June 2011 Vol. 33 No. 6
THE
ISSUE
2011 Super p Security Fleets How Operators Are Overcoming Vehicle Challenges
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June 2011 Vol. 33 No. 6
THE
Sales & Marketing ISSUE
SAMMY AWARD WINNERS Reveal Their Success Secrets 2011 Super Security Fleets How Operators Are Overcoming Vehicle Challenges
PLUS: securitysales.com
Building RMR With Remote Video Services Checklist for More Access Control Sales
Pictured: Stanley CSS Director of Marketing Beth Tarnoff
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June 2011 CONTENTS Vol. 33, No. 6
Learn why these installing security contractors took home top honors at the 16th Annual SAMMY (Sales and Marketing) Awards. Ideas to boost your company’s brand messaging within. — See page 46
STORY: Reaching the Pinnacle of Brand Messaging 46 COVER Winners of the 16th annual SAMMY Awards reaffirm how creative and cost-effective sales and marketing techniques power business success. Learn who won in each category and pick up great ideas for your own company. By Rodney Bosch, Scott Goldfine and Ashley Willis
Surveillance Serves as PD’s Force Multiplier 58 Wireless A local systems integrator won a bid to expand the Pensacola, Fla., Police Department’s four-camera network of surveillance cameras. To install a new wireless mesh system, line of sight issues, 140mph wind load requirements and other challenges had to be met. By Rodney Bosch
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Super Security Fleets Study 66 2011 How are installing security company owners and operators managing their vehicle fleets in the face of unprecedented economic pressures and pain at the pump? SSI’s first Super Security Fleets study exposes the answers with input collected from hundreds of respondents throughout the industry. By Scott Goldfine
Remote Video’s Revenue Possibilities 72 Realizing Remote services such as video guard tours and verification appeal to end users, and have the potential to be very lucrative for integrators. Find out what’s involved to succeed in this growing marketplace from technology, sales and marketing, and operational standpoints. By Sharon Shaw
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Walks You Through Access Sales Process 76 Checklist Do you know the important questions and observations required to identify the best access control system for any installation? Get the guidance you need along with insights on conducting site surveys and security audits; gathering design details; ensuring code compliance; and validating security requirements. By Lester LaPierre
Power on the Network 80 Securing Behind every properly designed security system lurks a low-voltage power supply. Selecting the right device ensures proper and reliable functioning. Know what factors to consider — particularly where it comes to networked-based solutions incorporating power over Ethernet (PoE). By Ronnie Pennington 84 2
securitysales.com • JUNE 2011
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UPGRADE TO IP VIDEO WITHOUT THE DRAMA From the specialists in video transmission, here’s the breakthrough performance of the year: Ethernet-over-Coax (EoC) technology, from NVT. Allowing legacy coax cable to be used to transmit Ethernet video, the new NVT NV-EC1701 EoC Transceiver enables analog cameras to be easily upgraded to IP/Megapixel models, and without the expense of re-cabling. The NV-EC1701’s star performance includes: • IP Video and PoE power at distances well beyond the standard 328ft (100m) • Multiple camera video and power over one coax cable • No configuration or set-up required • ‘Plug and play’ connectivity • Camera PoE up to 45 watts • Built-in transient protection When it comes to EoC technology from NVT, the winner is... you.
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SSI’s inaugural Super Security Fleets survey reveals the industry’s preferences for vehicle brands and types, fuel usage and alternatives, leasing vs. purchase and much more.
— See page 66
Peggy Onstad Publisher, ext. 477 Rodney Bosch Managing Editor, ext. 426 Al Colombo, Ron Davis, Bob Dolph, Steven Gibbs, Steve Payne, Bob Wimmer, Jeffrey Zwirn Contributing Writers
Scott Goldfine Editor-in-Chief 114 Chatworth Lane Mooresville, NC 28117 (704) 663-7125 Fax: (704) 663-7145 Ashley Willis Associate Editor, ext. 419
Sr. Production Manager Sarah Paredes, ext. 497 Art Director Margery Young Audience Marketing Manager Katie Fillingame Staff E-mail addresses are firstname.lastname@security sales.com (e.g. scott.goldfine@securitysales.com) Contributors‘ E-mail addresses are secsales@bobit.com. HOW TO CONTACT ADVERTISING & MARKETING
■ West
■ East
Dynise Plaisance 3520 Challenger St. Torrance, CA 90503 (760) 519-5541 Fax: (310) 533-2502
Tara Schelling 2738 Furlong Road Doylestown, PA 18901 (215) 794-7015 Fax: (215) 794-7756
ADVERTISING SALES TERRITORIES
the IP Transmission Transition 84 Making While it’s typically components like cameras, readers and control panels that get the most attention when designing a security system, the transmission media everything will ride on is a critical consideration. This is especially true with the migration onto IP networks. Gain insights for working with both copper- and fiber-based infrastructure. By Frank Haight
PULLOUT SECTION: A1 SPECIAL Digital Video Systems Design for D.U.M.I.E.S, Part 2 of 4 A Realistic Approach to Resolution By Bob Wimmer
Classified-MarketPlace Ads Peggy Onstad, (310) 533-2477
◗ COLUMNS
◗ DEPARTMENTS
12 Between Us Pros With Scott Goldfine
6 15 88 92 96 99
SSI’s publisher celebrates its 50th anniversary.
24 Convergence Channel With Paul Boucherle
Old-school sales tactics still prevail in this new era of convergence selling.
Security Exchange Industry Pulse The Essentials Ad Index As I See It MarketPlace
28 Tech Talk With Bob Dolph Installation best practices and other insights in providing robbery, duress and hold-up alarms (HUAs).
EDITORIAL ADVISORY BOARD Ed Bonifas, Alarm Detection Systems, Aurora, Ill. Bill Bozeman, PSA Security Network, Westminster, Colo. Shandon Harbour, SDA Security, San Diego Jim Henry, Henry Bros. Electronics, Fair Lawn, N.J. Michael Jagger, Provident Security, Vancouver, British Columbia, Canada John Jennings, Safeguard Security and Communications, Scottsdale, Ariz. Sandy Jones, Sandra Jones and Co., Chardon, Ohio J. Matthew Ladd, The Protection Bureau, Exton, Pa. Mike Miller, Moon Security Service, Pasco, Wash. Joe Nuccio, ASG Security, Beltsville, Md. Alan L. Pepper, Mitchell, Silberberg & Knupp LLP, Los Angeles Eric Yunag, Dakota Security Systems, Sioux Falls, S.D. HOW TO GET YOUR NEWS TO US E-mail: secsales@bobit.com Mail: 3520 Challenger St., Torrance, CA 90503 Fax: (310) 533-2502
32 Fire Side Chat With Al Colombo
FOR SUBSCRIPTION INQUIRIES (888) 239-2455
How and why fire-intrusion alarm systems make for a viable life-safety and security solution.
SECURITY SALES & INTEGRATION WEB SITE securitysales.com
36 Monitoring Matters With Mark Matlock
BOBIT BUSINESS MEDIA Edward J. Bobit, Chairman Ty F. Bobit, President & CEO (310) 533-2400
Think smartphones don’t have a place in your portfolio of services? Think again.
98 The Big Idea With Ron Davis Achieving success is a multidimensional pursuit.
Printed in USA
102 Legal Briefing With Ken Kirschenbaum Beware the overly puffy promotional statement. Cover photo by Joe Coomber
4
Winner • 2005 Finalist • 2003, 2004, 2005, 2006, 2007, 2008, 2009
securitysales.com • JUNE 2011
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For more information on products featured here contact your local distributor or visit www.dsc.com
Š 2011 Tyco International Ltd. and its Respective Companies. All Rights Reserved.
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Sounding Off
Security Exchange Web Watch
RIGHT
NOW ON
securitysales.com PRODUCTS
www.securitysales.com/ products Looking for the perfect item to add to a project proposal that will put you over the top and in line for the winning bid? There’s a good chance you’ll find it in the Products section of SSI’s site. Simply click on the Products tab at the top of the homepage or scroll down and click on the Products link in the middle of the homepage and voilà! There you will find dozens of pages of the
industry’s hottest technology from the most innovative manufacturers. Hundreds of items are featured dating back to 2006, each with a vivid color photo and description of features and specifications. A newly added advanced search tool makes the process that much easier. Handy hyperlinks are included at the end of each product listing to provide more information and dibe sure to sign up for SSI’s recently rect readers to the appropriate sup- launched products newsletter, plier. And while you’re on the site, Security Equipment e-lert.
WEB-O-METER
5 most-viewed news stories during April
SSI Honors Sales and Marketing Excellence at 2011 SAMMY Awards
Schneider CEO Says No Big Buys for ‘Foreseeable Future’
FST21 Americas Earns Top Prize at New Product Showcase
Honeywell, Boeing Team to Provide PSIM Solution
ADS Sells 3,800 Atlanta Accounts to Ackerman
SECURITY SCANNER®
Security Scanner® Web Poll Question:
What impact will the Japan earthquake/tsunami have on your equipment suppliers and general business needs/expenses? SIGNIFICANT IMPACT ON SUPPLY CHAIN AND BUSINESS OPERATIONS
MODERATE IMPACT ON SUPPLY CHAIN AND BUSINESS OPERATIONS
MINOR IMPACT ON SUPPLY CHAIN AND BUSINESS OPERATIONS
MAJOR IMPACT ON SUPPLY CHAIN AND BUSINESS OPERATIONS
44% 25% 19% 6%
NO IMPACT ON SUPPLY CHAIN AND BUSINESS OPERATIONS
6%
Nearly seven in 10 respondents to April’s Web poll anticipate the recent Japan natural disasters will have a moderate to significant affect on the security equipment supply chain, as well as other facets of business operations. However, one-fourth say they see little to no ill effects despite the electronics-centric nation’s tremendous setbacks. Log onto www.securitysales.com to view SSI’s Security Scanner archives as well as cast your vote for the June question: Where do you most commonly come up with your best business-related ideas? BLOGS
www.securitysales.com/blog
Some of the things we’re talking about …
• The UPS and Downs of Camera Power Supplies • How to Curb False Alarms • Responding to a Consultant’s Bad RFP • ISC West 2011: The Year of the Copycat • Obama Signs Law to Repeal Business Tax Reporting Mandate
For the latest news as it happens, sign up for SSI’s eControl Panel at www.securitysales.com
Dubious Practices Prompt Disgust [Commenting on the news item “Missouri Attorney General Sues Pinnacle Security for Unethical Sales Practices,” www.securitysales.com/pinnacle050511] There are probably as many crooks in the “security” business now as there are in jail. We used to be in the security business 20 or 25 years ago. Now the primary focus is monitoring contracts. What a shame! MATT WEST Online comment
An Organized Approach to False Alarms [Commenting on Al Colombo’s “How to Curb False Alarms” Security Sense blog post, www.securitysales.com/securitysense042711] Professional security alarm companies should be concerned about this situation. Part of this concern should be looking at the internal processes that they have. A good way to start that process is to look to already accepted standards for quality. The IQ Installation Quality program (www.iqcertification.org) is a proven way for professional security alarm companies to demonstrate to the law enforcement community that IQ companies are dedicated to preventing false police dispatches. I urge you to check out IQ today! TIM CREENAN, CEO Amherst Alarm Buffalo, N.Y.
Video Lighting When Power Fails [Commenting on Bob Grossman’s “The UPS and Downs of Camera Power Supplies” Enterprising Solutions blog post, www.securitysales.com/enterprisingsolutions050411] What do you do when the lights go out with the power? Cameras can’t see very well in the dark. Is the extra money worth it given that you acknowledge “power is pretty stable”? ONLINE INQUIRER www.securitysales.com
GROSSMAN REPLIES: While it is true cameras can’t see very well in complete darkness, they see amazingly well in neardarkness. Coupled with the fact that all
Engage in the conversation! 6
securitysales.com • JUNE 2011
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Communicating on Communication Topic Altronix ReServ UPS solutions provide added security for your surveillance systems. These multi-output units seamlessly operate 12VDC or 24VAC cameras – or both – during brownout or power outage conditions. So you can rest assured that your cameras are always on. ReServ UPS solutions feature supervised operation, and are available in indoor and outdoor models. And they’re all UL listed. Add more security to your surveillance system – only with ReServ.
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[Commenting on Bob Dolph’s “A Failure to Communicate” Tech Talk article, www.securitysales.com/techtalk0411] Nice column. I agree that there are tangible costs in poor communication skills, both oral and written. Some people have an innate ability to convey thoughts, suggestions and concerns. Others need to learn and practice those skills. I printed copies of your column to review and discuss with our technicians. JOSEPH TOCCO, Facility Systems IntegrationSpecialist MCMI Facility Automation Sterling Heights, Mich.
‘Great Ideas’ Incite Fond Memories I have just finished reading Ron Davis’ monthly article regarding Johnny Hudson and his great idea (see “Hot Prospects May Be Closer Than You Think” in April’s Big Idea or at www.securitysales.com/bigidea0411). As I was reading the article, it brought back memories of Security Associates Int’l (SAI) and the annual meeting in Las Vegas. It was so great being able to attend those meetings and getting to network with people like Johnny and Ron. I thought I would express how much I enjoy reading the Big Idea articles. Thank you for all your hard work in getting these articles to press! VERLON MYERS Crown Technical Training Lawrence, Kan. WE WELCOME YOUR LETTERS AND E-MAIL SECURITY SALES & INTEGRATION (SSI) may edit submissions for style, clarity or brevity. All letters and E-mail become the property of SSI, and are deemed for publication unless otherwise stated. Opinions expressed are not necessarily shared by SSI. Send letters to SECURITY SALES & INTEGRATION, 3520 Challenger St., Torrance, CA 90503. Send E-mail to secsales@bobit.com.
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Between Us Pros
SSI Publisher Reaches 50-Year Milestone
F
ifty years ago this month in Chicago, as one amazing run was coming to a close, the Windy City witnessed the beginning of another. It was in June 1961 that “Mr. Cub” Ernie Banks saw his 717 consecutivegames-played streak end. At just about the same time, a young man
By Scott Goldfine scott.goldfine@ securitysales.com
proached about entering a brand-new industry for them with a great idea and relentless entrepreneurial spirit began with the purchase of a 10-year-old magazine. The electo establish a publishing legacy that’s still thriving today. tronic security industry, they wondered? But they sensed That man was Edward J. Bobit, presently chairman of another golden opportunity and pulled the trigger to buy Bobit Business Media, the Torrance, Calif.-based B-to-B Alarm Installer & Dealer (AID), changing the name soon specialist responsible for SECURITY SALES & INTEGRAthereafter to Security Sales (“Integration” was added to TION along with many other magazines, Web sites and the title in 2001). The Bobit intuition once again shined trade shows across a broad spectrum of diversified indusbrightly as security proved tries. His is a classic American to be an industry of enorsuccess story, one that I share Whether in wedlock or business, mous upside, and SSI would and celebrate here this month. golden anniversaries are becoming go on to be both a financial Let’s go back to that fateful exceedingly rare. Please join me in and editorial success. early summer day. It’s the height applauding Ed, the Bobit family Thirteen years ago it was of the Cold War, J.F.K. is in ofand their half-century of my good fortune to get a call fice, “West Side Story” is the top publishing excellence. from a colleague, who at the movie and Bobby Lewis’ “Tostime was the chief editor of sin’ and Turnin’” is the year’s bigSchool Bus Fleet, alerting me to an editorial opening with gest hit record — think “Mad Men” era. Ed Bobit has an idea Security Sales. Although I was a complete newbie to the inhe believes good enough to kick upstairs. dustry, I fully embraced it and found it to be a vibrant, comHe’s done his research, outlined his concept and is ready plex and rewarding field. I greatly appreciated the entreto make the pitch. “What if,” he says to his bosses at pubpreneurial and familial environment that flowed forth from lishing giant McGraw-Hill, “we created a magazine for those the Bobits throughout the entire company culture. who manage the vehicle fleets at big companies? It would Bobit Business Media represents a model familiar to be devoted to the issues they need to know about: running many in the security industry: a friendly yet driven and suca cost-efficient fleet, safe driving tips, and how to select the cessful independent, family run business passing the leadbest car for your company’s salespeople and executives.” ership baton forward through generations. Although Ed Although they shot down his idea, Ed felt so strongly about still mans his desk daily in the corner office, Ty has taken it that he resigned so he could give it a go alone. With that, he over as CEO and president, and grandson Blake has begun launched Bobit Publishing and its flagship publication, Autoworking his way up through the ranks. The firm calls its motive Fleet, out of the garage of his Glenview, Ill. residence. 50,000-square-foot Torrance, Calif., location home, but also A credenza he bought for $12 and used to lay out the first ishas 15 regional offices nationwide. sue can be seen today in the company’s headquarters. Whether in wedlock or business, golden anniversaries At the time of the firm’s founding, he had five kids (soon to are becoming exceedingly rare. It really is a tremendous acbe six) to feed, which made him what you’d call “motivated complishment. So please join me in applauding Ed, the Boto succeed.” And succeed he did. Within a few years, he exbit family and their half-century of publishing excellence. Oh panded the company’s footprint in the fleet management field yes, and there is one more important event that took place 50 by acquiring School Bus Fleet and Metro magazines. Seeking years ago back in 1961 — I was born. Coincidence? warmer weather, the company moved to Southern California ■ in 1977 and established an office in Redondo Beach. Fast-forward to 1989. Ed and his son Ty, who had been Editor-in-Chief Scott Goldfine has spent more than 12 years with SECURITY SALES & INappointed as an executive within the company, were apTEGRATION. He can be reached at (704) 663-7125 or scott.goldfine@securitysales.com.
12 securitysales.com • JUNE 2011
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Industry Pulse In Depth
High Gas Prices Eating Into Bottom Line LOS ANGELES — With gasoline prices matching 2008’s record highs in some parts of the country, many installing security contractors are reassessing their daily fleet operations to see where savings can be made. A greater reliance on technology, emphasizing routine maintenance and enforcing stricter driving practices are some of the measures companies are taking to increase fuel efficiencies. “The cost of doing business is tight enough as it is with shrinking margins. The additional gas expense could be a couple of points off your profitability, so it hits the bottom line hard,” says Matt Ladd, president of Exton, Pa.-based The Protection Bureau. When the price of gas began to spike earlier this year, Ladd looked to his GPS system to maximize fuel efficiencies in his 62-vehicle fleet of vans and cars. “The first thing we did was turn on the speeding alerts and acceleration alerts. Not only is speeding extremely dangerous, it is also one of the biggest wastes of money,” he says. Ladd has actively sought to achieve fuel savings throughout his operations. Older Chevy vans are being incrementally replaced with the smaller, more fuel efficient Ford Transit van. Products are drop shipped to customer sites when possible, saving the technician from first picking up products at the company’s warehouse. Other measures include trying to have as many technicians as possible work four 10-hour days, thus keeping work vans off the road one day per week. “There isn’t one perfect solution. We are finding that is many solutions and constantly keeping people alert,” he says. Dan Budinoff, president of Stamford, Conn.-based Security Specialists has also realized fuel efficiencies with his GPS system along with taking additional actions. The company oper-
Vector Resources Fleet Manager Will Smith monitors the company’s 35-vehicle fleet from his office in Torrance, Calif. Vector’s first quarter fuel costs spiked to $33,000 from $23,000 compared to the same period last year.
ates a 17-vehicle fleet, including Ford E150 vans and other vehicles. Security Specialists has integrated a GPS system with its SedonaOffice back office software to track service routes and determine the most efficient routing for vehicle trips. Detailed fuel purchase reports generated by the program are also key. “Now we can combine those together and find out who is being efficient and who is not. That has really helped us. I bet we are easily saving 10 percent each month,” he says. Like Ladd, rising fuel expenses prompted Budinoff to activate excessive alerts on his GPS system to spot abusive driving habits. Idling is a particular stickler. “We set parameters in the tracking system so that as soon as somebody violates one of the golden rules, like no idling for more than five minutes, we find out about it,” he says. “It was hot outside? Stay in the customer’s premises. It was cold outside? Stay in the customer’s premises.” While gas prices have eased slightly in recent weeks, they are, on average, up about 30 percent compared to a year earlier. For example, Vector Resources Inc., a Torrance, Calif.-based
IT and security systems integrator, saw its first quarter fuel costs spike to $33,000 from $23,000 compared to the same period in 2010. To increase fuel savings as well as eliminate wear and tear on its 35-vehicle fleet, Vector utilizes medium duty box trucks to distribute products and other gear to project sites. Located near Los Angeles, the company’s vans, pickups and other vehicles ply congested freeways across Southern California. So, determining the most efficient route is a constant pursuit, says fleet manger Will Smith. “Routing is such a big deal for us. If we have multiple deliveries in a certain area we try to make use of one truck instead of multiple trucks,” he says. “Just managing our weight load efficiently also allows us to save on gas.” At the F.E. Moran Alarm corporate offices in Champaign, Ill., General Manager Michael Bunch continues to look for ways to reduce the company’s monthly fuel costs, which he estimates at $18,000. A Ford Transit van is currently being field tested in consideration for augmenting a fleet of full-size Chevy cargo vans. An upgrade to the branch’s GPS system is also being explored. Bunch has especially been preaching a fundamental message about regular vehicle maintenance, lessening cargo weight, as well as conducting random vehicle inspections. Being price conscious at the pump has a big part to play as well, he says. “None of the technicians, myself included, would ever look at the price. Filling up at a gas station right off the interstate may be convenient but typically it’s not going to be the best price,” he says. “We encourage everybody to fill up where they fill up their own personal vehicles.” See SSI’s first annual security vehicle fleet survey on page 66. securitysales.com • JUNE 2011 15
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Industry Pulse Industry News
Securitas Makes $908M Bid for Niscayah STOCKHOLM — Security services group Securitas has launched a bid worth of 5.8 billion Swedish crowns (about $908 million U.S.) for Niscayah, a provider of IT-based security and surveillance solutions. Niscayah was spun out of the Securitas group in 2006 and separately listed, but the bidder said in a statement the acquisition would broaden its product lineup and thereby strengthen its market position. At a press conference following the bid announcement, Securitas CEO Alf Goransson said the company made a mistake spinning off its high-tech systems integrator and that bringing it
back into the fold will renew Securitas’ competitive edge. Securitas has reportedly lost a raft of high value contracts recently, but has refused to cut prices. “Our business — it is mature markets, it is mature business, and we need to make a difference in front of our clients. Otherwise, if every dot is gray, price will be the only weapon,” Goransson said. At press time, Niscayah said it would appoint an independent committee, consisting of three board members, to “take the decisions necessary due to the current situation and to evaluate the offer and other potential offers.” The acceptance period is set to expire July 18.
Bay Alarm V.P. to Receive CAA’s Top Honor MARINA DEL REY, Calif. — The California Alarm Association (CAA) will honor Bay Alarm’s Dr. Shane Clary with the 2011 George A. Weinstock Award for lifetime achievement and service to the electronic security industry. The award presentation will take place on Dec. 9 at the 2011 CAA Winter Dr. Shane Clary of Bay Alarm will Convention and Tribute Dinner in San be presented Francisco. the George A. Clary has served in the industry for Weinstock Award more than 30 years. His many contribuat the California Alarm Associations to create industry codes and stantion (CAA) Winter dards helped him earn the Weinstock Convention and Tribute Dinner in Award, which is the highest honor bestowed by CAA. San Francisco on Dec. 9. “Shane has been a leader in the development of codes and standards that promote public safety and contribute to the overall well-being of our communities,” says CAA President John Hopper. “He is a great example of the quality of the volunteers who have contributed to the growth of our industry.”
FARA Partners to Offer Online Coursework AUSTIN, Texas — In an effort to educate alarm companies on how to stem false dispatches, the False Alarm Reduction Association (FARA) and Elite CEU will offer a one-hour online training course. Developed by FARA’s Training and Certification (T&C) Committee, “False Alarm Reduction 101 — Causes and Impacts” explains the fundamental causes of false alarms and how to reduce them. The course employs video interviews, real-world scenarios, interactive features and quizzes. “We designed this course to show the burden of false alarms on public safety, the alarm industry and the alarm user,” FARA T&C Committee Chair Sue Clark tells SSI. “It’s to help everyone realize how their actions can have an effect on others.” To learn more or to register, visit www. eliteceu.com/FalseAlarm.aspx.
Inovonics Creates Dealer Network for Mobile Duress System LOUISVILLE, Colo. — Inovonics, a provider of wireless sensor networks for commercial and life-safety applications, has signed four integrator channel partners to resell its Radius solution. Introduced last fall during ASIS, Radius is billed as the security industry’s first situational awareness system that combines mass notification capabilities with advanced wireless positioning technology to pinpoint mobile duress alarm devices. The initial integrators to sell and implement Radius are CyberMedix Medical Systems of Dana Point, Calif.; Capture Technologies of Oakland, Calif.; Phase 1 Electronics of Scottsdale, Ariz.; and VSA Secu-
rity Systems of Columbus, Ga. The companies provide electronic security solutions across a range of market niches. Although many systems integrators already resell Inovonics’ products, the company is establishing its own dealer network for the first time in its history. “It is core to our strategy in bringing Radius to the marketplace,” Inovonics President Mark Jarman tells SSI. “We have been sort of caged and constrained by being a wireless sensor and network company that sells into primarily the intrusion detection market space, but always in conjunction with somebody else’s control panel.”
16 securitysales.com • JUNE 2011
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Industry Pulse
HOT SEAT: Rallying Around Radio Spectrum Three bills under consideration in Congress could potentially result in the auctioning of radio spectrum used by the alarm industry. A House bill specifically calls for auctioning of the 450 to 470MHz spectrum, which is used to transmit signals from homes and businesses to monitoring centers. Two Senate bills would auction unspecified spectrum to finance a public safety network or other programs. Michael Sherman, president and CEO of AES Corp., a provider of wide area wireless mesh communications equipment, discusses the subject. The company’s AES-IntelliNet solution is a primary user of a portion of the spectrum being considered for auctioning. Are you confident the alarm industry can safeguard the frequencies it uses? I am totally confident that the frequencies in question will remain as they are for the security industry. Basically, the frequencies were selected in error by a consultant to Congress. What may not be understood is that there are many millions of pieces of equipment on these bands — from the millions of drive-through establishments to the railroad industries that rely on the availability of these frequencies. The use of this band by the alarm industry represents less than 1 percent of the total usage of the frequency band in question. The users that represent the other 99 percent are also dedicated and focused on their continued use of this frequency. What can installing security contractors do to help oppose the auctioning? The CSAA [Central Station Alarm Association] and all the other alarm industry institutions have mobilized their
used was located; the users of the frequency were given a few years to relocate; the cell company had to pay the broadcasters the full cost to relocate onto the new spectrum. This included the cost of the equipment, labor and all costs associated with the move. This worked for this band as moving a few hundred broadcasters was cheap relative to the value of this new frequency. What is of key importance here is that if a move was to become a reality, then the auction winner would be required to pay the alarm companies (as well as the millions of other users) their full cost to move to the new band. Michael Sherman President and CEO AES Corp.
membership to write their individual members of Congress and senators to notify them that we are not in favor of this bill and that it should be withdrawn from consideration. This effort has been going on for months and should not stop until the bill and/or the provision for these frequency bands is permanently removed. This is and will continue to be a grassroots effort — from the smallest state alarm associations to the national alarm associations. If an auction was to proceed, how soon would its impact be felt? First, one must know that the bands will not just disappear; they will be relocated to a different part of the radio spectrum. The FCC has done this before when it moved the broadcasters out of the 1.9GHz band in favor of PCS radio, the forerunner of cellular. In order to take over these frequencies, the following was required to happen first: A new piece of spectrum that was un-
Will the demise of POTS allow for new opportunities in the alarm industry? This is an opportunity for the alarm industry to embrace and add new technologies to its service offerings. There is pressure on the industry to do more than it has done in the past. I do believe that the need to deal with the changing communication infrastructure will require the dealers to rethink how they do things and perhaps stretch a little more when it comes to moving away from their classic mode of operation. We at AES-Intellinet have embraced the concept that a dealer owning and controlling its communication channel can never be surprised or hurt by the business plans of the phone or cell phone companies. By embracing and taking control of their entire service platform, they can add services without the cost and technical travails of the cellular carrier. FIND IT ON THE WEB F For more from our conversation, visit F se securitysales.com/hotseat.
. . . . . . . . . TRANSACTION Ticker . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Safe Systems Inc. of Louisville, Colo., acquires Pueblo, Colo.-based D-Tech Alarm Specialist ... Private investment firm Generation3 Capital, in partnership with WF Security Fund, acquires a controlling interest in Fluidmesh Networks Inc. … Agilence Inc. purchases the assets of defunct video analytics company Vidient Systems Inc. 18 securitysales.com • JUNE 2011
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NV-EC1701 Benefits ▪ Uses legacy coax to reduce cost of IP deployment and need for recabling ▪ Supports Megapixel Cameras or any other 10/100 BaseT IP device ▪ Simple to install with no addressing or configuration needed ▪ One EoC transceiver at the network end can support up to four remote transceivers using BNC “T” adaptors ▪ Up to 4 transceivers can be rack mounted on an NV-RM/810 Rack Panel
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Model NV-EC1701 Ethernet over Coax EoC Transceiver Technical Specifications R J 4 5 E T H E R N E T I N T E R FA C E Connectivity: Wire type: Distance: Speed:
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12.5 W
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1,099ft (334m)
2,703ft (822m)
16.6 W
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630ft (191m)
879ft (267m)
2,162ft (657m)
27.6 W
5Ω
394ft (120m)
549ft (167m)
1,351ft (411m)
35.0 W
4Ω
306ft (93m)
426ft (130m)
1,049ft (319m)
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SECUR_insert_4page.indd 4
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SSI: THE BEST MARKETING DECISION YOU CAN MAKE!
January 2011
Vol. 33 No. 1
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SS6pulse_hotseat.indd 21 SS0611marketshareapril.indd 1
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Industry Pulse DataBank
Accepting Video Surveillance in Public Places While the specter of Big Brother remains a concern for many citizens across the United States, results from a recent survey suggest the use of video surveillance is growing in acceptance as a means of deterring crime in public places. According to an online poll commissioned by 3VR Inc., banks (66 percent) and parking lots (62 percent) appear to be the locations where Americans believe video surveillance can make the largest positive security impact. The poll, conducted by IBOPE Zogby Int’l, surveyed nearly 2,000 adults of all ages. CASHIER
SALE
Financial Government institutions buildings
92%
88%
Parking lots
Shopping malls
Retail stores
87%
87%
82%
More than 80% of respondents 65 and older support video surveillance use to deter crime. Comparatively, only 46% for those between the ages of 18 and 29 are of the belief that CCTV is a crime deterrent.
Women (65%) are more likely to see video surveillance as a crime deterrent than men (56%). However, men (30%) are twice as likely to oppose the use of video as a crime deterrent than women (15%).
Source: IBOPE Zogby Int’l.
◗SECURITY CIRCUIT June 18-22: National Sheriff’s Association (NSA) 2011 Annual Conference and Exposition; St. Louis; www.sheriffs.org; (703) 838-5321.
Political analyst and commentator Bill Kristol will be a featured speaker at the Security Industry Association (SIA) Government Summit and Public Policy Dinner, June 21-22, in Washington, D.C.
June 21-22: Security Industry Association (SIA) Government Summit and Public Policy Dinner; Washington, D.C.; www.siaonline.org; 703-647-8484. July 6-8: ASIS Int’l, Physical Security: Advanced Applications and Technology; Westin Tabor Center in Denver; www.asisonline.org; (703) 519-6299. July 11-12: Industrial Security Compliance Conference; Washington, D.C.; www.americanconference.com/industrial security; (888) 224-2480.
Did You Know?
34%
Among the causes of commercial attrition for security contractors, moving ranks highest. Find more SecuritySTATS at securitysales.com/securitystats
Illustrations ©iStockphoto.com/Bank: Kathy Konkle/Capitol building: SlipFloat/Parking lot: Michael Mathis/Mall:Ian Witham/Retail store: Stephen Dumayne
The IBOPE Zogby Int’l polling found that Americans believe video surveillance is widely deployed in the majority of public areas, including banks, government buildings, parking lots, shopping malls and retail stores. Likewise, perhaps because of the growth of video surveillance, more than 76 percent of Americans expect organizations to work closely with law enforcement to solve crimes that occur on their properties.
V Visit securitysales.com/events for a complete industry calendar. 22 securitysales.com • JUNE 2011
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UL2050
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Convergence Channel
Selling Technology as a Business Solution Customers’ businesses and associated needs change quickly today. Therefore, the key to selling them advanced security solutions is fully grasping their unique qualities and leveraging technology to help them achieve their enterprise goals.
C
By Paul Boucherle paul@matterhornconsulting.com
your boss and send pictures home developing your competitive advanhaos theory is the field in 12 minutes on a 31⁄2 X 21⁄2 x 1⁄2-inch tage in a converged market. I know of applied mathematics this sounds so old school; could it restudy that involves phibox attached to your belt for $80 per losophy, physics, biolmonth, while sitting in the gate area of ally work today? You bet it can and here is why. We are ogy and economics; sounds a little bit an airport in 1999? How about 2003? working in a very nonlinear selling enlike professional selling. Chaos theoWhat I just described is absolutevironment that requires acknowledgery focuses on how small initial changes ly normal and can be witnessed in ment of dynamic systems, and the chain a dynamic system can produce wild any airport, anytime and almost anyos theory. To most salespeople, chaos swings in expected outcomes, referred where in the world today, just 12 is part of our vocabulary, daito as the “butterfly effect.” In ly activity and sometimes our sales we have always worked The impact of face-to-face thought processes. Understandthe math, projected the results business dialogue is still the most ing how chaos impacts our abiliand sometimes get surprised. important factor in qualifying ty to position our sales approach Welcome to the embodiopportunities worth pursuing, and subsequent income is a difment of the chaos theory and developing your competitive ferent matter altogether. Inhercalled convergence selling! advantage in a converged market. ently, salespeople understand Last month we explored a systhat the linear sales process thetematic approach to building ory and the reality of chaos thea surveillance specification by ory are not compatible, and therefore asking the right questions. Being a reyears later. Could you even imagine spend most of their time reconciling the covering engineer, I still like order, prothat in 1999? So what does that mean frictional differences. cess, planning and predictable results, to those of us who have to sell in toIn the perfect world, sales process as do my clients, even in these times of day’s converged and very chaotic martracking systems use the well-known dynamic systems. ket? Actually, everything. sales funnel approach in an attempt So you can imagine how unsettling it is to work during a time when techOld-School Sales Tactics Still Work to accurately forecast sales revenues. Great idea and very important to businology and the business rate of change Conventional approaches of effecness operations as well as financing; (delta for us engineer types) is so extively selling have shifted faster than however, the accuracy can make black traordinary that the 1990s are no more product distribution channels and magic look scientific by comparison! relevant than the 1950s. Do you know new competitors. So a pure numThis can wear you out in a hurry. Can how long I have been waiting to write bers game approach (100 sales calls anything be done? that sentence as an industry graybeard? = 20 sales), and linear sales tools and Don’t believe me? Remember, thought processes are not as effective healthy skepticism is a good thing so as they once were, just 10 years ago. Knowing Client Is a Secret Weapon let me ask you this situational quesDoes this mean the basics in sales While we must deal with the realtion. Could you get your flight infordon’t apply anymore? ity of linear measurement process of mation, weather conditions, boarding No, not really. In fact, the impact of CRM, company sales process complipass, E-mail with attachments, make face-to-face business dialogue is still ance, bosses asking why an “opportureservations, get driving directions, the most important factor in qualifynity” has stagnated, and why forecasts send a proposal to a client, report to ing opportunities worth pursuing, and are not more accurate, we as salespeo-
24 securitysales.com • JUNE 2011
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Convergence Channel
ple still must put food on the table, pay mortgages and pay for braces. Before you ever show up with polished shoes, your prospects now have unprecedented access to product and marketing information, pricing, company comparisons and user forums. You may be thinking, “How can I really make a difference and add unique business value?” Use your secret weapon. You can do this by realizing where your prospect might be in this new chaotic sales cycle, then confirming where they are at; not wasting time engaging in face-to-face business dialogue, then committing multiple hours on a proposal that has on average about a 15-percent chance of closing in your favor (in my experience). In the new chaotic sales funnel suspects, prospects and opportunities do not move in a linear, gravity-fed, decision-making behavioral pattern. They actually move in and out of the sales funnel based on the acquisition of new data in real-time. They engage in ad hoc buying relationships with other departments at their company. The secret weapon is your knowledge of existing customers and how they use your solutions to solve business issues. This would, of course, mean you need to spend some more time with them to understand the chaos they face in their business, and then transfer that into your competitive advantage. Consider this example: A customer who had purchased a high quality video system, initially for security surveillance in the shipping area to deter theft, ended up using the system to document “snapshots” of shrinkwrapped pallets shipped to meet buyer compliance requirements. Previously, they took a 35mm picture of every pallet, developed the film and stored it manually for future reference. Imagine how this might change the conversation with a prospect at the right time in the buying cycle. This, of course, means you better be agile and ready to shift gears.
Chaos – Convergence Sales Funnel
We are working in a very nonlinear selling environment that requires acknowledgement of dynamic systems, and chaos theory. In the new chaotic sales funnel suspects, prospects and opportunities do not move in a linear, gravity-fed, decision-making behavioral pattern. They actually move in and out of the sales funnel based on the acquisition of new data in real-time.
Your previous convergence customers can absolutely tune up your sales approach if you can wrap your head around the concept that business dialogue (your customer’s business) creates business value. Old school still works, you just have to adjust a bit.
Pros Bring Solutions to Life Based on real customer application and experience, and regardless of how fast technology changes or the ease of gaining it, it still remains two-dimensional until a professional salesperson makes it three-dimensional. You probably remember the very first time you saw a 3-D movie, perhaps at a popular theme park. Do you remember how you reacted to that experience from an emotional standpoint? Visual depth is pretty exciting stuff. Why not look at your selling approach from a 3-D standpoint with more depth? So imagine your sales process in 3-D because that is where we are to-
day with convergence market selling challenges. The good news is that your best frame of reference for selling in 3-D isn’t that much of a stretch. In fact, it’s the information located in “that there smartphone” we were talking into at the airport — your existing customer business profile. That’s right, existing customers. They are in need of new technology just like a new prospect, but a heck of a lot easier and faster to work with. Then add the 3-D to the technology application business value story. They already trust you, so enrich the relationship by keeping them informed and learning about their business challenges. They will provide the 3-D that all new prospects seek, as well as the value in a business relationship. ■ Paul Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is principal of Canfield, Ohio-based Matterhorn Consulting (www.matterhornconsyulting.com). He has more than 30 years of diverse security and safety industry experience and can be contacted at paul@matterhornconsulting.com.
26 securitysales.com • JUNE 2011
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Tech Talk
Performing Under Duress An area of security system sales and installation that can directly mean life or death is duress or hold-up alarms (HUAs). Pick up some best practices and tips for helping your customers foil robbers and live to tell about it.
O
ne of the most challenging and yet most rewarding parts of alarm systems is in the area of life safety. Most of the time when life safety is mentioned we think of fire alarm systems; however, another area is the application of robbery, duress and hold-up alarms (HUAs). The proper installation and operation of HUA systems is critical. During a hold-up there is always a high possibili-
By Bob Dolph bdolph.ssi@gmail.com
ty that the loss of human life is imminent. A store employee may be shot by the robber and only have moments to summon lifesaving help. Performance of the users, sensors and communications must be precise and without error. Dealers and technicians must be aware of this responsibility all the way from the proposal stage through to the final tests and commissioning of the equipment. Did you install a HUA device that the customer can get to quickly and easily, and that it will work flawlessly?
Design, Practices Cut False Alarms
©bdolph.ssi@gmail.com
My own Dolph Dual Trap (DDT) alarm circuit skillfully takes advantage of paired SPDT alarm sensor contacts for false alarm resistance. It also provides trouble signal supervision on single device activation. The NC position indicates a bill in the trap.
If the technical demand for precise performance of HUA systems was not challenging enough, the additional pressure for zero false alarms by police departments is paramount. Typically, a HUA system is silent so as not to panic the robber and dispatch is immediate with very little opportunity for false alarm verification. Police arrive with shotguns drawn and have very little patience for even a single false alarm. I remember the time I visited a convenience store that was part of a large national chain. I was doing an audit of the customer’s alarm system and asked to see their wireless HUA button devices. The representative stated, “That’s easy, they are all here in my office drawer.” I commented how ineffective this was and he mentioned he had a problem with employees accidentally tripping them all the time. When I asked if he regularly had HUA drills he said they did not. What could have helped this manager? Most HUA equipment manufacturers now provide HUA buttons that are recessed or have raised bump guard rings to prevent accidental button depression. One of the best solutions is a double-button configuration in which both buttons have to be pressed simultaneously for a valid alarm. I personally prefer latching or locking double-button HUA devices. Some are mechanically latching and require a small key to release. Other devices have an electronically latching LED indicator (see Tool Tip) in which the power must be reset. Since HUA sensors are closely grouped
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Tech Talk
in a facility it is not uncommon for many to be in the same alarm loop. Latching devices makes the employee stationed at a particular location more accountable for an accidentally tripped HUA device.
Building the Perfect Bill Trap One of the most challenging HUA applications is the use of currency bill sensors or bill traps. The cash drawer is a very busy area and the use of these sensors can create false alarm problems. A while back the Central Station Alarm Association (CSAA) provided the industry with alarm performance guidelines STA-1 (www. csaaul.org/CSAASTA1.htm). Following is an excerpt from the section dealing with bill traps. “In instances where bill traps are to be used, they should be installed in pairs so that both devices must be activated before a hold-up alarm signal is transmitted to the monitoring facility. When such an arrangement is provided, a trouble signal should be sent to the monitoring facility if only one bill trap is activated so that the situation can be corrected without delay. “As an alternative to a trouble signal to the monitoring facility, or
where the hold-up alarm is monitored by a police department directly, a local trouble indicator may be used. The local trouble indicator shall not be visible or audible to the potential criminal.” Note the reference to creating a logical “and” by requiring two sensors for an alarm. Also note the suggestion to have either single sensor activation create a trouble. Many new CP01-rated alarm panels allow for this to be accomplished in cross-zone programming. However, what about retrofitting this configuration in older panels? For situations with older panels or when only a single zone is available you may want to refer to the diagram in which you will find the Dolph Double Trap (DDT) configuration (yes, named after yours truly) to help comply with the CSAA STA-1 bill trap guidelines. Most bill trap sensors come with a single pole double throw (SPDT) or 1 Form C switch configuration, and this circuit diagram takes advantage of this. The normally closed (NC) switch position indicates when money is in the bill trap sensor. You may pair more than one set of sensors in parallel with the end of line (EOL) re-
TECH TALK Tool Tip One of the most versatile duress sensors I have used is the 3040/3050 Series Sentrol lever pull devices from United Technologies Corp. (UTC). Even though the device has a single action it is protected from accidental tripping by a lever action similar to what you would find in a fire alarm pull station. This device is small but has a distinctive, identifiable foot print and can be placed under or around desks, and in storage rooms and coolers. The illuminated LED latch indicator helps identify accidental activation culprits. Panic switches such as this one can be mounted out of sight but within easy reach for manual activation, such as under desks or counters in banks, jewelry stores and other facilities where people or property are at risk.
TC yU tes ur o C
sistor behind the last pair of bill trap sensors. If you would like further suggestions and a circuit diagram on how to use the DDT circuit with local LED trouble annunciation, visit my Tech Shack blog. Be sure to check out the many types of wireless bill trap alarm devices as they are easy to use in cash drawers that are constantly moved around. Some now come with local LED indicators and alarm transmission delays in case money is accidentally removed. If you want to additionally apply the DDT circuit for two wireless bill trap units you can wire it directly to the relay contact output of the wireless receiver.
Additional Tactics and Diversions It is not unusual for a hold-up to be performed by a past employee as they feel knowledgeable of the store’s most inner security operations. One tactic I have seen, and a tip you can pass on to your customer, is to make sure an old VCR or DVD unit is noticeable in the manager’s office and that the manager regularly replaces the tape or disc. These units are dummies while the manager has the real video stored elsewhere. When a holdup takes place and the tape is demanded by the robber, the actual recording is safe. Place HUA devices strategically throughout a facility. One suggested location is the coolers since criminals will often lock employees inside them during a robbery. Make sure to place at least one sensor close to the floor and in such a way that if an employee is tied up or shot they can easily reach the duress sensor. Certain HUA sensors, such as the UTC (old Sentrol) 3040/3050 Series panic switch come in a cold temperature version and have a latching LED indicator. ■ Bob Dolph has served in various technical management and advisory positions in the security industry for 30+ years. To share tips and installation questions, E-mail Bob at bdolph.ssi@gmail.com. Check out his Tech Shack blog at www.securitysales.com/blog.
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Fire Side Chat
How a Combo System Can Be a Dynamic Duo Combination fire-intrusion alarm systems are a viable life-safety and security solution, providing they adhere to NFPA guidelines. Key considerations include nothing impeding the fire detection function and that it also supercedes security alarm signaling.
A
fire alarm company operations manager recently contacted me about a combination fire alarm system and the use of a single signaling line circuit (SLC) for both fire and intrusion or burglar alarm functions. “The company I work for installed an addressable combination burglar/ fire alarm system. Our installers on the job ran a single addressable loop to which they attached addressable monitoring input modules. A local inspector failed the system on final inspection because ‘the fire alarm system does not meet NFPA 72 requirements,’” he wrote. “The inspector stated that he’d prefer we use different systems for security and fire, but at minimum we’ll need two separate addressable loops to do the job with a single alarm panel. Can you explain the proper way to do this so I can pass it on to my installers?” In this edition of “Fire Side Chat,” we’ll talk about this fire alarm dealer’s situation, including how his technicians might solve it.
Technically, the fire alarm inspector is correct, you cannot use a single SLC for both fire and burglar alarm functions. There are several reasons for this and two methods I can sug-
of the system must do its thing without a moment’s hesitation. At this point, the inspector appears to be concerned about the issue of interference between fire and burglar alarm addressable devices, which in the case of the writer are directly connected to the same SLC as the fire alarm MIMs devices. In a word, if an addressable security module fails, the MIMs must not in any way interfere with the ongoing operation of the SLC and the fire alarm panel to which it connects.
How to Solve the Problem at Hand
There are two possible ways to solve the immediate problem without pulling a second SLC. I’ll briefly touch on each of them and I invite anyone who needs additional details to contact me at www.alcolombo.net. First, if the writer’s installers happened to use a four-conductor fire power limited (FPL) cable (riser or plenum), and if the fire/security MIMs modules in use require only two conductors for both data and power, then it’s possible to employ the remaining two conductors for the security MIMs. I mention this because it’s standard operating procedure for some fire alarm engineer/designers to automatically specify four-conductor FPL Despite what some veteran fire alarm professionals will tell you, cable for the SLC as a matter combination fire/burglar alarm systems are allowable under NFPA 72, National Fire Alarm and Signaling Code, 2010 Edition. of course. In support of this ©iStockphoto.com/Yenwen Lu
Is the Fire Alarm Inspector Right?
gest to correct it, all of which involve the issues surrounding the use of combination fire alarm systems (see sidebar). First and foremost, the burglar alarm function must not interfere with the fire alarm function. According to Section 23.8.4.2, NFPA 72, 2010, “Operation of a non-fire system function(s) originating within a connected non-fire system shall not interfere with the required operation of the fire alarm system, unless otherwise permitted by this Code.” Second, the fire alarm function must take precedence above the burglar alarm system. For example, if the perpetrator of a crime happens to start a fire outside a building and the combination fire (fire/burg) alarm system detects his entry a second or so before the fire, the fire alarm portion
By Al Colombo abc@alcolombo.us
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Fire Side Chat
practice: “Wire is cheap, but labor will break you.” The second method of correction involves the use of something called “isolation modules.” Isolation modules, which connect between SLC and one or more security MIMs modules, are designed to “isolate” or insulate a lone branch circuit with a fault from all the others downstream on the SLC.
Make Use of Isolation Modules The use of isolation modules is of utmost importance in a combination fire alarm system where addressable burglar alarm devices are employed. The integrity of fire MIMs is maintained by disconnecting faulted security MIMs when a short circuit occurs in a nonfire circuit. “In Class B/Style 4 configuration, one AML-770 loop isolator is used on each detector branch. A short circuit condition on one branch will isolate that branch, leaving the remaining branches in operation. A maximum of 25 detectors may be connected to each branch” (Digital Security Controls [DSC], Concord, Ontario, Canada). Although Annex A contained in NFPA 72, 2010, is not mandatory, it does provide important information that you need to follow, often to the letter. Although the following quote deals with systems listed for “mass notification,” this type of system often serves the fire detection mission as well.
◗ The Case for Combination Fire Alarm Systems Despite what some diehard veteran fire alarm professionals will tell you, combination fire/burglar alarm systems are allowable under NFPA 72, National Fire Alarm and Signaling Code, 2010 Edition. However, there are rules that you must know and follow. First, in Section 3.3.95.1 of NFPA, a combination fire alarm system is defined as, “A fire alarm system in which components are used, in whole or in part, in common with a non-fire signaling system.” This type of system uses a data multiplex communication technology that cen-
ters on what we commonly call addressable sensors, detectors and monitoring input modules for both fire and burglar alarm functions. Additionally, Section 23.8.4.1, NFPA 72, 2010, says, “Fire alarm systems shall be permitted to share components, equipment, circuitry, and installation wiring with non-fire alarm systems.” Here’s the catch — your burglar alarm devices cannot in any way interfere with the proper operation of the fire alarm portion of the system. Section 23.8.4.2, NFPA 72, 2010, offers this warning: “Operation of a non-fire
Section A.3.3.127.2, Fire Alarm Control Interface, says, “Some mass notification systems’ autonomous control units (ACUs) might not be listed to UL 864 for fire alarm service. Any component that is connected to the fire alarm system must be connected through a listed interface that will protect the functions of other systems should one system experience a failure. This can be through isolation modules, control relays, or other approved means that are listed for the intended use. As an example, failure of a stand-alone ACU should not affect any function of the FACU.”
Observe Pathway Rules Under 72
©iStockphoto.com/SvenKlaschik
The general rules of the road for signal pathways involving Class A, B, and X, under NFPA 72, 2010, are as follows: Section 23.6.2 — An open, short circuit, or ground fault shall result in the annunciation of a trouble signal. Fire alarm takes precedence. For example, if a criminal starts a fire and a combination fire/burg system detects entry a second prior, the fire alarm must activate first.
Section 23.6.3 — Class B pathways shall maintain alarm capability during the application of a single ground fault.
system function(s) originating within a connected non-fire system shall not interfere with the required operation of the fire alarm system, unless otherwise permitted by this Code.” Admittedly, there are advantages to using separate fire and burglar alarm systems. In fact, there was a day when fire authorities refused to consider the use of combination systems in commercial venues. And then, when combination systems were deemed allowable in NFPA 72, it took a decade or more for many of these same fire inspectors to actually accept them.
Section 23.6.4 — Class A and Class X pathways shall maintain alarm capability during the application of a single ground fault, and also during the combination of a single open and a single ground fault. Section 23.6.5 —Where digital communications are used, inability to send or receive digital signals over a signaling line circuit shall be indicated by a trouble signal. In closing, my final suggestion to the individual who wrote in with the fire alarm SLC problem is to first check the number of conductors in the FPL cable in the hope that four are present and only two are in use. In this case, you may be able to utilize the spare set. Secondly, if this does not prove helpful, you will have to install isolation modules, which is probably more cost effective than running another two- or four-conductor cable. ■ Al Colombo is an award-winning writer who has covered electronic security and life safety since 1986. Visit his Web site at www.alcolombo.info, and check out his Security Sense blog at www.securitysales.com/blog.
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Monitoring Matters
The Mobile Interactive Services Imperative
I ©iStockphoto.com/Arthur Kwiatkowski
can’t imagine getting through a day without my smartphone. It is amazing all the applications and interactive services that are available to the smartphone user. It’s like having the whole world in the palm of your hand. We manage our lives through technology and we like our information instantly and on demand. We don’t want to interface with people as much because modern technology delivers the information we need more quickly and efficiently. For better or worse, this is the new world order. Given our propensity for smartphones and interactive technology, the more savvy alarm dealers are gearing their offerings toward this
gies include iPhone and Android apps that make their service even more accessible to end users. With most interactive security services today, end users can arm and disarm their systems remotely and they can be instantly notified of alarms as well as openings and closings. Many also include a video interface; some even have home automation and energy management controls. It is apparent that end users are willing to pay an additional monthly fee for the perceived value for such services.
Meeting Customer Expectations
I happen to be in the wholesale monitoring business, but if I were in retail installation I would make interactivity part of my offering on every alarm system. The value proposition is very unique and compelling. It’s a great differentiator and it establishes in a customer’s mind that the purveyor of the service has technological competency. The days of selling “static, blind” security systems are coming to an end. Interactive security services provide end users the ability to arm and disarm their systems remotely and they can be Technology from 1985 just instantly notified of alarms as well as openings and closings. isn’t going to fly in the near Many also include a video interface; some even have home future. The traditional automation and energy management controls. alarm industry landscape is fast evolving and it is imperative for trend. More than ever manufacturalarm dealers to change accordingly. ers and third-party vendors are realIt is also advantageous to alarm ly coming up to speed with mostly IPdealers that most of these systems based, interactive security systems transmit over IP and many have celand devices. Most of these technolo-
By Mark Matlock mmatlock@teamucc.com
lular back up units on board. As everyone is aware, Plain Old Telephone Service (POTS) is going away and it is nowhere near as reliable as it was just 10 years ago. In any case, now is the time for alarm dealers to shop for their favorite interactive security service and to promote this service to all existing customers and new prospects. The average alarm system user seldom activates an alarm and seldom deals with the central station or the alarm company. This disconnect can lead to customers cancelling monitoring because they just don’t have a sense of value related to their security system and their alarm company. But with an interactive system, the customer is engaged and they regularly interact with their alarm system. The real sizzle comes when they show the features off to their friends and family. The feature sets are compelling and once others see them, they are likely to think that an interactive system is more desirable. In essence, your own customers can become your most effective salespeople! So alarm dealers, go boldly into the 21st century and start offering interactive security. Your company will likely see better customer retention and you will increase your recurring monthly revenue (RMR). ■ Mark Matlock is Senior Vice President at United Central Control Inc. (UCC), a wholesale monitoring station based in San Antonio.
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DUMIES DIGITAL VIDEO SYSTEMS DESIGN FOR
DEALERS / USERS / MANAGERS / INSTALLERS / ENGINEERS / SALESPEOPLE
Image Resolution © 2011 Video Security Consultants
Continuing Education Sponsored by PELCO Part 2 of 4 Brought to You by
Presented by
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DIGITAL VIDEO SYSTEMS DESIGN FOR
DUMIES
Part 2 of 4
Illustration by Jerry King
A Realistic Approach to RESOLUTION
Whether grainy or crystalclear, the images displayed on a monitoring screen are typically the most conspicuous aspect of any video surveillance system. And depending on the application, this video resolution is also typically the most critical security factor. Learn the essential components to strive for picture perfection.
W
BY BOB WIMMER
elcome to Part II of the latest in SECURITY SALES & INTEGRATION’s acclaimed “D.U.M.I.E.S.” series: “Digital Video Systems Design for D.U.M.I.E.S.” Brought to you by Pelco, this four-part series has been designed to educate readers about recent advances in technology and systems that are likely to shape this decade’s progression of the video surveillance industry. “D.U.M.I.E.S.” stands for dealers, users, managers, installers, engineers and salespeople. The 2011 series explores areas of concern for using equipment that meshes today’s surveillance system parameters and needs/expectations, with particular attention to hybrid approaches. This second installment covers video surveillance image resolution and the impact of megapixel cameras. The discussion includes pixels, contrast ratio, image formats, lenses, bandwidth and more.
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Applying Reason to Resolution Resolution is one of the most confusing and difficult topics in the CCTV world. Most of us have digital cameras or video camcorders and have heard the term megapixel used as the most common comparison in resolution between various makes and models. In the CCTV security camera marketplace terms such as active pixels, TV lines, in addition to megapixels, confounds the definition of resolution even more. The actual definition of resolution is as follows: The fineness of detail that can be distinguished in an image. But let’s seek to define it further still. As the definition states resolution governs the sharpest of the overall image quality in video security. However, resolution is not just about the number of pixels per inch or the total TV line pairs the camera can generate. It is the combination of many factors that can cause many customers to become dissatisfied when comparing the published resolution versus the actual resolution observed on their video screens. Now let’s take a gander at how resolution is specified on data sheets. There are different methods that describe the resolution of a camera’s imager. The first is spatial resolution. This is the measure of how closely lines can be resolved in an image, and it depends on the properties of the system creating that image. When measuring analog resolution, a TV line does not have a defined number of individual pixels. Instead, the term TV lines refers to the number of discernable horizontal or vertical lines on the screen — also known as spatial resolution. The second method is to cite resolution as the total number of pixels, which are the little dots that make up pictures. Pixel is derived from PICture ELement. Put enough of them together and you have a picture. They are arranged horizontally and vertically. Larger num-
bers of pixels, typically given as number of megapixels, can be calculated by multiplying pixel columns by pixel rows and dividing by 1 million. An image that is 2,048 pixels in width and 1,536 pixels in height has a total of 2,048 X 1,536 = 3,145,728 pixels or 3.1 megapixels. Other methods include describing pixels per length unit or pixels per area unit, such as pixels per inch or per square inch. None of these pixel resolutions are true resolutions, but they are widely referred to as such; they serve as upper bounds on image resolution. For practical purposes the clarity of the image is determined by its spatial resolution, not the number of pixels of an image.
Piecing Together the Pixel Puzzle Ever wonder why so many different methods or values are listed for resolution on a single camera specification sheet? Listed Resolution: • Active pixels • Total pixels • Black/white versus color resolution • Megapixels
Active pixels is the term used to describe the number of effective pixel sensors that contribute to the final image resolution. This is opposed to the number of total pixels, which includes unused or light-shielded pixels around the edges. In reading a specification, cameras incorporating total pixels for resolution will always be greater than cameras specifying active pixel resolution. Why the difference between blackand-white and color camera resolution? Let’s answer that by considering this example: 480 lines resolution in color mode and 570 lines in B/W mode. Unfortunately, the total count of pixels isn’t a real measure of the resolution of color digital camera images. This is because color image sensors are typically set up to alternate color filter types over the light sensitive individual pixel sensors. Color images require a red, green and blue value for each pixel to be displayed, but one individual pixel in the image sensor will only supply one of those three pieces of information. The image has to be interpolated to produce all three colors for each output pixel.
Incoming Light
Bayer Filter
Imager Bayer filter arrays, placed directly above the image sensor, contain an alternating pattern composed of one red, one blue and two green patches with each one covering a single pixel. This information is read out of the imager and digitized for further processing.
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DIGITAL VIDEO SYSTEMS DESIGN FOR
The Bayer filter, which is the most common interpolation method, consists of a mosaic of tiny color filters placed over the pixel sensors of an image sensor to capture color information. Color filters are needed because CCD (charged couple devices or CMOS (complementary metal oxide semiconductors) detect light intensity with little or no wavelength (color) selectivity and, therefore, cannot separate color information. Bayer filter arrays place a color filter directly above the image sensor. The filter contains an alternating pattern composed of one red, one blue and two green patches with each one covering a single pixel. This results in each pixel of the resulting image containing information for only one color. This information is read out of the imager and digitized for further processing. In order to generate a useable image from this raw data, some reconstruction is required. The process used to recover this information is called demosaicing, and is performed when the camera generates a finished image file. This process interpolates the missing color information from adjacent pixels in order to generate a full color image. Due to this process, resolution of a color camera versus a black-and-white camera of similar design will have a 15-percent reduction in overall resolution.
DUMIES
In summary, the active pixel count is the best method in order to present the camera’s true resolution; however, there are additional areas that also contribute to the overall resolution of the system. The number of TVL or pixel count alone is commonly presumed to indicate the resolution of a camera system, but this simple figure of merit is misleading.
Contrast Ratio and Other Specs Although resolution is usually considered the main factor that separates HDTV from standard CCTV, it’s not as important to overall picture quality as other characteristics. These other factors that impact a camera’s resolution include sensor size, lens quality and system bandwidth. The Imaging Science Foundation (ISF) is a display standards industry organization dedicated to improving the quality of electronic imaging. The group states that the most important aspect of image quality is the contrast ratio. Resolution comes in fourth despite being the most cited HDTV specification. Contrast ratio or camera dynamic range is the difference between the brightest whites and the blackest blacks that a camera can handle without distortion. High contrast ratios de-
Part 2 of 4
liver whiter whites and blacker blacks, and a greater degree of gray values in between. If the contrast ratio is low, even if the image is bright, your image will look washed out. Contrast resolution or contrast detail is an approach to describing the image quality in terms of both the image contrast and resolution. Contrast resolution is usually measured by generating a pattern from a test object that depicts how image contrast changes as the structures being imaged get smaller and closer together (spatial resolution).
Lens Quality Is Paramount Image contrast and resolution goes far beyond just camera performance. These areas are also two of main characteristics that determine the quality of camera lens. And as we are all aware, every camera requires a lens in order to perform its duty. Lens quality is more important now than ever, due to the increasing number of megapixel cameras being utilized in today’s industry. Frequently, the resolution of your camera is actually limited by the camera’s lens, not by the resolution of the camera itself. There are megapixel quality lenses and then there are megapixel lenses. Most lens manufacturers list their
Modulation Transfer Function 100%
0%
Modulation transfer function (MTF) conveys a lens’ ability to transfer contrast at a particular resolution level from the object to the imager. In other words, MTF is a way to incorporate resolution and contrast into a single specification.
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Lower MTF = Less Contrast
An MTF of 1.0 represents perfect contrast preservation, whereas values less than that means more and more contrast is being lost until an MTF of 0, where line pairs can no longer be distinguished at all. Here we see an MTF of .8 to .1.
megapixels by the amount of megapixels they handle. However, there are more important parameters of a lens that will also qualify a megapixel lens. This measurement is known as the modulation transfer function (MTF) of the lens. Unfortunately, most lens manufacturers fail to list this information on their specification sheets. The MTF conveys a lens’ ability to transfer contrast at a particular resolution level from the object to the imager. In other words, MTF is a way to incorporate resolution and contrast into a single specification. Ideally, it would be one, or 100 percent. Modulation transfer plots describe the modulation of a lens system as the object increases in complexity. The MTF is an optical bench measurement used by engineers to evaluate the performance of a lens or a lens system. Most people are unfamiliar with the importance of MTF because there are no easy ways to standardize it. To understand it better, let’s take a look at what happens to an image when it passes through a camera lens and is recorded at the camera’s sensor. To make things simple, we’ll use images composed of alternating blackand-white lines (TV line pairs). The MTF is usually measured along a line leading out from the center into a far corner of the image. This factor can be evident when viewed through a megapixel camera that offers a crisp and clean image in the center of the screen.
However, the outer edges of the image will appear slightly distorted. Even though the information is still resolved, this information progressively deteriorates in both contrast and edge clarity as the resolution becomes finer. For two lenses with the same resolution, the apparent quality of the image will therefore be mostly determined by how well each lens preserves contrast as TV lines become progressively narrower. Limited system resolution is an unavoidable barrier with any lens; it only depends on the camera lens aperture and is unrelated to the number of megapixels. An MTF of 1.0 represents perfect contrast preservation, whereas values less than that mean more and more contrast is being lost until an MTF of 0, where line pairs can no longer be distinguished at all. A perfect lens is one that is limited in resolution and contrast only by diffraction. Diffraction is an optical effect that can limit the total resolution of your system no matter how many megapixels your camera may have. Ordinarily, light travels in straight lines through uniform air; however, it begins to disperse or “diffract” when squeezed through a small hole such as your camera’s aperture. MTF figures will vary depending on the f-stop rating of the lens. Therefore, most MTF ratings are weighted in order to help compensate for these variations.
Bandwidth Plays a Gatekeeper Role After discussing camera resolution, lens resolution and contrast, there is one additional topic that also should be addressed. That is the system’s lifeline, or bandwidth requirements, to transmit the total image resolution offered by the camera assembly. The bandwidth may be expressed in either hertz (Hz) or bits per second (bps). In electronic communication, bandwidth is the width of the range (or band) of frequencies that an electronic signal uses on a given transmission medium. In this usage, bandwidth is expressed in terms of the difference between the highest frequency signal and the lowest frequency signal. For example, in analog output systems the frequency of a signal is measured in hertz (the number of cycles of changes per second). A typical analog camera bandwidth is between DC and 10 megahertz (MHz). Let’s take a closer look at how bandwidth impacts and behaves when IP, megapixel as well as analog cameras are deployed. ANALOG OUTPUT CAMERAS — Analog security cameras are measured in TV lines, and most of them have resolutions between 330 and 610 TVL. The higher the number of TV lines the better the detail of the image. These types of cameras use coaxial video cable as their lifeline. Here is the conversion that will help in understanding the bandwidth requirement: for securitysales.com • JUNE 2011 A5
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DIGITAL VIDEO SYSTEMS DESIGN FOR
DUMIES
Contrast Resolution Vs. MTF
Using images composed of alternating black-and-white lines (TV line pairs), the MTF is usually measured along a line leading out from the center into a far corner of the image. This factor can be evident when viewed through a megapixel camera that offers a crisp and clean image in the center of the screen. However, the outer edges of the image will appear slightly distorted.
every 80 TV lines generated by a camera, a bandwidth of 1MHz is required to transmit that information. As an example, a camera that offers 480 TV lines would require a bandwidth of 6MHz. Since most coaxial cable has bandwidth in the area of .75 to 1 gigahertz (GHz), at a system requirement of 6MHz, this type of cable has no difficulty transmitting the required resolution. However, transmitting analog output information via other methods like UTP (unshielded twisted pair) requires system interfaces match the device’s bandwidth with the required bandwidth in order to properly transmit all of the resolution parameters. A loss of system bandwidth will result in loss of high frequency detail of the displayed image. However, the total images per second and the overall size of the image will remain the same.
Part 2 of 4
IP NETWORKED CAMERAS — It should be remembered that a real communications path usually consists of a succession of links, each with its own bandwidth. If one of these links is much slower than the rest, it is said to be a bandwidth bottleneck. In computer networks, bandwidth is often used as a synonym for data transfer rate, the amount of data that can be carried from one point to another in a given time period (usually a second). In data communications, bits per second (bps) is a common measure of data speed for IP and megapixel cameras. As the term implies, the speed in bps is equal to the number of bits transmitted or received each second. Larger units are sometimes used to denote high data speeds. One kilobit per second (Kbps) is equal to 1,000bps. One megabit per second (Mbps) is equal to 1,000,000bps or 1,000Kbps. How much bandwidth do network cameras consume? For the band-
Image Resolution Chart 9 8 7 6
MHz 5 4 3 2 1 0
100
200
300
400 (CCTV)
500
600
700
800 (Broadcast)
For every 80 TV lines generated by an analog output camera a bandwidth of 1MHz is required to transmit that information. As an example: a camera that offers 480 TVL would require a bandwidth of 6MHz.
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width consumption of an IP camera, use 1Mbps as a rule of thumb. Now, there are many factors that affect total bandwidth consumption. You can certainly stream an IP camera as low as .2Mbps (or 200Kbps) and others as high as 6Mbps. The greater the resolution and greater frame rate, the more bandwidth will be required. MEGAPIXEL CAMERAS — For the bandwidth consumption of a megapixel camera, use 5Mbps to 10Mbps as a rough rule of thumb. Again, there are a number of factors that affect total bandwidth consumption. A 1.3-megapixel camera at 1fps can consume as little as .8Mbps (or 800Kbps) yet a 5-megapixel camera can consume as much as 45Mbps. There are a great many more parameters concerning resolution on the network side of the industry. As stated before limiting the bandwidth of an analog output camera results in poor high frequency detail. On the networking side limited bandwidth will result in either a connectivity problem or a reduction in image performance. By performance we are referring to the rate of images per second and the overall size of the image on the monitoring screen. Image rate is the rate at which images are presented on the monitor screen. The normal, or what is known as realtime video, is an image rate of 30 per second. This rate produces a sequence of images that appear to be free of any form of jerky movements. The drawback on a network is the increased bandwidth requirement required to transmit these 30 images a second. The minimum rate to achieve the illusion of a moving image is about 15 images per second. This factor does not really FIND IT ON THE WEB F Visit the Special Reports section at www. V securitysales.com/dumies to access more se then six years’ of “D.U.M.I.E.S.” archives.
Common Intermediate Format Comparison
1CIF Display
4CIF Display
Common Intermediate Format pertains to the size of an image. A 4CIF image is a full-size image, meaning it will fill the entire monitor screen. The quality is excellent but the bandwidth requirement is large. A 1CIF image is commonly transmitted to reduce bandwidth.
affect the resolution of a system until the system reproduces fewer than 15 images per second.
Sizing Up Image Formats Image format, commonly referred to as CIF (Common Intermediate Format), pertains to the size of an image. A 4CIF image is a full-size image, meaning it will fill the entire monitor screen. The quality is excellent; however, the bandwidth requirement is large. For bandwidth-limited systems it is common practice to transmit a 1CIF, which is one-quarter of the full image. Some applications expand CIF images to full size by artificially generating every other pixel both horizontally and vertically. The result is lower in perceived resolution or quality than an actual full 4 CIF image. The size of the image will definitely impact the resolution of the overall system. This reduction in resolution or detail applies to IP cameras only. CIF sizing is not a factor in megapixel cameras. The bandwidth issue for megapixel cameras is addressed by limiting the device’s megapixel properties. While the camera may be able to provide a 2-megapixel-quality image only a portion of that may be used in order to meet the bandwidth param-
eters of the system. Most of these settings are accomplished during camera set-up via software. Video compression techniques should be considered as a way to help megapixel systems overcome bandwidth and resolution challenges. In closing, no matter how terrific the resolution is that is supplied to the system, it’s the bandwidth of the transmission media and quality of the storage device that will be the overriding factors for optimizing the solution. ■ Robert (Bob) Wimmer is president of Video Security Consultants (www.cctvbob.com) and has more than 38 years of experience in CCTV. His consulting firm provides technical training, system design, technical support and system troubleshooting. Wimmer was inducted into SSI’s Industry Hall of Fame in 2006.
NEXT UP FOR ‘D.U.M.I.E.S.’: COMPRESSION AND STORAGE Be sure to check out the August issue of SSI for Part III of 2011’s “Digital Video Systems Design for D.U.M.I.E.S.” series. The third installment will explore advanced compression methods and storage devices. In particular these design considerations will be explored in application and optimization of systems inclusive of megapixel cameras.
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E X C L U S I V E
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SALES AND MARKETING
Reaching the
PINNACLE
of Brand Messaging Winners of the 16th annual SAMMY Awards reaffirm how creative and costeffective sales and marketing techniques power business success. Learn who won in each category and pick up great ideas for your own company.
M
By Rodney Bosch, Scott Goldfine and Ashley Willis
arketing can be a many colored pursuit fraught with miscalculation, oversight and just plain ineffective messaging. Hit the mark, though, and it becomes all about winning and keeping customers. To that end, each year SSI presents the SAMMY (Sales & Marketing) Awards. More than to honor excellence in sales, marketing and installations, the utmost intent is to provide the installing security contractor community a forum to share best practices in all forms of promotional pursuits. Is your brand messaging in need of a boost? Feel as if your vehicle graphics design may be missing the mark? What types of interactive features make for a successful Web site? Searching for a cost-effective promotional giveaway item? How can you better engage your customers with a newsletter? If you are seeking answers to these types of questions, where better to find the answers than from your industry brethren? The following profiles highlight recently announced winners of the 10 marketing categories from the 16th SAMMY Awards. There just might be an opportunity for you to incorporate some of these winning concepts into your own campaigns. And we welcome you entering the program next year to take a run at a SAMMY trophy! SSI would like to thank program sponsors ADI, Fire-Lite, Honeywell Security, TRI-ED/Northern Video, Visonic, Campus Safety Magazine, Electronic Security Association (ESA), ISC Expo, LeadTracker, PSA Security Network, and for helping make the 2011 SAMMY Awards possible.
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Program sponsors present SAMMY Awards to some of the industry’s top marketers.
More photos from the 16th Annual Awards, held April 5 on the eve of ISC West in Las Vegas, and the contestants’ marketing collateral can be viewed with the online version of this story at thesammyawards.com. Also, don’t miss the July issue, which will feature comprehensive coverage of Installer of the Year winners Safety Technologies and Provident Security Corp., and Integrated Installation of the Year winner Security Management Systems.
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Best Overall Integrated Stanley Marketing Campaign Conver gent Se curity S olution s
SAMMY WINNER INSIGHTS
Achieving the Perfect Balance of Consistency and Customization
Consistency of message and repetition are two of the most fundamental qualities of a successful marketing program. The first element pertains to branding and creating an emotional reaction (often subconscious) to that company that clients and prospects will associate with it, while the latter component is essential to instill permanency of that messaging. One of the electronic security industry’s most proficient marketers, Stanley Convergent Security Solutions (CSS), continues to excel with demonstrated expertise and consequently added to its collection of SAMMY trophies. “Our integrated marketing program conveys a strong, cohesive brand image through use of consistent, accurate logo representation, Stanley corporate colors, images of similar photographic style and our corporate font in all our marketing materials,” says Beth Tarnoff, Stanley CSS director of marketing. “Although we continue a similar look
“When creating materials such as brochures and collateral, we look at them as not only tools for the sales associates, but tools for the customer as well,” says Director of Marketing Beth Tarnoff. “We use graphics and diagrams to explain system types, and easy bullet lists of advantages so customers can compare offerings.”
and feel through our pieces, we are able to have them look very unique from one another by altering the shapes, sizes and techniques used in each.” As part of conveying the company’s “Customer Excellence” theme, many of its marketing collateral pieces have Stanley CSS’ “Commitment to Service” statement about delivering five customer touch points: account management; installation; service; monitoring; and billing. Also ubiquitous is the phrase, “Protecting What’s Important to You” in brochures and on business cards. The firm marries these consistent messages with tweaks depending on the market segment. “In order to appeal to each target market, we carefully plan our strategies to reach the intended audience,” says Tarnoff. “We tailor our message to reach each specific audience for every piece we create. For example, Stanley CSS’ 10 vertical market brochures are customized for each unique industry and business. Every aspect of each brochure relates to the specific industry it is about including the cover images, taglines, key terminology, images and custom security solutions for the industry.”
m Amhers t Alar
Best Sales Brochure
SPONSORED BY
Telling the Whole Story Behind a Company Name
For potential customers in Westdo and to try to show a little bit of ern New York who may not be familiar the quality that we do with them.” with Amherst Alarm, there is much Amherst works with a graphics more to the company than its name designer to produce its sales can ever suggest. Thus the sales brobrochures; however, the concept chure plays an important role in helping remains simple and straightforspread the Buffalo-based company’s ward. The images of upper-scale message about its diverse portfolio. residences do most of the “talking” SAMMY judges selected Amherst’s while an emphasis is placed on eight-page, full-color residential sales word economy. brochure, in part, for its neatly orga“We don’t want to be writing nized images of homeowners and family an encyclopedia. It will be the very With a name that might otherwise suggest it has a limmembers interacting with technologies and ited portfolio, Amherst Alarm utilizes its sales brochure rare customer who would go into all services offered by the company. Among that,” Creenan says. “We are about to detail its wealth of offerings beyond basic security. them were home theater, computer networkvisual images and hot buttons we ing, security, telecommunications, home automation, lighting think people are going to be interested in, and getting the concepts down, control and more. not the specifics.” “Our sales brochure helps convey to the customer all of the Along with being used as a helpful tool on sales calls, Amerherst different things that we have the capability of doing for them,” distributes its sales brochures at various home and garden shows, business says Tim Creenan, owner and founder of the company. “Sometimes networking events, as well as chamber of commerce programs. people look at our name — Amherst Alarm — and they might not Amherst doesn’t spend a lot time hashing out budgets and allocations think we can do things beyond a basic security system. So we try to where its sales brochure and other marketing collateral is concerned. use the brochure as an example of the different types of systems we Instead, Creenan takes a highly black-and-white approach to it all. “The real answer is we are a zero budget company. If it make sense and it looks good to us, and we think it can make money for us, then we will do SPONSORED BY it,” he says. “That is the way we operate.”
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Protect ion 1
The No. ‘1’ Rule of Rebranding
As it revamps its image, reviewed the feedback and began talks Romeoville, Ill.-based Protection with its advertising agency, Z Graphics, to 1 has made a tiny, but significant, develop a new design. difference to its name. (Hint: “1” Haenggi says there was some mixed replaces “One”). So, what prompted feedback from employees about changing the change? the name to Protection 1. However, once “When the new management team For companies thinking of recreating their loexecutives explained that using the “1” came onboard June 4, 2010, we wanted gos, Protection 1 Chief Marketing and Customer would help drive new initiatives, employees to take a fresh look at Protection 1,” says Experience Officer Jamie Haenggi offers this ad- jumped onboard. the company’s chief marketing and cusOne of the new initiatives includes onevice: “Understand who or what you’re trying to tomer experience officer, Jamie Haenggi. personify with your logo. Your brand and logo day service, which means the Protection 1 should reflect a personality. You want people to team will arrive at a customer’s establishment “We decided that using ‘1’ in our name say, ‘That company is so approachable.’” would be important because it will guide on the same day the client calls for service. everything that we do.” The “one ring, live person” program elimiWith the slight name change, it was necessary for the comnates the use of an automated attendant; instead a customer call will be anpany to create a new logo, which helped Protection 1 earn the swered on the first ring by a live call center employee. Lastly, the company Best Company Logo Design SAMMY Award. has launched a “one-touch” center to service all its national accounts. Before designing the new logo, Protection 1 executives sent The logo redesign has also prompted the company to revamp its sales 8-foot X 8-foot boards to all of its 65 branches and asked its support materials and Web site. more than 2,500 employees to illustrate what they believed the “We changed the URL to our site and gave it a facelift,” says Haenggi. company represented. After three weeks, the management team “In doing that, we had to make sure we had our 301 redirects in place, kind of like our forwarding address.” As it rolls out, customers are pleased with the new look, although Haenggi points out that most of the positive feedback is a result of Protection 1’s service. “As great as our new logo is, a logo has never sold anything. It’s all SPONSORED BY about the brand and the experience that our employees create.”
TnT Sec urity Se rvices
Best Broadcast Ad
Best Company Logo Design
SAMMY WINNER INSIGHTS
Big Dividends in a Small Market
TnT Security Services’ SAMMYthrough its Web site, a lead aggrewinning television ad opens with gator, vehicle wraps, yard signs and an animated depiction of the Tulsa, other marketing collateral, while the Okla., city center skyline. As a catchy other 50 percent come from “feet on jingle plays, the company’s bright the street,” Ryan says. yellow yard signs begin raining down TnT follows a disciplined business to quickly populate the surrounding model by concentrating all of its residential neighborhoods. The music marketing, sales and service efforts fades and a woman, joined by her young within a 30-mile radius in Tulsa. Like daughter outside their home, pitches her all of its marketing efforts, the TV affordable monitoring rate and suggests, TnT Security saturates a concentrated area in Tulsa, spot emphasizes TnT’s local roots. “Don’t wait until it’s to late … call TnT “The TV ad really connects and Okla., with TV and radio spots that emphasize its homeSecurity Services today.” tells you who this company is, it’s a town roots. Above, a scene from TnT’s television ad. The 30-second ad is an integral part of hometown company. They are trying TnT’s intensive — and successful — media buying strategy in to connect to the people that live right there,” Ryan says. “In the commerTulsa, which includes a healthy dose of television and radio spots. cial you see all those yellow yard signs dropping into a concentrated area. “Most new TnT customers are attracted through media They have a ton of customers in a very concentrated, small area.” advertising — more than 90 percent,” says Bob Ryan, senior vice Along with running the TV commercial during local programming, TnT president, sales and marketing, ASG Security, which acquired purchases airtime on high profile cable channels, including Discovery and TnT last year. the Travel Channel. It is a strategy best suited for smaller markets where ad That is a considerable percentage to say the least. By contrast, buying is less expensive. at ASG Security about 50 percent of new leads are generated “You can saturate a small area for a reasonable investment, but try saturating a large, metropolitan area and nobody will even notice. You will run out of money before you can make a difference,” Ryan says. “TnT was very wise in doing it, and we’ve recognized it and we continue to invest in that strategy.”
SPONSORED BY
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Intellig ent Acc ess Syst ems
A Graphics Design That Drives New Sales
For Ron Oetjen, president of Ra“Lots of people would comment how leigh, N.C.-based Intelligent Access cool our van looked, but we didn’t have Systems (IAS), the unveiling of his new people calling in wanting to buy a system as vehicle wrap in December 2010 had a a result,” Oetjen says. “I knew we missed the singular mission: Drive new sales calls. target. We regrouped and started over.” That’s a different goal than Oetjen Internal brainstorm sessions ensued and previously envisioned for his original shortly Oetjen and his team decided to take vehicle graphics design, which was dead aim on words. Specifically, eliminate all about building brand recognition. all industry terminology. The thought being Launched in 2004, IAS operates offices in Intelligent Access Systems redesigned its vehicle the average consumer or potential end-user Atlanta, Tampa, Fla., Richmond, Va., and graphics wrap to lure more new sales calls. customer does not immediately relate to Pittsburgh, in addition to its home base. In intrusion detection and the like. use for less than three years before being summarily dumped, Instead, simple images would be incorporated to convey IAS’ portfolio the original IAS vehicle wrap comprised an uncluttered, of system offerings: a dome camera, an alarm system keypad, a biometrics eye-catching design: a two-toned dark blue and white color theme, and a card reader. Oetjen brought the idea to his graphic artist who scheme anchored by a large wireframe globe. The company’s devised five mock versions to select from. The winning design maintains security systems specialties were also stripped across the bottom the same color scheme and a similar wireframe globe. Each of IAS’ 25 vans of each van, as follows: Access Control • CCTV • Intrusion Deteceventually received the new wrap at a cost of $2,200 per vehicle. tion • Call Systems • Systems Integration. “It’s about communicating with those four visual elements. When a hospital The wrap proved successful in garnering attention for the IAS manager or whoever sees the van while driving down the highway or sitting in brand, yet a fatal flaw became all too obvious. traffic, now it becomes, ‘Let me write down that Web site,’” Oetjen says. Along with garnering a SAMMY Award, the new design is beginning to pay dividends. IAS tracks sales leads by asking each caller how they were referred to or heard about the company. “Now we’re receiving a few calls a month in each of our offices, so we SPONSORED BY know the new design concept is proving to be a success for us,” Oetjen says.
Vector S ecurity
Best Web Site Design
Best Vehicle Graphics Design
SAMMY WINNER INSIGHTS
New Look Web Site Delivers More for the Customer
Last year Vector Security The idea here is to help educate consumers introduced a redesigned Web site and business owners to make better safety incorporating a rich array of new choices, as well discuss how Vector can meet content categories to foster customer their security and fire/life-safety needs. relationships. Also new are account In awarding Vector Security the SAMMY maintenance capabilities and other trophy, the judges lauded the Web site for its interactivity to build site traffic. breadth of content, user-friendly site navigaUpon going live in August, the new tion and neatly organized design. Working Web site experienced a 300-percent behind the scenes to create a more successful increase in online customer inquiries dursite is an improved search engine optimizaing a 90-day period, says Dave Merrick, tion platform. Also key for the company, the Vector’s vice president of marketing. site was constructed in a .NET content manIn 2010, Vector Security introduced an extensively redesigned Web site that now offers inter- agement system with a simple text editor. “A lot of it was due to the higher level of interaction that the site allows people to active features, account maintenance capabili“One of the biggest problems we had ties, as well as new content to drive more traffic. before was every time copy needed to be have,” he says. “Like scheduling a service call, changing billing addresses, applying for changed or pages added, it had to go to an insurance discount where we handle all of the paperwork. So the IT company that produced the Web site,” Merrick says. “Now we can many things to keep them engaged.” handle it ourselves. It’s far more expedient.” As an example of the new informational resources, “Vector Planning for the redesign began in earnest in 2009. Merrick led a group in the Community” highlights the many types of community and of six company staffers in strategy and copywriting sessions before taking a charitable activities the company participates in and supports. In the mostly “finished product” to an outside Web site design vendor, he says. extensive “Threats That Affect You” section, users can learn more In creating new content for the site, the goal was to transcend industry about potential security threats to their residence, family or business. terminology to ensure the information remained emotionally relative and easy to understand. “It’s not the technology that people really care about, in my estimation,” Merrick says. “It is the experience and peace of mind.” SPONSORED BY
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Urban A larm
Best Company Newsletter
SAMMY WINNER INSIGHTS
Customer Education Brings New Business
As one of its strategies to gain business, Urban Alarm of Washington, D.C., which has a mix of residential and commercial customers, educates its existing and prospective clients. The company does that with its Security Strategies newsletter, which earned Urban Alarm the SAMMY award for Best Company Newsletter. “We look for opportunities to provide information and education to help clients become more effective as an organization,” says Urban Alarm President Miles Fawcett. “For us, we put informing and educating above selling. We want our customers and prospects to view us as a resource, or if they have an issue and the need to come up with a clear strategy, they can contact us, and we can help them figure out the best approach.” Designed and written by Urban Alarm’s two-person marketing team, the newsletter’s main readership targets include commercial clients and property managers. “By creating this in-house, we can control the message and the quality very closely,” says Fawcett.
Urban Alarm of Washington, D.C., stresses educational content in its company newsletter, Security Strategies. “We look for opportunities to provide information and education to help clients become more effective as an organization,” says Urban Alarm President Miles Fawcett.
Each issue features case studies and best practice techniques, and on occasion, Urban Alarm includes a special product offer. Customers can read follow-up information on material featured in the publication on Urban Alarm’s online blog, says Fawcett. Readers receive Security Strategies, which goes out seven times a year, by direct mail or E-mail. Fawcett plans to release quarterly editions of the newsletter in the future. A main challenge for the newsletter is making sure clients actually read it, Fawcett notes. However, he remains optimistic that once customers see the value in the content, they will become more responsive to the information. So far, the education strategy has been effective for the company, which saw its business grow more than 100 percent in 2010, says Fawcett. With roughly 600 accounts, the company adds about 20 a month. “Our marketing budget is growing because we’re producing a return,” he says. “As long as we continue to see that kind of growth from our investments, we will keep increasing that spending.”
ASG Sec urity
Best Display Advertisement
SPONSORED BY
More Images, Less Text Wins Clients
When developing its sales and marketing tools, the executive team at Beltsville, Md.-based ASG Security, a perennial SAMMY winner, keeps one thing in mind. “Everything we create first and foremost supports the salesperson on the street,” says the company’s Senior Vice President of Sales and Marketing Bob Ryan. Thus, it is important that marketing material produced by ASG explains what the company does, what types of technology the company is familiar with and why a prospective client should do business with ASG. Using the aforementioned criteria helped ASG earn the Best Display Advertisement SAMMY award. Designed by Ryan and Applications Support and Web Site Manager Lauren Fleetwood, the duo modeled the ad after an ASG commercial integration brochure. The display advertisement features eight picture bubbles that display the different technology ASG offers. “You need vivid imagery, something that’s going to immediately catch someone’s attention,” says Ryan.
ASG Security placed its SAMMYwinning display ad in industry-specific trade journals with a goal of attracting large commercial, industrial and institutional end users.
“You have to be able to deliver a clear, crisp and precise message to your target in less than 10 seconds.” ASG placed the ad in industry-specific trade journals with a goal of attracting large commercial, industrial and institutional end users. Ryan notes that because ASG targets are security professionals who already understand the industry, the company was able to use industry jargon and imagery to capture a prospective client’s attention. With 140,000 customers, ASG brings in $6 million in recurring monthly revenue (RMR), Ryan says. Although a well-funded company, ASG selectively chooses to use print advertising as a way to gain new business. Instead, it relies more on trade shows and giveaways to reach the masses. “After eight years, we know what works and what doesn’t,” says Ryan. “We’ve got the formula down so that the marketing dollars we do invest are effective and show us the return we want. The trial and error period is over.”
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Best Promotional Stanley Giveaway Item Conver gent Se curity S olution s
SAMMY WINNER INSIGHTS
Giving a Gift That’s Right On Target
Was a time when promotional items were pretty much a standard practice for most companies. Not so much anymore as the novelty appeal of coffee mugs and pens has lost its luster, and the recession has made the expenditure of much beyond that prohibitive to many operators. This can be unfortunate since promo items can be an effective tool to leave a lasting impression on customers and prospects. One company that has continued to invest both dollars and ingenuity into this area is Naperville, Ill.-based Stanley Convergent Security Solutions (CSS). SAMMY judges recognized Stanley CSS for an elegant executive desktop dartboard game cleverly built around the theme, “Stanley is Right on Target.” The item is presented along with a personalized letter to national account customers to celebrate their anniversary of another year partnering with Stanley. The magnetic dartboard comes inside a subdued dark brown leather case; both items prominently feature the company’s branding.
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“Every time a customer plays with their desktop dartboard game, they will remember their partnership with Stanley,” says Beth Tarnoff, Stanley CSS director of marketing. “There is longevity when it comes to our gift. Due to its fun nature customers are more willing to keep it in their offices, and our logo front and center, for a longer period of time.” This splashy promotional item is likely to capture clients’ attention yet the financial investment on the part of Stanley CSS is deceptively small by comparison. Regardless of the size of the company and the type of customer involved, promo items need not be costly to have an impact and achieve the desired result of strengthTalk about targeted marketing! ening the security provider-end user relationship. As Stanley CSS captured honors for Tarnoff suggests, the main ingredient is creativity. Best Promotional Giveaway Item “As most companies today, we are challenged to find with this executive desktop dartboard game based on the theme, creative ways to express a high-quality image while not “Stanley is Right on Target.” overspending,” she says. “To maximize our investment, “Designed with ‘customer excelwe used a stock promotional item customized with lence’ in mind, the gift is given to our logo instead of commissioning something custom celebrate our anniversary with our made. Also, we created a fun theme where we were national accounts,” says Director able to add to our mailing label and internally produced of Marketing Beth Tarnoff. letter. By using stock items and internally producing our letters we saved money in design and printing costs, and through our creativity did not sacrifice on the quality of our gift.”
superior resolution
Arecont Vision just released the next generation in panoramic megapixel cameras that now include Day/Night functionality. Arecont Vision has already successfully deployed its 8-megapixel 180° and 360° cameras worldwide for several years at very important sites. New panoramic cameras are available with Day/Night functionality providing an ability to deliver improved forensic detail over vast areas. One Arecont Vision panoramic camera does the work of up to 24 standard definition IP and analog cameras lowering project costs and improving return-on-investment (ROI). Calculate the total savings and you'll clearly see how Arecont Vision panoramic Day/Night megapixel cameras should surround you.
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Vivint (f ormerl y APX A larm)
Best Community Outreach Program
Social Media Platform Works Wonders for Charities, Company and Employees
The hope is that companies and was awarded to six winning charities. Durindividuals engage in philanthropic ing a five-month period, users of the social efforts for their own sake in the media site cast their votes on more than 260 pursuit of creating a better world charities. in which to live. And that certainly Kristi Knight, vice president of corporate is a great place to start and reward communications for Vivint, says the program enough; however, the fact is such was created in 2008 to alleviate hardship and endeavors for a business typically results restore hope for families in need, participating in happier, more fulfilled employees and in activities from cleanup after Hurricane Ike a groundswell of communal goodwill for to providing meals at the Ronald McDonald the commercial enterprise as well. House to adopting a local elementary school. Clichés aside, this really is a case where The Vivint Gives Back Project has included rais“This culture of serving is evident in the you get back what you give — and captur- ing $250,000 for charities and 10,000+ hours of high percentage of employees who particiing the SAMMY Award for Best Community volunteer service. Company managers traveled pate in each project,” she says. “At Vivint, we across North America during a three-day span Outreach Program as Provo, Utah-based have witnessed our employees talking about in 2010 to hand over a $100,000 check to one Vivint (named changed from APX Alarm in how giving creates a stronger connection to charity and $30,000 checks to five others seFebruary, 2011) did is icing on an already their company, their coworkers and their comlected via a Facebook-based voting process. sweet cake. munities. Our culture of giving is consistent The firm, whose more than 5,000 associates serve in excess with the character of our employees. Individually, each of us feels better of half-a-million customers throughout North America, captured about ourselves when we see our efforts contributing to worthy causes.” SAMMY judges’ admiration for both the method and results of its After announcing the winners last September, the company’s senior APX Gives Back Project. The company created an online Facebook management personally delivered the donation checks, including $100,000 p y raised $250,000 in donations that competition in which employees to the Utah Prader-Willi Syndrome (PWS) Association. In addition, employees donated more than 10,000 hours of volunteer service to assorted charities within their various regions. SPONSORED BY
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6/7/11 11:27:48 AM
INSTALLATION CASE STUDY
➞
A wireless communications antenna is mounted on a 250-foot-tall water tower in Pensacola, Fla. The tower provides 360° coverage for the city’s wireless video surveillance system.
Wireless Surveillance PD’s Force Multiplier SERVES AS
A local systems integrator won a bid to expand the Pensacola, Fla., Police Department’s four-camera network of surveillance cameras. To install a new wireless system, line-of-sight issues, 140-mph wind load requirements and other challenges had to be met.
W
By Rodney Bosch
hen the police department in Pensacola, Fla., sought to expand its limited wireless public video surveillance system, an open bid solicitation went out to identify integrators that could meet the city’s rigid expectations. More than quadrupling the existing four-camera system would present installation challenges the city had not experienced previously. In order to achieve the extensive coverage the city desired, substantial measures would need to be taken. Namely, surmounting
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True German Originals One-of-a-kind IP cameras Superior image quality Industrial-grade reliability Megapixel, CCD, CMOS, H.264
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That’s because we take an open architecture approach – engineering our products to work with both competitive and complementary systems. Not to mention our extensive family of credentials and readers – including multi-technology, smart card and proximity card. You have a choice when it comes to access control. The hard way. Or the right way. Visit schlage.com/momentoftruth.
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KEYS
CODES
A wireless communications radio mounted on the water tower. Cameras and wireless units are spread across a 20-mile area with the longest link in Pensacola’s network stretching more than four miles.
topography hurdles to ensure a clear line of sight for multiple cameras back to a single collection point. Learn how the city’s needs were achieved in the form of a point-to-point wireless network, as well as what put the winning integrator’s proposal over the top.
Detailed Project Bid Wins the Job The city of Pensacola purchased its first public video surveillance system in 2007. Pleased with the performance of the four-camera, Motorola Canopy wireless network, it wasn’t long before law enforcement advocated for a significant expansion. The city received funding from the Edward Byrne Memorial Justice Assistance Grant (JAG) Program, which is the primary provider of federal criminal justice funding to state and local jurisdictions.
Armed with a $203,000 grant, the city opened a bid solicitation process seeking integrators that could take the video surveillance system to new heights (pun intended, as will soon be revealed). “More than 25 people showed up for the prebid meeting and we had seven that actually submitted bids,” says Lt. Tommi Lyter of the Pensacola Police Department. An independent panel was assembled to review and score each of the bid proposals based on content, previous experience, cost and other factors. In the end, one integrator in particular outshined the competition — locally based Advanced Control Concepts Inc. (ACCI). Lauded for attention to detail in explaining what components would be used and how the installation would proceed, the ACCI proposal “knocked it out of the park,” Lyter says. ➞
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Our everything works with most anything.
Having purchased new laptop computers for its squad cars, the Pensacola Police Department is working with its systems integrator to push remote video to the vehicles using air cards.
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WIRELESS VIDEO SURVEILLANCE
In the end, it wasn’t the lowest bid on the table that persuaded city officials. “The good news for us it was not one of those solicitations necessarily based on low cost,” says ACCI Sales Engineer and Project Manager Doug Taylor. “We were not the low bidder. We were like No. 3, but they felt like our proposal offered them the best value for the city. It was up to us to do a little front-end engineering and explain how the job was going to be accomplished.”
Point-to-Point or Bust Established in 1985 and a member of the PSA Security Network, ACCI is a full-service provider of electronic security solutions to the commercial, institutional, military and government markets. The company has provided wireless solutions for about seven years, which proved beneficial in helping it win the project to expand the Pensacola PD video surveillance system. Replacing the Motorola system, ACCI selected a point-topoint wireless solution by Fluidmesh, including units from the 2200, 1100 and MITO Series, which are designed specifically for backhaul applications. The grant money allowed the city to initially purchase an additional 13 cameras to add to its existing four Sony 550 pan/tilt/zoom (p/t/z) models. The new additions are all Axis Q6032 p/t/z models using a single Cat-
To overcome line-of-sight obstacles presented by the high tree-line common to the Pensacola region, wireless units and cameras were installed on top of eight 100-foot cement poles.
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Various cameras from the city’s wireless video surveillance network stream in real-time on the Pensacola Police Department’s Web site for public viewing.
A.
B. Installation work commenced in August. ACCI identified the city’s 250-foottall water tower to mount the Fluidmesh antennas and other equipment. It proved an ideal collection point, affording 360° coverage for all signal feeds directly from each camera. However, electing to go with a point-to-point path would present Taylor and his installation crew their largest hurdle — achieving a clean line of site from each camera location to the water tower. “Every time you do a relay you lose a little bit of the functionality, so we wanted to have a single point-to-point with all these cameras,” Taylor says. “We didn’t want to have to do any hopping.”
Installation Is ‘Quite a Show’ Where possible, cameras and the accompanying radio antennas were mounted on buildings. Yet that convenience was not always available. To overcome line-of-sight obstacles presented
◗ Pensacola PD Project Equipment List Brand ACCI ACCI Axis Ditek FluidMesh FluidMesh FluidMesh Lenel Lenel
Description Custom camera enclosures Solar configuration for relay point Q6032 p/t/z cameras Surge protectors 2200 Wireless radio network 1100 Wireless radio network MITO Wireless radio network SkyPoint VMS SkyPoint NVR
Quantity 16 1 16 16 4 13 2 1 1
C.
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Our everything works with most anything. © 2011 Ingersoll Rand
5 cable for power over Ethernet (PoE). At the front end of the system, ACCI elected to go with Lenel’s SkyPoint NVR and video management system (VMS), which utilizes OnSSI’s Ocularis technology. The police department conducted a crime survey to determine how it could maximize the coverage area with the additional cameras. On a large city map, the police plotted locations of recent types of crimes. The areas with the most dense crime clusters would receive a camera. Other sites, such as a city park or other public area where festivals and outdoor entertainment are held, also were allotted coverage. With the camera locations identified, the next objective was to attain the best signal possible to ensure high video quality with no latency. “Wireless mesh was definitely the way to go for this installation because of distance, direction and topology,” Taylor says.
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WIRELESS VIDEO SURVEILLANCE
by the high tree-line common to the Pensacola region, field units and cameras were installed on top of eight 100foot cement poles. Pensacolaâ&#x20AC;&#x2122;s location on the Florida Panhandle makes it particularly vulnerable to hurricanes. Accordingly, a wind load requirement of 140 mph had to be accomplished. â&#x20AC;&#x153;Installing the concrete poles was quite a show. They had the police department doing road closures. We had an 18-wheel big rig trailer to transport the pole out to each location, plus a huge crane and auger truck to drill the hole. It was something else,â&#x20AC;? Taylor says. From there, sector and panel antennas were installed to provide coverage throughout the city. The cameras and wireless units are spread across a 20-mile area with the longest link in the network stretching more than four miles. â&#x20AC;&#x153;Installing the cameras was easy. Installing the radios was easy. It was just
Video from each camera is fed to police headquarters where it is recorded and stored for 30 days. An operations center, as well as a dispatch center (above), are equipped with monitors where officers can control each camera and pull up archived video.
getting those poles up and getting our elevation,â&#x20AC;? Taylor says. â&#x20AC;&#x153;When you are 100 feet up on a tapered pole and four miles away with one of these radios, the water tower looks like the head of a pin.â&#x20AC;?
System Continues to Grow Video from each of the cameras is fed to police headquarters where it is recorded and stored for 30 days. An operations center is equipped with three 65-inch
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monitors, as well as smaller units, where officers can control each camera and pull up archived video. A dispatch center is also equipped with a 65-inch monitor for real-time and archived viewing. Helping to streamline the installation at the head-end, the police department designated a security VLAN for the project from its existing network. “It was pretty simple. They gave us one switch and they VLAN’d off a few of the ports that we needed — one for the recorder — and then they have client application software on about six different computers on their network,” Taylor explains. Roughly $85,000 in additional funds has been put toward the system expansion since the project commenced, bringing the current camera total to 24. Included are a few portable wireless units, although deployment can be limited given the necessity for a clear line of site to the water tower. Private funds from local entities are beginning to be made available as well to expand the camera system. After the up-
graded network was installed, some local businesses and educational institutions approached the police department to monitor their cameras as well. It is an agreeable proposition, Lyter says. The private sector foots the bill for the cameras and installation, while their video feeds go on the existing network, sans storage costs. In turn the department obtains additional “eyes on the street,” covering key areas of the city. Some of the cameras are being streamed on the police department’s Web site for public viewing. In addition, ACCI is working with the PD’s IT department with plans to push remote video to police cars soon through air cards. “The end result is a vastly improved system that is user-friendly,” Lyter says. “We’ve been able to expand our existing system with no disruptions in service. ACCI and Fluidmesh were the ideal choice for our department.” ■ Rodney Bosch is Managing Editor of SECURITY SALES & INTEGRATION. He can be reached at (310) 533-2426 or rodney.bosch@securitysales.com.
What’s in a name? Quite a lot if you go by aptiQ™.
◗ A Glance at Other Public Video Surveillance Projects and More Following is a list of related municipal video surveillance articles and blog posts, which can be viewed on SSI’s Web site.
Introducing aptiQ™ (ap-teek ) from Schlage® – our new smart card that delivers simply smarter solutions. For a name that means more, say hello at schlage.com/momentoftruth.
ACLU to Chicago: Stop Adding Surveillance Cameras securitysales.com/Chicago
Illinois Community Deploys Wireless Video Surveillance Solution securitysales.com/Schaumburg
Alabama City Credits HD Surveillance System for 75% Drop in Crime Coastal Texas City to Roll Out securitysales.com/Selma Wireless Video Surveillance System Park ‘n’ Ride Made Easy … securitysales.com/Freeport and Safe securitysales.com/Irvine NYC Mayor Announces $110M for Midtown Video Extra Eyes Patrol City’s Surveillance Streets securitysales.com/NYC securitysales.com/Lancaster
Public Wireless Security Solution Stars in Northern California securitysales.com/Richmond CCTV Becomes One of Hollywood’s Brightest Stars securitysales.com/Hollywood Going Public in Support of Municipal Video Surveillance securitysales.com/support
Our everything works with most anything.
© 2011 Ingersoll Rand
41 IP Cameras Help Secure New Houston Public Housing Community securitysales.com/Houston
©iStockphoto.com/loopa
W.Va. Municipality Improves Monitoring With IP Video Enhancements securitysales.com/BerkeleyCounty
Addressing Video Surveillance Privacy Concerns securitysales.com/concerns
www.securitysales.com/freeinfo/16150
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ORIGINAL RESEARCH
2011
How are installing security company owners and operators managing their vehicle fleets in the face of unprecedented economic pressures and pain at the pump? SSI’s first Super Security Fleets study exposes the answers with input collected from hundreds of respondents throughout the industry. Recognizing the marketing value of what are essentially mobile billboards, security contractors like Amherst Alarm's Tim Creenan roll out vehicles as visual as they are functional.
M
By Scott Goldfine
otor vehicles have always been central to the business of security systems sales and installation. However, their impact on operational costs has never been more prominent following an extended period of economic pressures and, more recently, record-high gasoline prices. These factors make SSI’s 2011 Super Security Fleets study — the industry’s first comprehensive project of its kind — especially timely and valuable. The research covers a multitude of considerations and challenges, including fleet sizes, vehicle brands and types, fuel usage and alternatives, GPS and other technologies, insurance, leasing vs. purchasing, and more. Nearly 400 company fleet managers and other supervisors or owners in-
volved in making vehicle purchase decisions participated. The survey was conducted earlier this year by Bobit Business Media Research and has a margin of error of approximately 5 percent with a 95-percent confidence level. In other words, the data is reasonably accurate and reliable. Among the findings: fuel economy is the top fleet concern (see “In Depth” report, page 15), but “greenness” is a low priority; GM and Ford vehicles are more than twice as prevalent as any other make; more than four of five vehicles are purchased as opposed to leased; two-thirds of vehicles are permitted to be kept at employees’ homes; and more then four in 10 installation/service vehicles are equipped with GPS systems. Leading it all off is SSI’s first Top 25 Security Fleets ranking.
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Top 25 Security Fleets❯❯ Total
Vans/SUVs
P/U Trucks
Cars
1.
ADT Security Services
7,000
N/A
N/A
N/A
2.
SimplexGrinnell
7,000
N/A
N/A
N/A
3.
Johnson Controls Inc.
6,554
4,564
1,502
62
4.
Diebold
4,500
2,100
1,200
1,200
5.
Siemens Building Technologies
4,442
1,355
1,568
1,518
6.
Faith Technologies
650
400
200
50
7.
Stanley CSS
600
N/A
N/A
N/A
8.
Vector Security
535
400
100
30
9.
Per Mar Security
430
350
50
30
10.
Vivint (formerly APX)
351
351
0
0
11.
Niscayah
325
N/A
N/A
N/A
12.
Guardian Protection Services
295
290
3
0
13.
Kratos Defense & Security Solutions
166
104
38
24
14.
Alarm Detection Systems
109
93
1
15
15.
Safeguard Security
103
5
72
26
16.
American Alarm
80
50
25
5
17.
ADS Security
75
45
12
18
18.
Dakota Security Systems
72
24
39
9
19.
Allied Fire & Security
66
45
4
17
20. The Protection Bureau
62
31
2
25
Sonitrol New England
49
10
0
39
22. Building System Technology
48
38
0
10
23. Ackerman Security Systems
40
33
7
0
24. Communication Electronic Systems
40
40
0
0
25. SDA Security
38
2
33
3
21.
Notes: Totals may not add up due to omission of “other” vehicles such as bucket trucks, etc. Vivint reported 350 additional vehicles on order for late June delivery.
General Security Fleet Facts❯❯ How many vehicles are in your fleet?
How long do you typically keep vehicles in your fleet?
Service/installation vans/SUVs Service/installation p/u trucks
Average Years Service
Service/ installation vehicles
Company/staff passenger cars Others Other
Average Miles Service
Photos: ©iStockphoto.com/Tim McCaig; Igor Negovelov
Average Vehicle Types
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SUPER SECURITY FLEETS STUDY
How many miles per year do you place on your fleet vehicles?
2 9 2 2 4
2 5 0 0 0
Service/installation vehicles
Others
Photo: ©iStockphoto.com/Sergey Sizkov
Average Annual Miles
How many fleet vehicles do you have by brand? Average Vehicle Brands
OTHERS
Rank the following in order of importance to your fleet … Average Rating (scale 1-8, 1 = least important) 8 7^ 6^ 5^ 4^ 3^ 2^ 1^ 0^
Fueling cost (cost of fuel & fuel economy)
Maintenance cost / downtime / reliability
Long-term, lifetime durability
Purchase / lease cost of vehicle
Range without refueling
Appearance / style
Power / torque / payload
Exhaust emissions/ green image
Quick Take Vehicle Fleet Statistics Percentage of service/ installation vehicles modified with hooks, racks, drawers, etc.: Percentage of service/installation vehicles adorned with company logo, graphics, contact info: Percentage of fleet vehicles that use alternative fuel: Average number of new vehicles put in service during 2010:
Average total dollar value of rolling vehicle stock:
Average gallons of fuel (gasoline and diesel) purchased annually:
Percentage of service/installation techs field tools supplied by company:
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SUPER SECURITY FLEETS STUDY
GPS Systems❯❯ What percentage of your installation/service vehicles are equipped with GPS devices?
Do you use your GPS data to verify tech time cards? Yes
20.2%
Average GPS
Do you have integration between your GPS data and service dispatch (e.g. GPS tied into Sedona management system)?
No
79.8%
Yes
7.7% No
92.3%
TIME CARD VERIFICATION
DISPATCH INTEGRATION
Installation/service vehicles with GPS
Does your GPS System track speed and do you have a policy for response if a vehicle exceeds it?
41.5% 28.8% 21.7%
No, our GPS system does not track speed
Yes, we track speed and have a policy for response if a vehicle exceeds it
Yes, we track speed and do not have a policy for response if a vehicle exceeds it
Purchased / Leased Vehicles and Allowances❯❯
What percentage of your company vehicles are purchased vs. leased? Purchased
%
81.8
If you lease some or all of your company vehicles, what are the lease terms (in months)? Average Months
Yes
35.1%
No
%
64.9
Leased
%
18.2
In addition to company owned/ leased vehicles, do you have any employees on a car allowance?
Photos: ©iStockphoto.com/TAlex Slobodkin;RichLegg
8%
We do not use a GPS system
Vehicle lease terms
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What percentage of your fleet vehicles are permitted to be driven to and kept at employees’ homes?
Is any specific driver training provided or required apart from a standard driver’s license? Yes
Are your drivers/employees provided company gas station credit cards for fueling up vehicles?
16.5% Photos: ©iStockphoto.com/Jim Pruitt; Skip O'Donnell; Michael Krinke
Average Percentage
DRIVER TRAINING
Vehicles kept at employees’ homes
Yes
No
No
83.5%
Service / Maintenance and Insurance❯❯ What is your annual insurance coverage cost per vehicle?
$697.54
Liability
$452.75
Collision
$377.47
Comprehensive
$296.88
Property damage
Do your fleet drivers pay a portion of their vehicle’s insurance cost?
Yes, they pay
Do you purchase extended service/ maintenance plans for your fleet vehicles? Yes
18.8%
%
1.9
No, the company pays all insurance costs
%
98.1
EXTENDED PLANS No
81.2%
FIND IT ON THE WEB F See the industry’s S vehicle fleets on display with exclusive photo galleries at security sales.com/photogallery.
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VIDEO SURVEILLANCE
Realizing
REMOTE VIDEO’S
©iStockphoto.com/Askin Dursin Kamberoglu
Revenue Possibilities
Remote services such as video guard tours and verification appeal to end users, and have the potential to be very lucrative for integrators. Find out what’s involved to succeed in this growing marketplace from technology, sales and marketing, and operational standpoints.
R
By Sharon Shaw
emote video services consist of anything from offsite, remotely hosted video surveillance storage, to remote video monitoring and remote guarding. In general, these services are designed to save the end user money on their capital investment for a security surveillance system, offer valuable features that are unavailable to them with localized video solutions and leverage additional features to provide them with outsourced managed services. Systems integrators are in a prime position to benefit from this lucrative new business opportunity. These services provide upsell opportunities for their customers and can generate the recurring monthly revenue (RMR) they need to: vastly increase their company valuation, have a predictable cash flow, level out the
peaks and valleys, and improve their creditworthiness. Integrators should dedicate a resource to implementing their managed services business. This is highly recommended because the sales process for these services is different from the traditional contractor sales model. The person who is in charge of selling the services should always sell the services as a solution — making the hardware, software and engineering involved merely the means to support the solution. Otherwise, the services appear to be optional, and thus become harder to sell. Integrators should start with their existing customer base as those clients have already entrusted their integrator with their security management. Thus there is a relationship in place with which to work. The margins for these
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REMOTE VIDEO RMR
End-user costs for hosted video services include cameras, cabling, switch, network and installation. A recurring cost of $10/month per camera for live viewing is standard.
services are typically from 30 percent to 40 percent — lower than traditional intrusion alarm monitoring. However, the financial impact of the RMR remains lucrative because the dollar amounts per account are so much higher. So let’s take a closer look at the specific types of remote video services — hosted video, video verification and remote video guarding — and the opportunities, operational considerations and costs associated with each one.
(320 X 240 TV lines resolution) up to 10fps (640 X 480) or combinations in between. It’s important to make sure that the resolution and frame rate is adequate to meet the end user’s needs for the video. Network connectivity — because In• ternet is necessary to push the video offsite, some end users will have a network-attached storage (NAS) device onsite and then use the hosted video as a redundant backup and for quick viewing. Key cost considerations for hosted video applications:
• Upfront — the upfront costs to the end user include acquiring the cameras, cabling, switch, network architecture and installation. • Recurring — the recurring monthly costs to the end user can range from $10/month per camera for live viewing only, to $25-$30/month per camera for the hosted service.
eo clip (generally about 60 seconds in length) and make their decisions based on what they see in the clip. Video verification is somewhat limited due to the technology used at the monitored site and at the central station. False alarms — although the central • station is responsible for filtering out false alarms, they do still get transmitted to the monitoring center at a high rate. This can be costly to the central station, which will generally have a limit or an overage fee should false alarms get out of hand. • Threat detection — generally the devices used to trigger events for video verification applications are traditional intrusion panel-type events. This includes anything like video motion detection, door contacts, PIRs, etc. This service is not ideal for outdoor applications unless the area is somehow protected from environmental factors like snow, lighting and animals, as well as frequent human activity that may not be considered threatening.
Keys to Hosted Video Hosted video, a.k.a. offsite video storage, or remote video management, offers end users the following opportunities:
• Replacement of the DVR — reducing the upfront investment required to obtain a working video system • Plug-and-play installation — reducing the installation time and labor costs • Hosted software — reducing the upfront investment as no server is required, and no software or licensing costs are incurred • Mobility — allowing end users to utilize mobile devices and any Web-enabled computer to access recorded and live video Key system operational considerations for hosted video applications:
• Bandwidth consumption — pushing video through the “cloud” requires a significant amount of bandwidth onsite. Generally, 0.5MB upload speed per camera is recommended. • V ideo quality — end users can choose from 1 frame per second
Keys to Video Verification Video verification offers end users the following opportunities:
• Alarm verification prior to dispatch — reducing the number of false alarms sent to authorities and end users Quicker response from local authori• ties — increasing chances for apprehending suspects and minimizing losses and damage
Key cost considerations for video verification applications:
• Upfront — the upfront costs to the
Key system operational considerations for video verification applications:
end user are minimal. Some customers can use a video system they already have in place, and may only require an Internet or cellular connection to transmit the video. • Recurring — the recurring monthly costs to the end user are generally $25$40/site, depending upon activity levels, and an extra $10-$15/site for cellular transmission if that is added.
• Central station responsibilities —
Keys to Remote Video Guarding
video verification is a service where central station operators act as human filters for alarms sent to the central station. The operators may receive a dozen alarms in one night from one site but until they witness a person trespassing or some other unwanted or illegal activity, the central station does not alert authorities. • Video quality — the video used to deliver video verification is usually low resolution, and not live. Meaning operators receive a pre- and post-alarm vid-
Remote video guarding is a much more substantial way of leveraging a monitoring center, and offers end users the following opportunities:
• Event-based monitoring — monitoring of alarm events in real-time, using live video, and triggered by a vast array of devices: ▶ Any intrusion-panel device ▶ Access control alarms ▶ Panic buttons or push-to-talk audio devices
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• Video patrols can be conducted on a predetermined schedule or on an as-needed basis. Monitoring centers will look for activity in areas that cannot be detected by technology, or in areas where a frequent amount of regular activity would cause a vast number of false alarms. ▶
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Video analytics can be used to detect the following: ■ People or vehicle detection in a region of interest ■ Tripwire and/or direction of travel ■ Loitering ■ And some more sophisticated systems offer: object left behind, or object removed; facial recognition for search and retrieval Guard tours — video patrols can be conducted on a predetermined schedule or on an as-needed basis. Monitoring centers will look for activity in areas that cannot be detected by technology, or in areas where a frequent amount of regular activity would cause a vast number of false alarms. Guard tours are commonly used for the following applications: ▶ Detecting unwanted behavior that cannot be filtered by video intelligence; for example, skateboarders in a private parking lot that may increase the end user’s liability for injuries or false claims. ▶ Detecting vulnerabilities to the site; for example, looking for exterior doors left open when no door contact or access control system is in place. ▶ Voice-down announcements informing people onsite that tours are in process. Video chaperones — video chaperones can be conducted to virtually
•
escort individuals from one area to another, verifying the site is all clear in advance, and conducting voicedown announcements after the individual arrives safely. In the event of a mugging or abduction, the monitoring center would be able to dispatch authorities immediately, as compared to family members having to wait a minimum of 24 hours to submit a missing persons report. Remote doorman services — monitoring centers can remotely verify a person or vehicle’s identity prior to permitting access to a facility. They can then remotely release a door or a gate to manage the ingress.
Key cost considerations for remote video guarding applications:
• Upfront — the upfront costs to the
Key operational considerations for remote video guarding applications:
• Bandwidth consumption — pushing
•
video through the cloud require a significant amount of bandwidth onsite. Generally, 1MB upload speed is recommended. Monitoring center qualifications — the integration and management of different systems requires a higher degree of education for monitoring center operators. From troubleshooting connection through the network, to proper handling of the aforementioned services, these are areas that traditional central stations are not equipped to support. The business model is very different
in remote guarding as compared to video verification, as the operators tend to be higher-paid individuals, the number of accounts per operator is much lower, and the overall management of the monitoring center’s operations requires a completely different revenue and expense model. Additionally, the infrastructure and setup of the monitoring center needs to support a very high amount of bandwidth, redundancy, backup generators, etc. Communicating with end users — it is essential to communicate thoroughly between all parties in regard to how these services will be applied. The end user’s expectations need to be known and addressed by the integrator, consultant and monitoring center to ensure the system can support the services needed, and that the monitoring center has all the proper procedures and protocols in place.
•
end user include the typical expense of a video surveillance system, along with any additional systems they choose to integrate such as access control and intrusion. This service does not require proprietary hardware, so if a system is already in place, chances are that some level of service can be provided without any additional investment. Additional devices can be added to enhance the solution’s effectiveness. Recurring — the recurring monthly costs to the end user can range from $15-$25/month per camera for event-based monitoring, and then from there additional services will be charged based on the number of activities. The monthly cost per site can vary from $200/month to $2,000/ month based on the level of services provided and amount of activity. ■
Sharon Shaw is Director of Education for PSA Security Network (www.psasecurity.com). She can be reached at sharon@psasecurity.com.
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All photos courtesy ASSA ABLOY Door Security Solutions
ACCESS CONTROL SALES
Checklist
WALKS YOU THROUGH
Access Sales Process Do you know the important questions and observations required to identify the best access control system for any installation? Get the guidance you need along with insights on conducting site surveys and security audits; gathering design details; ensuring code compliance; and validating security requirements.
A
By Lester LaPierre
s a professional security integrator, it’s only a matter of time before you receive the highest compliment from one of your customers when they say: “We need a completely new access control system, and we want you to design and implement it.” Along with the vote of confidence comes a huge responsibility. It can be a daunting task, especially if the system required is substantially larger than what is already in place. But if you approach it methodi-
cally, you can reduce error and ensure that your customer gets the exact system they require. To ease the process, a checklist has been assembled here to touch on all the essential elements necessary to meet and even exceed customer needs and expectations.
Listen to Your Customers Let’s begin making our checklist with the indispensable element of giving your customers the time and attention they deserve. They will usually tell you almost everything you need to know if
you put forth the effort to be an active and engaged listener. This lays the foundation for a true working partnership.
• What’s their short-, mid- and longrange vision for their access control system? Is it based on open standards, like 802.11b/g or 802.3af, for the most affordable infrastructure? Is it scalable enough to support possible mergers and acquisitions? • What type of credential(s) are they using? How many are issued? What type of format are they using? Can it
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ACCESS CONTROL CHECKLIST
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the following must be addressed before moving forward on an advanced access control system: • Are the doors, frames and hinges in good condition? Are they rugged enough for the application and durable enough for the traffic? Are the frames mortar-filled? • What key system do they use? Is it a patented, high-security type? How often do they recore the locks? How many master keys have they issued? Have they ever lost any? How easy is it to reproduce the keys? • Do they have reasonable accommodation for the handicapped to ensure compliance with the Americans with Disabilities Act (ADA)? • Are cross-corridor fire doors in place? Do they have magnetic door holders tied to the fire system?
support their projected card-holder population? Is it controlled to ensure there are no duplicate IDs? What investment have they made already? Is their current system upgradeable? What assets do they have, and what value do these assets have in relation to the customer’s operation or business? These range from physical assets like computers to patient records, employee records and client data. Have the assets changed, requiring higher levels of security? Perhaps the locks and/or key system need to be changed as well.
Observe Your Customer Essentially, you’re trying to find out about the culture at your customer’s location. It can range from an open, accommodating environment to one with strict and limiting access controls. There will always be a conflict between convenience and security; the challenge is to create procedures and rules that balance these disparate goals. During your observation ...
• Identify Assets and Value: Many
• Did you observe the employees hold-
• • •
ing doors open for each other? If so, how are they able to verify their current employment status? Did they open the door for persons carrying large packages? If so, did they check their IDs? Did visitors sign in at the reception desk? Did they wear ID badges? Were they escorted by staff members? Did students have a habit of leaving their dorm rooms unsecure? If so, what sort of liabilities fall on school administrators if a theft occurs and they knowingly allowed that practice to continue?
Do Site Survey and Security Audit Walking through a customer’s facilities can be invaluable toward developing a comprehensive access control plan. Following are a few things to look for.
• Mechanical Security: If the openings aren’t mechanically secure, any additional funds spent on electronic access control are wasted. Therefore
•
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consider assets to be tangible items that can be sold for quick cash. But assets include anything that someone might want to steal or destroy, and vary from customer to customer. The important thing is to put a price tag on the loss of the asset, plus the cost of lost productivity and potential liability that could result. Identify the Threat: Consider your customer’s surroundings: Have the surroundings changed? Have you noticed any evidence of gang activity? Have you noticed an increase in shuttered businesses? If so, perhaps an increase in perimeter security is in order. Increased lighting? Cameras? Gated access? Evaluate the Facility(s): This will help you identify what options you have when selecting products for the system. How old is the building? Does it have architectural or historical significance? How thick are the walls? Was asbestos used as an insulating material? If so, it may be difficult and costly to install conventional, wired access control devices. Perhaps a WiFi solution will be a good alternative.
The Americans with Disabilities Act (ADA) is one of the many buildings codes and standards that must be considered when designing an effective access control system.
tails to ensure you order the right product for the given application:
• Does the door swing in or out? Is it • •
left or right handed? What’s the finish of the existing hardware? What’s the lever style? Would the customer prefer a more modern look? How does the customer expect each door to operate? Ensure that an operational narrative is written for each opening that covers the following conditions, and have the customer sign off on it. This should include: • Normal state • Authorized/unauthorized access • Authorized/unauthorized egress • Monitoring and signaling • Power failure, fire alarm and mechanical operation
• Determine where to place access
•
control equipment. This could be telco and IT closets, server rooms and administrators’ offices. Make sure your staff will have access for installation, and service and maintenance afterwards. Also, make sure you have enough space on the wall to mount access control panels, interface modules and power supplies. Determine your network coverage. Do you have IP drops where you need them? Do you have sufficient WiFi coverage where you need it should you opt for WiFi locksets?
Gather All of the Design Details
Ensure Code Compliance
For each opening requiring access control, you’ll need the following de-
Several agencies have issued codes and standards through the years to en-
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hance life safety, improve privacy and reduce fraud. These need to be factored into your overall access control plan:
• Americans with Disabilities Act • • •
(ADA) Health Insurance Portability and Accountability Act (HIPAA) Sarbanes-Oxley (a.k.a. SarbOx or SOX) Building codes and standards. Ensure compliance with following codes and standards: • Model Building Code (IBC) — Amendments, Occupancy • Life-Safety (NFPA 101) — Means of Egress • Fire (NFPA 80) — Retro-fitting, Sprinkler Systems • Accessibility (ANSI A117.1) — Operators, Credentials • Electrical (NEC NFPA 70) — Installation, Wiring, Products
•
•
For code compliance, this feature is almost always mandatory, such as accessing computer rooms, personnel records and patient records. However, some companies use audit trail reports to validate employee activity. High-Security and Classified Areas: For increased security, there are several options. Is multifactor authentication a requirement, such as card plus PIN or even a biometric verification? Should there be a twoman rule? Special Considerations: Some areas, like memory treatment centers for Alzheimer’s patients, require valid access credentials from both sides of the door — keeping the right people in while keeping the wrong people out. Clearly this requirement takes a different set of hardware than your typical free-egress lock or exit device.
Data —- especially as it relates to the privacy of a company’s customer base — can be one of the most important assets to protect.
application support for parking access, visitor badging, integrated video and other needs as required.
• System Management: It’s important
Determine Business Requirements Validate Security Requirements Different applications and clients have differing security requirements. Verify these needs with your customer BEFORE starting the system design; otherwise you could be in for a lot of extra work. These considerations need to be factored into your overall access control plan as they have a direct impact on product selection and system configuration:
• Lockdown: Is lockdown capability •
•
•
needed in the interior or just the exterior — or at all? Real-Time: Is real-time communications to the access control system a critical requirement? Perhaps it is for perimeter doors, but what about interior doors? What if you could save your client $1,000 per door by specifying a WiFi lock instead? Monitoring Requirements: How much monitoring will your customer need? In most cases, a door position switch will suffice. However, some clients want to know that the door is both closed AND secured; these aren’t necessarily the same thing. Audit Trail Requirements: How important is it to know who and when someone entered a building or room?
Let’s consider the final details that will allow you to complete your system design:
• Aesthetics: Many high-profile build-
•
•
•
ing owners use architectural design to make their facilities stand apart. This extends to the interior space as well. So is a black wall reader the right choice? Or will an elegant lock with integrated card reader and designer lever be a better option? Infectious Disease Control: Some locks and doors are available with an antimicrobial finish designed to inhibit the growth of bacteria. Turnover: What kind of turnover does the facility experience? Heavy turnover would be difficult to manage with a PDA-programmable offline lock. However, single-card systems actually program access privileges onto the card, virtually eliminating the need to tour the doors to reprogram them. Of course, online solutions would address this as well. Applications: It’s inevitable that a variety of applications will converge into a single system. That’s why it’s important to select an access control system that can grow by providing
•
to determine who, how and where your customer will manage their new access control system. For enterprise-class systems, it might mean multiple departments will manage their own people, while a system administrator will maintain and manage the main, centralized system. Budget: You ultimately need to know your customers’ budget. However, with all the upfront research, your findings might be beyond their initial scope. This is how long-term planning comes into play so you can develop a priority list through several phases to ensure the customer gets the access control system that fully meets their requirements.
Whether large or small, considerations for developing and designing an access control system should be the same. The bottom line is, selling a bigger system in itself is not an appropriate business goal, per se. What is appropriate is providing the client a system that fits their needs and can offer the higher level of security they are seeking, while providing a platform for future growth and expansion. If a larger system will fit that bill so much the better. ■ Lester LaPierre is Director of Business Development, Electronic Access Control for ASSA ABLOY Door Security Solutions (assaabloydss.com).
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SYSTEM DESIGN
Securing
POWER on the
Behind every properly designed security system lurks a low-voltage power supply. Selecting the right device ensures proper and reliable functioning. Know what factors to consider — particularly where it comes to networked-based solutions incorporating power over Ethernet (PoE).
N
By Ronnie Pennington
etwork technology is becoming increasingly prevalent in the security space. In the past few years alone we’ve seen advanced systems configurations evolve that range from hybrid networked camera multiplexers to integrated IP-based surveillance, access control, intercom and security systems. Today’s combination of new technologies and affordably priced IP cameras and video management systems (VMS) has further accelerated the migration to networked systems with even greater performance and functionality. As a result, more and more system designers and installers are realizing the need and overall efficiency of power over Ethernet (PoE). PoE is a means of introducing power safely through Cat-5 or higher cable along with network data, thus allowing devices to be powered and com-
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Network municate over the same Ethernet cable. This technology was first used for VoIP phones and has since been applied to an increasing number of devices covering virtually every category of security products. PoE has also evolved during the past several years. The original standard IEEE 802.3af was limited to 15.4 watts. The latest standard, IEEE 802.3at PoE+, has a capacity of 25.5 watts. Additionally, a new PoE standard is in development with a capacity of up to 70 watts. These PoE standards have helped to redefine the way we think about power supplies for security devices. Rather than powering IP cameras from standard type power supplies, integrators are using PoE switches or midspans. The benefits of new PoE midspans have become increasingly clear versus PoE switches. While both midspans and switches will inject managed power onto the Cat-5 cable, there are pros and cons to each. In a typical IP surveillance network, a camera communicates
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NETWORK POWER SOLUTIONS
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vices. Of the 10 IP cameras, six are placed indoors and four are housed in outdoor enclosures. A typical indoor fixed IP camera has a maximum current draw of 6.49 watts. A PoE outdoor camera enclosure that provides power for the heater/blower and passes power for the camera has a maximum current draw of 25.5 watts. The access conPoE Switches Vs. trol devices in our example Midspans system have a maximum curOne of the primary issues Network technology is becoming increasingly prevalent in the secuin developing new PoE stan- rity space. In the past few years alone we’ve seen advanced systems rent draw of 12.95 watts each. (These values have been veridards was to minimize the configurations evolve that range from hybrid networked camera multiplexers to integrated IP-based surveillance, access control, fied by testing products from risk of damaging non-compli- intercom and security systems. various manufacturers) ant PoE devices if accidentalTogether the video surveillance and ly connected to a PoE source. The PoE tem. When choosing a PoE solution, it’s important to consider the following: access control devices require a total of bus is nominally 48VDC; however, the 192.74 watts for operation. We also have PoE controls the delivery of this powfour devices that comply to the PoE+ er to a device. Is the power supply in the switch • First the PoE power supply attempts made for constant and consistent IEEE802.3at standard of 25.5 watts. Seeking a PoE switch that will achieve to verify that the device, such as a vidcurrent draw? the power consumption and the PoE+ eo camera, is PoE compliant by sendDoes the switch have PoE on all • standard can alone be a time consuming ing low voltage and low current test sigports? process. On this installation, of course, nals to the device. If the device does not Is there enough current to supply ev• we are also including access control. respond with the authenticating signaery device? Many local jurisdictions require prodture, the PoE power supply will remain • Will it power 25.5-watt devices? ucts that must adhere to the UL294 Listin the test mode. Upon authentication, Is port management desired? • the PoE will supply proper bus volt- • Does the unit provide over-current ing for access control. Finding a PoE switch with the UL294 Listing will take age. However, it will restrict the powprotection for each port? even more time. With the stringent power based on the authentication verificaDoes the security of the switch manage• er requirements and standards, it makes tion of the PoE device. ment software need to be upgraded? This is restricted to a maximum pow- • Is the PoE switch UL Listed for IT more sense to deploy a managed midspan that meets these specifications and er of approximately 13 or 25 watts for and UL294 for access control? system requirements. devices compliant to the IEEE 802.3af Following is a basic parts list (not or IEEE 802.3at standards, respecConversely, there are very few quesincluding cabling, door hardware and tively. The PoE remains vigilant and tions to consider with PoE midspans: various materials): any deviation from its normalcy will cause removal of its bus voltage. Even • How many devices do you need to an open circuit will cause the same bus power and what is your total device • Head end (recording and access voltage removal. current draw? management server) With so many options available, seCan you power 25.5-watt devices? • • Basic or managed switch lecting the right PoE switch for the job Is your PoE midspan managed? • • Managed midspan can be challenging. For example, PoE What agency approvals does the • • Devices (10 fixed PoE IP cameras) switches that were first developed for product carry? • 4 PoE Housings with heater/blower VoIP don’t provide enough current for • 6 PoE access control controllers/ video surveillance and access control readers Powering Up PoE Devices devices. Pan/tilt/zoom (p/t/z) and infraPeople often under estimate the powred (IR) cameras require more power er consumption totals for powering Note: This application did not take than conventional IP cameras. The cor- up PoE security devices. To show how into account an installation that had rect PoE solution will provide security quickly the power consumption can add PoE IP p/t/z cameras, PoE IP-based professionals with the flexibility to specup, let’s review a typical scenario. IR cameras or PoE illuminators. With ify different cameras for specific surveilConsider a system with a total of 10 these devices, the power consumption lance applications within the same sysIP cameras and six access control de- would be substantially higher. with a video IP server through a network switch. A midspan is placed between the switch and the camera, passing through its video data and injecting power; whereas an endspan incorporates the switch in the same enclosure. Let’s investigate the benefits offered by new PoE midspans versus PoE switches.
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When utilizing a PoE midspan, a switch is still necessary for data connectivity. Each device port on the switch
Ronnie Pennington is National Accounts Manager for Altronix Corp. (altronix.com).
©iStockphoto.com/David H. Lewis
Designing the Best Solution
will go into the PoE midspan. The powered device is connected to the PoE midspan as well. The data from the switch passes through the midspan and power is injected to each device. The switch facilitates data transmission from your security devices to the company network and recording device. Some would consider this a “con” of using both a switch and midspan because of the extra added step. But the “pros” still outweigh the “cons” using this combination of devices. Using a standard switch with a good managed PoE midspan can also save you hardware costs versus using a PoE switch. In the analog video space, integrators traditionally provided every component of an installation starting with the power supply all the way to the powered device and everything in between. In the IP security and surveillance space, there is often a PoE switch provided by the end user’s IT department. The integration of this PoE switch then becomes the responsibility of the integrator installing the camera network. By employing managed PoE midspans designed for security applications, integrators and end users have better ability to monitor and control the system. Since there are so many PoE switches and midspans available, integrators and specifiers need to select the best combination of units for their specific requirements. There are new midspans available that offer powerful capabilities specifically for security systems applications. Once you decide on your midspan solution, choose the PoE switch that best complements it. With all the variables to consider, it may be useful to speak with manufacturers’ technical support personnel to help best select the products for your applications. Quality usually translates into reliability, so it’s important to shop for PoE solutions based on need versus price. The old adage “you get what you pay for” holds additional meaning when it comes to professional video surveillance and security systems. ■
In the IP security and surveillance space, there is often a PoE switch provided by the end user’s IT department. Its integration then becomes the responsibility of the integrator installing the camera network. By employing managed PoE midspans designed for security applications, integrators and end users have better ability to monitor and control the system.
How Devices Meet Network Needs Many IP cameras now have the ability to record images to optional SD cards in the event of a loss of network connection. Imagine losing the network connection on a PoE switch and/or needing to reboot the switch after a software update. Once power is interrupted, even cameras with onboard SD will not operate. With a PoE midspan this potential shortcoming does not exist. The PoE midspan is simply passing data from a standard or managed switch and injecting the PoE. If your cameras have an SD card option, the cameras are still recording even with a loss of network connectivity. This is an important feature to consider since it helps ensure that cameras remain active in some capacity. Today’s IP video surveillance cameras are basically tiny computers processing large amounts of data. Just like your PC, there is always the possibility that a camera will lock up. Traditionally, the end user would call the integrator to schedule a service call. A responding service tech needs to be dispatched to simply power down a camera to reset it. This is both an expensive and time-consuming exercise. Using an extremely reliable managed PoE midspan on the network, you have the ability to perform the camera “reboot” from anywhere you have In-
ternet access. To reset the power on any or all ports, simply logon. From the same managed PoE midspan you should also have the ability to allocate power to devices based on their specific type and requirements, see how much current the device is using, and evaluate the total power consumption of all your devices. Other features of a good managed PoE midspan should include:
• PoE shutdown with a contact closure, the ability to turn specific ports off when not in use • The capability to recognize non-POE devices via a simple trigger input • Over-current protection for each port with automatic reset • Local or remote monitoring of port status By using a standard or managed IP switch with a PoE midspan, it is much easier to manage system functionality. Other advantages of this configuration include system scalability and flexibility (i.e. cascading for longer distances) and the ability to easily match to the power requirements of the edge device.
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SYSTEM DESIGN
MAKING THE
©iStockphoto.com/Andrey Volodin
IP Transmission
While it’s typically components like cameras, readers and control panels that get the most attention when designing a security system, the transmission media everything will ride on is a critical consideration. This is especially true with the migration onto IP networks. Gain insights for working with both copper- and fiber-based infrastructure.
W
By Frank Haight
inning new projects is a key ingredient required for any business to succeed and grow. In the end, the company that best meets the needs of its customers and can deliver them at a favorable price will succeed. Choosing the right transmission media for a project is an area where costs can escalate and not having a thorough understanding of what options are available can jeopardize the
installation budget and lead to added costs. It is also an area where a little advance thought and planning can eliminate potential expansion challenges in the future. Many of the projects occurring today consist of building renovation and security system upgrades. This article is designed to review a few competitive advantages available when designing the transmission portion of any project. Currently, a majority of the projects involve the transition
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IP SYSTEM INFRASTRUCTURE
copper devices can facilitate distances Scenario 2: Fiber Optics Installed up to 3,000 meters over UTP or 500 meWhen designing for the renovation ters over 75-ohm coaxial cable. In facil- of a facility that will rely on Ethernet ity expansion design scenarios, the use as the signal transmission basis for of such cost-effective products can help the security system, utilizing installed Ethernet over copper become a viable fiber can be a cost-effective option. Scenario 1: Copper Media Used As conventional analog surveillance option given the cost for installing new Bandwidth can become a serious issue as facilities turn to IP cameras for and access control/intrusion systems media for the Ethernet network. There are also devices avail- their video requirements. Although paable for when it is desired rameters for these cameras can be adto use power over Ethernet justed to conserve bandwidth, the use (PoE) in an application where of optical fiber as the transmission mecoax is being used as the Ethdia offers a compelling combination ernet transmission medium. of performance, flexibility and overThey provide both Ethernet all value. data and operating power for With fiber-optic transmission, Ethera PoE IP camera and some net over single-mode or multimode opmodels are capable of trans- tical fiber can yield substantial beneporting from the head-end fits such as extended distance, EFI/RFI through the coax for distances immunity and the capacity to support of up to 230 meters. This type high bandwidth. of product can eliminate the If fiber-optic cable has been installed cost of the medium and the lain the existing facility and it is currentbor to install it, as well as the ly supporting an analog CCTV system, As conventional analog surveillance and access control/ intrusion systems transition to IP-based systems, a comexpense to install or deploy the transition to an IP-based security mon misconception is that existing coax and unshielded power at the field location. system is easily accomplished. It is postwisted pair wiring have to be removed or abandoned. The perfect application for sible to utilize the existing fiber as the transmission media; all that is required transition to IP-based systems, a com- this type of product is where an existing analog camera is being used in a field lois sourcing the correct Ethernet prodmon misconception is that existing cocation and an upgrade to IP is required. uct and switching out the equipment axial cables and unshielded twisted pair on either end of the fiber. (UTP) wiring have to be removed or In this situation, power for both the IP abandoned. This is due to the belief that camera and line device is supplied over the coax supplied they are incapable of supporting Etherfrom the head-end. Thus the net data and that optical fiber or network copper cables must be installed. A major Ethernet signal can be transcost contributor to any IP-based system mitted over the same coax from the field location to the is installing new transmission media. head-end. But there is a way to gain an advantage. One of the many benefits Ethernet over VDSL devices are on the market that allow 10/100Mbps Eth- of Ethernet is interoperabilernet data to be transmitted over exist- ity between media material ing 75-ohm coax or UTP cables. After types. It is very common to replacing the existing analog camera find systems that utilize both copper and optical transmisor access control device at the remote sion media. Network hardlocation to a similar IP-based device, the integrator installs the Ethernet over ware such as switches and With fiber-optic transmission, Ethernet over single-mode copper product on the coax or UTP and media converters can use or multimode optical fiber can yield substantial benefits another Ethernet over copper product small form-factor pluggable such as extended distance, EFI/RFI immunity and the capacity to support high bandwidth. at the other end of the cable at the head- (SFP) optical interfaces in Changing the hardware from a fiberend. Ethernet signals can then be trans- their deployment that allow the switch to transport Ethernet over different optic video and data modem to a media mitted using the coax cable or UTP as media. It is a very safe assumption that converter can be as straightforward as the medium. Ethernet modems can provide a dis- many of the projects you will be in- plug-and-play. Assisting in this transition from analog to Ethernet are an assorttinct distance advantage over standard volved with will integrate copper and ment of media converters, unmanaged network cables. These Ethernet-over- optical fiber as the media.
©iStockphoto.com/HenrilJonsson
©iStockphoto.com/BanksPhotos
to an Ethernet-based security system. Here we will look at solutions that can be used to your advantage once we know “what’s behind the wall.”
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©iStockphoto.com/niknikon
Ethernet-over-copper devices can facilitate 500-meter runs over 75-ohm coax. This can be a viable option given the cost for installing new media for the Ethernet network.
switches and managed switches that can make the move to IP-based security almost seamless. Ethernet networks inherently require programming to oper-
ate efficiently. Partnering with a supplier that offers system design assistance is a great help in the initial design. Should expansion of an existing facility ever be required, installing fiberoptic cables can prove quite cost effective. Under these circumstances, the cost of the media, be it fiber or copper cable, is very close in price. However, by using fiber-optic transmission the integrator can virtually “future-proof” the network. Due to the exceptional bandwidth offered by single-mode fiber, future bandwidth usage obstacles can be overcome. Optical fiber has the distance advantage over common Cat-5, -5e, -6 and -7 cables. Network cables are limited to 100 meters. Multimode fiber can extend distances up to 2 kilometers and single mode up to 120 kilometers, depending on the media converter or op-
tic being used in the managed/unmanaged switch.
Best-Case Scenario: Client Is No. 1 Ethernet-based security systems provide a valuable solution for today’s increasing security demands. Recognizing the needs of the customer is key to providing an effective solution. Looking at the current requirements and planning for future capacity leads to a satisfied customer. By choosing the correct signal transmission infrastructure, successful integration companies can deliver a significant performance and price benefit that delivers an advantage in winning the project, and driving it to completion. It pays to look behind the wall. ■ Frank Haight is Vice President of Marketing for Danbury, Conn.-based Communication Networks (ComNet). For more information, visit comnet.net.
◗ The 4 Parameters of Specifying Fiber By John Nave
When deploying optical fiber, there are four important decisions that must be made. How long does the cable need to be? What type of fiber should be used? How many fibers should be in the cable? What type of cable jacket should be used? Cable Length — Cable length is somewhat trivial since this parameter may easily be empirically determined based on measurements or estimates. Fiber Type — There are two basic types of fiber; multimode and single-mode. Multimode fiber-optic modems are generally less expensive than their singlemode counterparts, but singlemode fiber is a few cents per foot per fiber less expensive than multimode. Consider multimode for applications with short optical path lengths and low data rates/ bandwidth requirements. For example, multimode fiber may be used to pass one channel of analog video with serial camera control data using analog fiber modems cost effectively over dis-
tances of up to several kilometers. Gigabit Ethernet, on the other hand, could be limited to as little as 700 feet on multimode fiber. Single-mode fiber would be a better choice for such an application. Depending on the application and the optical path length, it may be useful to consider a hybrid fiber cable that allows for multimode and single-mode fibers in the same jacket. While the following lists are by no means absolute, they offer a general guide. Consider multimode fiber for the following: • One channel of analog video • One channel of analog video with serial camera control data • One channel of serial data • Contact closures • Four or eight channels of analog video on one fiber • One channel of Fast Ethernet • Optical path lengths of less than one kilometer • When using analog fiber optic modems Consider single-mode fiber for the following:
with local ordinances. It is the function of the jacket to protect the cable from things such as • water, rodents, ultraviolet light, high and low temperatures, and petroleum and other chemicals. • The jacket can also protect the • cable from abrasion, crushing and impact. The proper cable jacket • will allow the cable to be directly buried in the ground, hung aerially while being self-supporting, Fiber Count — Always pull hung aerially while being lashed as many fibers as you currently to a messenger cable, or installed need while anticipating future in conduit. Finally, the cable requirements as best as possible. jacket determines how safe a Better to have more fiber than not particular cable is for use in areas enough, but do not pull spares where people or animals will be. just for the sake of it. Individual Cable jackets are available in low fibers typically do not fail; cables smoke and flame-resistant verfail, and usually catastrophically sions and, as with copper cables, due to digging incidents and the available for use in plenum air like. Fibers are prebundled in mulspaces. As a side note, while an tiples of six so it might be wise to optical fiber, being a complete round up to the next multiple of dielectric is not susceptible to insix. Availability might be better terference from electromagnetic for such cables, as well. interference, proximity to high voltage lines may not be allowed Fiber Jacket — Although not for safety reasons. as glamorous, the cable jacket John Nave is Technical Support Mandeserves attention. The proper ager for Danbury, Conn.-based Commujacket will ensure long-term nications Network (ComNet). For more information, visit comnet.net. reliability, safety and compliance
• More than eight channels of
analog video on one fiber Multiple channels of analog video with serial camera control data on one fiber Gigabit Ethernet Optical path lengths greater than one kilometer When using digital fiber-optic modems
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The Essentials DynaLock Delay Egress Lock
Honeywell LYNX Touch Security System
Honeywell Int’l of Morris Township, N.J., releases the LYNX Touch, a self-contained alarm system. Featuring a full-color, 7-inch touchscreen, the product supports Z-Wave thermostats and lighting controls. Compatible with the company’s Total Connect remote services, the system includes two-way voice over GSM radio. Additionally, using Honeywell’s 5800-ZWave Bridge to connect to devices that communicate via the Z-Wave protocol, LYNX Touch can adjust thermostats or turn off lights when the system is armed. The product offers menu-driven prompts that walk installers through operation and configuration processes.
Bristol, Conn.-based DynaLock Corp. releases the UL-Listed 3101B delay egress magnetic lock system. A delay egress timer activates if someone attempts to exit by applying 15 pounds or less pressure to the door. The red, audible LED will pulsate for 15 seconds (30 seconds field selectable). After the time delay has elapsed, the lock will release and the audible will sound continuously with a green LED until the door shuts and the lock is reset. www.securitysales.com/FREEInfo/16402
Basler CMOS Sensor IP Cameras
Basler Vision Technologies of Exton, Pa., releases two 5-megapixel CCD box camera models with CMOS sensors. The BIP2-1280c-dn high definition (HD) model provides real-time video at a frame rate of up to 30 frames per second (fps) using MJPEG, MPEG-4 or H.264 compression. The BIP2-2500c-dn IP fixed box camera model is equipped with a 5-megapixel sensor to record the smallest image details at 9 fps. All Basler IP cameras support multistreaming and multiencoding.
www.securitysales.com/FREEInfo/16403
www.securitysales.com/FREEInfo/16400
Schlage WPR400 Wireless Portable Reader
Carmel, Ind.-based Schlage, an Ingersoll Rand Security Technologies company, releases the WPR400 wireless portable reader, which provides a cache mode option for offline applications. The reader is also field-configurable to work as a wireless portable signal tester for easier and faster installation, according to the company. LED indicators display valid (green) and invalid (red) credential status. It communicates to the access control systems via the Schlage PIM400 (panel interface module), the same as used within the Schlage AD-Series wireless access control system. www.securitysales.com/FREEInfo/16404
Visonic PowerManage IP Management Platform
The PowerManage by Visonic Ltd. of Bloomfield, Conn., serves as an all-in-one IP receiver for the company’s security systems via broadband and GPRS. The IP management platform supervises the alarm system and forwards events to the central station’s automation platform so operators can track an alarmed system quickly and efficiently. The central station can assign various levels of access rights to installers and maintenance personnel. Remote management and control features include arming and disarming an alarm system, panel programming, diagnostics and support for visual alarm verification.
NVT Ethernet Over Coax Transmitter
Network Video Technologies (NVT) of Menlo Park, Calif., releases the NVEC1701, an Ethernet over coax (EoC) transmitter, which is positioned to support coax-based legacy CCTV installations that are migrating to IP. A compact media converter, the product allows 10/100 BaseT Ethernet and power over Ethernet (PoE) to be transmitted up to 5,000 feet using new or existing coax cable. Transceivers may be linked together using BNC “T” adaptors, forming a bus-architected network that supports up to four EoC transceivers and IP/megapixel cameras. www.securitysales.com/FREEInfo/16401
www.securitysales.com/FREEInfo/16405
For the latest products, sign up for SSI’s Security Equipment E-lert at securitysales.com.
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Anticipate the unexpected The security tools, techniques, and talent for tomorrow. Face the future—and the unknown—with confidence when you acquire the comprehensive knowledge and resources you’ll receive at ASIS 2011. Our unrivaled professional development program—offering 180+ sessions—will deliver the insight, ideas, and real-world know-how to keep you one step ahead of the next challenge you’ll face. Our engaging networking opportunities foster idea exchange. Our vast exhibit hall will put you face-to-face with more than 700 security suppliers, including the industry leaders who make it their business to know what’s around the corner. Who can predict what will happen when 20,000 security professionals come together to network and share experiences? Find out at ASIS 2011, the world’s most influential security gathering.
Your bestt op opportunity o pp por tunit to lea learn ffrom rom iindustry leaders and peers fro om diverse e backgrounds.
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The Essentials FLIR Thermal Security Camera
The network-ready thermal security camera by FLIR Systems Inc. of Portland, Ore., is optimized for use with video analytics and fits easily into analog networks, according to the company. Traditionally used in nuclear, petrochemical and critical infrastructure facilities, the company has reduced the price of the camera to help dealers and integrators deploy it in other facilities, such as hospitals and gated communities. The company maintains that the camera can look directly at the sun for extended periods without damage or degraded performance. www.securitysales.com/FREEInfo/16406
ComNet Power over Coax Switch
System Sensor Advanced Multicriteria Fire Detector
ComNet Communication Networks of Danbury, Conn., releases the CWFE1POCOAX, which transports IP video from the camera using existing coaxial cable. The switch delivers operating power for the devices to be transported back through the same coaxial cable to provide operating power for the power over Ethernet (PoE) camera. Based on the IEEE 802.3af standard for PoE, the product provides 15W of 48VDC power to the remote devices. It transports Ethernet data at rates of up to 100Mbps over a distance of 230 meters, the company says. www.securitysales.com/FREEInfo/16407
The advanced multicriteria fire detector by System Sensor of St. Charles, Ill., combines four separate detection methods into one product. Using advanced algorithms, the product interprets signals from each sensor to monitor every product of combustion, while adjusting itself and responding to changing conditions. The detector combines a carbon monoxide (CO) sensing cell, an infrared sensor, a photoelectric smoke sensor and a thermal sensor. www.securitysales.com/FREEInfo/16408
Vitek EH Series DVR
The EH Series DVRs by Valencia, Calif.-based Vitek enable real-time recording in CIF resolution and feature up to 16 channels of 30 PPS recording per channel, as well as H.264 compression. The products support two internal hard drives and offer a “quick search” function for automatic review. In addition, the DVR Viewer App is available for the iPad, iPhone and Android smartphones. www.securitysales.com/FREEInfo/16409
Bosch AutoDome Junior HD Fixed Camera
Bosch Security Systems of Fairport, N.Y., expands its AutoDome Junior HD series with a new fixed camera model. The product offers 1,080p or 720p resolutions and 10x optical zoom. Quad-streaming provides simultaneous streaming of high-quality video with differing frame rate and resolution settings for flexibility in system design. The camera also offers built-in Intelligent Video Analysis (IVA) software to automatically process video signals and alert operators to potential security risks. www.securitysales.com/FREEInfo/16410
STI Metal Protective Cabinet
The STI-7560AC metal protective cabinet by Waterford, Mich.-based Safety Technology Int’l Inc. (STI) allows a fire alarm control panel to be mounted in temperatures exceeding normal parameters. The unit allows sensitive devices to be installed in areas suffering from damaging high temperature conditions, dirty locations or experience high humidity. The enclosure can also eliminate the expense of air conditioning an entire warehouse or constructing a climate controlled room for the panel, according to the company. www.securitysales.com/FREEInfo/16411
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DVTel Quasar Smart Camera Series
The ONVIF-compliant Quasar Smart Camera Series by DVTel Inc. of Ridgefield Park, N.J., offers highdefinition (HD) 720p and 1,080p IP fixed and mini dome cameras. Equipped with advanced tamper detection, video motion detection, edge-based smart search metadata and 3D digital noise reduction, the cameras allow up to seven days of recording on the edge, the company says. Other features include wide dynamic range (WDR) and Web-based camera configuration. The cameras also provide up to a 110° field of view. www.securitysales.com/FREEInfo/16412
Videx Electronic Lock and Key Catalog
Corvallis, Ore.-based Videx releases a free catalog that highlights its CyberLock electronic locks and intelligent padlocks. The catalog also comes with an instructive disk on electronic lock and key technology. The company produces more than 270 lock cylinders. Videx maintains that installation does not require any wiring or structural changes. www.securitysales.com/FREEInfo/16415
OT Systems Ethernet Switch and Media Converter
OT Systems of Oswego, Ill., releases the ET Series of Ethernet switches and media converter products. The products are designed to seamlessly integrate Ethernet, fiber and coaxial cable transmission technologies into security systems networks, the company says. The ET series combines network management, power over Ethernet (PoE), wide temperature range, power redundancy and DIN-rail and other mounting options. www.securitysales.com/ FREEInfo/16413
Camden CM-120 Series Keypads
Camden Door Controls of Ontario, Canada, releases the CM-120 Series of digital flush-mount keypads. The weather- and vandal-resistant products feature stainless-steel faceplates, single gang flush mounting and 12/24VAC/DC operation. Surface mount enclosures are also available. Indoor and back-lit, the keypads support up to 999 users and offer up to 10 million possible code combinations, the company says. The products also provide two 3-amp Form C relays, a request-to-exit (REX) input, door contact input, anti-tailgating, door open and global lockout. www.securitysales.com/FREEInfo/16417
DSC Wireless Commercial Fire Alarm Communicator Pelco Narrow Bezel Monitors
The Narrow Bezel LCD monitors by Clovis, Calif.-based Pelco by Schneider Electric features full high-definition (HD) 1,920p X 1,080p resolution and edges that range from just 9.6mm to 17.4mm. Available in 42-, 46- and 55-inch models, the large format displays utilize efficient, low-power components and are Energy Star certified. Featuring high contrast ratio and image quality enhancement, the displays are backed by Pelco’s 3-year warranty. www.securitysales.com/FREEInfo/16414
The UL-864 Listed GS3055-ICF by Concord, Ontario, Canada-based DSC, part of Tyco Security Products, is a universal cellular fire alarm communicator. When used as the sole communication device, the product will replace the phone line connections on the fire alarm control panel and will send all events across the GPRS cellular network to the monitoring station. In backup mode (dual communication technology), the communicator assesses the phone line connection status and sends all events across the cellular network only in the event of phone line failure. www.securitysales.com/FREEInfo/16416
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Ad Index
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AES Corporation ............................................................................. 33 Affiliated Central, Inc. ..................................................................... C2 All American Monitoring .................................................................29 Altronix ...............................................................................................8 American Fibertek ............................................................................ 8 Arecont Vision ........................................................................... 56-57 ASIS International ...........................................................................89 Axis Communications......................................................................14 Basler Vision Technologies ..............................................................59 Bolide Technology Group ................................................................11 Chamberlain Group, Inc..................................................................49 CNB Technology, Inc........................................................................81 DSX Access Systems, Inc.................................................................13 EasyLobby, Inc. ................................................................................73 Electronic Security Assoc.- ESA .....................................................97 EMERgency24 ................................................................................ C3 ESX - Electronic Security Expo ......................................................95 HID Global .......................................................................................51 HIKVISION ......................................................................................17 Honeywell Security ......................................................................... C4 Kirshenbaum & Kirshenbaum, PC .................................................92 Middle Atlantic Products .................................................................77 Minuteman Power Technologies.....................................................25 Moog Quick Set................................................................................35
16199 16272 16204 16245 16216 16276 16229 16308 16283 16193 16194 16321 16231 16185 16126 16136 16327 16234 16233 16103 16253 16319 16278 16154
National Monitoring Center (NMC) ...............................................23 Nissan Commercial Vehicles ...........................................................27 NVT .....................................................................................................3 NVT ............................................................................................. 19-20 Optex America, Inc. .........................................................................69 Pelco .........................................................................................A8 (44) RSI Video Technologies ...................................................................53 Samsung .............................................................................................7 Schlage ................................................................................Bellyband Schlage .............................................................................................60 Schlage .............................................................................................61 Schlage .............................................................................................63 Schlage .............................................................................................65 SECO-LARM ................................................................................... 85 Speco Technologies......................................................... Cover Snipe Speco Technologies............................................................................1 SSI.....................................................................................................21 SSI - eControl Panel .........................................................................45 SSI - LeadTracker.............................................................................92 System Sensor ..................................................................................31 The Quick Response Monitoring Alarm Center .............................62 Tyco Security Products (DSC) ...........................................................5 UL - Underwriters Laboratories......................................................55 Visonic, Inc. ......................................................................................64
16314 16109 16184 — 16219 16167 16256 16304 16153 16187 16153 16117 16150 16282 — 16142 — — — 16209 16175 16120 16183 16170
Company listings are provided as a courtesy — publisher assumes no responsibility for errors or omissions.
TM
KIRSCHENBAUM CONTRACTS
Sales.......................................Residential/Commercial............................................$200.00 Monitoring .............................Residential/Commercial............................................$200.00 Service....................................Residential/Commercial............................................$200.00 Lease.......................................................................................................................$200.00 Commercial: includes supplemental rider for add ons and to increase limitation of liability All-in-One (Not available in all states)......................................................................$600.00 Sales, Monitoring , Service Contracts (one contract) Residential/Commercial Disclaimer Notice....................................................................................................$175.00 (Additional Equipment Systems & Service, VOIP Disclaimer Notice) Access Control Administration & Service Contract................................................ $375.00 Audio/Video ............................................................................................................ $375.00 Fire Alarm Sale & Installation - Commercial ........................................................$375.00 Fire Alarm Monitoring Commercial fire alarm monitoring.....................................$375.00 Fire Inspection Service .......................................................................................... $375.00 Contract For Fire Equipment/Extinguisher/Smoke Detector/Sprinkler & CO Inspection Fire Alarm All-in-One Combines Sales, Installation, Monitoring, Service & Inspection ...............................................................................................$850.00 Fire Alarm Lease - Commercial .............................................................................$375.00 Includes supplemental rider for add ons & to increase limitation liability Standard Fire Alarm Sales /Fire Suppression .......................................................$375.00 Sprinkler Equipment Contract CCTV Sale Sale, Service and Monitoring/Data storage & Monitoring…...................$375.00 CCTV Lease Supervisory Equipment Lease..............................................................$375.00 ....... .................$ $375 375.00 .00 NAPCO I See Video® Sales & Installation Contract................................................$375.00 st ................... ......... ...... . ...$37 $3 5.000 Remote Video Monitoring Monitoring ito tori r Contract..................................................... ................. ...... ......... .. ... .. ........ . ... .. ........ $$375.00 3 .00 375 (through internet access - not throu through central ugh cen centra trall stat sstation) tation ion)) sponse nse Le Lease ase/Sa /Sale le - Con Consum sumer er Use Use.. ............................ .........$20 $200.00 Personal Emergency Respo Response Lease/Sale Consumer Use.................................$200.00 Residential Lease Installation, service, monitoring.................................................$200.00 e Ins Instal tallat latio ion, serv r ice,, moni m onitor toring ing.............................. ........... ................. ....$2 $200. 0 00 ntractor or Agr Agreem eement For su subb or or general g contract actor or..................... r ........................$20 $2 0.00 Sub-Contractor Agreement contractor.......................................$200.00 Completion Certifi cate...............................................................................................$40.00 letio tionn Cert C ertifi ificat cate e........................... ...................... . ............ ..... .......................................$ ..$40.00 mmer mercia ciall & Re Resident tial ial-- use use aft after e instal talla tal lation & eve lat ev ry se servic ce call Commercial Residentialinstallation every service Employment Agreement With Restrictive Covenant.............................................. $200.00 ploy oymen mentt Agre A greeme em ntt Wit W h Rest estric r tivve Coven C nantt............................................. .. ..... $2 200.00 C-1 For Form FFinancial in nci ina ncial a Statement Statemennt .............................................................................. ......................................................................... ..... ...... . . $50.00 $50.0 $50.0 0 0 UCC-1 Central Station Contracts $375.00 ntra ral Sta ation ion Co Contr raccts ........................................................................................ ..................................................................................... .. ...... ...... .. . $3 375. 5.00 00 wayy con ntra ract bet be weenn c/o wee /o ins stalleer & sub bscrib ber, sseparate eparaate for form m wher w heere 3-way contract between installer subscriber, where c/o issue certificate installer /o is ssue UL ce ert rtificcate forr inst tallerr nstal ta lerr Co C ntrrac act............... ...... ................ . ............ . ...... . .......... .. .............................. . ..............$ $375 375.00 00 Installer Contract.....................................................................................................$375.00 Stationary Guard Sta atio t nar aryy Guar ua d ““Rent-A-Cop”..............................................................................$375.00 Re ent-A -A-Co -Cop”...... ................... .............................. . ...................... ...... .. ... ...... .......$37 375.0 00 Tel eleph ephone on Sa Sale les.…..................Comm mmeerciaal or R Re sideential al ........................................ ....................... .. .......... ...... ..... ...... ... $20 $200.0 0.000 Telephone Sales.…................Commercial Residential $200.00 Telephone Service Residential $200.00 Tel e eph ephone one Se Servic ce ..................Commercial ..................Com Commer me cia ial or or R eside dentia iall ....................................... ................. .......................... $$2 00 000 00.
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As I See It
Guest Commentary by Tab Hauser
Rallying to the Defense of the Reed Switch
M
agnetic reed contacts are not only the first line of defense in an alarm application, but also the least expensive and most reliable product for a building’s perimeter. Recently another technology
Tab Hauser is President of New Hyde Park, N.Y.-based Tane Alarm Products, a contact manufacturer. He can be reached at tabh@hascorelays.com or (800) 852-5050.
other magnet next to it to defeat it without opening the that uses a metal can and a little ball was featured in SSI’s door? Also, if you slip another magnet near it you have only March issue (“A Breakthrough in Alarm Switches”). The ara 50-percent chance of actually defeating it, even if you can ticle discussed the advantages of a particular sensor device find the contact at all. while tearing into present reed-switch based technology. If defeating contacts for standard installations was an isDon’t get me wrong, I like the company’s technology feasue in the burglar alarm business, do you think this product tured in the article when it comes to special biasing of conwould still be around after 40 years? In fairness, I do like the tacts. However, there are facts that should be known about other technology for what today’s reed contacts before would be called a “high secuspending two to three times If defeating contacts for standard rity” application. These apmore money on something installations was an issue in the burglar plications are more expenso simple. alarm business, do you think this product sive and can justify the extra Reed switches today are would still be around after 40 years? fees these contacts cost. generally made of rhodiIn that same article, a um or ruthenium encased comment was made on contacts breaking during shipping in glass and sealed in nitrogen. Tane’s reeds are so reliable due to improper handling. In surveying our shipping records that when we founded our company in 1985 we offered a of hundreds of thousands of reeds and magnetic contacts per $50-1 lifetime guarantee for any defect that required a sermonth, we find less than a .001 percent ever come back brovice call. It is significant that reed switches have the adken. Yes, a box of contacts will smash if run over by a road vantage of sitting unused in back doors for years and then flattener. Otherwise, they will survive the sloppiest shipping working that one odd time when called upon. company dropping and tossing boxes. All contacts start with These same reeds can also go through one hundred milan outer housing of plastic or metal. We use hot melt on most lion operations without a hitch. Because reed switches are of the products to protect the reed during shipping, as well made of glass it is no myth they can be fragile. A magnetic as on swelling of doors so the contact does not crush. Some contact will most likely fail if an installer hits it with a hamcompanies use epoxy to accomplish the same results. mer when applying it to a recessed application. If a techniTo be sure, reed contacts and other alarm parts are suscian is using a hammer to install a contact, can you imagceptible to the rare instance of a lightning strike. A lightine what other bonehead things he is doing on the job? ning strike may fuse the contacts depending on where and Reed switches are considered so reliable that they are a how it hit the home. If it is a direct hit, the contacts can be critical component on smart airbags and anti-lock brake fused but then so may the panel. (ABS) applications. What’s more, it was Tane’s switches Years ago the makers of the old Moose Products panel used in the NASA rovers that so triumphantly explored the made a magnificent reed contact that when hit by lightning Mars landscape. Think of the G force the switches endured fused open. The problem with the switch was that no one when the rovers made that famous bounce landing! wanted to spend more money for something that happens so infrequently. The same can be said for the technology usIt Ain’t Broke, So Don’t Fix It ing the little ball. We have found in our surveys that in this The article in SSI’s March issue said the standard magcompetitive world, people do not to want spend more than netic contact can be defeated with another magnet. Let’s they have to for something so simple and reliable as the use a little common sense here, please. If you have a conmagnetic reed contact. tact recessed in today’s door, how are you going to slip an■
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The Big Idea
8 Is Enough IDEA of the Month If you had just one really great idea you could share with the alarm industry, what would it be? This month’s great idea comes from Andy Snyder, co-owner of Oklahoma City, Okla.-based LV Systems Inc.
Snyder’s great idea Sometimes the best idea is more of an all-encompassing concept that lays at the root of a solid business plan.
A
ndy Snyder’s multiple great ideas show us all why his business is over the top. He gives more than is asked of him and the quality of what he gives is greater than what anyone might expect. Snyder and his partner Ron Lee are the proprietors of LV Systems Inc., a full-service low-voltage installing security contractor in Oklahoma City. The company has served the residential and commercial markets throughout Oklahoma for nearly 25 years. When asked to offer his great idea for this month’s column, Snyder instead responded with a multifaceted proposition:
• Don’t just sell price, market quality
solutions • Develop a solid business plan and goals • Surround yourself with a talented and professional staff, both technically and administratively in nature • Understand your target market and your competitive position in that market • Don’t overextend your company’s expertise and capabilities
• Develop an employee-friendly busi-
ness because they are your most valuable assets • Stay in touch with technological advancements; your customers certainly will • Your monitoring account base breeds tomorrow’s successes The totality of all this sage advice presented somewhat of a problem for me. I usually build my column around a single great idea, but Snyder has given me eight essential objectives. Each one of them is worthy of a column unto itself! However, I’m going to pull a little switch on Snyder and take all of his great ideas and call them something else: a marketing plan that can help all installing security contractors accomplish their business goals. The eight points that Snyder has laid out for us here can almost be considered as individual sections of a business plan. Each idea tells us something that Snyder and his partner have learned about successfully running today’s alarm business. By the way, when I visited LV Systems, I saw Snyder’s ideas at work. The company has developed a customer-centric business concept that
By Ron Davis rdavis@graybeardsrus.com
asks the question, “What are our customers looking for and how qualified are we to provide it for them?” Snyder’s idea about how your monitoring base can breed tomorrow’s successes is pretty much spot on. I know of several organizations that send management teams off-site who then convene around a table and discuss new ideas for increasing the services that are being subscribed to by today’s customers. What other products and/or services would your customer base get passionate about? If the answer is an admission key into the wonderful world of geekdom, you’ve picked a pretty good time to be in the industry. Yesterday’s senior citizenry, of which I am one, is fading. The so-called baby boomers are getting older. What is emerging is a techno-centric population of people who really understand what’s going on out there. LV Systems is tapping into this new breed of customer. It has a well thought-out show room. Its people seem to be happy. When you walk in the building you sense professionalism, and when you walk into the central station you feel that if you were a customer you would be in good hands. That’s why I thought best to present the full complement of Snyder’s insightful suggestions. Just because you’ve got eight for the price of one, don’t sell anyone of them short — each one really is a great idea! ■ Ron Davis is President of Davis Mergers and Acquisitions Group Inc., formerly Davis Marketing Group. Also known as The Graybeards, the company is active in acquisitions and mergers exclusively in the alarm business.
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E X C L U S I V E
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Don’t Let Sales Puffery Deflate Your Business
L
tiate a system and sign that contract, ots of things are said durBy Ken Kirschenbaum all pretense of preventative protection ing a sales presentation; ken@kirschenbaumesq.com quickly goes out the window. In fact, sales puffery is common preventative protection verbiage won’t in all industries, and the be found in the fine print of a properly alarm industry is no exception. Howtation, fraudulent inducement and, drafted contract. This is because while ever, not every industry is governed by you guessed it, fraud. the system being installed is there to contract the way the alarm industry is. All basically boil down to you contrakeep the subscriber safe, the contract is dicting the contract terms through your As you are well aware, every relathere to keep your company safe. tionship your company has should be advertisements to such an extent that Your company is not concerned defined by contract. And those conthe court refuses to enforce the contract. about your system working as indicattracts you have in place pretty much Once you recognize the low sophisticaed in the promotional materials. Innegate all the sales puffery in your tion regard the courts have for consumstead your company is bracing for your promotional statements, advertiseers, you may better understand how a system not working anywhere close to ments and brochures. court may interpret the things you said The easiest way to illusor representations you made in adtrate this is to set forth a simvertising were sufficient to confuse a Preventative protection subscriber so that he/she could later ple premise that your company verbiage won’t be found in the claim foul, or fraud. Since courts apis likely attempting to convey fine print of a properly drafted ply the lowest common denominathrough marketing materials. contract. This is because while tor where it comes to consumers, you For example, a subscriber sees the system being installed is have to realize that not much is exa TV advertisement from your there to keep the subscriber pected of them. Whereas since you’re company, and reads your brosafe, the contract is there to a business, you’ll be held to a much chure or sees other promotionkeep your company safe. higher standard, no matter how unal material and is quickly convinced that your alarm is going sophisticated you may be. that “perfect world” operation. This is to provide the foolproof protection There is no bright line rule defining why in standard alarm contracts you that’s advertised. Once the subscriber when puffery is tantamount to fraudwill find no guarantees that a loss won’t has your system installed, should the ulent misrepresentation, but there occur; no warranty that the subscribsubscriber’s alarm go off, the central are plenty of examples where specifer won’t suffer a burglary, a fire, loss of station is immediately called and the ic claims can do it. For instance, it’s temperature, water damage, etc. You cops are on their way as the intrudone thing to say that your alarm sysalso won’t find representations of no er flees. In this perfect world, nothing tem is “one of the best on the marloss. You will find a disclaimer of any ever goes wrong and the subscriber ket” or “designed to guard and prostatement made any time prior to signand family are always safe. tect your family.” It’s another thing to ing the contract that was inconsistent Creating a stark contrast between say “guaranteed to prevent intrusion” with the contract provisions. the alarm industry and other industries or “guaranteed to guard against” this So when do you have to be conwith potential risk, the promotional maor that. Of course, outright lies, such cerned with crossing the line with terials referenced do not contain any as boasting where it’s not true that your sales puffery? You know why disclaimers like those you would see in “our subscribers have never suffered a you need to rely upon the contractuan ad for prescription drugs. In those loss,” cross the line. ■ al provisions — to protect your comads the disclaimer is usually longer than Ken Kirschenbaum has been a recognized counsel to the alarm industry for 35 years and is principal of pany — and you don’t want to do anythe sales pitch! Here, no disclaimers, Kirschenbaum & Kirschenbaum, P.C. (www.kirschenthing to vitiate the contract. The legal just a happy subscriber, safe from pobaumesq.com). His team of attorneys, which includes daughter Jennifer, specialize in transactional, defense issues raised by subscribers with mistential threats from the outside world. litigation, regulatory compliance and collection matters. representations in your promotional Of course, we know that when the The opinions expressed in this column are not necessarily those of SSI, and not intended as legal advice. materials are fraudulent misrepresensales pitch is over and it’s time to nego-
SECURITY SALES & INTEGRATION (ISSN 1539-0071) (USPS 511-590) (CDN IPM# 40013413) is published monthly with an additional issue in December, by Bobit Business Media, 3520 Challenger Street, Torrance, California 90503-1640. Periodicals postage paid at Torrance, California 90503-9998 and additional mailing offices. POSTMASTER: Send address changes to Security Sales, P.O. Box 1068 Skokie, IL 60076-8068. Please allow 4 to 6 weeks for address changes to take effect. Subscription Prices - United States $96 per year; Canada $96 per year; Foreign $140 per year. Single copy price - $8; Fact Book - $35. Please allow 4 to 6 weeks to receive your first issue. Please address Editorial and Advertising correspondence to the Executive Offices at 3520 Challenger Street, Torrance, California 90503-1640. The contents of this publication may not be reproduced either in whole or in part without consent of Bobit Business Media. All statements made, although based on information believed to be reliable and accurate, cannot be guaranteed and no fault or liability can be accepted for error or omission.
Legal Briefing
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brilliant
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