Competing Against Stanley

By: IPVM Team, Published on Aug 01, 2017

110+ integrators told us how often they compete against Stanley Convergent Security Solutions (not to be confused with Convergint), and how threatened they felt by them.

 

***+ *********** **** ** how ***** **** ******* against******* ********** ******** *********(*** ** ** ******** with**********), *** *** ********** they **** ** ****.

 

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

*** ** *******' ***** ********* ************* ** * *** years ***, **** ** our *********** **** ** they ******* **** ******* at ***** **** ** the ****. *********** **** us **** *******'* ********** pricing ***** **** *** bids, *** ************** ******* and **** *****-***** ******* and ******* ***** **** win ***** ********* **** eventually. **** *********** **** us **** **** *** to ******* ****** **** bid ******* ****. 

Stanley ****** **** *******

*********** **** ** **** customers' ********** ***** *******'* slow ** ********** ******* helps **** *******. 

  • "**** ***** ******** ******* according ** *** *********.
  • "** ******** *** **** said ******** **** ***** them. ***** ******* *** service **** *** *******."
  • "** **** ***** **** a *** ******* *******. The ******* *** *** the ******* *** *** able ** ****** **** in * ****** *******."
  • "***** ** **** ** to ***** ******* ** acquire ******* ******* ** us ** ******* **** do *** **** *** staff ** ******** ******* these *********."
  • "******, ** **** ***** over **** ***** ***** there ******* ** ************** on *** **** *****."
  • "*********** *** **** **** make **** ******** **** are ********* ** *** industry. ** **** *** to **** ** *** integration **** ***** *** Security *****, ****, ******, Etc **** ***** *** do ****, ** ***** not **** ** **. Louis. ***** ******* ** very ****."
  • "**** ** *** **** a ***** ****** ** they ******** **** ******* as *****."
  • "**** **** * **** reputation ** ******* ** their ******* & *******."
  • "******* *** ** ***** big ********* **** ****** focus ** ******* *** service ** * *****. Not **** * *** good ****** ** *** company."
  • "******** ******** ** **** they *** ************."

Stanley *** ************** ********

*******'* ************** *** ********** style lead ** ******** ** the ***** **** *********** can *******. **** ******** examples ** **** *******:

  • "* **** ***** ****** to **** ****** ***** and **** **** ** one ***** ** **** what **** *** ***** there."
  • "**** *** *** **** positioned ** ******* ** projects **** ******* * high ****** ** ***********."
  • "****** *** **** ***** office *** ******** **** organizational ******** *** ** have *** **** *********** in ****** *****."
  • "*'** ***** **** ******* about ****** ****** **** can't ** ***."
  • "******* *** * ********** of ****** **** *** salesmen *** *** ********* technicians. *** **** ***********."
  • "********* ** ******* *** job. *** **** ** installation *** ******* ***** the ****."
  • "*** ***** ********** ***'* seem ** ** **** involved ** **** ***** long **** ************."
  • "********* ** *** ****** if **** *** **** or ***? ************ ****** branches ** ****** **** and ******* ** ****."
  • "******* ** ********** ** that **** ******* *** better **** ****** *** same ********** **** ********* regarding **** ******* ** work *** *******."
  • "**** ******* *** ****** than ****** *** **** complaints **** ********* ********* poor ******* ** **** and *******."

Stanley **** ************ 

***** ** * ****** motivator, *** *********** **** ******* wins ******** **** *** by ************ *** ***********. Some *********** ********* **** leasing ******* ******* ** selling **** ******** ***** Stanley ***** *** ******* prices. *********** **** **** that ******* ********* **** change ****** ** *** low *** ***** *** up ******* ** *********, which *** ********* **** to **********, ****** ** easier ** **** ***** customers **** *****. 

  • "**** *** ******** *** most ********** ** ******* and ** ** *** always *** ******* ****."
  • "******* ******** **** "***** it ****" ******* **** can."
  • "**** **** ***** ***** and *** ******* **** us ** *****."
  • "**** **** ** **** when **** **** ********* that ****** ** ***** entire ******* ** *********."
  • "**** *** **** ** compete **** ****** **** are ******* * ******."
  • "* **** ***** **** horror ******* ***** ******* with **** ******-***** ****."
  • "** **** *** ******* competing ******* ******* **** when ******* ** ****** due ** ***** ********** for ******* ****** ****** at *** **** ** a ***."

Stanley **** **** ** ***** ****

*******, **** *********** ********** Stanley's *** ** **************:

  • "**** ****'* ****** * company *** ****? ************** everywhere **** **** ** work."
  • "** ** **** *** work *** ****."
  • "**** *********** *** *** Stanley ****** **** ******* with **** ********."
  • "** ******* ********* **** have ********** ** ** service ***** ********* ******* they ******'* *** ** the ***** ***** ******."
  • "**** **** ** *** a *** ** **** so **** *** **** to ******* ****."

Comments (12)

We hear the same thing about Stanley. We're a small company in Florida. The one time I remember going directly head to head with them was to upgrade cameras at a nice condo association. I proposed a system to upgrade from analog to all IP. Stanley ended up winning it, but I learned later they sold them all analog cameras for almost the same price! I never understood why that happened, but we were not allowed to present the Board, only to the Property Manager. I suspected collusion somewhere on the Board.

I'm sorry, I worked for 3 years at Stanley - I have to laugh at the giving it away part.  As a salesperson, I struggled immensely with our pricing because we priced and marked up ourselves out of competition so often it hurt.  Was thrilled to leave them, they are their own worst enemy.   The parts about lacking in service I can definitely see, Stanley inevitably will get in its own way.

 

The only way Stanley could beat out another company on price was by mistake.

 

I'd like to add that Stanley is going to differ from branch to branch - but all suffer from being forced to rely on subs to do the main part of their work.  So do Tyco, Simplex, Convergint, and other big integrators.

I have to laugh at the giving it away part.

That struck me as odd, too, given the one experience I had with them, selling an analog system for the same price as a 2MP all IP solution. But I only had that one experience to go on.

Does anyone else never compete against these large conglomerates?  It's not that we're pursuing small scale work either.  Tyco/Simplex/JCI is the only one I have ever competed against and even that was rare.  I can only speculate that the fairly strong union presence is a deterrent.

Tyco, Stanley, Convergint are not union and do not really play well in that environment.

Tyco has union techs in BC. Canada.

Informative, however not the same wage or ball of wax here in the SF bay area. The local Stanley office has diminished here in the bay area in terms of customers reoccurring contracts, jobs bid/won. Bay area Stanley has been beaten down for the last 3 years with no upside on the Horizon. 

The new BA integrator is netronix, for now. However most of their workforce sits at home and has a team effort of zero integration amongst themselves. Where did these guys come from? A bunch of random people from G4S, Niscayah, Adesta, Northland Controls, Stanley, JCI and Siemens just to name a few(RFI, lol).

Is Netronix or Stanley original? No, just a group of guys with titles, egos and ambitions of the grand crusade, yet making big money.

Bay area veterans? Security by Design, Catalyst, Comtel, TeeCom and a few veteran trunk slammers that got bought out by ASG/ADT(recent).

Stanley still has enough RMR accounts to feed off of, however new account growth by the local office is null.

Overall Stanley hardware such as Dewalt is very profitable but when it comes to Stanley B.A.S.I.S acs, Stanley HUGS, Eyelock, StanleyPAC or Aeroscout it is a mix and match of entities bought and resold with a back bone of those that remained to support those product lines until a soon bitter end.

A few years back Stanley CA(aka corporate, back east) wacked/reconstructed all the departments and workforces in EMEA and South America. The people that did performed the hands on firing are no longer at Stanley.

Last, I like their tape measures and camping thermos, Dewalt drills are still legit. I still use my laser tape measure and walking into a safeway grocery store the sliding doors seem to still somehow work.

The End (rant) from a very broken Bay Area security scene.

Great insight, thanks!

I used to think this, until we hired a few people that used to work at the big shops and realized they beat us out a few times that leads just went cold, and that we beat them a few times.

Sales and Estimating philosophy is drummed up by all their legacy tool department SME. Just follow the trail on LinkedIn and you will know who is who from the golden goose to the board of directors. If you want a good laugh, invite Stanley to your RFP, it is the same template used everywhere.

Good Luck Stanley, stick with making hammers.

 

Does Stanley use Mercury controllers in their latest access control systems?  Also, is there a "usualu" brand of intrusion that they install, i.e. DMP for small systems?

I'll ask Stanley these questions are report here when they respond.

Login to read this IPVM report.

Related Reports

Hikvision Temperature Screening Tested on May 20, 2020
Hikvision has ramped up the promotion of its 'temperature screening' system,...
The Booming Multi-Billion Coronavirus Fever Camera Market on Apr 21, 2020
The market for elevated body temperature detection cameras, aka 'coronavirus...
Hikvision Salespeople: We Don't Need A Blackbody on May 13, 2020
Dahua jumped out on its cross-town rival selling fever cameras but Hikvision...
Hikvision Fever Screening Thermal Solutions Examined on Apr 13, 2020
Hikvision is marketing "safer, faster, smarter" with their Fever Screening...
Fever Camera Sales From Integrators Surveyed on Jun 01, 2020
Fever cameras are the hottest trend in video surveillance currently but how...
Uniview Heat-Tracker Temperature Screening Series Examined on Apr 22, 2020
Uniview is marketing #UNVagainstCOVID19 with their Heat-Tracker series,...
Bias In Facial Recognition Varies By Country, NIST Report Shows on Jul 15, 2020
While many argue that face recognition is inherently racist, results from one...
Coronavirus Hits Manufacturers, Standing Now, Worse To Come on Apr 06, 2020
Coronavirus is hitting security manufacturers, though overall modestly for...
Sunell Panda Cam Body Temperature Measurement Camera Tested on May 14, 2020
Sunell is far less well known than its gargantuan domestic competitors Dahua...
Opgal ThermApp MD Thermal Screening System on Apr 21, 2020
Israeli thermal provider Opgal claims they were first on the market detecting...
IPVM To Disrupt Trade Shows With Launch of Online Shows on Mar 17, 2020
IPVM is launching Online Shows, a series of ongoing events that allow sellers...
Faked Coronavirus Fever Detection, Athena Used Hikvision; Responds - Selling NDAA Compliant Cameras, Pledging 50% Of Profits to Victims on Mar 24, 2020
US company, Athena Security, faked its coronavirus fever detection marketing,...
PSIM CNL Acquired By Everbridge on Mar 09, 2020
The end has finally come for CNL. Despite for years saying they would...
TVT / InVid White Light Camera Tested Vs Hikvision ColorVu on Mar 18, 2020
With mega China manufacturers Dahua and Hikvision facing both bans and human...
Trade Groups Request NDAA Blacklist Delay Citing Coronavirus on Apr 06, 2020
Two trade groups representing government contractors have asked Congress to...

Recent Reports

Video Analytics Online Show September 2020 Opened - Axis, Avigilon, Bosch, BriefCam, Genetec, Milestone + 30 More on Aug 12, 2020
IPVM's sixth online show will feature 35+ Video Analytics companies...
The German Company Powering Many China Temperature Tablets (Heimann) on Aug 12, 2020
Many fever tablet suppliers market German-made Heimann thermal sensors while...
Salesforce Drops Dahua and Hikvision on Aug 12, 2020
Salesforce has dropped Dahua and Hikvision as customers, forcing the two mega...
Access Control Course Fall 2020 - Register Now - Save $50 Last Chance on Aug 12, 2020
IPVM offers the most comprehensive access control course in the...
Genetec CEO Declares "We Don't Negotiate Payment With Patent Trolls" on Aug 11, 2020
Are patent trolls like terrorists? Genetec's CEO is coming out strongly...
Hanwha AI Analytics Camera Tested on Aug 11, 2020
Hanwha has released their Wisenet P AI camera, adding person and vehicle...
Alabama Schools Million Dollar Hikvision Fever Camera Deal on Aug 11, 2020
The Baldwin County, Alabama public schools purchased a $1 million, 144-camera...
Dahua Taunts Australian Government, Continues To Sell Illegal Fever Cameras on Aug 10, 2020
Dahua is effectively taunting the Australian government by continuing to sell...
HID Releases VertX Replacement Aero on Aug 10, 2020
HID is replacing two established and broadly supported types of access...
NDAA Compliant Video Surveillance Whitelist on Aug 10, 2020
This report aggregates video surveillance products that manufacturers have...
Telpo China Temperature Tablets Tested on Aug 10, 2020
The provider for overseas companies ranging from Canon Singapore to US'...
Dangerous Hikvision Fever Camera Showcased by Chilean City on Aug 07, 2020
Deploying a fever camera outdoors, in the rain, with no black body, is...
"Grand Slam" For Pelco's PE Firm, A Risk For Motorola on Aug 07, 2020
The word "Pelco" and "grand slam" have not been said together for many years....
FLIR Stock Falls, Admits 'Decelerating' Demand For Temperature Screening on Aug 07, 2020
Is the boom going to bust for temperature screening? FLIR disappointed...
VSaaS Will Hurt Integrators on Aug 06, 2020
VSaaS will hurt integrators, there is no question about that. How much...