SSI December 2011 by Bobit Business Media

“I specify Bosch products because they’re simple to use.”

You spoke. We listened. The result: an exciting new intrusion portfolio that addresses the challenges you face every day, including false alarm reduction. Our D1265 Touch Screen keypad’s simple menu and bright color graphical LCD screen make it so easy to operate, it decreases user error. And, it’s just one of the tools now available from Bosch for creating high-quality, reliable solutions for your customers. Intrusion detection — designed by you; engineered by Bosch. Learn more at www.boschsecurity.us/intrusion

Supplement to Security Sales & Integration Magazine

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You spoke. We listened. The result: an exciting new intrusion portfolio that addresses the challenges you face every day, including false alarm reduction. Our D1265 Touch Screen keypad’s simple menu and bright color graphical g gra phical LCD screen make it so easy to operate, it decreases user error. And, it’s ope justt one of the tools now available from jus Bosch Bos ch for creating high-quality, reliable solutions soluti sol utions on for your customers. Int Intrus Intrusion rusion o detection — designed by you; engine eng engineered ineered by Bosch. more Learn mor Learn mo e at www.boschsecurity.us/intrusion www.bo www b schsecurity.us/intrusion

Supplement to Security Sales & Integration Magazine

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December 2011 Vol. 33 No. 12

THE

Technology ISSUE

IP Video Defends NFL’s 49ers

SSI ’s

Top 30 Products of the Year

PLUS: securitysales.com

WIRELESS SURVEILLANCE ■ VIDEO FIRE DETECTION ■ SOLAR POWER

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December 2011 Vol. 33, No. 12

CONTENTS SSI’s Top 30 technology picks for 2011 spotlights hardware and software solutions introduced in the past year. Inside you’ll find a wealth of devices and tools to help you maximize your business efficiencies and installation projects of all sizes.

— See page 30

◗ COLUMNS 20

TECHNOLOGY INNOVATIONS

10 Between Us Pros With 1

Scott Goldfine

Five initiatives to fend off top industry challenges.

18 Convergence Channel With Paul Boucherle

How to leverage existing network assets to create business value.

22 Tech Talk With Bob Dolph

30 The latest and greatest HD video, detection devices and access controls Top Innovators Take Year’s Technology Honors

share the spotlight with productivity, design and installation tools as SSI reveals 2011’s Top 30 Technology Innovations. Take a look at which products made the strongest impact on our experts from both technological and practical business standpoints. By Paul Boucherle, Bob Dolph and Scott Goldfine

40 A drop-off in system reliability and rise in high-profile violence at sports Security Burns Brighter at Candlestick Park

venues were in play as the San Francisco 49ers called a security audible and upgraded Candlestick Park’s over-the-hill video surveillance system. Integrator and end user explain how the migration to a networked solution has created a safer and more efficient game-day experience. By Scott Goldfine

New Video Heights With Wireless 46 Reaching New advances in wireless technologies are allowing integrators to broaden their market potential beyond traditional video surveillance applications. Getting the proper training and education now will go a long way toward beating the competition to the punch. By Cosimo Malesci

Steps to Solar-Powered Profits 50 Five Installing security contractors are well positioned to adopt solar photovoltaic (PV) panels into their portfolios and take advantage of increasing opportunities to utilize “green” power alternatives. These solutions are ideal for remote locations that otherwise lack power and communications infrastructure. By Joe Bono 2

Home automation and where opportunity is knocking.

24 Fire Side Chat With Shane Clary

Understanding the possibilities of video image detection (VID).

28 Monitoring Matters With Mark Matlock

What you need to know to maximize the value of your accounts.

60 Legal Briefing With Ken Kirschenbaum

Strategies for protecting newly acquired accounts from the seller.

◗ DEPARTMENTS 4 13 54 58

Security Exchange Industry Pulse Ad Index MarketPlace

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Security Exchange Web Watch

RIGHT

securitysales.com

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, description of features and specifications. Newly added reader product reviews and an 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 direct readers to

Peggy Onstad Publisher, ext. 477 Rodney Bosch Managing Editor, ext. 426 Paul Boucherle, Shane Clary, Ron Davis, Bob Dolph, Peter Giacalone, Ken Kirschenbaum, Jeff 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

the appropriate supplier. And while you’re on the site, be sure to sign up for SSI’s new products newsletter, Security Equipment e-lert.

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

Dynise Plaisance-Hiebert 3520 Challenger St. Torrance, CA 90503 (760) 519-5541 Fax: (310) 533-2502

WEB-O-METER

5 most-viewed news stories during October

■ East Peggy Onstad 3520 Challenger St. Torrance, CA 90503 (949) 305-5541 Fax: (949) 305-5549

ADVERTISING SALES TERRITORIES

ADT Settles Suit With Family of Murdered Minnesota Woman

Smith & Wesson to Sell Perimeter Security Business

Verizon Launches Z-Wave-Based Home Control Service

Vector’s New National Service Center to Focus on Loss Prevention Services

Vivint Gets $75M to Enter Into Solar Market

SECURITY SCANNER®

Security Scanner® Web Poll Question:

Which of the following residential security value-add services will take off in 2012? MOBILE DEVICE SYSTEM ACCESS

66%

REMOTE / MONITORED VIDEO

19%

ENERGY MANAGEMENT

15%

Overwhelmingly, security professionals anticipate the use of smartphones to control and access security systems being the runaway residential service offering for the coming year. Two-thirds of respondents to this month’s Web poll selected that value-add service, with remote video a distant second with almost a one in five count. Not too far behind remote video was energy management. Interestingly, three other choices — keyless entry, personal emergency response systems (PERS) and carbon monoxide (CO) detection — drew zero votes. For more on these residential opportunities, check out this month’s “Tech Talk” column. Log onto securitysales.com to view SSI’s Security Scanner archives, as well as cast your vote for the December question: What would you peg your business’ projected growth rate for 2012? BLOGS

www.securitysales.com/blog

Some of the things we’re talking about …

• What Should Sellers Look for in an Asset Purchase Agreement? • 5 Experts Examine Emergency Communications, Part 2 of 2 • 5 Experts Examine Emergency Communications, Part 1 of 2 • What Qualifies as Tortious Interference? • How Power Problems Can Corrupt Your Security Solutions Engage in the conversation!

Classified-MarketPlace Ads Peggy Onstad, (310) 533-2477 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 FOR SUBSCRIPTION INQUIRIES (888) 239-2455

For the latest news as it happens, sign up for SSI’s eControl Panel at www.securitysales.com

BOBIT BUSINESS MEDIA Edward J. Bobit, Chairman Ty F. Bobit, President & CEO (310) 533-2400 Printed in USA

Winner • 2005 Finalist • 2003, 2004, 2005, 2006, 2007, 2008, 2009, 2010

securitysales.com • DECEMBER 2011

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Security Exchange Sounding Off

Unbiased Biometrics Views I applaud Bob Dolph’s call for transparency, for vendors to be asked for their detailed specs and liveness performance [SSI’s September Tech Talk, “Knowing How Biometrics Can Be Beaten Helps You Win,” also at securitysales.com/techtalk0911]. His comment, “Remember, sensor vendors will typically not be comfortable discussing their products’ vulnerabilities,” is true. Moreover, few vendors are comfortable discussing even their products’ standard specifications. In particular, palm vein vendors keep their detection error tradeoff curves secret. They merrily publish their spectacular best-case FAR and FRR figures, but are very coy about their EER (which is a very ordinary 1 or 2 percent) and will not reveal the

actual error rate of their sensors as shipped. It’s contemptuous. STEPHEN WILSON, Managing Director Lockstep Technologies Sydney, Australia

Non-Security Services Are Key [In response to the news item, “Report: 30% of U.S. Homes Will Have Monitored Services by 2020,” securitysales. com/services2020] The introduction of services that will provide more direct services will change customers’ perceptions. Security systems portray a negative connotation, being something that may be necessary to prevent or deter an unwanted event; often begrudging the monthly monitoring fees for this negative service. Services that will allow a video link to look into a business from a home office or receive notification when an action has been taken are USEFUL things customers WANT and are will-

ing to pay for. Unlike the feeble attempts by telephone companies the past 30 years, such services are more conducive to customers’ needs and will open new markets as well as serve existing markets more professionally. BRIEN WELWOOD Alliance Security Systems Ottawa, Ontario, Canada

Impressed With UTC’s Efforts [Regarding Under Surveillance blog, “Analysts Assess the New Face of UTC Fire & Security] As a 28-year veteran it is exciting to see big-time companies continuing to invest in the security industry. My company recently became a GE Security Pro dealer. At a recent training event UTC/Interlogix was working hard to pull it together. I am excited about their products. KIRK BOOHER, Owner OnGuard Security Solutions Indianapolis

www.securitysales.com/freeinfo/23149

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select your mode of perfection

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Between Us Pros

5 Ways to Wallop the Top 5 Woes

or owners and managers of installing security companies preparing for 2012 there is no shortage of challenges, problems, frustrations and other headaches. Some of them are unique to the industry while others are universal for entrepreneurial businesses. Those who equip

By Scott Goldfine scott.goldfine@ securitysales.com

past two years, continues to be the greatest source of angst. themselves with the proper tools, skills and knowledge, meTying these concerns into a year-end resolution theme, I ticulously track and intelligently confront these issues, and offer the following initiatives for you to strongly consider as then take swift and decision action are typically the ones ways to combat the five highest ranked industry challenges: rewarded with the greatest success, satisfaction, fulfillment Recession — Put more energy and effort into selling upand profitability. Easy to spell out, but of course a good grades and more services to your existing client base; this deal more difficult to execute. can be low-hanging fruit and lower in costs than new acFortunately, you are far from alone in this undertaking as count creation. Also reduce resource-zapping callbacks by SECURITY SALES & INTEGRATION is with you every step making sure installations and service calls adequately solve of the way to provide the best possible advice and guidance customers’ issues the first time. from both your peers and the industry’s leading subject matOperating costs — Negotiate ter experts. Even in this age of lower equipment costs with rising electronic media, 2011 Top 5 Security Contractor Concerns (Rating scale 1-5, with 5 being most concerned) your suppliers; they are more research shows that 81 perRank Concern 2011 2010 apt to cut deals during these cent of you continue to rely Rating Rating tough times. Also put more on trade publications to help 1. The recession/bad economy 3.86▲ 3.76 thought and even some inyou do your job better. One of 2. Operating costs 3.61▲ 3.52 vestment into practices and our new year’s resolutions for 3. Government regulation 3.57▲ 3.42 tools that increase your workthe magazine — as well as online and in person — is to give 4. Competition from other security companies 3.22 3.27 force’s productivity and reyou even more of the insider 5. Manufacturers selling direct 3.17▲ 3.16 duce inefficiencies. Government regulation — knowledge necessary to thrive Become an active participant in the process through loin today’s fast-paced security industry and unforgiving busical and national trade associations, communicating and ness environment. The newer security technology is terrifbuilding relationships with local officials, and routineic, but it means little without the ability to market, sell and ly monitoring industry and general business media. Be deliver it as intended and promised. We get that, and we are aware and be heard. here to help and facilitate. Security company competition — Take care of your existSo then, what are the concerns inducing the most anxiing customers; keep in regular communication with them ety for security and fire/life-safety dealer/integrator execuand truly understand their needs. Partner with them and tives and managers right now? That question is part of the build relationships based on trust, and you will have loyal yearly Installation Business Report (IBR) that serves as a customers unlikely to look elsewhere no matter how much centerpiece of our annual Gold Book edition (mailed with lower others’ prices might be. December’s issue or available separately). The top five reManufacturers selling direct — Make sure your people have sults, in which nearly 400 respondents were asked to rate the skillsets and training necessary to effectively represent on a scale of 1-5 with 5 being what most keeps them up at and sell the latest security solutions. If manufacturers are night, can be seen on this page. confident in your commitment and capabilities they are unAs indicated by the upward arrows, four of the top five likely to feel the need to sell direct. If they still do, then look concerns scored higher than a year ago. However, the rankfor another supplier. ing order was unchanged. In other words, it’s the same is■ sues only they weigh even more heavily on security company Editor-in-Chief Scott Goldfine has spent more than 13 years with SECURITY SALES & INoperators’ minds. The recession, which has jumped .26 the TEGRATION. He can be reached at (704) 663-7125 or scott.goldfine@securitysales.com.

10 securitysales.com • DECEMBER 2011

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Industry Pulse In Depth

Central Stations Have Until Jan. 31 to Join ASAP Project “A company’s savings are VIENNA, Va. — As the Autogoing to go up because this mated Secure Alarm Protocol is cheaper than [an opera(ASAP) program continues to tor] making a phone call. We ramp up, the Central Station are hoping to certainly have Alarm Association (CSAA) the traffic cost down to a levis actively recruiting charter el that is a fraction of what members until Jan. 31. Once it costs to make a phone call the cut-off date passes for the with a person,” Bonifas says. initial phase, CSAA-member CSAA approached UL to unoperators will likely have to dertake a technical review of wait up to two years to join the protocol to assure code the program. Nonmember compliance and to head off central stations are not exCSAA is accepting applications through Jan. 31 for monitoring propected to have access to ASAP viders to become charter members of the ASAP program, which de- any future concerns that may livers alarm signals via a computer to PSAPs instead of a phone call. be presented by an authority until after 2014. having jurisdiction (AHJ). In Developed by CSAA and November, UL announced it found the CSAA has signed up about 75 charthe Association of Public Safety ComASAP-to-PSAP program consistent with ter members, each committing to a munications Officials Int’l (APCO), the the language and intent of NFPA 72. three-year pledge ranging from $1,000 protocol provides a faster, more cost“The analysis of the results of how annually for the smallest operators to effective means of sending alarm sigemergency calls were handled during $5,000 annually for national operators. nals directly to public safety answerthe recent Mid-Atlantic earthquake “Although we won’t get all of them ing points (PSAPs), negating the need and how notifications are handled day onboard, our mission is still to connect for telephone calls from alarm monito day by the [PSAP in Houston] are the entire professional alarm monitortoring stations. compelling,” says Chris Hasbrook, UL ing industry to every PSAP in the counASAP utilizes the National Law Envice president for Buildings, Fire, Life try,” Bonifas says. “There are about 600 forcement Telecommunications SysSafety & Security. listed companies in the country. But tem (Nlets) to provide listed central Alarm companies unsure about we have all of the big national compastations a secure connection to PSAPs. joining the program can consider sevnies signed up right now.” The charter membership program eral positive factors, says UCC Sr. Vice Setting a deadline to join the first was created to defray the cost of dePresident Mark Matlock, who is a conphase of the program was necessary ploying computer server equipment tributor to SSI’s “Monitoring Matters” due to the enormous amount of work at the Nlets facility in Tucson, Ariz., column. Not only does ASAP allow for involved in preparing for connection as well as other development expendiimmediate transmission of account to the ASAP server. “It’s not like you tures in the “hundreds of thousands of data without human intervention and will never be able to get in, but we are dollars,” Ed Bonifas, immediate past faster response times, it provides key going to have to put our technical represident of CSAA and co-chairman of savings for PSAPs that are pushed to sources into the people that brought the ASAP committee, tells SSI. the limits with budget cuts. us to the dance,” Bonifas says. Vector Security, United Central Con“It also provides a nice little marA chief incentive for beating the Jan. trol (UCC) and Monitronics were the keting advantage for alarm dealers 31 deadline is charter members will first companies to participate in the who have accounts in the program,” not incur a connection fee; the cost for beta program, using direct connection he says. “I would encourage central subsequent membership has not been to PSAPs in Houston, and York Counstations to look past the initial investdetermined. Ultimately, operational exty and Richmond, Va. At press time ments and consider the long-term vipenses for the program, as envisioned, the three companies were expected to sion and mission of the industry and will be paid for by companies based on begin the process of connecting directhow we interact with PSAPs.” their alarm-signal traffic. ly to the new centralized ASAP server. securitysales.com • DECEMBER 2011 13

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Industry Pulse Industry News

Infinova to Acquire March Networks for $88.2M MONMOUTH JUNCTION, N.J. — In an effort to create one of the 10 largest global players in the video surveillance market, Infinova announced it will acquire IP video provider March Networks for $88.2 million. Infinova will pay $4.90 ($5 Canadian) per share in the all-cash deal. March Networks will continue to operate independently from its Ottawa, Canada-based headquarters and maintain its name and product brands. The deal provides scale in all critical markets, as well as access to March Network’s IP technology, according to Dr. Jeffrey Liu, chairman of Infinova. “This deal is consistent with our strategy to accelerate growth and

expand in the Asian market,” March Networks President and CEO Peter Strom says. “Infinova offers March Networks a broader geographic footprint, access to the world’s fastest growing market and a complementary fit with our respective product lines.” March Networks’ shareholders, as well as Infinova’s shareholders in China must approve the deal. Earlier this year, Infinova raised $300 million through an initial public offering (IPO) on the Shenzhen Stock Exchange. The deal, which is expected to close in the fourth quarter of fiscal 2012, is also subject to regulatory approval in Canada.

Galvin Revives Razberi IP Video Products CARROLLTON, Texas — Industry veteran Tom Galvin has launched Razberi Technologies Inc. and is once again manufacturing the razberi line of IP-based video products. The plug-and-play IP video recording and management system, of which Galvin was one of the chief architects, was previously manufactured by the now defunct GVI Security. Having sold the razberi concept to GVI in 2009, Galvin approached the company to buy back the

technology and intellectual property. After regaining ownership, Galvin shopped for new investors and eventually cut a deal with Dynacolor, a provider of video surveillance products, as its lead investor. Razberi Technologies will begin its operations providing the razberi MP Series, an enhanced line of recorders and IP cameras. It will also provide help desk support for end users that currently have the legacy razberi recorders and GVI’s autoIP cameras.

How will the upstart company ensure it does not suffer the same fate as the erstwhile GVI Security? For starters, Galvin is seeking partnerships with industry-leading video management software (VMS) providers to order to promote the NVR as open platform tool. “With that open platform strategy, we think we can reach the systems integrators that are already comfortable with IP and are perhaps looking for a more scaled down, compact hardware platform for their existing channels,” he tells SSI.

STAMPSCO Creates Fire Systems Design Group OKLAHOMA CITY — In response to the increased demand for complex fire alarm and mass notification systems to meet Unified Facilities Criteria (UFC), STAMPSCO has formed a new Fire Systems Design Group (FSDG) division. FSDG will offer third-party NICET IV design, engineering, programming, project management, testing and commissioning of fire alarm and mass notification systems to fire alarm companies, architectural and engineering firms, and fire protection engineers. STAMPSCO previously subcontracted its design and engineering services to other firms. However, the idea to create the FSDG grew out the need to address the design criteria for larger facilities, STAMPSCO President and CEO Rodney Stamps tells SSI. “This group is just an extension of what STAMPSCO already does. It’s just more focused toward catering as a support services company for other fire alarm companies and engineering firms,” he says.

Honeywell Promotes Harkins After Sohovich’s Departure MELVILLE, N.Y. — Honeywell appointed Scott Harkins to lead the Honeywell Security Group (HSG) products businesses in the Americas following JoAnna Sohovich’s resignation on Dec. 2 as president of Honeywell Security & Communications. Scott Harkins, above, will lead Honeywell Security Group’s (HSG) product division after JoAnna Sohovich’s resignation. Harkins will also be responsible for the First Alert Professional dealer program.

Harkins has worked for Honeywell since 1995. As vice president and general manager of Honeywell Systems, he ran the company’s video surveillance and access control divisions. In his new role, Harkins will manage the company’s intrusion portfolio, including ADEMCO security systems, AlarmNet radio communications and Total Connect remote services. He will also be responsible for the First Alert Professional dealer program. Harkins, who helped introduce the MAXPRO video management system (VMS) platform, NetAXS-123 access control system and the Honeywell software development kit (HSDK), will report to HSG President Ron Rothman. “Scott has broad experience in every facet of security,” Rothman says. “That will help us to further deliver on the real potential of systems integration.” Sohovich replaced Ron Rothman as president of Honeywell Security & Communications in September 2010, following his appointment to president of the Honeywell Security Group. At press time, multiple sources told SSI that Sohovich had received two separate job offers and was currently deciding on which position to accept.

14 securitysales.com • DECEMBER 2011

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Industry Pulse

HOT SEAT: Tapping Into Customer Needs, Demands tion of fire, security, building controls and automation. This set of customer views and needs, along with Siemens’ ability to offer such complete integration under our Intelligent Response segment, compelled us to create FSS.

Siemens recently launched a new Fire Safety and Security (FSS) unit following the merger of its fire and security businesses. In creating the new unit, Siemens said the move came at the request of its customers for more integrated and intelligent solutions. Bob Suermann, who was appointed business unit head, discusses FSS and other industry matters. How does the company solicit and gather voice of the customer feedback? To gather this valuable feedback, we have a Customer Voice team that conducts monthly surveys of our customers. This process gives us a deep understanding of customers’ challenges and concerns. It also serves as a litmus test of how well we are doing in regards to addressing those needs. In essence, it’s a monthly report card that provides tremendous clarity on the direction of our business and helps to uncover unaddressed needs within our served markets. In addition to this process, earlier this year we engaged a third-party research firm to provide a more extensive perspective on the voice of the customer in the areas of security and life-safety technologies, solutions and services. An unexpected outcome of this research was that it helped validate our previous research along with our strategic direction in merging fire and security. What are the synergies that exist between the fire market and the security market? Both fire and security are driven toward a basic value or benefit that the customer might define as protection. From that customer’s perspective, pro-

Bob Suermann Siemens Building Technologies Division Business Unit Head, Fire Safety and Security (FSS)

tection, as it relates to fire and security, centers around two general categories: people and assets. Now, consider the National Incident Management System [NIMS] as a proxy for the way customers see their world and responsibility for providing protection to the people and assets in their charge. Whether they are even aware of NIMS or what it stands for is irrelevant. But those customers responsible for safeguarding a hospital, an office tower, a campus, or a pharmaceutical facility all have one thing in common — they understand the imperative nature of their role to protect, detect, respond and recover from the threats their organizations might face. And while code will often be the driving force for much of what traditional fire is comprised of, so many of our customers have expressed a need for a single point of contact when it comes to both fire and security. They are also expressing a need for integra-

In what ways is IT-physical security impacting your operations today, and where do you see convergence leading the industry’s future? Its impact can be seen in our operational readiness, a measure we use to ensure our operations teams are trained and certified on the latest technologies. Before convergence hit our industry, our operational readiness metrics were comprised almost exclusively of OEM certifications from our technology partners in access control, CCTV and intrusion detection. Today, our operational readiness reflects an organization with a far broader range of professional qualifications, including an enormous number of our technicians holding networking certifications from Microsoft and Cisco. Convergence is a game-changer that is perhaps slower to make its impact felt in security than many in the industry would have predicted five or 10 years ago. Nevertheless, we’re now beginning to see acceleration in convergence take place and believe that it portends a very rough road for those integrators not working to ensure their teams are equipped with the latest training and certifications to address the customer’s needs in a rapidly changing environment.

FIND IT ON THE WEB F For more from our conversation, visit F securitysales.com/hotseat. se

16 securitysales.com • DECEMBER 2011

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NMC Has Two Locations

We Monitor the Nation

Our two fully redundant monitoring centers are designed throughout with the same top-performing technology.

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REAL SERVICE, REAL POWER, REAL CONVENIENCE, REAL SECURITY • NMC’s UL2050 listing provides our dealers with opportunities in the high security market. • Alarmaccount.com enables selected end users to maintain their account information securely. • MASweb 24-hour access to dealer accounts through the web including wireless access. • MASconnect API is a free application building tool for dealers. • MASvideo API is a free development tool for video compatibility.

COMPETITIVE EDGE Two fully-redundant monitoring centers give you a competitive advantage by providing enhanced security monitoring to your subscribers.

877-353-3031 www.NMCcentral.com www.securitysales.com/freeinfo/23314 Lic # CA ACO 5633 TX B13486

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UL2050

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Convergence Channel

Be an IT MVP to Score C-Level Points Systems integrators and customer IT departments are really working toward the common goal of optimizing that organization’s operational efficiencies. Tactics such as reducing task times and expanding network capabilities can help integrators and IT win over executive management.

ing a justifiable migration to new technology to support growth plans, spelled B-U-S-I-N-E-S-S V-A-L-U-E.

Sometimes Value Is in the Process A real-life example I shared last month showed how a key metric for an Ohio university was saving time, and the IP video solution helped departments there accomplish that. Another and more powerful metric was that life got easier for everybody. Never underestimate the power of making someone’s life just a little bit easier. Granted not a lot of rocket science here, but you must be more perceptive, curious and aware to create a winning environment in working relationships. Remember that return on security investment (ROSI) can be developed af-

ter the project is completed. Say what? Truth be told, you and your customer may not have enough data points to tie a pretty bow around a large project to sell it to senior management with ROSI. There I said it. I feel so much better. So what?! Do a smaller pilot project and gather some real-life data points. They can be used to justify the project or as a referral in the future.

3 Ways to Help IT Departments Shine So let’s transition to the technology side of the value coin. You may have the perception that technology alone is the passion and focus of the IT department, and they only like getting their hands dirty with bits and bytes. Au contraire, mon ami (French for on

©iStockphoto.com/onurdongel

e left off last month talking about how systems integrators and IT departments go through progressive phases of enlightenment before they find the common ground necessary to create business value. Both sides are in the same boat. Being together in the same boat and learning how to row together, as a team, will yield forward momentum toward an agreed upon destination. That destination should clearly support business goals that senior management is touting. If you can’t work together and end up rowing in different directions, well you get the picture. You may have an IT person utter the phrase “Not on my network.” They really didn’t mean what you thought you heard; you may have just asked the wrong person the wrong question. Creating value for IT starts with you choosing to change your business perspective and thinking just a little bit. OK, maybe a whole lot. Instead of the conventional “compressed” wisdom of how to minimize bandwidth issues, think in terms of “expansion” where bandwidth and quality aren’t always a compromise. A key concept to consider is that many IT departments, as well as 99 percent of IT people, really are interested in expanding and leveraging their networks in new, expansive and dynamic ways. I am suggesting a controlled and planned expansion plan that allows leveraging of older network assets that can be used in new ways while provid-

By Paul Boucherle paul@matterhornconsulting.com

IT departments have a heavy workload and any solution, regardless of how cool it is, that eats up that time … well, you will have a problem. It is important to understand where and how they spend their time so you can optimize it. Take work away from them.

18 securitysales.com • DECEMBER 2011

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)

Expanding Horizons for Networked Video )

)

) • Designed to all but eliminate the reasons that cause RAID unit to fail. • Eliminates the risk of dual HDD failure associated with RAID-5. • If disk does fail, data is NOT LOST. • NAS System incorporating LAID™ technology for high disk reliability. • Sequential recording system (SFS™) uses hard disks like videotapes. Video data filed stays sequential on 2 disks. • Can use any consumer disk of any size, speed, make and model. • Designed for always on recording. • Does not create disk failure due to heat, vibration,etc as disks are off 88% of the time. • Massive 45TB capacity using only 50 watts of power.

!"#$%&'() *+,) L$5) J""/) M#6H&9&/I) &//6H$'&H")$/9)&/'"??&I"/')M#69:%'5)5:%L)$5) 'L65") J"?67-) $/9) 6'L"#5) /6') 5""/) L"#"&/-) &/'6)'L")K$#@"')5&/%");<<30)) ) !"#!$"%&)E)NL")&/9:5'#(O5)?"$9&/I) P'L"#/"')6H"#)Q6$R)9"H&%") ) '()%&*+!)E)NL")"$5&"5')7$()'6)"R'"/9) S,A)$/9)TUP)6H"#)Q$')3V2)%$J?") ) )",&-&))E)ANT)$%#655)(6:#)/"'76#@) 7&'L6:')'L")#&5@)6W)$/)"RM65"9)W&#"7$??) M6#')X/67)TUP)M67"#"9)$5)7"??Y) ) !"#!$"%&./01234563)E)U:#) 4.>4Z.8P)'L$')&5)M67"#"9)J()TUP)$/9) %$/)M#6H&9")$5)K:%L)$5);3)7$''5)6W)TUP):M) 'L")%6$R) ) '()%&*+!.,*7.7))E)NL")?$'"5')&/)'L") U*N8P,Q4)W$K&?()J:&?')&/'6)$/) "/H&#6/K"/'$??()M#6'"%'"9)L6:5&/I)$/9) %$/)9"?&H"#):M)'6)2<)7$''5)TUP) ) Q6/'$%')!"#$%&'()6#)$/)$:'L6#&["9) #"5"??"#V9&5'#&J:'6#)'69$(\)

!"#$%&'()*+,-)./%0)1)23)4$##&5'67/)86$9)+:&'");<=-)>?"/)86%@-)AB)<=C3;)1)D<<E2=FEG3F<) 7770H"#$%&'(I?6J$?0%6K) www.securitysales.com/freeinfo/23269

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Convergence Channel

1. Reduce their risk of doing business while extending their budget dollars 2. Protect their jobs from outsourcing threats 3. Help redefine and expand their contribution to the business Consider what they value. I will give you a couple of examples to consider. Minimize their risk; the risk of a technology not working well within their network or skill capabilities. If you bring overly sophisticated solutions, somebody will have to manage it on a frequent basis. So how would you bring some value in this scenario?

Optimizing Clients’ Time Is Golden Start increasing value by checking the network track record of the product solutions you plan to recommend. Make sure your manufacturer and their field reps earn their paychecks. Generic or fluffy case studies won’t cut it with a true IT technologist. They want facts. The manufacturers that can deliver this information without a great deal of hemming and hawing will deliver you and your customer value. Remember that above a small pricing margin when you make buying decisions. IT relationships and business value is defined by the lifecycle of the customer, not by short-term product margin. All right, that may work well and be worth considering, but what else can we do? How about delivering the No. 1 value proposition of all time — time itself? I tell my wife Jayne all the time what we really do in our business is to sell time. We save our customers lots of time, so I guess it is really what we sell,

©iStockphoto.com/bubaone

the contrary, my friend). While their focus on the technical software and operational characteristics of technology cannot be denied, focusing solely on this driver would be shortsighted. Try focusing on the “business” of IT and how it supports an organization in a much broader or expansive sense. Here are three approaches that have worked well for me through the years: A solid value-added strategy to consider is helping the IT department build a strong case for expanding/updating a network infrastructure. This is a strategy worth trying because it just plain works in about 80 percent of the cases.

isn’t it? IT departments have a heavy workload and any solution, regardless of how cool it is, that eats up that time … well, you will have a problem. It is important to understand where and how they spend their time so you can optimize it. Take work away from them. What can you as a company do to streamline the implementation and the long-term operational, service and maintenance workloads? The silver bullet for this is B.E.T.D.B.W. IT departments love acronyms, so throw them a curve: Be easy to do business with. I know; I should have been in marketing.

Security Can Help Justify IT Budgets The next value-added strategy to consider is helping the IT department build a strong case for expanding/updating a network infrastructure. This is a strategy I truly love to work with because it just plain works about 80 percent of the time. There are a couple of reasons to consider this as a strategy to deliver value. People who work with technology typically like the next new wave of network and appliance evolution. Unlike many of your conventional security solution buyers, technology customers view the “lifecycle” of products. IT customers consider three to four years the outside lifecycle of their components. Could we say the same for the buyers of security products? While we in the security world are relative neophytes to the world of net-

work technology and politics, the IT department must be fiscally responsible to the economic realities of today. Here is a strategy I have used the past nine years with clients and customers that you may want to consider. It is rare that you would add security subsystems to unaltered, existing networks. There are way too many issues that can arise unless they are gigabyte to the switch and average utilization rates that are in the 20-25 percent range. However, there are lots of ways to retool a network using an existing infrastructure that may be “old” in IT terms, but work just fine for security solution needs. So how does this provide value for your IT rowing crew? It creates a defensible upgrade budget request that allows them to migrate to newer technology, and still leverage past IT investments for lowering security system solution implementation. Start with understanding network loading factors in a traditional sense, and then get a little innovative by playing the “what if” game with owners of the network. Collaborative discussions, when built on trust, yield amazingly powerful alliances that get results and projects funded. “Can do easy” was my U.S. Marine Corps squadron’s motto. Make it yours with your IT customers! ■ Paul Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is principal of Canfield, Ohio-based Matterhorn Consulting (www. matterhornconsulting.com). He has more than 30 years of diverse security and safety industry experience and can be contacted at paul@matterhornconsulting.com.

20 securitysales.com • DECEMBER 2011

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Tech Talk

Homebound for Glory Mobile connectivity is breeding a world of consumers who expect full access and control of anything they want wherever they want it. High expectations, yes — but also high growth and profits for security systems/services providers that meet the demand.

the convergence of both of these technologies and services. A smartphone is a cell phone with software applications or “apps” that enable remotely interfacing with entertainment and automation functions in their homes.

Courtesy Lutron

hat would you do if you had an opportunity to install specialty residential systems that would utilize the majority of your existing installa-

The TouchPRO wireless thermostat combines the trusted brands of Lutron and Honeywell. One can create energy-saving schedules using the Home Control+ app for iPhone, iPod Touch and iPad, as well as Android devices.

tion and electronics skills; have a price and profit margin larger than typical security systems; and yes, could even add to your RMR base? If this type of business fell into your lap on a regular basis would you take advantage of the opportunity? Are you interested? Then by all means read further. Consumer technology is expanding rapidly on two fronts — home and mobile devices. Today’s customer expects to be able to take advantage of

Thusly, an alarm control panel no longer merely processes alarms — it is a centerpiece for today’s connected home. This scenario is no longer a luxury but becoming a requirement of today’s residential security, bringing many opportunities for dealers to branch out.

New Study Shows Market Is Ripe Not convinced this is a market for the standard alarm dealer? Then take

By Bob Dolph bdolph.ssi@gmail.com

a moment and listen to what your peers, and often competition, as well as your residential customers and prospects, are saying. Earlier this year, the Electronic Security Association (ESA), formerly NBFAA, revealed the results of an extensive survey designed to assess security dealer/systems integrator offerings at present and where they are headed in the near future. The consumer part of the survey gauged the interest levels and awareness of integrated systems features and functions, as well as receptivity to various providers. The survey was conducted in April/May with input from 149 ESA members and 520 consumers. Here are some selected results: • Installing companies projected 415-percent and 280-percent growth from 2011-’13 in energy information and HVAC control, respectively. These were the priority areas of home automation and typically reflect an increased interest in intelligent control of home system functions. • 35 percent and 25 percent of alarm companies identified their biggest obstacle as not knowing how to sell/ market home automation and energy management, and home networks, respectively. There appears to be a large opportunity for vendors to train resellers here. • Installing companies anticipate 44 percent of their residential projects will include remote/mobile control features by 2013. That’s a fore-

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This month I have selected a third-party service that has gained popularity among dealers for providing customers with enhanced interactive remote services. The provider company is Vienna, Va.-based Alarm.com whose wireless platform enables consumers to monitor just about everything that happens in their homes or businesses. The firm’s popular emPower system allows users to remotely lock doors, set a thermostat and adjust lighting schedules through their smartphones. Users can also get alarm / status, real-time E-mail, and text message notifications. More than 2,000 security dealers are licensed to offer the Alarm.com solution.

casted increase from 28 percent today. This is a big one everybody, so make sure you have your marketing plans in place quickly. • 74 percent of consumer respondents are interested in adopting new technology after it has been around for a while and shown a trend. • 79 percent of consumers trusted security companies to offer services and do a good job. This is a biggie! Take advantage of this huge vote of confidence. The next closest group was computer/IT companies at 33 percent. Homebuilders and remodelers were at the bottom of the ratings.

Getting Up to Speed in a Hurry What can we do to get ready for delivering new nonsecurity residential systems? Security dealers need to visit the parallel technology universe of home automation and entertainment, and mobile/remote services to learn new skills and find new vendors of these popular technologies. In the past, the most exotic things security dealers had to interface with would normally be fire sprinkler systems and phone systems. Now they have to deal with HVAC, audio, computer networks, Internet and cellular communications, and more. These systems can be larger and often involve scheduling work with many other contractors. The scope of some systems such as home entertainment can easily dwarf the scope of typical alarm system installations. In order for personnel to step into these “big league” projects, new or-

ganizational tools and skills, such as project management (PM), have to be learned and executed if the dealer is to maintain profitability. Simply put, the more you know about a project, the better you can manage it. One organization security dealers may want to become familiar with is the Custom Electronic Design & Installation Association or CEDIA (cedia.net). Its education and training programs can help overcome the large obstacles of nonsecurity product knowledge and installation skills. Similar to other trade organizations, CEDIA also offers certifications, such as the Electronic Systems Project Management (ESPM) program. This program is a descendent of PM strategies from the Project Management Institute (pmi.org). PMI serves practitioners and groups such as CEDIA by providing standards that stress the best PM practices. One important reference document from this organization is the Project Management Body of Knowledge (PMBOK). PMI also offers its own certification programs such as Project Management Professional (PMP). Recently, in a CEDIA PM training seminar, a few key project management pointers were emphasized. These included the five phases of a project: Initiating or launching the project; planning project objectives; executing the work; controlling and ensuring the objectives are met; and closing with acceptance of the project. Additional emphasis was placed on the understanding of the project’s

Courtesy Alarm.com

TECH TALK Tool Tip Alarm.com’s emPower is a feature-rich home automation and energy management solution that allows complete remote control of critical systems via any Web-enabled computer or mobile device.

“Iron Triangle,” which proportionately pits project time, cost and scope against each other to maximize project quality.

Products, Providers and Profits One of the biggest demand areas in the ESA survey was mobile services. Customers now want to not only arm/disarm their alarm system via their smartphones, but they also want to be able to turn the thermostat and lights up and down remotely. This is now being provided to resellers through services such as the emPower program from Alarm.com (see this month’s Tool Tip box). Retrofitting home automation upgrades is becoming easier with products such as the RadioRA 2 residential smart grid solution from Lutron (lutron.com) that can be delivered through devices like the Honeywell TouchPRO wireless thermostat (see photo). What about ideas on how to increase RMR with residential networked systems such as home automation and entertainment? One suggestion is to look at companies that can provide monitoring of these devices and networks such as ihjii (ihiji.com). This company provides a service for the monitoring of networks, entertainment, HVAC and lighting systems. It’s a support service that can be resold by security dealers. ■

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

Video Expands Limits of Detection Video image detection is pushing past the boundaries of long established fire safety systems. Able to detect smoke or flame anywhere within cameras’ field of view, this method is not limited by standard detectors’ reliance on distance and area.

While linear smoke detection (projected beams) and radiant heat detectors (flame detectors) have been around for a number of years, they may not be ideal choices for all applications. To function properly, all smoke detection devices, including spot-type, smoke beams and aspirating detectors, require that the products of combustion reach the detectors. This can be an issue when dealing with factors such as height, air velocity, transport delay and stratification. Even putting these factors aside, the cost of installing traditional spot detectors in these locations would be difficult at best, if not impossible. With VID, the products of combustion when detecting for smoke are not required to travel to the sensor. VID can detect anywhere within a given field of view, which means it is not limited by the factors of distance and area as are standard detectors. However, VID is bound to the restraints of sharpness, contrast and illumination within the field of view. Let’s investigate further. ©iStockphoto.com/lumineux:camera/plainview:smoke

or years fire detection has been performed through the use of spot-type detection devices such as heat and smoke detectors. For the majority of applications these devices provide a level of coverage that meets the goals of life safety, property protection and mission continuity for a particular protected premise. But there are spaces that require protection that simply do not permit the use of a typical spot-type detector. Video image detection (VID) is a newer technology that has evolved the past 10 years to address the problems associated with these difficult areas.

Video image detection can detect anywhere within a given field of view, which means it is not limited by the factors of distance and area as are standard detectors.

How NFPA Looks at Video Detection VID was first described in the 2007 edition of NFPA 72, The National Fire Alarm Code, in Section 7.5.6, Video Image Smoke Detection. The requirements for VID with the 2007 edition are based on a performance design. The Technical Committee on Initiating Devices was uneasy with the allowance of VID without further requirements on the siting of this

By Shane Clary smclary@bayalarm.com

technology. A project was conducted by the NFPA Fire Protection Research Foundation by Hughes Engineering on the uses of VID, and a report called Video Image Detection Systems Installation Performance Criteria Research Project was issued (www.nfpa.org/assets/files//PDF/Research/RPT_FPRF_ VID_Performance_Criteria.pdf). In the 2010 edition of NFPA 72, the National Fire Alarm and Signaling Code, additional requirements were added to Section 17.7.7, the former Section 7.5.6. The use of VID in the current standard is through performance-based design. Does this mean VID meets the prescription requirements of 72 for the space intended to be protected, and can it meet the requirements of the fire or building code for the occupancy classification and/or the overall system design requirements?

Monitoring Smoke and Flames To answer this question, an understanding of the basic principles of VID is necessary. Originally developed in Europe, the first VID technology application in the United States was conducted by the U.S. Navy for volume detection within ships. Volume detection is the protection of a whole space. Fires onboard a ship can be devastating with early detection being paramount for a vessel’s survival. Video detection is achieved through analog or digital video cameras and, depending on the system architecture

24 securitysales.com • DECEMBER 2011

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©iStockphoto.com/Baris Simsek

Fire Side Chat

While traditional devices like smoke detectors and sprinklers are often very effective, there are spaces that call for going above and beyond with video image detection.

selected, may involve devices also being used for security within a building. There are two configurations of VID. The first is having multiple cameras feed into a central processor, which is then connected to the fire alarm system. In this case, the “smarts” of the system is not in the cameras, but in the processor. The second method is by having the processor within each camera, which in turn is connected to the building’s fire alarm system. The first generation of VID used the former configuration, while newer generations have the latter available as well. The multiple camera systems typically have either four or eight cameras feeding into the processor. One point to consider with this architecture is power consumption. Unless the VID is to be supplemental detection, the power requirements of NFPA 72 must be followed, which means a minimum of 24 hours of standby power. Single camera products have lower power requirements. These systems function with either 12 or 24VDC and with a relatively low power draw. Both of these methods use analytical algorithms within their processors for the detection of either smoke or flame. Different methods are used for flame and smoke, but some common methods between the two are the use of fuzzy logic, neural networks and

looking for pixel changes within the field of view or image. VID for flame detection is looking in part for: • Flicker • Color • Size • Brightness • Dynaxmic texture analysis VID for smoke detection, on the other hand, has algorithms for: • Contrast change • Edge lost • Motion • Color • Fractal encoding of the image • Temporal and spatial wavelet transformation Smoke is more difficult to model than flame due to irregular motion characteristics, unstable cameras, dynamic backgrounds and lighting. Systems are now available that provide coverage for both flame and smoke.

System Design Characteristics Camera selection can affect the outcome and sensitivity of a VID system. This is more so with the multiple camera configuration, as the single camera systems are configured by the VID manufacturer. Items that should be considered when selecting a camera include: • Brightness • Sharpness • Flicker suppression • Color balance

Possible Locations for Video Image Detection • Industrial plants • Power plants • Lumber and • • • •

paper mills Warehouses Atriums Aircraft hangers Convention centers

• Large sports venues

• Historic sites • Oil production facilities

• Tunnels and mines

• Outdoor

locations

When selecting a camera, conferring with the VID manufacturer should take place to verify product compatibility with the system. Ambient light within the spaces to be protected is also an important factor. A minimum of 1 foot candle is required for smoke detection. This is the same level of illumination required by NFPA 101 Life Safety Code for emergency lighting, and as such most facilities have this level. Illumination may be by either infrared (IR) or white light. For most applications, white light should be considered. A large fire could flood an IR receptor. Connection to a fire alarm system will be either through a relay output or by means of a 4-20mA signal. VID will also allow for visual review and interpretation via monitors. In siting VID, the cameras will be required to have a direct line of view of the area that is to be covered. There must be no obstructions. Consideration should also be given to ventilation and smoke dilution. As discussed, light and illumination of the target area must also be considered. Systems on the market today are listed by Factory Mutual (FM) Approvals through the organization’s Standard 3260, Standard for Radiant Energy-Sensing Fire Detectors for Automatic Fire Alarm Signaling. Two new standards are under development: FM 3232 (for VID) and UL 268B (video image smoke detectors). UL 268B is an outline at this time, but may be developed into a standard at a later date. The integrator needs to be aware of and continue to remain up to date on this new VID technology, its applications and where it can and cannot be used. A “How can this be done?” application may now be possible thanks to VID. ■ Shane Clary, Ph.D., has more than 37 years of security and fire alarm industry experience. He serves on a number of NFPA technical committees, and is Vice President of Codes and Standards Compliance for Pacheco, Calif.-headquartered Bay Alarm Co.

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www.securitysales.com/freeinfo/23308

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Monitoring Matters

What Are Your Accounts Worth?

al attrition rate will be a good indicaam frequently asked by my alarm tor of what the buyer can expect in the dealer customers what I think By Mark Matlock mmatlock@teamucc.com future. Any level of attrition under 10 their alarm accounts are worth, percent is considered “good.” Histori.e., what multiple can they can ic annual attrition levels around 5 perexpect from a buyer. The answer is cent or lower are considered “prime” complex as there is no “universal” programmed to a number that the selland will typically increase value for multiple paid for alarm accounts. er owns and that can be transferred the seller. In understanding the value of alarm to the buyer. Nothing will reduce the As expected, buyers also place a accounts, there are several factors value of an account more than havpremium on accounts that pay well. to consider. First is the quality of the ing the central station’s proprietary Sellers that have a lot of automatcontract with the customer. Buyers phone number programmed into all ed clearing house (ACH) payments want the contract to have provisions the accounts. Most buyers desire to and automatic debits will be more atthat will protect them after they eximmediately move the purchased actractive to buyers. In any case, buyecute the purchase. Important items counts to their own central station. Acers are very concerned with aging on that should be in the contract are: counts that have to be manually re• The customer must indemniprogrammed will negatively fy the dealer the purchase price. Nothing will reduce the value of affect • Liability must be limited Of course, reputation is an account more than having also important and sellers with no expressed or implied the central station’s proprietary who do a good job with serwarranties phone number programmed into vice and customer relations • The contract must be all the accounts. will generally have a betassignable • Residential contracts must ter chance of attaining maxithe accounts and if the seller has a lot include the three-day right of mum value. Most buyers will do some of past-due accounts, it will negativerescission clause sort of quality assurance polling with ly affect the value even to the point • Buyers like long-term contracts (five the seller’s customers prior to a purof possibly disqualifying certain acyears preferably) and the contracts chase. If they are constantly getting counts from purchase. should automatically renew in onenegative feedback from the customers, Buyers also like to see good recordyear increments the value will be negatively affected or keeping. Sellers who have their houses the purchase may be cancelled. Conin order and who can quickly produce Buyers frequently reject seller’s versely, sellers who do a great job of billing information, service informaalarm accounts because the contracts servicing their customers are likely to tion and the like will be valued differdon’t contain some or all of the above be rewarded for their efforts. ently than sellers whose filing cabiprovisions, or even worse, the sellIn any case, it is apparent that there nets are overflowing with documents er doesn’t have contracts with its cusare many factors for buyers of alarm acin no particular order. Electronic stortomers. If an alarm dealer doesn’t counts to consider when making a purage of documents is always preferred have contracts with its customers, chase. The ultimate value of alarm acby buyers. then it is highly recommended that counts in any given transaction will be the dealer seek legal guidance and ima result of weighing all of the above crimediately rectify the situation. Not teria and assessing a value accordingly. The Phone Number Imperative only is the dealer highly exposed to liOne key trigger in reaping maximum It is wise when selling, or considering a ability, but the accounts are worth virsale, to have one’s house in order. value has nothing to do with any of the ■ tually zero to a buyer. above factors. If sellers really want to Mark Matlock is Senior Vice President at United Central Attrition is also a big factor in the reap top dollar for their accounts, it is Control Inc. (UCC), a wholesale monitoring station based in San Antonio. valuation process. The seller’s annuimperative for their alarm dialers to be

28 securitysales.com • DECEMBER 2011

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The CO1224T and CO1224TR also provide multiple mounting options, enable 24/7 central station monitoring, and are quick and easy to install, test, and maintain.

You asked and we answered. ®

The CO1224TR CO Detector with RealTest is a round version of the award-winning CO1224T. Both detectors include RealTest — the ﬁrst and only ﬁeld functional CO test fully compliant with NFPA 720: 2009. Only RealTest enables you to quickly verify that the CO detectors you install are actually protecting your customers.

CO1224T

CO1224T with CO-PLATE

If you would like to upgrade competitive detectors to the CO1224T or CO1224TR, wire the System Sensor detector and mount it directly to the wall or ceiling. In cases when the footprint of the competitive detector must be covered, the CO-PLATE CO Detector Replacement Plate perfectly covers the outline of the previously installed detector. The CO1224T then mounts to the CO-PLATE for a clean, low-proﬁle ﬁnish ideal for commercial and residential applications.

CO1224TR

For more information on our award-winning line of CO detectors, visit www.systemsensor.com/co. www.securitysales.com/freeinfo/23209

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Innovators

Take Top Technology Honors The latest and greatest HD video, detection devices and access controls share the spotlight with productivity, design and installation tools as SSI reveals p 2011’s 2011 Top 30 Technology Innovations. Take a look at which products made the strongest impact on our experts from prod both technological and practical business standpoints.

TECHNOLOGY INNOVATIONS

©iStockphoto.com/Enrico Fianchini

By Paul Boucherle, Bob Dolph and Scott Goldfine

echnological advances are accelerating by exponential leaps and bounds. So much so that futurists like author Ray Kurzweil speculate about the imminent dawn of the Singularity — when artificial intelligence will allow humankind to transcend our biological limitations and amplify our creativity. It’s hard to imagine what security might be like when that day arrives — but whatever it is will have evolved from some of the creations included in SECURITY SALES & INTEGRATION’s 2011 Top 30 Technology Innovations. Tempering the whiz-bang technological sizzle of security industry product offerings with real-world application perspectives and business sensibility are SSI’s own futurists, “Convergence Channel” columnist Paul Boucherle and “Tech Talk” writer Bob Dolph. Indeed, today now more than ever any technology is only as viable as its ability to solve a need and turn a profit. So whether you seek higher profitability, better efficiencies, making installations and troubleshooting easier, to expand your portfolio or feed your inner techno geek, you’re certain to find something well worthwhile in this year’s Top 30 selections. In addition to choices residing within the familiar categories of access control, fire/ life-safety, intrusion detection and video surveillance, the annual list also includes sales and business management software, LED lighting, installation tools, solarpowered devices, environmental monitoring, cloud-based applications, home management and more. Security technology buffs will note the expected prominence of high definition and megapixel video, analytics, video management systems, biometrics and wireless devices. However, they may be unfamiliar with some of the brands and models that won over our expert judges. In addition to being a useful reference for opportunity-hungry industry professionals, the Top 30 — like all such lists and awards — is subjective and lends itself to enjoyable discussion and debate. With that in mind, and in the spirit of the season, prepare for your head to spin like a kid with an all-access pass to Santa’s Workshop as SSI proudly presents (in alphabetical order by writer) 2011’s Top 30 Technology Innovations.

SSI Technical Writers Paul Boucherle, Bob Dolph and Editor-in-Chief Scott Goldfine can be reached at secsales@bobit.com

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ÂŠ 2011 Pelco Incorporated. All trademarks are owned by Schneider Electric Industries SAS, Pelco Incorporated. Image simulated for demonstration purposes.

Challenging lighting scene with standard camera.

SureVision automatically delivers the best image possible.

Sarix: A New Era of Image Quality Introducing SureVision real-time imaging technology Video security cameras can overcome some lighting challenges, but when a single scene contains bright areas, shaded areas and intense shining lights, image quality falls flat. Thatâ&#x20AC;&#x2122;s why Pelco by Schneider Electric engineers created the ultimate solution, Sarix Cameras with SureVision technology. SureVision is a new, state-of-the-art imaging science that combines Wide Dynamic Range, Low Light and Anti-Bloom capabilities into one highly intelligent technology. The result is a camera that handles light nearly as well as the human eye - automatically adjusting to deliver exceptional detail and the best possible image in even the most challenging lighting conditions. Available in Sarix IX Series IP Cameras and Sarix IM Series Mini Domes, SureVision sets a new standard for image quality. See the difference at www.pelco.com.

www.pelco.com www.securitysales.com/freeinfo/23292

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BOUCHERLE’S PICKS …

Aiphone IP Video Intercom

Arecont 20-Megapixel Camera

ASA Sales CRM System

Chicago-based ASA Sales specializes in a niche of the CRM market that focuses on sales opportunity management tracking and coaching with its M-Power product line. This company and product line was “into the cloud” at least six years ago and understands the economies of SaaS quite well. Its new product line, Jetstream, is a real-time saver for sales, customer service and management. For companies that want to improve internal and external communication, while improving efficiencies, this software solution is definitely worth a look. The learning and usage time is short and yet works with standard office productivity tools like Outlook.

Axis Low-Light Network Camera

ComNet 4-Port Ethernet Switch

Gish Technology Video Design Tool

The Q1602-E from Axis Communications of Chelmsford, Mass., begins to answer the issues of low light situations for network cameras. The product’s LightFinder feature combines technologies behind advanced imagers, high grade lenses and DSP to produce color images in extremely low light situations, better than previously available. This thus expands new application opportunities. The camera offers balanced performance during both daylight and with infrared lighting. The fixed camera delivers progressive scan image quality at extended D1 (768 X 576) resolution, along with multiple H.264 video streams.

ComNet of Danbury, Conn., continues to support the migration path toward IP video, while uniquely leveraging existing older infrastructure assets. The CLFE4US1TPC switch combines four 10/100TX Ethernet signals and transports them over one coax or RJ-45 cable. Expanding the boundaries of traditional Cat-5e distance limitations 15-fold makes migration paths to IP video practical and affordable. This product can extend the IP network 900 meters using RJ-45. The switch is designed for applications where existing copper media is installed and an upgrade to an IP-based system is required. Less equipment needed to extend network reach delivers higher reliability at a lower cost.

Gish Technology of Indianapolis introduces to IP video designers and sales teams a tool that brings the 2D modeling used in the sound and lighting industries within reach of the security integrator. The software is called vsCalc tools and takes the guesswork out of designing effective IP video systems. The solution makes a complex technology simple to understand and visualize when making critical product and installation decisions. The real benefit is when you can show a prospect on your IPad how the different product/price/ performance ratios will ultimately impact the quality of their system, and also avoid sticker shock in the proposal stage.

aiphone.com

axis.com

arecontvision.com

comnet.net

©iStockphoto.com/Kohlerphoto

Bellevue, Wash.-based Aiphone’s new IS Series IP video intercom continues to cement the firm’s reputation for highly functional solutions in the world of convergence. When leveraging network-centric communication, you are no longer limited to the confines of a building or campus. Communication takes on new dimensions with this solution, including video verification and composite output to other systems, as well as rerouting failed calls throughout the “expanded” virtual network with simpler browser-based user interfaces. The product plays an expanded role with the importance of having a seamless emergency communication program. Plus, the free Quik Spec Plus app is easy to use, fast and accurate.

Can you see the BIG picture? With the AV20365DN 20-megapixel panoramic IP camera from Glendale, Calif.-based Arecont Vision you really can. This is a unique product for its performance characteristics, functionality and, most importantly, overall value proposition. A systems integrator that takes the time and care to identify a good application, proper lighting, proper placement and realistic expectations will reward their customer with some high functioning video tools. The cost/performance benefits from a single AV20365DN installation are significant when you factor in installation time, wiring, service and maintenance. This becomes even more important over time when systems need “optimizing” to enhance performance.

asasalessystems.com

gishtechnology.com

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start installation

10 minutes later

More fun. Less work. Get more fun out of life. The time-saving HES 8500 is the world’s first concealed electric strike for mortise locksets. Designed for fast, convenient installation, the 8500 fits into low-profile openings without cutting into the face of the frame. You get a flawless finish and the fastest installation time of any electric strike anywhere. Fast installation means less work and more time for fun. The 8500 is UL 10C fire-rated, UL 1034 burglary resistant listed and ANSI/BHMA A156.31 Grade 1. 8200 Mortise Lock photograph courtesy of SARGENT Manufacturing

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BOUCHERLE’S PICKS …

HID Secure Access Platform

IQinVision Megapixel Outdoor Cameras

Napco Burg-Fire Combo Panels

HID Global of Irvine, Calif., introduces the next generation of access control readers and credentials based on the new iCLASS SIO (Secure Identity Object) technology-enabled (SE) platform that offers additional security to an increasingly portable communication world. The key here is implementing technology independence since the velocity of change, both hardware and software, must be factored into long-range security planning. This platform’s technology-independent digital credentials can be deployed on a wide variety of devices, including smartphones, microprocessor-based cards, contactless smart cards, USB tokens and related devices.

The IQeye Sentinel Series of megapixel outdoor cameras demonstrates how IQinVision of San Juan Capistrano, Calif., continues to deliver maturity and refinement. The recent innovations of remote back focus, installerfriendly hardware design, low power (7W) consumption even with a heater and flexibility of selecting video streams, results in a costeffective and efficient installation process. Implementing IP video solutions is about reliability and optimizing the infrastructure costs like PoE switch and image storage hardware. These factors become crucial when the installation process involves electrical contractors as part of your delivery process.

Napco Security Group of Amityville, N.Y., has always been known for dependability and innovation. The company’s new direction in panel design is worth sitting up and paying attention to during these competitive times. The GEM-C P1664 commercial combo and Firewolf Series are scalable burg/fire control panels that combine analog addressable fire, conventional fire, UL-approved commercial fire, addressable burg, conventional burg and UL mercantile burg wireless. In the past, panel manufacturers have led with a strong suit and bolted on additional service offerings. The Gem C family brings strength in each product offering into one scalable package. Bravo!

Pegasus CCTV IR Bullet Camera

SenSource IP Traffic Counter

Strongstreams Video Routing

Pegasus CCTV of St. Matthews, Ky., offers the PVBHRDN-WDR color high resolution analog infrared bullet camera with Pixim Technology wide dynamic range at a reasonable price. In these economic times, analog still and will continue to own market share for applications with expectations of general surveillance needs and tight pocketbooks. This product meets those needs. Pegasus focuses on “value-added” CCTV with a couple of interesting twists for general surveillance and great customer service. The company reminds me of that Staples commercial … just hit the EASY button.

The PC-VID2-N video-based IP traffic counter with queuing options from Youngstown, Ohio-based SenSource allows the opportunity to measure customers waiting in lines and provide operational data back to management. This concept is not new, but the way the sensor packages are designed using IP infrastructure and high reliability is. This takes the burden off systems integrators that develop their own software packages, like I did 13 years ago! The accurate counting and discriminating between moving objects, such as adults and children, provides accurate data and video streams while working in “busy” environments that hinder traditional counting technologies.

South Lake Tahoe, Calif.-based Strongstreams.com can help you route IP video securely around the globe through your ISP provider. While this is a bit “out of the box thinking,” uploading event video to secure storage then having access to it just in time from anywhere adds a new dimension to situational awareness. For those customers that have farflung operations but do not have a full-blown IT department, this service can facilitate video stream connections. Many IP video business and operational applications do not require the traditional approach to onsite storage. Having video streams delivered in real-time anywhere in the world will continue to grow in demand.

hidglobal.com

pegasuscctv.com

iqeye.com

sensourceinc.com

napcosecurity.com

strongstreams.com

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Wireless Access Control Real-Time Functionality and System Monitoring

Audit Events

Wireless Command Status

Emergency Commands Door Status

Door Battery Status

Signal Strength

UH 0LID'(6)LUH

www.securitysales.com/freeinfo/23289

Kaba Access Control â&#x20AC;˘ 1.800.849.8324 â&#x20AC;˘ www.kabaaccess.com SS12top30.indd 35

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BOUCHERLE’S PICKS …

Veracity Cold Storage NAS

The COLDSTORE from Veracity USA of Glen Rock, N.J., is a clean, straightforward way to store IP megapixel video. Writing heavy bandwidth, “thready” data streams directly to disk solves problems that have slowed the adoption of IP video. Network attached storage (NAS) was always a simple, cost-effective approach for storing megapixel images without artificially limiting quality, quantity or delivery due to bottlenecks in network design or processing power. This cold storage approach is affordable, saves energy and has operational simplicity from an IT management perspective. Systems integrators just now venturing into megapixel video should give this approach a hard look. veracityusa.com

DOLPH’S PICKS …

Via680 Business Management Tool

WeSuite Sales Management Tool

Get your “Ving” on if you want to communicate with your customers, suppliers or associates. From Youngstown, Ohiobased Via680 comes an approach that can significantly change how you cut through the clutter or E-mail with powerful tools to get your message across, and bring value to your company. With Ving, you can send targeted video, documents and feedback surveys into the cloud quickly, effectively and easily with only one caveat, your contact base must coop into the program. I like the way this tool provides “high touch” and results. This new company’s leadership has been around the track, so expect great things.

White Plains, N.Y.-based WeSuite’s new WeOpportunity module extends the business tools and disciplines that separate highly profitable systems integration companies from integrators that find it difficult to achieve scalable growth. As in all computer application programs that purport to increase productivity, the one chink in the armor is the integrity of databases. Having a single database to work from in this fluid and dynamic business speeds up processes, improves customer service, forecasts both operational and sales trends, and most importantly adds to that which will keep you in an ongoing concern — profitability. Having proven business modules to build upon, WeOpportunity will be a winner.

via680.com

BES Flex Auger Drill Bit

FST21 Biometric Access Control

I am always looking for the perfect tool, and I believe I may be pretty close with the Quattro flex auger bit from Deposit, N.Y.-based BES Manufacturing. Talk about a hot knife through butter. Use this auger bit to drill smooth, clean holes in wood more quickly. The amazing tool features four fluted cutting edges and is crafted from high quality steel. A screw tip at its head pulls the bit aggressively through wood and makes drilling an effortless task. The four sharpened edges allow rapid cutting and the flutes ensure easy and thorough removal of debris. This is truly a landmark in drill bit design.

SafeRise from Burlington, Mass.-based FST21 is a comprehensive building security access solution and service that facilitates management and control of entry points, common areas, elevators, and parking. The system functions in an almost humanlike manner by utilizing patent-pending, second-generation biometrics, and a fusion of state-of-the-art voice, face, and license plate recognition technologies with sophisticated video, voice and behavioral analytics. It allows easy, automated and convenient identity management access by recognizing residents or employees by the way they look, talk, and walk. It can even carry on a conversation with them and their visitors.

fiberfish.com

fst21.com

wesuite.com

GRI Hold-up Switch

A good hold-up switch should be quiet, reliable, tamper-resistant and have a latched indicator. The new HD-1 hold-up device from the long-established George Risk Industries (GRI) of Kimball, Neb., easily fills this bill. The unique design features a glowing green LED to indicate an armed state. To ensure against accidental tripping, both finger pads must be touched simultaneously. When this occurs, the LED glows red and the zone will go into an alarm condition. To reset to the armed condition, simply touch the left finger pad. An accidental bump or touch will not trigger the GRI hold-up device, and even an operator wearing gloves can activate the sensor. grisk.com

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DOLPH’S PICKS …

HES Electric Strike Solution

Phoenix-based Hanchett Entry Systems, an ASSA ABLOY company, introduces the HES 8500 Series, the first concealed electric strike solution for mortise locksets. Designed for fast, convenient installation, the 8500 fits into low-profile openings with no modification to the face of the frame. Best of all, the product’s creative design helps manage some of the unique challenges of a mortise lock installation. I invite you to take a moment to get to know the newest member of the HES concealed strike family. hesinnovations.com

MicroPower Solar-Powered Camera The MPT2500 Ruggedi wireless video camera from La Jolla, Calif.-based MicroPower Technologies is a standalone system featuring solarpowered housing. The product includes removable antennas that do not require alignment and allow for substitution of higher gain antennas for longer range operation. These features result in significantly lower installation and acquisition costs compared to competitive solutions. The Rugged-i is powered by an integrated solar cell array that reduces power consumption by as much as 95 percent, providing continuous operation even in low-light situations. The camera does not require direct sunlight. micropowerapp.com

iEvo Fingerprint Access Control

There is a new fingerprint reader on the block and you better take notice. U.K.-based iEvo’s Ultimate model is an IP device with a minimalistic design that is user-friendly and vandal-resistant. Designed to be used both internally and externally, it is IP65 rated and can be flush or surface mounted. The reader’s multispectral imaging technology obtains fingerprints through dust, dirt, water and oils, and the unit can also see through light latex gloves. Its case is a polycarb ABS mix offering both flexibility and rigidity. Coupled with a toughened glass sensor and piezo button, the unit will withstand a large range of attacks. ievoreader.com

Linear Prox Transmitters & Tags

Linear of Carlsbad, Calif., is offering the TRANS PROX line, which includes the ACT-34DH four-channel factory block coded key ring transmitter and 26bit HID-compatible proximity tag. The product’s 26-bit Wiegand prox tag is programmed to the same block code as the transmitter. The transmitter uses MegaCode format, so it is factory preprogrammed with one of more than 1 million codes, virtually eliminating the possibility of duplication. Because the receiver ‘learns’ each specific code, no unauthorized person can gain access to the system by reprogramming a transmitter. linearcorp.com

Optex Wireless Perimeter Detectors

Salient Systems Video Management

Have you ever wanted to bid a nice perimeter job but did not want to hassle with trenching? Now your day has come thanks to Chino, Calif.-based Optex America. The new AX-100TFR and AX-200TFR battery-operated photoelectric detectors are a revolution in the perimeter security industry, offering a significant cost saving alternative to a traditional hardwired system. No trenching is required, drastically reducing installation costs. The units come wireless ready with a multifunctional back box and are compatible with most manufacturers’ wireless systems. The AX-TFR Series comes with four 3.6V batteries, with an average lifespan of 5 years on the 100-foot model and three on the 200-foot version.

The CompleteView suite of applications from Austin, Texas-based Salient Systems provides everything you need to manage your single-server or multiserver enterprise video system from a single desktop, whether it’s local or remote. Powerful applications such as video client, alarm client, Web client and mapping are included. CompleteView is built from the ground up using a unique recording architecture. It was also designed to ‘play nice in the IT world’ as it doesn’t interfere with existing applications, out-of-band management tools, antivirus software or firewalls.

optexamerica.com

salientsys.com

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DOLPH’S PICKS …

Scallop Panoramic HD Camera

Telguard Cellular Alarm Communicator

The design and function of the M6200 panoramic camera system from Bostonbased Scallop Imaging has impressed me from the beginning. The 6-megapixel device is the first distributed image panoramic camera specifically designed to provide outstanding image quality under very low light conditions. The camera’s five highly sensitive monochrome 1.2-megapixel image sensors combine with high resolution f/1.7 optics to deliver unsurpassed image quality, from bright sunlight to 0.01 lux without the need for IR illumination. It delivers a 720p HD video stream at up to 15 fps with a seamless 200° field of view and up to four separate detail views. In addition, the camera can record 6 megapixels at 1 fps in the background for recording and viewing later.

The new TG-1 Express from Telguard of Atlanta now offers a patent-pending approach for supporting listenin and two-way voice verification directly over GSM for residential alarm communicators. For some, local ordinances are making alarm verification a necessary part of every installation. Without requiring landlines, the TG-1 Express provides a robust, UL-Listed system for passing voice and alarm data reliably to the central station. Until now, installing two-way voice or listen-in hardware required a landline — something that exists in an ever-decreasing number of homes. In conjunction with the panel manufacturer’s voice hardware, dealers can easily and costeffectively support voice verification without a landline.

scallopimaging.com

Totus LED Lighting System

As a security expert, how often do you sell lighting solutions with CCTV systems? Totus Solutions of Bethesda, Md., has a good match for your next CCTV project with the introduction of a really cool LED lighting system. The fundamental technological benefit of LED lighting is reduced power consumption when compared with conventional bulbs. When designed properly, LED lighting can approach 80-percent efficiency in the conversion of electrical energy to light energy. LEDs also provide an extended life versus conventional lighting — producing up to 100,000 hours of maintenance-free operation. LEDs also approximate daylight quality with higher real rendering of colors, which is great for CCTV images. totus-lights.com

telguard.com

3VR Video Intelligence Platform

San Francisco’s 3VR has designed a highly-scalable and IT-friendly analytic powerhouse. The VIP server class is designed to meet the complex application and integration requirements of large deployments with options such as external storage and server OS. One can reduce investigation times by more than 50 percent and increase the number of solved cases by making video instantly searchable, and by correlating it with data from other enterprise systems. This is a product line that can gain a competitive advantage by revealing new ways to reduce costs and enhance customer-facing marketing and operations.

3vr.com

2GIG Home Management System

Winland Environmental Monitoring

What happens when you get a couple of former Honeywell Security hotshots starting a new wireless manufacturing business? You get a new company called 2GIG Technologies of Carlsbad, Calif., and the very popular GO!Control system. The company has put together one of the most technologically advanced residential security and home management solutions in the industry. The self-contained, all-in-one security and home management system panel features a color LCD touch screen. Web and PDA features are available through Alarm.com. This product line is catching the attention of many and is worth a serious look.

Winland Electronics has done it again. Selling environmental monitoring to SMBs can be a big extra for your business and Mankato, Minn.-based Winland could not have made it easier with its extensive wireless EnviroAlert EA800. Sell this system as a way to help your customers be smart with their energy usage. I also like features such as the USB data logging, and the system has a nice display unit with wired zones as well as the wireless. Additionally, you can do industrial measurements such as pressure and flow. With a designated relay output for each sensor, the EnviroAlert EA800 will activate alarms, dialers or transmitters when programmed limits have been exceeded.

2gig.com

winland.com

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EXCLUSIVE CASE STUDY

SECURITY

BURNS BRIGHTER at

Candlestick Park

A drop-off in system reliability and rise in high-profile violence at sports venues were in play as the San Francisco 49ers called a security audible and upgraded Candlestick Park’s over-the-hill video surveillance system. Integrator and end user explain how the migration to a networked solution has created a safer and more efficient game-day experience.

By Scott Goldfine

hile the most conspicuous improvement pro football’s San Francisco 49ers underwent in 2011 played itself out on the field with a 10-3 record through 13 games, another upgrade behind the scenes has been no less dramatic. The city’s famed Candlestick Park, the Niners’ home since 1971, is safer and more efficient than ever thanks to substantial enhancements to the stadium’s video surveillance system. The 49ers returning to their winning ways of the 1980s and 1990s — when they became the first team to win five Super Bowls — and fortified security have combined to create a much friendlier

game-day experience for fans at Candlestick. It’s a far better environment than that of earlier in the year when violence erupted in and around the facility during a preseason contest against the Bay Area-rival Oakland Raiders. The incidents included two parkinglot shootings, a bathroom beating that left a man unconscious and a fistfight melee in the stands. It marked the second time in less than five months that San Francisco sports fans had been involved in situations where rowdiness turned shockingly violent. In March, a Giants’ fan suffered brain injuries after being brutally attacked in Dodger Stadium’s parking lot. However, 49ers team officials say these high-profile events were not what

prompted Candlestick’s surveillance upgrade, at least not primarily. Rather it was driven by an outdated and failing legacy system. In the post-9/11 climate, that is an unacceptable proposition. The timing actually had more to do with the player lockout that had the NFL season in question into July, funding challenges and deciding how much to invest in a complex due to give way to a brand new stadium within the next few years. “We had an antiquated system where it came to processing different angles, or better timelines or bookmarking certain things and replay functions,” says 49ers Vice President of Stadium Operations & Security Jim Mercurio, who has been with the club since its last NFL title in 1994. “The upgraded

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IPVision’s prior NFL stadium experience also no doubt helped it win the contract, which was awarded in August and culminated discussions that began the beginning of the summer. “We provided wireless rapid-deployment perimeter surveillance around the University of Phoenix stadium were the 2008 Super Bowl was held, and around NFL events that were taking place around downtown Phoenix,” says Green. “That project and Candlestick both required us to have the systems operational within a week.”

System Design X’s & O’s

system was an opportunity to give our folks in the command post easier tools to be more efficient and effective.” Like having to quickly develop and execute a strategic game plan for an upcoming opponent, Candlestick personnel teamed with security systems integrator IPVision and others to deploy a new IP-based video surveillance solution between home games this past September. Mercurio and IPVision Vice President of Engineering Ben Green, who worked on 2008’s Super Bowl in Phoenix, recount the process.

‘Super’ Integrator Chosen Headquartered in Phoenix with branch offices in nearby Tucson, Dallas, San Jose, Chicago and London, IPVision was launched in 2004 after turning its concentration from network to security integration. The business now specializes in the government, education, law enforcement and utility sectors. Its revenue mix is 40 percent video surveillance, 30 percent access control, 10 per-

cent intrusion detection and 20 percent custom integration. “During the past five years IPVision has built a team of engineers and technicians that have a tremendous amount of experience in deploying IP physical security solutions for the majority of leading manufacturers,” says Green, one of IPVision’s founders. “This has given us a tremendous advantage by having such diverse experience in the market, and it has fueled our national and now international growth.” For the Candlestick project, IPVision submitted a bid after being referred to the 49ers by a network integrator that had a history working with the stadium’s audio/video contractor. “Ben and his company made an offer that was quite frankly difficult for us to turn our backs on,” says Mercurio. “It’s not fun to have to do a project like this during the season. I kind of wish our paths would have crossed a little sooner, but that’s how it goes sometimes. They really responded and it’s been great.”

Mercurio and 49ers management went into this undertaking with a firm handle on the types of features they were lacking and the capabilities they wanted their new system to be able to perform. “It had to be user-friendly for system operators, and there are a number of folks who use it,” he says. “It had to be compatible with Candlestick’s antiquated equipment dating back to the 1970s or 1980s. It had to be able to watch more than 100 cameras, with pan/tilt/zoom to scan the facility. Finally, we wanted the ability to quickly save and send video clips to document incidents.” Candlestick management’s initial mindset to simply repair and/or replace pre-existing hardware with similar products went by the wayside. This is because they were made aware of an alternative approach to achieve the functionality they coveted while realizing greater cost effectiveness. “We consulted with the 49ers on what features they were looking for, the deficiencies in their current system, and suggested some ways to increase staff efficiency with mobile applications and access to the system via the network at different locations in the stadium,” says Green. “During the consultation we discussed implementing a migration plan that would allow them to leverage their existing cameras.” To maximize the effectiveness of the 120 surveillance cameras distributed inside and around the perimeter of Candlestick Park, IPVision encoded them with Axis Model 7406 and 7404 encoders, and replaced the existing DVRs securitysales.com • DECEMBER 2011 41

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CANDLESTICK PARK SURVEILLANCE PROJECT

Working on a sports stadium such as Candlestick Park, which opened in 1960, poses accessibility, installation and servicing challenges for systems contractors. The facility’s recent video surveillance upgrade had to be principally completed between home games this past September. Candlestick Park’s Ocularis CS video and event management platform allows security staff to monitor activities in and around the stadium. The system provides not only safety advantages but numerous operational efficiencies.

with OnSSI’s Ocularis CS NVR solution. The product enabled the design of two video wall-monitoring locations. “We chose Ocularis because we wanted an open architecture NVR with a full-featured client, and a video wall option for Candlestick Park’s two security operations centers,” says Green. “We also wanted a platform that supported all of the leading IP cameras from multiple manufacturers, and that had mobile client options available from other manufacturers.” One of the operations centers is part of the press booth operated by 49ers security staff on game day in conjunction with the San Francisco Police Department. The second location is within the San Francisco Park Rangers office in-

side Candlestick Park. The rangers secure the stadium on nongame days and during the off-season. Both operations centers were set up with map-driven interfaces of the stadium. “The system allows my manager of game operations and security to pull up different cameras for different reasons. He can split screens to constantly monitor several hot spots while still monitoring the big picture, so to speak,” says Mercurio. “And the park rangers have been able to really dive into it without needing to read a 500-page user guide.” OnSSI’s support and technical staff was intimately involved during the installation. “Our online calculators and other technical resources helped the integrator and end user select appro-

◗ Upon Further Review: Video Platform Scores! The new video surveillance upgrade at San Francisco’s Candlestick Park is built upon OnSSI’s Ocularis CS enterprise-scale, IP videocentric platform to enable live monitoring, investigation and event handling. “Candlestick Park has a lot of cameras and not a lot of people to watch them,” says Brad Anderson, national sales manager of OnSSI. “The park needed more security and less operational costs, and Ocularis

CS enables operators to manage, view, control and play back video easily. They have a lot of fans showing up once a week on game day, and they need something fast and easy to view.” The client software provides immediate access to camera views and video playback via an intuitive interface. In addition to live viewing, it offers blank screen monitoring capability with video “pushed” to an operator only as needed. These

features enable Candlestick operators to manage video evidence and preserve events for an unlimited time, organized in an easily accessible database. The solution’s simplicity eases the training burden as a novice can become proficient in about 20 minutes. “The concentration of activity is only there once a week, and they need a very easy interface, which Ocularis provides,” says Mulli Diamant, vice president of sales, OnSSI.

priate hardware like servers and storage,” says Vice President of Sales Mulli Diamant. “OnSSI was also involved in training operators after the software was installed.” (For more, see sidebar.) The IP-based surveillance solution — which Mercurio says came at a cost of $75,000 to $100,000 — leverages a dedicated Cisco switching network infrastructure for security applications. Hitachi Data Systems servers/storage arrays were implemented for video archiving. “Hitachi was chosen due to their advanced built-in I/O capabilities,” says Green. “They can handle high density video surveillance deployments, and deliver the I/O speed and reliability needed to optimize the performance in the Ocularis client for viewing live and archived video.”

Ready in Time for Kickoff As indicated, one of the project’s top challenges was the narrow window of time to proceed between games in order to avoid any significant downtime. Like running a hurry-up offense during a two-minute drill, IPVision stepped up to meet the demand. “The goal was to get the system operational in one week between home games. The challenges were overcome with a dedicated team that worked around the clock to meet the timeline,” says Green. “We started the installation in September 2011 and finished the initial system migration in a week. We then spent another couple of weeks

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CANDLESTICK PARK SURVEILLANCE PROJECT

When some 70,000 football fans converge on Candlestick Park on game day, it’s crunch time for the surveillance system. Operators, who watch in excess of 100 camera views from throughout the facility, must be attentive on a minute-by-minute basis to quickly investigate incidents and store video evidence for possible future retrieval.

working on some of the advanced video wall and map integration features.” IPVision worked closely with the San Francisco Department of Parks and Recreation to coordinate access to the stadium without any potential delays. “The timing was really on us because we didn’t have some of the funding in place,” says Mercurio. “I would not recommend doing this type of project during the season unless you absolutely have to, and you need complete confidence you’re not going to become vulnerable during the process.” The finished surveillance solution enables 49ers security staff, law enforcement, rangers and other first respond-

Candlestick Park Fast Facts • •

Opened April 12, 1960

•

Home of Major League Baseball’s San Francisco Giants 1960-99; NFL’s 49ers 1971-present

• • •

Seating capacity is 69,732 fans for football

•

Only stadium in U.S. to host 6 NFC Championship Games, 3 Western Division Championships, 12 NFC West Conference Games, 2 World Series, and 2 All-Star Games

•

Construction cost $15 million, plus $10 million renovation in 1972

Stadium field surface is bluegrass Parking capacity is 8,000 cars, 300 buses, 200 limousines, and 300 motorhomes

Beatles performed their last U.S. concert there on Aug. 29, 1966

Candlestick Park’s two security operations centers feature Ocularis CS video walls with map-driven interfaces of the venue. The solution’s flexible navigation allows system operators to switch views and push camera feeds to other security staff in the stadium so incidents can be responded to rapidly.

ers to monitor and swiftly address a wide array of issues throughout Candlestick’s 69,732-capacity stadium seating, walkways, food and beverage areas, gate entrances, and parking lots. “Ocularis’ flexible navigation allows 49ers staff to switch views and push camera feeds to other security staff to rapidly respond to incidents,” says Green. ”With the amount of people gathered on an NFL game day, there are constantly activities being reported by fans either directly to security personnel or via a text-messaging system.” Candlestick Park has partnered with In Stadium Solutions to provide textmessaging service for assistance requests or to file formal complaints. Upon receiving a text, a nearby camera can view that section and help assess what response may be necessary, if any. “Back in the day in the command post, you worked through binoculars while you called out what you could potentially see. This camera system helps determine the appropriate response and how you want people to arrive at the scene,” says Mercurio. “It gives command post operators and dispatchers an extra tool to communicate with that is invaluable.”

Solution Performs Like Champ Not only is the system enhancing security and safety, but it is delivering numerous operational advantages. Examples include monitoring assorted lines to facilitate better crowd control, dealing with accidents and medical emergencies, ensuring smooth vehicular traffic outside the ballpark and

keeping an eye on stadium staff to maximize productivity. “Security systems don’t just mean dealing with bad guys. It also gives us the ability to enhance the game-day experience,” says Mercurio. “For example, is that usher in the right position? Is that security guard making the rounds the way we expect him to? Can we move crowd control? Can we open up other concession stand to relieve pressure? It’s a fantastic tool to get people in sync, efficient and functioning.” As is typical with surveillance deployments, in this case even as a middecade move to bigger and better stadium digs looms, the end user is mulling over further system enhancements. “There is interest to add video analytics, access control integration and mobile video clients for roaming stadium security staff,” says Green. “We are also looking at some custom integration involving the text-based messaging system.” For now the solution is helping keep violence where it belongs — on the punishing end of a collision with 49ers’ star defender Patrick Willis. And while the Green Bay Packers and New Orleans Saints may have something to say about it, the system just may capture video of the franchise’s first NFC Championship Game since 1998. ■ F FIND IT ON THE WEB See this story online at securitysales.com/ S 449ers for an exclusive Q&A with San Francisco 49ers Vice President of Stadium Operations & Security Jim Mercurio and more photos.

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JANUARY 9-12, 2012 IRVING, TX

TWO CO-LOCATED EVENTS BRING UNMET VALUE TO THE SECURITY INDUSTRY

FOR MARKET INSIGHTS

AND BUSINESS INSPIRATION The ESI Forum hosts senior executives from the nation’s most successful security integration companies, for three days of business strategizing, networking and quality vendor contact. All approved Hosted Guests enjoy expense paid amenities and have exclusive opportunities for idea sharing and networking. Additionally, the Forum offers a parallel track of seminars for integrator and chapter staff conferees not participating as Hosted Guests. For more information, visit WWW.ESIFORUMONLINE.COM.

ELECTRONIC SECURITY INTEGRATORS FORUM

SUMMIT

Contact Chris Utter (cutter@ae-ventures.com, 508-618-4224) or Jessica DaCosta (jdacosta@ae-centures.com, 508-618-4226.)

FOR ASSOCIATION

DEVELOPMENT AND EXCELLENCE

Industry leaders and volunteers from across the country will converge for the annual ESA Leadership Summit, which a uniquely valuable event hosts association meetings, leadership seminars, networking events and awards ceremonies. Learn techniques for ensuring the success of your chapter and make memories in the process at this uniquely valuable event. For more information, visit WWW.ESA-SUMMIT.COM.

2012 Leadership

Contact Jaclyn Sion (jaclyns@alarm.org or 888-447-1689 x213)

Register for "The Passport" for access to all events, customize your registration via the a la carte options or attend just the Free Association Meetings. Go to either website to register.

View highlights from last year’s event. www.securitysales.com/freeinfo/23126

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TECHNOLOGY ADVANCEMENTS

Reaching Video

New Heights

With

WIRELESS New advances in wireless technologies are allowing integrators to broaden their market potential beyond traditional video surveillance applications. Getting the proper training and education now will go a long way toward beating the competition to the punch.

By Cosimo Malesci

ireless security applications are often touted for allowing faster installation times and affording end users considerable savings in material and labor costs, among other attributes. Of particular appeal are wireless video deployments where cameras are needed in remote or challenging sites and transmission through the air is the optimal solution. Examples include parking areas and municipal surveillance systems where mesh, microwave, cellular, 802.11 or other technologies and frequencies may be used to transmit images back to a monitoring facility or station. A substantial series of developments in wireless technology during the past year will very soon allow integrators to expand their businesses well beyond traditional video surveillance applications. Let’s take a look at a few of these key technolog-

ical advancements and the market potential they are expected to open up. As you read on, keep in mind all the while that training and education will be imperative to building a successful wireless portfolio.

MIMO and Other Developments The first noteworthy innovation to discuss is MIMO technology, which is now becoming the technology of choice for an increasing number of wireless applications. MIMO — or multiple input and multiple output — allows a radio to reach data rates up to 300Mbps using the same 20 and 40MHz channels of traditional 802.11 connectivity. For this technology to work, two or three antennas are needed for transmission in order to create signal uncorrelation. The

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WIRELESS VIDEO

larger the uncorrelation, the higher the performances. In today’s market you can encounter 2x2 and 3x3 MIMO products. As you might guess, the former has two antennas per radio while the latter has three. Most 3x3 MIMO products use omnidirectional antennas and are not well suited for security applications because of their limited range. Alternatively, 2x2 MIMO radios are a much better option for security and video surveillance applications. Namely, a 2x2 MIMO radio will allow integrators to use directional antennas, thereby extending the MIMO performances to a useful range. However, don’t be tricked by the complexity of the theory behind these products. From an installation standpoint, they are actually quite simple to install as most of them use an integrated directional antenna and don’t require much assembly. When installed properly, a 2x2 MIMO link can deliver up to 150Mbps of real user datagram protocol (UDP) throughput and achieve a range of up to 20 miles in line of sight. This represents somewhat of a revolution in the industry as system performance has almost doubled in the past few years. This also makes it possible for integrators to use wireless links to stream megapixel cameras back to a central monitoring station without having to be overly concerned about image compression and frame rate.

Mobile Deployment Possibilities Another impressive advancement in the wireless arena concerns transmission protocols and routing algorithms. Without delving into technical details, wireless products are becoming smarter and more powerful, leading to an increased number of possible applications where they can be deployed. One of the key examples of this is called mobility. This term refers to a system that involves one or more moving vehicles communicating with a network of fixed wireless units, usually installed on the perimeter. This could be a police car moving through a neighborhood, a train rolling along a track or a bus operating on a highway.

Lifeguards in San Diego monitor a 50-yard-long section of shoreline utilizing high speed, wireless infrastructure to support VoIP communications and video backhauls. VoIP telephone links provide secure voice communication between the dispatch supervisor and individual lifeguards stations. A CCTV camera (not pictured) is used to remotely surveil the area.

Streaming live video or data off a moving vehicle without any interruption of service presents a very difficult challenge to resolve. Such a scenario may require roaming between nodes and having very fast and very smart routing protocols that can handle a fast hand-off without losing connectivity with the network. Until a few months ago, the only solution available for these types of applications was a 3G wireless network or a satellite link. Both of these solutions are very expensive and have a throughput that rarely exceeds 5Mbps, rendering it unpractical for video surveillance applications. The latest developments in mesh technology now allow for the installation of a Layer 2 network in this configuration, and the streaming of up to 45Mbps of live video from a train traveling at 55 MPH using a wireless infrastructure composed by a wireless unit every quarter of a mile. Given the competitive cost of existing wireless networks, this solution is a game-changer in the transportation industry. Many transit authorities will be able to maintain awareness of what happens around and inside their vehicles without having to send someone onsite. Live video streaming will be possible from every train to the central control room without any interruption in service, all for a fraction of

the price of what a 3G or satellite network would cost. This technology could easily expand to highways, waterways, manufacturing plants and mines, for example, while helping the end user monitor their properties and the adjacent areas. Having roughly 50Mbps of usable throughput could also open doors to other applications such as Wi-Fi connectivity, on-demand content, VoIP systems and more. These are all features that are currently struggling to gain traction as they can be bandwidth intensive.

Training, Education Requisites So what does an integrator need to do to prepare for taking advantage of this great business opportunity called wireless? The first and most important goal is to build knowledge and expertise on this topic. Proper system design and training are mandatory for integrators who are planning on making wireless a mainstay of their portfolios. Most vendors offer online coursework as well as classroom sessions. Study the content and familiarize yourself with the terminology, along with the most common pitfalls. It’s to your advantage to take training classes from more than one manufacturer. Doing so will increase your breadth of understanding about the available technol-

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ogies and products, plus youâ&#x20AC;&#x2122;ll learn additional installation best practices from other integrators. It is not magic. It just requires some practice. Since wireless equipment is often installed on towers or rooftops, lightning is a common problem and you need to know how to safeguard against it. Hence, it will be requisite that you take a grounding and surge suppression class, since this is one of the most common causes of equipment failure. The basic setup to resolve this issue is to use shielded Ethernet cables and deploy inline surge suppressors at the top, close to the wireless device, and at the bottom, close to the switch or the head-end equipment. A poorly installed system could easily cost you all of your profit on the job and turn the project into a company loss. In addition, it is also important that you have at least one person on your team who has an in-depth understanding of networking. Regardless of the

wireless manufacturer you pick, all the radios require a solid understanding of IP and networking. When you decide to join the wireless revolution, it will be necessary to keep up to date with all the requirements and restrictions imposed by the FCC on the use of wireless on any given frequency band. Features like DFS (dynamic frequency selection) and probe rate, and parameters such as EIRP (equivalent isotropically radiated power) are designed to make a wireless network compliant with all FCC regulations. Moreover, you will also want to stay abreast of FCC regulations because new pieces of the spectrum may open up for specific applications, including public safety, smart grids, last-mile connectivity and others. If you want to be competitive in this space, you need to know the rules that regulate it. Upon completing all necessary education and training, itâ&#x20AC;&#x2122;s probably best to start with a small- to medium-sized

job when working with wireless for the first time. Once you get your feet wet and are familiar with the technology, you can then expand to more challenging and complex wireless networks. Take it step by step and make sure that once you have a knack for it, keep your team practicing and up to speed with product development and training coursework. After all, like everything else in life, installing wireless is a game of practice. The more you do it, the better you become. The better you become, the more projects you are going to take away from your competition. â&#x2013; Cosimo Malesci is Co-founder and Vice President of Boston-based Fluidmesh Networks. He can be contacted at cosimo.malesci@fluidmesh.com.

F FIND IT ON THE WEB The online version of this story includes T additional material, including the imporad tance of configuring and staging a wireless system before its actual deployment. Visit securitysales.com/wireless1211

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BUSINESS MANAGEMENT

5 Steps

SOLARPOWERED Profits Installing security contractors are well positioned to adopt solar photovoltaic (PV) panels into their portfolios and take advantage of increasing opportunities to utilize “green” power alternatives. These solutions are ideal for projects that require a power supply for off-grid, remotely-installed equipment.

By Joe Bono

ore and more installing security contractors are seeing the light and expanding into solar power solutions to service their customers. One example of this is the installation of solar photovoltaic (PV) panels to power security systems in remote locations that otherwise lack electricity and communications infrastructure. Solar is also used to provide power for portable and temporary security systems such as construction sites. And some security systems integrators and vendors are deploying “green” power alternatives by adding small solar chargers to wireless devices like detectors. Solar solutions utilized today in the electronic security industry are proving to be a cost-effective means to solving difficult problems. But there is another important solar option integrators need to consider — one that results in business growth

while offering consumer and business customers another service. That opportunity is the installation of solar power systems for homes and businesses, a market that’s become as hot as the sun’s rays. Read on to find out what simple steps you can take to implement solar power solutions within your portfolio of services.

Getting Started in Solar Power The U.S. solar power market grew 67 percent in 2010, making it the fastestgrowing energy sector, according to the Solar Energy Industries Association and GTM Research. Solar PV installation led the industry in demand, a market that doubled from 2009 with 16 states installing more than 10 megawatts of PV each. The top 10 states were California, New Jersey, Nevada, Arizona, Colorado,

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Custom Alarm accepts the 2011 PDQ award. Past winners include: Alarm Detection Systems, Altronic Alarms, Brink’s Home Security, Broadview Security, and Vector Security.

Call for Entries “Promoting Partnerships in Public Safety”

ecurity companies and law enforcement agencies work together as partners, sharing information and communicating frequently to protect public safety and serve their communities. The Security Industry Alarm Coalition (SIAC), False Alarm Reduction Association (FARA), and SECURITY SALES & INTEGRATION created the POLICE DISPATCH QUALITY (PDQ) program to promote cooperative best practices, reduce unnecessary dispatches and give officers the most complete information when responding to alarms. We are looking for companies that exemplify an all-out effort to reduce false alarms from implementing ECV (Enhanced Call Verification, a.k.a. two-call verification) to utilizing ANSI CP01-compliant control panels, training customers and working closely with law enforcement. The best overall collaboration will be honored with the 7th Annual North American PDQ Award, which is also endorsed by the Installation Quality (IQ) Certification Program.

• The winning security company will receive $1,000 for hotel and airfare to attend June’s Electronic Security Expo (ESX) in Nashville,Tenn., and will participate in the award ceremony. • Installing and /or monitoring alarm dealers in the U.S. and Canada must mail an application to SIAC postmarked by Feb. 28, 2012.

• Outstanding program ideas will be featured in SECURITY SALES & INTEGRATION magazine, in security association publications and their Web sites, and at ESX 2012.

• Security companies and local police officials should meet now to form partnerships in public safety.

WORKING TOGETHER FOR PUBLIC SAFETY

The SECURITY INDUSTRY ALARM COALITION and the FALSE ALARM REDUCTION ASSOCIATION Co-Sponsored by: SECURITY SALES & INTEGRATION Magazine, IQ Certification Program and Honeywell Security

Download an application and the judging criteria package at

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SOLAR POWER SOLUTIONS

Pennsylvania, New Mexico, Florida, North Carolina and Texas. Solar PV installation offers a great fit for security dealers and integrators with many of the same skill sets involved: electrical work, engineering experience, quality control, plus safety and project management. With solar a hotspot in today’s cool economy, installing security contractors interested in getting involved in the industry should consider five key steps before expanding into this marketplace. Let’s take look at the particulars: 1. Learn the foundation — Solar PV is a 60-year-old technology. The panels are made up of tiny cells of treated silicon. Each panel collects solar radiation and converts it into an electrical current. These panels are then wired together in

a series to create an array, and the electrical output from that array travels through wires and conduit to an inverter typically located near your breaker box. The inverter converts the electrical current or direct current (DC) into alternating current (AC). The backbone of the solar industry is net metering. This means any power that isn’t used from the system spins the meter backwards, giving you a credit from the utility company. As the industry has expanded, courses on the fundamentals of solar PV have become widespread. Understanding how solar PVs interact with the home or building shortens the learning curve and allows security integrators to build on their existing knowledge and skill set. 2. Assess where you need help — There is a benefit to being a contractor.

You likely understand how to market your business and sell a service while maintaining fruitful relationships with vendors and customers. When it comes to solar PV installation, some installing security contractors will want to subcontract an electrician or hire one on full time under their new solar division. In many states and municipalities, an electrician is required to install the solar equipment into the building’s electric utility system. The tools may also differ from the security industry. Also consider adding someone with roofing experience to your installation staff. Because roofers understand roofing systems, they can safely tie solar panels and equipment into a roof with proper flashing so the structure and the solar equipment will last. Solar installation is very reliant on roofing and electrical, so it’s important to research

◗ Vivint Bets Its Solar Offering Will Shine Vivint, a national provider of residential security, energy management and automation solutions, thought so much about the potential for solar power to significantly impact its bottom line that it created an entirely new business during 2011.

residential solar panels with no upfront costs. Customers agree to a 20-year contract during which they purchase the power generated by the solar panels for a lower rate than utilities charge. “We approach homeowners who never thought they could get

Vivint Solar, launched in 2011, offers leased solar power systems to residential customers in New Jersey and other states.

The Provo, Utah-based company, formerly APX Alarm, ramped up Vivint Solar in October after it received $75 million in financing from U.S. Bancorp in support of its plan to offer solar installations for homes in New Jersey, Utah, Hawaii and New York. Namely marketed through door-to-door sales, the company installs, monitors and maintains

solar and improve their carbon footprint and feel proud about the generation of the power they use,” says Vivint Solar COO Brendon Merkley. “They may not be super familiar with the product, but that is the beauty of the consultative sale. We can present it to them as something that maybe they have not formerly considered but is now obtainable and available to them.”

The solar panels, which are installed on rooftops by Vivint Solar technicians, are designed to generate about 80 percent of a residence’s overall electricity use. The company first marketed its solar platform in New Jersey during the summer and so far has completed about 200 installations. The company’s initial tax-equity fund will finance about 2,400 installations. “For the time being we are focused mostly on New Jersey, but we are eager to expand to other states that the fund allows,” Merkley says. “This isn’t a product offering we can offer universally nationwide. It is a lot more dependent on local economics.” Vivint began adding home automation and energy management solutions to its portfolio in 2010, allowing customers to monitor and adjust their homes’ thermostats, lighting and small appliances remotely. Vivint has signed up about 77,000 customers for its home energy management platform. And while solar complements Vivint’s core competencies in providing home services, Merkely says, there currently is no integration between the home automation platform and Vivint Solar’s offering.

“In the future it will be more of a holistic sale that could include complementary products such as an energy management platform integrated with the solar installation,” he says. “That is a product we have not yet developed but we are keen to do so and think it will be very powerful. We wanted to first assure ourselves that the business could stand on its own as a product offering and so we have marketed it almost exclusively independent of home automation.” Merkley says the company has “toyed around” with a couple of use cases that integrate the security panel with the firm’s other platforms. “The panel is this beautiful real estate in the home that functions as an in-home display for energy management. It is a perfect opportunity to display the solar power production on that alarm control panel,” he says. “Additionally you can go beyond an information presentation analytics into to more energy automation and efficiencies where you might choose which appliances to run according to different times of the day where the solar array may be producing power opposed to when it’s not.” — Rodney Bosch

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what you can take on and where you may need to contract out. 3. Research licensing requirements — Every state has different licensing laws and it’s important to understand the requirements for solar PV in your area. The majority of states require an individual license per trade. Check with your state’s department of labor to find out what licensing requirements are needed in your marketplace. 4. Get hands-on experience — Once you’ve obtained your license and gone through the supplementary training to become a solar installer, the challenge becomes gaining experience. As a security integrator you have the option to leverage your current residential and commercial customer base to sell solar PV. In addition to getting on bid lists, it’s sometimes advantageous to contact more established installers and offer to

subcontract on their projects while you gain experience. Joining a solar franchise network is another option. Solar franchise networks can provide best practices and support you in booking jobs. A good solar franchise network will also give you access to greater purchasing power, which allows you to price yourself more competitively. Integrated sales and marketing training, and best practice sharing provided by solar franchise networks can also put you at a competitive advantage. 5. Work incentives into your price — It’s important to understand tax incentives when determining how to quote a solar installation. Do your research. Incentives are issued at both state and federal levels. Some utility companies also offer rebates to customers that install solar. It’s also a good idea to research software tools that can help you stay ap-

prised of the changing rebates and incentives. Taking rebates into consideration when pricing offers a value proposition to your customer and allows you to remain competitive in a growing market.

A Sun Belt of Opportunity To sum it all up, solar electric power is a key technology that installing security contractors can adopt into their portfolios of services in a straightforward manner. For the appropriate application, solar PV installations can provide continuous, reliable and costeffective power while helping overcome challenging project sites. With installing security technicians already having many of the skill sets necessary to install solar PV equipment, success in this market can be easily achieved with little organizational disruption. ■ Joe Bono is President and CEO of Solar Universe Network, a solar installation franchise and finance company based in South San Francisco. He can be contacted at (925) 455-4700.

www.securitysales.com/freeinfo/23191

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Ad Index

Go to www.securitysales.com/freeinfo to request FREE product info.

PAGE

FREEInfo#

PAGE

FREEInfo#

Affiliated Central, Inc. ...................................................C2

23272

Lenel Systems ............................................................... 39

23227

All American Monitoring ................................................ 7

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National Monitoring Center (NMC) ............................ 17

23314

Arecont Vision ................................................................. 9

23276

NVT .................................................................................. 3

23184

Axis Communications................................................... 12

23308

Pelco .............................................................................. 31

23292

Bosch Security Systems................................... Bellyband

23155

Speco Technologies......................................................... 1

23142

CNB Technology, Inc .................................................... 43

23321

Speco Technologies........................................CoverSnipe

—

DIGIOP, Inc. .................................................................. 21

23214

SSI - PDQ....................................................................... 51

—

DSX Access Systems, Inc.............................................. 11

23231

SSI - Sammy’s................................................................ 57

—

Electronic Security Assoc.-ESA ................................... 45

23126

System Sensor ............................................................... 29

23209

EMERgency24 ..............................................................C3

23136

T3 INNOVATION .......................................................... 53

23191

HES Innovations........................................................... 33

23215

T3 INNOVATION ............................................................ 8

23149

HID Global .................................................................... 25

23234

Tri-Ed/Northern Video Distribution ............................ 47

23107

HIKVISION ................................................................... 15

23233

VERACITY .................................................................... 19

23269

Honeywell Security .......................................................C4

23103

Visonic, Inc. ................................................................... 49

23216

KABA Access Control.................................................... 35

23289

Winland Electronics Inc. .............................................. 27

23300

Kirshenbaum & Kirshenbaum, PC .............................. 54

23253

Company listings are provided as a courtesy — publisher assumes no responsibility for errors or omissions.

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…...................$375.00 ....... .................$ $375 375.00 .00 CCTV Lease Supervisory Equipment Lease..............................................................$375.00 st ................... ......... ...... . ...$37 $3 5.000 NAPCO I See Video® Sales & Installation Contract................................................$375.00 ito tori r Contract..................................................... ................. ...... ......... .. ... .. ........ . ... .. ........ $$375.00 3 .00 375 Remote Video Monitoring Monitoring ugh cen centra trall stat sstation) tation ion)) (through internet access - not throu through central 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 e Ins Instal tallat latio ion, serv r ice,, moni m onitor toring ing.............................. ...... ...................... ....$2 $200. 0 00 Residential Lease Installation, service, monitoring.................................................$200.00 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 letio tionn Cert C ertifi ificat cate e........................... ...... . ............... . ............ ..... .......................................$ ..$40.00 Completion Certifi cate...............................................................................................$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 ploy oymen mentt Agre A greeme em ntt Wit W h Rest estric r tivve Coven C nantt............................................. .. ..... $2 200.00 Employment Agreement With Restrictive Covenant.............................................. $200.00 C-1 For Form FFinancial in nci ina ncial a Statement Statemennt .............................................................................. .............................................................................. ........ $50.0 $5 0 0 0.0 UCC-1 $50.00 ntra ral Sta ation ion Co Contr raccts ........................................................................................ ..................................................................................... .. ...... ...... .. . $3 375. 5.00 00 Central Station Contracts $375.00 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 /o is ssue UL ce ert rtificcate forr inst tallerr c/o issue certificate installer nstal ta lerr Co C ntrrac act............... ...... ................ . ............ . ...... . .......... .. .............................. . ..............$ $375 375.00 00 Installer Contract.....................................................................................................$375.00 Sta atio t nar aryy Guar ua d ““Rent-A-Cop”..............................................................................$375.00 Re ent-A -A-Co -Cop”...... ................................................. . ...................... ...... .. ... ...... .......$37 375.0 00 Stationary Guard Tel eleph ephone on Sa Sal les.…..................Comm mmeerciaal or R Re sideential al ........................................ ....................... .. .......... ........... ...... ... $20 $200.0 0.000 Telephone Sales.…................Commercial Residential $200.00 Tel e eph ephone one Se Servic ce ..................Commercial ..................Com Commer me cia ial or or R eside dentia iall ....................................... ........................................... $2 $$200.00 00 000 00. Telephone Service Residential

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54 securitysales.com • DECEMBER 2011

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Building Competitive Protection Into Your Contracts

By Ken Kirschenbaum

ken@kirschenbaumesq.com subscriber initiating the contact, and f you aren’t concerned about comit may not cover the employee or subpetition then you are either the bigcontractor from actually providing gest fish in town with the best offer rights in a valid contract they have any services to the subcontractor. or you’re shortsighted. For those benefitted from. A broader provision would be a rewho are concerned about competition And where a provision may be instrictive covenant or noncompete. A (likely all of you), it’s particularly irriterpreted as overreaching, oftentimes noncompete provision may encomtating when that competition comes that provision would be recalibrated pass nonsolicitation but may also profrom someone you have introduced to by a judge to an acceptable parameter. hibit much more. It could include the subscriber. I am referring to someFor example, if your restrictive covecommunicating, soliciting and servicone who is supposed to service the subnant restricts a former employee from ing, or even the ability for someone to scriber on your behalf and not for the operating a security business withoperate in the security industry in a employee’s or subcontractor’s benefit. in 25 miles of your existing location, defined geographic area. The enforceSimilar considerations come into play that geographic range may be interment of these provisions depends on when you purchase alarm subscribpreted as unreasonable under the cirer accounts and contracts; you cumstances and considerations don’t expect the seller to start mentioned above. However, a soliciting those accounts. But it A nonsolicitation provision in judge may determine that 10 could and sometimes does, in the employment contract and miles is appropriate and uphold fact, happen. the subcontractor agreement that geographic range. There are tools to guard The noncompete provisions would serve to deter or prevent against such competition. One your employee, or your are not foolproof. Think of it as such tool is a properly drafted subcontractor, from soliciting just another term in a contract nonsolicitation clause that may your subscriber for business. that may be breached. It should be in an employment agreehave a chilling effect on somement, independent contracone considering breaching the the jurisdiction, the sensibility of the tor agreement or asset purchase agreeprovision, but ultimately the consejudge, the relationship with you (the ment. The nonsolicitation provision quences will depend upon your willingemployer), with the person you are rewould vary depending on the phrasing ness to enforce the provision against stricting (employee, subcontractor, and circumstance, but the gist of the the breaching party. Often the cost of seller), the scope in territory and duraprovision remains the same. It requires enforcement is just not worth it. Once tion in length of time. that someone, identified in that agreeyou are determined to enforce the proThese criteria and more will be used ment, not solicit someone else, whethvision you should seek advice from to balance the need for you, the emer that someone else be a subscriber or an attorney specifically experienced ployer, to protect your business interan employee or referral source. in noncompetition litigation. Some ests against the needs of the public to A nonsolicitation provision in the states limit or prohibit enforcement of maintain unrestricted freedom in doemployment contract and the subconnoncompete provisions, which should ing business and the needs of the retractor agreement would serve to debe considered before engaging in coststricted person to earn a livelihood. ter or prevent your employee, or your ly litigation. ■ However, these provisions are also subcontractor, from soliciting your Ken Kirschenbaum has been a recognized counsel regularly upheld, as most jurisdictions subscriber for business. A narrowto the alarm industry for 35 years and is principal of Kirschenbaum & Kirschenbaum, P.C. (www.kirschenrecognize the parties’ right to contract ly written nonsolicitation provision is baumesq.com). His team of attorneys, which includes daughter Jennifer, specialize in transactional, defense away the ability to avail themselves not enough because it addresses only litigation, regulatory compliance and collection matters. of certain benefits, if they have affirthe solicitation by the employee or The opinions expressed in this column are not necesmatively and knowingly waived such subcontractor. It may not cover the sarily those of SSI, and not intended as legal advice.

SECURITY SALES & INTEGRATION (ISSN 1539-0071) (USPS 511-590) (CDN IPM# 40013413) is published monthly 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

60 securitysales.com • DECEMBER 2011

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Fire & Burg

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choose value

Grid Squared Systems and its customers choose value when looking for security that’s simple, scalable and flexible. When Talon Air, based in New York, turned to Grid Squared Systems for a cost-effective access control solution to protect its new hangar, Grid Squared chose Honeywell’s NetAXS-123, a scalable web-based access control solution that can grow with the ever-changing needs of a business. NetAXS-123 offers simple installation and affordability – giving dealers an edge in offering end users the most efficient and most economical access control technology available today. “The way it’s priced, NetAXS-123 lets us be more competitive because it’s a good fit for everyone from single door businesses to companies that need to secure hundreds of doors.” Grid Squared Systems and Talon Air, Inc. choose value – won’t you?

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