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

2Gig Intrusion Megatest (GC2 & GC3 Panels Tested) on Mar 28, 2017
2Gig is one of the most widely used intrusion systems, with two product lines that are the main offering of many alarm companies, huge national...
Anixter Favorability Results on Mar 28, 2017
Anixter's direct sales and integrator anger about it has been in the news recently: Anixter / Bosch Sells Direct to Amazon Anixter Touts...
Dahua Distributor Bad Breakup on Mar 27, 2017
A Dahua distributor in Europe claims that Dahua took over his top customers, revoked his distributorship status, and left him with a large amount...
Hikvision Attacks IPVM on Mar 20, 2017
Hikvision has attacked IPVM repeatedly over the last month, both in the international press and in its dealer communications. Attacks Listed On...
Dahua US Imports - Here Is Their #1 Customer By Far on Mar 17, 2017
We have been reviewing shipping records of both Dahua and Hikvision products coming in to the US. This is to help prepare the Dahua OEM and...
Top Trade Shows For Security Integrators on Mar 16, 2017
100+ North American security integrators told us what trade shows they attend and why. The most well known shows are ISC West and ASIS but there...
Burglar Alarm Screens Tutorial on Mar 14, 2017
Many residential alarm subscribers arm their alarms before going to bed at night. Wiring window screens allow these subscribers to leave their...
Axis: Minimal Made In China Products, Ending This Year (Except For In China Sales) on Mar 13, 2017
A member recently asked about where Axis is made because a school had raised concerns about the "security of Chinese manufactured cameras."  Here...
Nightingale Security Drones Profile / Gain Key Legal Clearance on Mar 10, 2017
Nightingale was the first drone targeted at security, and now they are the first drone security company to receive 2 key FAA exemptions, allowing...
OEMs, Dump Dahua on Mar 08, 2017
OEMs, get smart and dump Dahua. Dahua OEMs to many companies including some big brands (e.g. FLIR, Honeywell and Tyco). Dahua has proven to be a...

Most Recent Industry Reports

Chinese Government Spies on Churches With Video Surveillance on Mar 27, 2017
The Chinese government is using video surveillance to spy on churches in China, reports UCANews, explaining: The [Chinese government]...
Burglar Alarm Sirens Guide on Mar 27, 2017
Sirens are used to alert users to an alarm condition. In this note, we examine how to choose, locate, and install alarm sirens, including Siren...
Dahua Distributor Bad Breakup on Mar 27, 2017
A Dahua distributor in Europe claims that Dahua took over his top customers, revoked his distributorship status, and left him with a large amount...
Everbridge Mass Notification Service Examined on Mar 24, 2017
Everbridge is expanding in the security space. In January 2017 Everbridge acquired PSIM platform IDV, and have also begun integrating with other...
Hikvision Removing Auto 'Phone Home' on Mar 24, 2017
Facing pressure over their cameras auto phoning home and their Chinese government ownership, Hikvision has begun quietly removing automatic...
Axis Camera Vulnerabilities From Google Researcher Analyzed on Mar 23, 2017
A Google security researcher has reported 6 vulnerabilities for Axis cameras, affecting multiple models and firmware versions. In this report, we...
OpenEye Takes Aim At Exacq on Mar 23, 2017
First Milestone targeted Exacq with a takeover offer, and now OpenEye is gunning for them with an offer to swap out Exacq for their cloud-managed...
Lock Keyways For Access Control Guide on Mar 23, 2017
Lock keyways can be the difference between a lock working or not. Understanding keyways is important for access control. Indeed, a member recently...
Broken Browser Support for Video Surveillance on Mar 22, 2017
Modern web browsers have left the security industry behind. Current Chrome, Firefox, and Microsoft Edge browsers do not support NPAPI plugins,...

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