™
eVerge
Sales Review
EVX Digital Series Introduction
Current Market
Opportunity
Digital Voice Only?
Benefits to our Users
EVX Overview
Packing and Price Positioning
Recap
Q&A
Current Market
Current Commercial/ Mid Tier annual Analog Sales
Current Commercial/ Mid Tier install base
There are 0% digital radios represented in these numbers
Why Aren’t They Buying Digital
Adversity to Change
 Analog radios will always be around
 I’ve always used XYZ radio and I will keep purchasing that brand
Not Within Reach
 Previously proposed systems outside of their budget
 Great radio and features but cannot justify cost difference
Don’t Need Digital
 Analog gets the job done
 I like the quality and benefits but they are not necessary
Migration Path Unknown/ Misunderstood
 I can’t just replace all of my radios and make the change to digital
 Digital and analog will not work together
Opportunity
Need
 Users are asking for a digital solution
 Out of reach for our Commercial tier customers
Reach New Customers
 Vertex Standard only manufacturer with this solution
 Product that allows you to start conversation previously unavailable
Post Narrowbanding Environment
 Concerns over market shrinkage in 2013
 Seeking strategy to continue growth despite reduced spend
Stand Alone in the Market
 No such product available in competitive portfolios
 Clear path for our channel to take market share and grow
Market Demands
HOW RADIOS CURRENTLY USED TODAY
Largest opportunity exists
to sell low-cost digital for
voice-only use.
 By 2015, estimates indicate two-way
radios will still be used predominantly for
— Basic voice by 43%;
— Advanced voice by 20%;
— Trunking by 20%
— Applications by 17%.
Apps
12%
Trunking
14%
Advanced
Voice
24%
Basic
Voice
50%
Current Usage
Messaging to Create Urgency:
Convincing Users To Try Digital
Good Enough is No Longer Good Enough
BATTERY
PRIVACY
CALL QUALITY
ANALOG CHALLENGES
Inconsistent performance
Intermittent transmission
Missed calls
Random chatter
Static
Interference
Background noise
Distorted voice
DIGITAL CAPABILITIES
Optimized voice transmit
Digital applies error correction to eliminate
noise and static to only deliver the intended
voice message to be heard crisp and clear
AMBE+2™ vocoder used for best-in-class
clarity at various signal strengths.
Real privacy -- digital encoding and
scrambling makes it harder for others to
listen in on a frequency.
No control over who hears
what is said on a channel.
Poor battery life performance
Internal Use Only
Call management – digital radios each
have a unique ID, enabling users to be
able to select who they need to call without
disturbing others.
Operate up to 40% longer because of
TDMA protocol
CUSTOMER BENEFITS
•
•
•
•
Reliable communications
Hear what is said from farther range
Hear and be heard – crisply and clearly
Stop repeating messages – increase
efficiency
• Keep focused – eliminate distractions
• Reduce missed calls
•
•
•
•
Control who hears you
Maintain security
Only hear what’s intended for you.
Place a call to one person instead of entire
group
• Know who calls you
• Radio lasts throughout a long day
• Less batteries required on the job
• Able to use batteries longer with fewer
charges required
• Comfortable to wear
The Digital Migration
Existing Customer Base
 Operate voice only
 Limited feature set used
 Budget conscience
Future Customer Base
 Operate voice only in digital
 Limited feature set used on digital platform
 Budget conscience
Change
 Added digital benefits
 Migration solution or slow and fast movers
 Increased efficiency
 Enhanced capability
EVX Series Digital Product Line
Release 2.0
May 2013
Release 1.0
Jan/Feb 2013
EVX-531
EVX-5300
EVX-534
EVX-539
EVX-5400
EVX Series :
What Vertex Standard Delivers
•Digital Replacement for the Analog
Commercial/Mid Tier
•Form Factor and Feature
Comparison:VX-450 series
Customers buying analog radios
now have a Digital solution that
fits their budget.
•Feature Positioning: (Digital
Benefits vs. Analog)
– Audio Quality
– Inherent Digital Privacy
– Clearer Audio over entire Range
– Extended Battery Life
– Durability/Ruggedness
– Call Management Control
EVX Series
EVX Series Analog Features
Emergency
Lone Worker
ARTS/ARTS II™
Voice Inversion
Channel Announce
I.S. Rating in Final
Development
Analog Signaling
 MDC1200
 2 Tone/5 Tone Stun/Kill/Revive
 Embedded VOX
 Radio Check
Scan
 Priority
 Dual Watch
 Talk Around
 Follow-me Scan
EVX Series Digital Features
Emergency
 With Voice to follow
Escalert Tone
Lone Worker
Basic & Enhanced Privacy
Private Call/Group Call
Inhibit Companding via CE
VOX (Voice operated
transmit)
Digital Signaling
 Radio Check
 Radio Enable/Disable
 Remote Monitor
 PTT-ID Encode (Decode – Disp only)
Scan
 Mixed Mode (both Digital/Analog)
 Priority
 Dual Watch
 Talk Around
EVX Series 2.0 Release
EVX-534/539 and EVX-5400
• 512 Channels / Limited and Full Keypad Models
• Display – 8 Character Alphanumeric
• Text Message Encode/Decode
– Preprogrammed Canned / Direct Entry Messages
– Unit-to-Unit or Repeater Mode Transmission
• ARTS II in Digital
– Group Coordination and Range Management
•
•
•
•
•
Voice Inversion Encryption
Unit to Unit Private Calling via Keypad
Option Board Enhancements
Creating Developers Source Document
Intrinsically Safe Option – First Mid-Tier IS Models (EVX-351)
EVX Series Package
Configurations
Portable Standard Configuration
 Portable Transceiver
 FNB-V133LI 1380 Li-ion Battery (2300 mAh available)
 Universal Charger
 Antenna (VX-450 Series Compatible)
 Std/Bulk Shipping, Optional Customer Programming
Mobile Standard Configuration
 Mobile Transceiver
 MH-67A8J Microphone
 Optional Customer Programming
Accessories Common with
VX-450 & VX-4500/4600 Series
Target Analog Radio Models
for Digital Conversion
Model
Channels
IP Rating
Max Battery Life
Audio Output
Ch. Announcement
Option Board Exp.
Voice Inv. Scrambler
Lone Worker
Price (Reseller)
Kenwood
TK-2360/3360
16
IP54/55
13 Hours
500 mW
No
No
Yes
Yes
$193-241
Kenwood
TK-2312/3312
128
IP54/55
10 Hours
500 mW
No
No
Yes
Yes
$
210.00
Icom F3011/4011
16
IP54
14 Hours
800 mW
No
Yes
No
Yes
$
152.00
Icom F3031/4031
128
IP67
18 Hours
500 mW
No
Yes
No
No
$210-246
Vertex Standard
VX-350
32
IP54
15 Hours
500 mW
No
Yes
No
Yes
$156-174
Vertex Standard
VX-450
512
IP57
18 Hours
700 mW
Yes
Yes
Yes
Yes
$192-264
Vertex Standard is only radio manufacturer with a Digital radio in this tier
Competitive Price Positioning Digital
Price
Features
Motorola XPR-6550
Kenwood NX-210
Hytera PD-78X
Motorola XPR-3500
Hytera PD-70X
Kenwood NX-200/300
$600+
$500+
$400+
Motorola XPR-4550
Kenwood NX-700/800
Motorola XPR-4350
Hytera MD-78X
$350+
Motorola XPR-3300
$300+
Vertex Standard EVX-539
Vertex Standard EVX-534
Vertex Standard EVX-531
Digital Portables
Vertex Standard EVX-5400
Vertex Standard EVX-5300
Digital Mobiles
Features
Price
Competitive Price Positioning Analog
Motorola PR400
Vertex Standard EVX-539
Motorola CP200
Vertex Standard VX-459
Vertex Standard EVX-534
Vertex Standard VX-454
Vertex Standard EVX-531
Kenwood TK-2360/3360
Icom F3031/F4031
Kenwood TK-2312/3312
$300+
$200+
Hytera TC-780
Vertex Standard VX-451
Motorola CP-185
Vertex Standard VX-354
Icom F011/F021
Kenwood TK-2302/3302
Vertex Standard VX-351
Vertex Standard VX-231
Hytera TC-600
Hytera TC-500
Analog Portables
Motorola CM300
Vertex Standard EVX-5400
Motorola CM200
Vertex Standard VX-4600
Vertex Standard EVX-5300
Vertex Standard VX-4500
Kenwood TK-7360/8360
Hytera TM-800
Kenwood TK-7302/8302
Vertex Standard VX-2200
Vertex Standard VX-2100
Kenwood TK-7102/8102
$100+
Analog Mobiles
Recap
Need
Reach New Customers
Post Narrowbanding Environment
Stand Alone in the Market
Adversity to Change
Not Within Reach
Don’t Need Digital
Migration Path Unknown/ Misunderstood
Q&A
Does EVX talk to TRBO?
Are there plans to do SiteConnect?
Can EVX Trunk?
Will the repeater do Dynamic Mixmode?
Is EVX built by VS or MSI?
Are there demo units available?
Why TDMA vs. FDMA digital?