
Toshiba is shutting down their 'Security Division' business including their video surveillance product offering. This is certainly part of a...
FLIR Security Business Struggling on Aug 02, 2017
FLIR's security division is an ambitious mix of FLIR's core thermal business plus multiple acquisitions, including of retail / consumer offering...
Axis Product Shortage Confirmed / Normalize This Fall on Aug 01, 2017
Friends and foes of Axis, over the past few months, have privately been commenting on Axis shipping delays. Axis has confirmed this,...
Competing Against Tyco IS / JCI on Jul 28, 2017
Mega-integrator Tyco Integrated Security has gotten even bigger with the 2016 merger with Johnson Controls. 110+ integrators told us what they...
Anixter - Falling Video Prices on Jul 26, 2017
Falling video prices are such a concern that it has become a notable topic for Anixter's financial results and Anixter's executives. In this...
Hikvision Distributor Says Hikvision "Top Rated Yet Most Hated" on Jul 12, 2017
The CEO of 2M Solutions, a distributor selling Hikvision cameras under their own as well as Hikvision's brand has publicly declared Hikvision to be...

Most Recent Industry Reports

Save $50 - IP Networking Course September 2017 on Aug 16, 2017
Tomorrow, Thursday, August 17th is the last day to save $50 on the September IP Networking Course. This is the only networking course designed...
Hikvision Responds To Cracked Security Codes on Aug 15, 2017
Hikvision has responded to IPVM's report on Hikvision's security code being cracked, both with a 2 page update to dealers and communication...
Stolen Video NVR / DVR Statistics on Aug 15, 2017
"But what happens if someone steals my recorder?" Anyone who has done more than a handful of jobs has probably heard this question several times....
Hikvision Europe Cutting Out Unauthorized End User Sales on Aug 15, 2017
The days of anyone buying Hikvision from anywhere off the Internet are numbered, at least in Europe, if Hikvision's plan comes to fruition. In...
Axis Laser Focus PTZ Tested on Aug 14, 2017
Axis has been touting its new Q6155-E laser focus PTZ as 'always in focus' and 'always in color'. Does it really deliver? We bought and tested...
Vulnerability Directory For Access Control Cards on Aug 14, 2017
Knowing which access credentials are insecure can be unclear, especially because most look and feel the same. Even the most insecure 125 kHz types...
IP Camera Specification / RFP Guide 2017 on Aug 14, 2017
RFPs are hard. Do them 'right' and it takes a lot of knowledge and time. Do them 'wrong' and you can be (a) unwittingly locked into a specific...
Cellphone Usage Issues For Integrators (Statistics) on Aug 11, 2017
Cellphones clearly offer significant advantages in communication and problem solving. But they can also be a major pain point if employees...
Rebooting IP Camera Statistics And Practices on Aug 10, 2017
Dahua cameras automatically reboot weekly, by default. Is this an innovation by the Chinese mega-manufacturer or a sign of a problems? 125...
Avigilon Profits Surge, Stock Jumps (Q2 2017) on Aug 10, 2017
Avigilon said earlier this year they would shift their strategy to maximizing profits. Now, they are delivering it and the stock market is...

The world's leading video surveillance information source, IPVM provides the best reporting, testing and training for 10,000+ members globally. Dedicated to independent and objective information, we uniquely refuse any and all advertisements, sponsorship and consulting from manufacturers.

About | FAQ | Contact