Glenn R. Cockburn

321 Rabbit Run LaneSewanee, Tennessee 37375

(931) 691-0631

glennc@copiasdachshunds.com

THE NASHVILLE MARKET

Stepping into the Convergint Nation

Jobs Recession Hits 48 Months, Longest Since Great DepressionInvestors Business Daily February, 2012

USDA data shows that the number of Americans receiving food aid from the Supplemental Nutritional Assistance Program (SNAP) hit another all-time high. 45.8 million people -- almost 15% of the country -- were enrolled in the SNAP program. An 8% increase from 2011USDA ~ January, 2012

Optimism about the prospects for the U.S. and world economy over the next 12 months hit all-time lows among U.S. industrial manufacturersManufacturing Barometer released by PricewaterhouseCoopers LLP US.

Performance of the security installation channel in 2011, despite predictions last year for a meager, yet optimistic 1 percent uptick in 2011 kept at $43.9 billion dollars. Expectations did not materialize and total industry revenue neither grew nor fell.Annual Industry Forecast SDM Magazine January 2012 ~By Laura Stepanek

2003 2004 2005 2006 2007 2008 2009 2010 2011 20120

102030405060

24.1 25.4 25.5 29.532.3 48.5 44.7 43.9 43.9 43.6

Billion

Sales of electronic security products and systems in the US are expected to increase 9.3 percent annually through 2014.

The financial sector, commercial office buildings and lodging sectors will be the fastest growing markets.

Freedonia Group Marketing Study #: 2639

2011 2012 2013 20140

102030405060

43.9 43.6 43.6 43.6

43.9 47.2 50.7 54.5 Billion

Access controls will remain the largest and fastest growing segment, followed by intrusion, fire alarms and CCTV. The financial and office/lodging sectors will be the fastest growing markets.

Freedonia Group Marketing Study #: 2639

Access Control:

The access control market is forecast for steady growth in 2012. “Access control is often a purchase that must be made regardless of the economic climate, especially in highly regulated end-user sectors such as banking, government, utilities and airports.”

“Growth in access control equipment sales is forecast to exceed 13.5-25 percent in 2012,” said Blake Kozak, Senior Market Analyst for ASMAG

Jessica Kao ASMAG December 2011

Surveillance:

Surveillance is expected to grow in 2012. IMS Research believes that demand for video surveillance equipment will remain strong. “Growth in network video surveillance equipment sales is forecast to exceed 25 percent in 2012,” said Gary Wong, Senior Research Analyst of ASMAG.

Wong predicts the verticals with the fastest growth (in terms of sales revenue) will be transportation, city surveillance and governmental markets. There will be variations among geographic regions, but all verticals are forecast to grow in excess of 25 percent in 2012.

Jessica Kao ASMAG December 2011

Intrusion:Of the different product markets, intrusion looks like it will show the slowest growth, Blake Kozak, Senior Market Analyst for ASMAG said, “The intrusion detection market has historically been relatively slow growing; as the global economy improves, the technology used in intrusion detection remains relatively unchanged.”

However, despite lack of construction, Kozak believes that there are opportunities in the retrofit market. “Forecast to surpass $2.4 billion in 2011, the intrusion market is poised to recover steadily as the industry capitalizes on new growth opportunities. Verticals are forecast to grow in excess of 15 percent in 2012. Unlike other security products that are heavily dependent on new construction, intrusion detection, with its lower penetration rate, witnessed a less dramatic decline during the downturn.

Jessica Kao ASMAG December 2011

What does this mean to Nashville?

Bledsoe County Correctional Complex $2,588,126.09

Data Centers (State Wide) $5,355,000.00

Driver's License Testing Stations $653,643

East Tennessee Regional Health Office $165,000.00

I-65 Ardmore Welcome Center $5,000.00

I-75 Rest Area Buildings $5,000.00

James K. Polk Building $1,320,000.00

Mountain View Youth Development Center #2 $242,000.00

Murfreesboro Road Express Building Reno $33,000.00

Real ID Security Requirements $2,310,000.00

Upper Cumberland Regional Health Facility $1,536,727.50

West Tennessee School for the Deaf $441,540.00

Youth Development Centers-Security Control Replacements State Wide $803,000.00

Source: State of Tennessee, Finance and Administration $15,458,036.59

State of Tennessee Bid Jobs For Security in 2011

What does this mean to Nashville?

State of Tennessee Bid Jobs For Fire Alarm Systems in 2011

Bledsoe County Correctional Complex $1,725,417.39 East Tennessee Regional Health Office $165,000.00 East Tennessee School for the Deaf $2,860,000.00 East Tennessee School for the Deaf (Storm Repair) $275,000.00 I-26 Welcome Center- Region 1 $4,000.00 I-26 Welcome Center Region 2 $4,300.00 I-65 Ardmore Welcome Center $2,200.00 I-75 Rest Area Buildings $2,200.00 James K. Polk Building $1,320,000.00 James K. Polk Building $1,320,000.00

Jellico Welcome Center Replace $2,200.00 Johnsonville State Park $12,000.00 Mountain View Youth Development Center $415,800.00 Murfreesboro Road Express Building Renovation $22,000.00 Tennessee Preparatory School $970,000.00 Tennessee Rehabilitation $352,000.00 Tennessee School for the Blind $111,315.00 Tims Ford State Park $4,000.00 Upper Cumberland Regional Health Facility $204,897.00

Source: State of Tennessee, Finance and Administration $9,772,329.39

What does this mean to Nashville?

City of Metro Nashville Permits Issued for retrofit or replacement (Non-bid)

Security Systems in 2011

1081 Permits IssuedTotaling: $12,972,960.00

Fire Alarm Systems in 2011

635 Permits IssuedTotaling: $7,619,040.00

Information and data query provided by:Carla Langely, SupervisorMetro NashvilleCodes Department

$25,230,366.00 $20,592,000.00

$3,100,000.00

Potential Bids 2011

Potential Negotiated Bids

Totals assigned to Convergint

Nashville Office Sales

Potential Sales for Nashville Market

Estimated Potential Sales for Nashville Market$48,922,366.00

How do we address opportunities and increase sales?

Bids

1) Access to Information Services

a) Builders Exchange

b) I-SqFt

c) Dodge Reports

d) FedBizOps

2) Face-time and education of:

Contractors

Engineers

Architects

Project Managers

3) Solid Numbers Based on:

Quality products with reasonable markup

Attention to detail – (Notice the Change Orders)

Remember hardware to the smallest detail

Be extremely diligent on labor estimates

4) Follow up with contractors and utilize information:

Get numbers of how your bid compared to the other bidders

Compare equipment proposed by winning bidder and estimated cost of project

Analyze cost of labor and parts

Record and track information

Review with managers on how to adequately tighten the bid process

How do we address opportunities and increase sales?

Negotiated Sales

4) Face-time

1) Face-time

3) Face-time

2) Face-time

5) If you are in the office you are not successfully benefiting your prospective

clients.

6) This is where you sell yourself and the Convergint Nation

7) Clients purchase from you because they trust you and are confident that you have the ability to follow through.

It all comes down to…

Customers don’t want to be sold. They want to buy things either from being

inspired or to make a problem go away. They want to arrive at the buying

decision on their own. Great service organizations are core to build a good

brand.

AND…..

I amGlenn R. Cockburn

And I am an Important Part of the

NATION !