Vicon National Account Review Mark Chekos Director of

Vicon National Account Review Mark Chekos Director of National Accounts October 18, 2008 Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Current List of Nationals • • • • • Adesta Convergint Diebold Henry Bros Johnson Controls Kratos Net. Versant Niscayah Northrup Grumman PSA Red Hawk Siemens Simplex. Grinnell Security 101 SST – ADT Systems Integrators T. A. C. Tech Systems Touch. Comm/G 4 S Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Adesta • • • Home office – Omaha http: //www. adestagroup. com/adesta/html/home. shtm Ports, GSA, dams, transit systems, K-12, petrochemical, wastewater, Fortune 500’s 7 National Account Managers 50% of business is CCTV No sales YTD Vicon Certified Offices: • Albany NY • Atlanta • Chicago • Denver • Houston • Huntsville • Los Angeles • Middletown CT • Oakland • Omaha • South Plainfield NJ • Washington DC Currently reviewing Vicon. Net 5. 0 $46 M in sales (all verticals) National Account Agreement – Approved 10/08 Vicon GSA approved OPPORTUNITY: We will be able to call on the branches as soon as product approval committee is completed. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Convergint • • • • • Home Office – Chicago http: //www. convergint. com/clients/Industrial. Tec hnology. asp 21 offices and expanding 5 offices buy from us currently – Chicago, Washington DC, Oregon, Atlanta, Texas Heavy in N. W. , Mid Atlantic, Mid. West, Southeast, Western Canada $180 M in overall security sales, 10% of sales are bid. They create their own jobs. Large opportunity for Vicon. $50 M in CCTV sales/$20 M+ in purchasing Vicon sales < $700 k Currently Platinum Dealer SDM Integrator of the Year 2007 SDM recognized as 10 th largest integrator CCTV - Pelco, Bosch, Panasonic, GE, Honeywell, Vicon IP Management systems – Ortega, Lenel, Milestone, DVTel Access - Lenel, GE, Honeywell S 2 is a game changer for this account – very interested Ver 5. 0 key to conversion to Vicon Currently reviewing Vicon’s value proposition National Account Agreement – pending • Total Annual Revenue (in millions) - % change from previous year 2003: $28. 6 - 124 2004: $49. 8 - 74 2005: $65. 2 - 31 2006: $82. 0 - 26 2007: $102. 5 - 25* 2008: $128. 0 - 25** - they beat their target • Sidebar: Vertical Diversification Vertical Market - % of Total Revenue Education - 15 Industrial - 15 Health care - 10 Government - 10 Property management - 10 Airport - 5 Entertainment - 5 Financial/banking - 5 Hospitality - 5 Law enforcement - 5 Retail - 5 Transportation/distribution - 5 Utilities - 5 Source: Convergint Technologies LLC OPPORTUNITY: Currently a Platinum Account. We should be at every branch by now. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Diebold • • • • Akron, OH http: //www. diebold. com/ 250 branches 400 sales people 4000 techs $780 M Security Sales 40, 000+ cameras bought annually $30 M in CCTV purchasing annually Heavy in small banking – retail, govt CCTV = Pelco, Ikegami, Verint(6000 systems), others Potential takeover attempt by UTC/Red. Hawk They won USPS without Vicon National Account Agreement – questionable Government business our only opportuntiy OPPORTUNITY: we can’t move forward at the branch level yet. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Henry Bros. • • Fair Lawn, NJ http: //www. hbe-inc. com/ Publically traded 7 locations • • One of PSA’s largest accounts $40 M in annual sales Their expansion qualifies them as potential national acct National Account Agreement – Requested • • NJ Phoenix Fullerton CA Denver Lorton, VA Baltimore Irving TX OPPORTUNITY: We should be at every branch – PSA members also. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Johnson Controls Inc. • • • • Milwaukee WI http: //www. johnsoncontrols. com 36 branches $119 M in sales Branch contact list available – will email everyone Start calling on the branches Each branch runs own P/L, procurement Need to train each branch independently Asking for JCI/Vicon national endorsement JCI is reviewing their strategic vendors – Vicon not on that list. We need to win the business at the branch level – the home office isn’t going to do this for us. Yet. Press release states they are aggressively doubling the size of sales force National Account Agreement formality underway Adoption of agreement will be as a result of our field efforts National Account Status – pending OPPORTUNITY: The steps to a national agreement may take some time, but we have been the green light to call on all their branches now. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Kratos Defense and Security Solutions • • • San Diego, CA http: //www. kratosdefense. com/ 12 offices • • $50 M in security sales Wants S 2 – using Lenel, Andover, Cassi Using GE cctv, Vicon National Account Status – no activity yet • • • Alexandria Dayton Ft. Gordon GA Honolulu Houston Huntsville Marietta GA Montgomery Orlando Oxnard Warner Robbins GA Wilmington DE – WFI Delaware OPPORTUNITY: We should be calling on al the branches in each market now. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Net. Versant • • • Houston TX http: //netversant. com/co. htm 32 branches – not all branches support cctv – 21 do. Top locations: • • • Phoenix Denver Houston $40 M Security sales $16 M CCTV sales $5 M product opportunity Verint, Honeywell, Agent VI, Pelco Business model 1. 2. 3. 4. Structured Cabling IP networks VOIP Security 20% of jobs are non-bid 6 national account managers National Account Agreement – (nearly) Completed 10/08 OPPORTUNTIY: Roll out plan forthcoming. They tell me that they will fully adopt Vicon once approved. Good lower-yield opportunity. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Niscayah • • • Atlanta GA http: //www. niscayah. com/ Formerly Securitas Systems USA 30 branch offices $118 M sales Niscayah has acquired PEI Systems Incorporated, one of the largest electronic security systems integrators in the New York Metropolitan area. They prefer 100+ multi unit clients (businesses and retail) They are into a value added security solution. RMR – we can fit in. UL Central Station 90% referral jobs won CCTV – Pelco, Panasonic, Axis, GE, AD, DM, Bosch, March Access – Cassi, Lenel, Software. House, S 2 OPPPORTUNITY: National Account Agreement – I am not expecting any type of national contract. This is a branch by branch approval process. We can win this account at the branch level. They are very open to Vicon now that we have 5. 0 Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Northrup Grumman • • • • Chantilly VA http: //www. northropgrumman. com/ 15 offices El Sugundo, Melbourne, Irving TX, currently holding accounts with Vicon. CCTV – Pelco, Axis, Bosch, Sony, Arecont NVR - Nice, DVTel, 15 specialists Engineering design center – Ohio Typical size system – 100 -200+ cameras Possible large opportunity because of who they are and the clients they serve. Large scale IT clients. 100+ camera systems. Global reach Going through management changes Details to follow – no clear direction from them National Account Agreement – early stages OPPORTUNITY: No immediate local opportunity yet. Vicon in product evaluation stages. (early) Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

PSA • • • Denver CO http: //www. psasecurity. com PSA Security Network is the world’s largest electronic security cooperative with members responsible for over $1. 7 billion annually in security, fire, and life safety installations. 220 members Pelco’s 4 th largest purchaser worldwide worth $16. 5 M behind: • • • Panasonic - $2. 8 M Current member lists available Two key outside PSA mgrs. • • ADT ADI Anixter PSA – nervous about members concerns with TAC and Schneiders potential reduction of current discount. Pelco no longer has a direct acct rep for PSA, rather it is now left to the local rep firms. Tim Brooks /Eastern Regional Manager 303 -252 -8607 EXT - 123 timb@psasecurity. com Diana Hanna National Sales Manager / Western Regional Manager 303 -252 -8607 EXT - 133 dianah@psasecurity. com • • DO NOT DISCUSS PRICE with PSA Members. They buy through PSA. Key national accounts are also PSA members • • • Account has been established – national Account Agreement – active They are looking at Vicon as an alternative and non-competitive supplier to Pelco. Currently buying $500 k - $2 M/2009, $5 -6 M 2 -3 yrs if supported. They will help define dealers • • • Red Hawk/Chubb Securitas/Niscayah Net. Versant Henry Bros Kratos OPPORTUNITY: This is a good opportunity to capitalize on PSA fears. Pelco. Go see the members when in your territory. Use Diana and Tim often for leads and advice. They can steer you to large opportunities. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Red Hawk • • • Denver CO http: //www. redhawk-us. com 33 offices Owned by United Technologies $125 M in sales US offices - AZ, CA, CO, CT, FL, IN, MD, MA, NM, NJ, NY, OK, PA, TN, TX, UT, WA UTC owns Lenel, Initial Elec, Chubb, Kidde, Counterforce UL CS Red Hawk is not allowed to sell Lenel Houston branch is certified – pilot branch Purchases: • • #9 SDM top 100 list Initial Electronics – SDM Integrator of the Year 2006 – Owned by Red. Hawk. Vicon Certifed 2008 National Account Agreement – approved (regionally Houston) • • • Pelco - $4. 5 M annual purchases Honeywell – alarm equip Bosch CBC AD DM OPPORTUNITY: I expect for this account to break loose at the first of 2009, per top management. Other than Houston, no immediate need in other regions yet. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Security 101 • • • Atlanta GA http: //www. security 101. com/index. html 8 locations: GA, AL(2), FL, NJ, NC, LA, TN SDM Integrator – Cover Story Owners are ex-Honeywell access guys CCTV – Honeywell, Pelco, Clinton, GE, Panasonic Access – Honeywell, GE, Lenel, AMAG, Brivo Vicon listed on their line card – Certified Dealer? Rapidly expanding to new markets/states through franchising Excellent growth opportunity Long history with owners National Account Agreement – just starting OPPORTUNITY: Early stages for national account discussions. Other than Atlanta, no need yet for branch calls. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Siemens • • • Chicago IL http: //www. buildingtechnologies. siemens. com/products_systems/? language code=en #1 integrator in US $1. 25 B in sales 120 offices - 7 identified security locations • • • CCTV – (in order) AD, Pelco, Bosch, DM, Nice, GE, Vicon Access – DSX, GE, Tyco, Siemens Purchasing $60 M cctv security Recently heard they have cut numerous positions – transitioning National Account Agreement – contract pending – in negotiation • • Los Angeles Denver Houston Lexington Raleigh Nashville Atlanta OPPORTUNTITY: Make normal branch calls to improve the relationship. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Simplex. Grinnell • • • • • Westminster, MA http: //www. simplexgrinnell. com/ 130 District Offices – not all are cctv supporters – ISSR/ESSR SDM #2 Integrator $1 B in overall sales $115 M sales – $21+M cctv opportunity in purchasing 60% CCTV/40% Access $400 k YTD sales CCTV – Pelco, Bosch, AD Access – Andover, SWHouse, Lenel – Canada only, S 2, GE S 2 has already been accepted by Simplex GSA contract being examined Tyco requirements for acceptance to “Job Design” approved. Our best chance for N/A growth this new fiscal year. The battle will be won at the D. O. ’s with our support Simplex Vicon Certified - 2008 National Account Agreement – completed. OPPORTUNTITY: Our best chance for significant sales from all national accounts. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Simplex. Grinnell Tom Giannini – Director of Integrated Security Systems says”, 10/14/08 “Vicon made a commitment early in 2008 and very successfully followed through in your efforts to help find business opportunities and help with existing business and we’re very happy with the support. As far as district offices denying Vicon visits, Simplex. Grinnell’s commitment is to guarantee a level playing field to Vicon as a strategic partner/vendor. We said that Vicon will need to understand that they have to earn our business. However, Vicon needs to get into the branches to do this. If we are creating barriers to entry to the branches, and they are not getting help from the BDM’s, then I should be notified directly, and I’ll get on the phone and make it happen immediately at the branch level. If this is happening please call me and let me know where the problems are. It can be said that Simplex IT has reviewed the latest submission of the product codes and it appears that they will pass the job design requirements. Tell everyone at your sales meeting to have a great meeting and we look forward to more good things to come. ” Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Simplex. Grinnell Vicon Accepted Into JOB DESIGN Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

SST = ADT Advanced Integration • • • • • Boca Raton, FL http: //www. adt. com/wps/portal/adt/ SST bought by ADT July 2008 $126 M in sales 11 SST offices – PA, NJ, NY, FL, TX, MS Many phone numbers have been redirected to ADT offices Many changes to come. Consolidating SST and ADT offices where feasible. SST claims they are still independent of ADT and work on different clientele. Simplex. Grinnell states they compete with them and visa versa Tyco = Simplex. Grinnell – ADT – (SST) Recent SST personal present at ADT ASIS booth. SST no longer exists. Vicon national account agreement is a Tyco agreement. SST might be forced to purchase through ADT/Tyco agreement Future penetration into ADT Government Group and National Accounts possible. Process started. Assumption: I believe that there will be numerous ADT opportunities for us if we start calling on the former SST offices/ADT. They will share leads based on complexity of clients needs. ADT is sending SST leads. SST will bring over from ADT those salespeople that are more integration minded as permanent salespeople. New faces to meet at the SST branches. The ADT Machine is the largest/SDM #1 security organization on the planet. Vicon National Account TYCO agreement established 2008 • Does not include ADT until we approve/certify the branch. OPPORTUNITY: It is very important for everyone to visit these branches in light of the TYCO agreement. SST provides a easy entrance into ADT national accounts business. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

T. A. C. • • • Secaucus, NJ http: //www. tac. com/ 15 offices – NC, PR, DC, TX(5), NJ, PA, OH, TN, OH $28. 5 M in sales Vicon user Schneider= Pelco/Integral/Andover Current intel: Each office runs their own P/L. They are liberty to buy whatever they want. Not sure the long term effects of this policy. No national account agreement in place. Feedback? OPPORTUNITY: There is no risk at this point to calling on these branches, based on the intel I received. (My opinion – Schneider is betting on TAC as the revenue stream more than their mfg purchases to pay for the Pelco, Integral etc mortgage. ) Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Tech Systems • • • Atlanta GA http: //www. techsystemsinc. com/homepage/index. html 6 offices Procurement based in Denver $40 M is sales Vicon account CCTV – Axis, Honeywell, DVTel, Intellix, Intransa, Nice, GE, Nice, Panasonic, Pelco, Sony • Pelco was their largest provider. The relationship is over. Access: AMAG, DSX, Cassi, Infographics, Honeywell, Identicard, S 2, Software House Reorganizing their company PSA ex-member National Account Agreement – pending Opportunity: Atlanta and Denver offices need support at this point. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Touchcomm = G 4 S • • Boston, MA http: //www. touchcominc. com/index. asp 8 Locations: MA, NY, No. Cal, So. Cal, FL, PA, IL. (G 4 S is large in Canada) CCTV – DVTel, Vicon, Bosch (Euro partner- G 4 S) Building automation G 4 S may change the game. Feedback and intel needed OPPORTUNITY: G 4 S may be our best long term chance to improve our sales. Otherwise call on the Touch. Comm regional branches. They are advertised on our Vicon website. It’s got some value. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Top 10 - How They Stack Up FY 2008 • • • #1 = Convergint - $672 k #2 = Simplex. Grinnell - $443 k #3 = WFI/Kratos - $412 k #4 = Johnson Controls - $329 k #5 = PSA - $267 k #6 = Henry Bros. - $228 k #7 = Siemens - $194 k #8 = RFI - $70 k #9 = ADT/SST - $69 K #10 = G 4 S/Touchcomm - $54 k Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

2008 -9 Growth Engines • • • #1 = Simplex. Grinnell #2 = Convergint #3 = Johnson Controls #4 = Red Hawk #5 = PSA #6 = Siemens #7 = ADT Advanced Integration/SST #8 = Net. Versant #9 = Adesta #10 = Henry Bros. Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Our space – 18% market Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

From SDM: July 2007 • Sidebar: Top 10 Largest Project Winners Johnson Controls Inc. $119, 000* Simplex. Grinnell LP $20, 000 National Security Systems Inc. $18, 650, 000 First. Service Security (dba SST - Intercon Security $13, 000 North American Video $10, 000 ATC International $8, 700, 000 Adesta LLC $8, 102, 000 Tech Systems Inc. $7, 566, 986 Henry Bros. Electronics Inc. $7, 500, 000 Sigcom $7, 400, 000 *Note: Johnson Controls’ largest project reported exceeds total revenue reported for systems integration • Source: SDM Top Systems Integrators Report, July 2007 Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Industry opportunities – commercial/integration Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Continued. . Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008

Opportunity knocks Let’s go sell something Thanks to all for your support. . . Vicon National Sales Meeting Tampa, Florida October 16 -18, 2008