July 2011 Vol. 33 No. 7
2011
BEST OF THE BEST ISSUE!
INTEGRATED INSTALLATION OF THE YEAR
INSTALLERS OF THE YEAR
6 Firms Tell How to Pursue, Achieve Excellence
Epic Project Edges Out 2 Other Mind-Blowing Entries
EXCLUSIVE RESEARCH: Law Enforcement Security Industry Study securitysales.com
PLUS:
Innovations in Intrusion Detection
Security Management Systems President Al Albrecht (left) and son Craig, 2011 Integrated Installation of the Year winners.
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July 2011 CONTENTS Vol. 33, No. 7
Security Management Systems’ colossal project at an 80-acre apartment complex in Manhattan earned it the 2011 Integrated Installation of the Year Award.
— See page 50
❮❮ Special Best Of The Best Section
40 Provident’s Core Values Proposition
From responding onsite to alarms in five minutes or less to pet care, Provident Security has earned thousands of loyal customers by delivering excellent service and unique services. The company, led by one of the industry’s most unconventional entrepreneurs, is saluted as an SSI 2011 Installer of the Year. By Scott Goldfine
44 Safety Technologies Stands Tall and Delivers
When the recession rocked the world of Safety Technologies Inc., the integrator refused to tuck tail and hide. Instead, it fought back with bold initiatives and strategies. Those actions are not only improving its bottom line but propelled it to capture SSI 2011 Installer of the Year honors. By Scott Goldfine
50 Giant Project Stands Tallest in the Big Apple Security Management Systems designs and deploys a comprehensive security solution, featuring 1,183 cameras for a Manhattan-based development’s 80-acre site. See why the amazing $14 million, multiyear project won SSI’s 2011 Integrated Installation of the Year Award. By the Editors of SECURITY SALES & INTEGRATION
61 Law Enforcement Calls Security Industry to Duty
EXCLUSIVE RESEARCH: A major reduction in false alarm dispatches and other strides have been made in recent years to bolster the relationship between law enforcement and the security industry. Yet there remains much to be done to further strengthen and grow the partnership. The 2011 Law Enforcement Security Industry Study serves as a report card for both sides. By Scott Goldfine
70 Innovations in Intrusion Detection
Scott Goldfine
Security’s value proposition can’t be beat.
18 Convergence Channel With Paul Boucherle
Eight rules to snatch converged business opportunities.
22 Tech Talk With Bob Dolph How to help municipalities achieve better security system performance and design.
26 Fire Side Chat With Al Colombo NAC voltage drop calculation 101.
30 Monitoring Matters With Peter Giacalone
Remain competitive with a well-rounded sales presentation.
80 The Big Idea With Ron Davis ‘Why do the busiest people always seem to find time for industry leadership?’
Ken Kirschenbaum
The when and how to settle a lawsuit.
◗ DEPARTMENTS
❮❮ Special Pullout Section
A1 Thermal Imaging for D.U.M.I.E.S, Part 1 of 4
2
8 Between Us Pros With
84 Legal Briefing With
Recent technological advancements are bringing improved intrusion detection and hosted security capabilities for larger enterprises such as those found in the commercial market. Helping drive the momentum is remote monitoring, smart sensors and new graphic user interfaces. By Linda Cortese
Warming Up to Thermal Imaging By Bob Wimmer
◗ COLUMNS
Cover photo by Alan Perlman
4 13 78 74 81
Security Exchange Industry Pulse The Essentials Ad Index MarketPlace
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Security Exchange Sounding Off securitysales.com
Dealing With Responder Challenges EDITOR’S NOTE: The following comments are a sampling of those collected from SSI’s “Helping Police Fight Crime” survey, the statistical results of which are included in the 2011 Law Enforcement Security Industry Study (see page 61).
“Being a 20-year veteran of the Yankton Police Department and owning and operating Central Security for the past 12 years gives me input from both sides of the issue. I respond to many false alarm dispatches, most of them from my competitors. I have firsthand knowledge of the issues that police de-
If you become a resource and assist them you will build a relationship of trust over time. Then those other issues can be resolved easier. partments face when dealing with nuisance alarms and the effect it has on a smaller department in its efforts to protect the community. As a business owner I concentrate on educating my customers at the time of the sale. I also offer remedial training to the end user that is having problems with the normal functions of the alarm system.” “I personally spend a lot of time volunteering for community police activities. I think every able person in the security industry should at least try to make a positive impact on crime reduction, not just from selling security systems, but actually volunteering for community police activities. Check out www.gpcpaaa.org for a start.” “As a former police officer and deputy sheriff, I know both sides. Being in the security business for 30 years, I have helped local law enforcement deal with issues by using technology that makes their jobs easier. If you become a resource and assist them, you will build a relationship of trust over 4
time. Then those other issues can be resolved easier.” “It is important that security companies understand the relationship between law enforcement services and the public. We have to use all the tools available to best service the customer and utilize the resources of law enforcement. We have brought our local police departments in to update them with IP cameras and our video monitoring solution. It is our belief that customers today are looking for 24hour solutions that provide the greatest return on investment (ROI) while utilizing the local police departments for actual alarm conditions. “Police want to catch criminals in the act, most of the time a monitored system is: 1) a deterrent; 2) a notification system. It is most likely, even without system delays, verification calls, etc., that thieves will be gone when police arrive. This makes it hard if they believe alarms ‘catch’ criminals.” “The police don’t know what to think about the security industry. It’s up to the understanding of the local precinct officer and the crisis for today. We don’t even rate on their radar. But that makes it up to us to decide who we are to them.” “We have gotten a huge amount of press by donating crime prevention education kits to the Philadelphia Police Department Crime Prevention Division. We teamed with Medeco and NCPC and did a big presentation where we gave out nifty crime prevention education kits at the Constitution Center to more than 50 police officers.” “I believe the more you show police that you work hard to reduce false alarms and show them you are after the same purpose and support them (burn video, come out when needed ... no charge), the more they support you and promote your business.”
Peggy Onstad Publisher, ext. 477 Rodney Bosch Managing Editor, ext. 426 Al Colombo, Ron Davis, Bob Dolph, Steven Gibbs, Steve Payne, Bob Wimmer, Jeffrey Zwirn Contributing Writers
Scott Goldfine Editor-in-Chief 114 Chatworth Lane Mooresville, NC 28117 (704) 663-7125 Fax: (704) 663-7145 Ashley Willis Associate Editor, ext. 419
Sr. Production Manager Sarah Paredes, ext. 497 Art Director Margery Young Audience Marketing Manager Katie Fillingame Staff E-mail addresses are firstname.lastname@security sales.com (e.g. scott.goldfine@securitysales.com) Contributors‘ E-mail addresses are secsales@bobit.com. HOW TO CONTACT ADVERTISING & MARKETING
■ West
Dynise Plaisance 3520 Challenger St. Torrance, CA 90503 (760) 519-5541 Fax: (310) 533-2502
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ADVERTISING SALES TERRITORIES
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 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 • JULY 2011
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Security Exchange Web Watch
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securitysales.com BLOGS
www.securitysales.com/blog Opinions, perspectives, tips, interviews, whimsy and more are all fair game for SSI’s cast of industry insider bloggers. The lineup consists of Central Station Corner with Peter Giacalone in which the “Monitoring Matters” columnist addresses management and revenue opportunities associated with security system monitoring; Enterprising Solutions with Bob Grossman offering insight and commentary on the issues integrators, consultants, manufac-
turers and end users face in the real enterprise security world; Integrated Thoughts with Steve Payne where the “Convergence Channel” columnist covers technologies and concepts used to merge different systems together; Security Sense with Al Colombo in which the “Fire Side Chat” columnist discuss various aspects related to good security and quality life-safety solutions; Tech Shack with Bob Dolph featuring the “Tech Talk” columnist exploring information and ideas on
the industry’s many new and old technical challenges; and Under Surveillance with Scott Goldfine and Rodney Bosch where SSI’s editors address topics spanning the entire electronic security universe.
WEB-O-METER
5 most-viewed news stories during May
Missouri Attorney General Sues Pinnacle Security for Unethical Sales Practices
ADT Addresses Convergence, ‘Cloud,’ Food Defense During Summit
Securitas Launches $907M Bid for Niscayah to Boost Product Line
Schneider Electric Still in the Market to Buy Tyco Int’l
Safe Systems Purchases 400 Accounts, Expands Colo. Footprint
SECURITY SCANNER®
Security Scanner® Web Poll Question:
If you could have more of one of the following highly desirable things, which would it be? MONEY
Know When Your Mail is Delivered · Avoid trips to the mail box only to find your mail has not been delivered · Receiver chimes and flashes when door is opened · 1000’ range (line of sight) · Low battery indicator
TIME
HEALTH
LOVE
FAME
29% 29% 21% 21% 0% Perhaps money can’t buy you love but it still tops the list of most desirable things installing security integrators most covet. However, matching money with nearly three in 10 responses to May’s Web poll, was time. It was also a dead heat for love and health, with some one in five respondents selecting those prized choices. Modesty is apparently a dominant trait within the security ranks as fame received no votes. Log onto securitysales.com to view SSI’s Security Scanner archives as well as cast your vote for the July question: How has your business done in the first half of 2011? BLOGS
www.securitysales.com/blog
Safety Technology International, Inc.
Some of the things we’re talking about …
www.sti-usa.com/sesa15 800-888-4784
2011 STI
For the latest news as it happens, sign up for SSI’s eControl Panel at www.securitysales.com
• Vector Security Looked Inward, Then Moved Forward Online • Vivint Sheds Light on Its Marketing Methods • Pharmacies Need Your Security Prescription • P/T/Z Control in an IP World • Report: Global Smartphone Sales to Exceed 800 Million Units in 2015 Engage in the conversation!
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Between Us Pros
Why You Can’t Lose in Security
F
riends, colleagues, I bring you great news from afar. Having just attended several key industry events and conferred with dozens of industry insiders and analysts, I can tell you that your business is in high demand and the future could not look rosier. Caveats such as having to
By Scott Goldfine scott.goldfine@ securitysales.com
Meanwhile, according to studies by the Electronic Secuwork harder/smarter than ever before and a sluggish ecority Association (ESA) unveiled at the ESX show, the benomic recovery noted, we are embarking on one of the seculeaguered residential market is undergoing a major metarity industry’s most exciting and opportunistic periods. morphosis that holds high promise for security companies. First off, deal-brokers like Ron Davis of the Davis Group ESA Executive Director Merlin Guilbeau discussed trends and Mitch Reitman of SIC Consulting say the number of ingleaned from responses of member companies and convestors looking to acquire security businesses is far outstripsumers, and bounced the findings off Vivint COO Alex ping availability. Thus installing security company owners, Dunn, ABF Security Presiparticularly those with strong dent Joe Polizzi and Interrecurring revenue bases, are Installing security company logix President Bob Haskins. on the fortuitous side of a sellowners are on the fortuitous side The data focused on exer’s market. Suitors that have of a seller’s market. But why sell panded offerings beyond been sitting on stacks of cash when the future looks so bright? alarm systems (e.g. home waiting out the recession are Exiting electronic security right automation, energy managenow willing to pay a premium. now could be foolhardy based on ment, entertainment) and ilAh, but why sell when the futhe bullish projections. lustrated keen interest for ture looks so bright? Of course, both security companies and there are always personal and consumers. Providers report they presently earn 26 percent strategic reasons to get out of the business, sometimes if only of residential revenues from products other than alarms, temporarily to profit now and then wait for a noncompete rising to 37 percent by 2013. clause to run out. But two recent presentations indicate ex“The value proposition has to be better in order to coniting electronic security right now could be construed as altinue as a viable business. You have to go beyond what semost foolhardy based on convincingly bullish projections. curity has been with offerings like door controls, HVAC, enAt PSA-TEC, Imperial Capital Managing Director Jeff Kesergy management and more,” said Dunn. “We are seeing a sler told the audience: “Slowdowns in purchases by custom50-percent adoption rate on new services. The customers ers in some segments of the industry have rebounded strongreally love them and are willing to pay for them.” ly. Notably for those with high recurring revenues or those The research shows consumers find these offerings apintroducing managed service offerings in video and access pealing, and also that security system owners tend to be control, pricing increases on the existing customer base from early adopters of new technology. Also, home security comnew and improved services seemed to offset any downturn. panies top other provider types as the most trustworthy Today the security industry is attracting a lot of attention source for these products and services. “The existing cusfrom the financial community. It is pretty simple why: the intomer base is very ripe. Integrators need to become more dustry is growing, there are good macro-trend tailwinds, and aware and jump in to make a lot of money,” said Polizzi. the industry has been relatively recession resistant.” Not yet sufficiently pumped up? Perhaps Haskins’ comKessler cited robust prospects in government business. ment will do the trick: “The industry has changed more He said security funding is likely to increase due to prioriin the past two years than the previous 10, and I think the ties on protecting the homeland. Commercially, he projectnext two will be more than that. You are in a great posied new orders being driven by C-level and overall business tion, so seize the opportunities.” improvement decisions rather than viewing security as an ■ insurance policy. Hence, providers emphasizing solutions Editor-in-Chief Scott Goldfine has spent more than 12 years with SECURITY SALES & INand services above installation and products will prevail. TEGRATION. He can be reached at (704) 663-7125 or scott.goldfine@securitysales.com
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Industry Pulse In Depth
FBI Data Reveals Steady Decline in Major Crime tough one to sort out and isolate from than a million people to register an WASHINGTON — Crime levels fell all the other factors that are going on at increase in the total number of vioacross the nation last year, extending the same time,” Blumstein says. lent crimes, and the only two besides a multiyear downward trend with a There is anecdotal evidence to sugPhiladelphia to see a rise in murders. 5.5 percent drop in the number of vigest the increasing use of home seAll regions of the country experiolent crimes in 2010. Property crimes curity systems and other types of enced overall declines in property fell 2.8 percent, after a 4.6 percent safety measures contributed to the crime during 2010 from 2009 rates: drop the year before. reduction in property crimes in some down 3.8 percent in the South, 2.7 perThe latest figures released by the neighborhoods. But citing security cent in the Midwest, 2.5 percent in the FBI show the lowest level of violent systems as having a definite causWest and 0.5 percent in the Northeast. crime since the 1960s. All categories al effect is impossible, says for property crime — includBaltimore Police Departing burglary, larceny, motor ment Spokesman Anthony vehicle theft and arson — deGuglielmi. clined as well. “Burglar alarm systems Robbery also declined naare absolutely helpful, espetionwide — by 9.5 percent in cially when they are linked 2010 and 8 percent in 2009 to a monitoring center. But I — despite increased unemcan’t link that to any reducployment and a grim economtions in crime in our city,” ic outlook. Experts differ on he says. what could explain the deIn San Francisco, a conclines, but say economic hardcerted effort in working ship is a poor indicator for viwith residents to promote olent crime and a weak one at personal safety is being best for property crime. The latest figures released by the FBI show the lowest level of violent crime since the 1960s and a 5.5 percent decline in 2010 credited as a partial reason “The idea that unemployalone, following a 5.3 percent drop the previous year. Above, FBI for the city’s reduction in ment breeds crime is a lot headquarters in Washington D.C. property crime rates. more myth than reality,” says “Our police department has inAmong property crimes, motor veJames Alan Fox, a criminologist at volved the community in communihicle theft showed the largest drop in Northeastern University in Boston. ty policing — such as neighborhood 2010 — 7.2 percent — followed by lar“People don’t just lose their jobs and watch groups — to really reduce a ceny-theft, which was down 2.8 percent decide their only means of making a lot of the property crimes, including and burglary, a decline of 1.1 percent. living is through crime.” burglaries and grand theft,” says San Alfred Blumstein, a professor and a In Fox’s view, the declines signify Francisco Police Department Lt. Troy criminologist at the Heinz College at success in comprehensive crime preDangerfield. Carnegie Mellon University in Pittsvention efforts by law enforcement, an Beyond providing burglar alarm burgh, says he is not aware of any aging population, the changing drug concrete evidence to explain declining systems, installing security contracmarkets, among other factors. tors are uniquely positioned to share crimes rates in 2009 and 2010. “I have The bureau’s preliminary statisthe same kind of educational mesheard a number of explanations, but tics for 2010, released in late May, are sages with their customers, Dangerno one has it pinned down,” he says. based on data from more than 13,000 field says. Notwithstanding the growth in selaw enforcement agencies nationwide. “Do you lock the door? Do you curity system installations and techThe FBI data indicates violent close the windows? Do you use dounological advances, there is no empircrime fell in all four regions of the ble locks? Can you vary the times that ical data to gauge the role electronic country in 2010 — 7.5 percent in the you go to and from your home? Maysecurity may play in helping reduce South, 5.9 percent in the Midwest, 5.8 be you can go home today for lunch. some crimes. percent in the West and 0.4 percent in Providing that type of information “Security in general has improved the Northeast. New York and San Ancan be so important,” he says. rather continuously, but it would be a tonio were the only cities with more securitysales.com • JULY 2011 13
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Industry Pulse Industry News
Motorola Mobility, Honeywell to Provide Connected Home Security Solution CHICAGO — Motorola Mobility Inc. and Honeywell Security Group will partner to develop an end-to-end security solution for cable and telecom service providers. The connected home security service will enable remote management of alarm panels and associated security devices using multiple control interfaces, including TV, smartphone, PC and tablet. A concept demonstration of the solution was highlighted at the 2011 Cable Show in Chicago in June.
The turn-key system combines Motorola’s 4Home open software platform and Honeywell’s security systems and Total Connect remote services. It will allow service providers to support connected home security and deliver a variety of additional value-added services to subscribers such as home monitoring, energy management, home health and others. “We are looking forward to this collaboration with Motorola as it highlights the synergies in our approach to the connected home market,” says Jo-
Middle Atlantic Products Now Part of Legrand WEST HARFORD, Conn. — Legrand, a provider of electrical and digital building infrastructures, has completed its acquisition of Middle Atlantic Products. The New Jersey-based company will become Legrand’s new commercial A/V division, focused on A/V products and solutions for commercial, residential, security and broadcast applications. Terms of the deal were not disclosed. The acquisition allows Legrand to offer more infrastructure products and solutions to better service the needs of the growing A/V markets, according to the company. Middle Atlantic President Mike Baker will serve as president of the new division. “The Middle Atlantic brand, operations, and services are continuing as they always have,” he says. “Now that we have the backing and support of a global company, we will be able to consider new products and services. That will only increase our ability to serve our customers and the installation community going forward.”
Cernium, Sprint to Offer Mobile CCTV and Alarm Verification Solution RESTON, Va. — Video analytics provider Cernium Corp. and Sprint have partnered to offer a wireless mobile broadband video surveillance and alarm verification solution. The CheckVideo|Sprint 3G (CV43G) combines Sprint’s wireless network and Cernium’s video analytics technology and software as a service (SaaS). By use of security cameras, the product sends real-time video alerts, allowing users to verify alarms and reduce false alarms. The solution easily adds on to existing security systems, says Phillip Robertson, vice president, security and alarm division, Cernium. “Cameras can now be placed virtually anywhere at a fraction of the cost of a conventional surveillance system,” he says. “Sprint’s anti-jamming and eavesdropping technology provides the added benefit of highly secure wireless transport.” Users can log on to the CheckVideo Web portal to view live, recorded or alarm video from any camera in the system at any time within the Sprint 3G nationwide coverage area. Video alerts of user-defined events of interest are based on the presence of a person or vehicle, not just motion, and can be sent to E-mail addresses, smartphones, the CheckVideo Web portal or central stations.
Anna Sohovich, president, Honeywell Security and Communications Americas. “By integrating Honeywell security with Motorola’s software platform, we will once again be delivering scalable, mass-market solutions that optimize security functionality for both subscribers and service providers.”
ASIS to Offer New Systems Integrator Track in Orlando ALEXANDRIA, Va. — A new education track designed for system integrators will launch at ASIS Int’l 57th Annual Seminar and Exhibits in Orlando, Fla., in September. The track will educate attendees on the security trends, challenges and requirements within various vertical markets. End users managing physical security, loss prevention and safety practices will lead the PSA Security Network-endorsed track, says
ASIS Int’l will offer its first ever educational track devoted entirely to systems integrators at the conference in Orlando, Sept. 19-22.
lead developer of the new programs, Steve Surfaro, Axis Communications. “Practitioners in more than 10 key vertical markets will deliver content on compliance in each market. They will also discuss new challenges they are facing that integrators can help solve. Lastly, attendees will learn a framework for how to conduct business with practitioners,” Surfaro tells SSI. An entire team of consultants and key members of the nation’s largest integrators helped develop content for the program. The sessions combine compliance and boot camptype core topics, followed by an informative question and answer panel. Attendees who complete the courses will earn continuing education units (CEUs). SSI will detail the new track in its August issue.
14 securitysales.com • JULY 2011
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Industry Pulse
HOT SEAT: Advancing Industry Best Interests As chief technology officer and vice president of industry relations of ADT North America, Jay Hauhn has many irons in the stove on any given day. Hauhn’s work to advance and broker industry relations among disparate associations and other stakeholders has earned him much praise among his peers. Earlier this year he was elected into the SSI Hall of Fame, as well as honored with the William N. Moody Award by the Security Industry Alarm Coalition (SIAC). What is most challenging about working with multiple groups that have such distinctly different interests? The biggest challenge is parochialism — ‘Stay out of my world.’ Many issues affect the membership of multiple associations, and too often each of the associations want to own it. That often causes hard feelings. I enjoy being the statesman who works to bring them together to reach a common goal. That especially comes out with federal issues and federal legislation. Do you end up brokering a lot of cat fights? The leadership of all these associations are all very professional. [The friction begins] when each one starts going down a road by themselves, whereas if we come together we are going to achieve the goal quicker. A good example of where the associations should come together is in federal licensing of employees. CSAA initiated an action that would legislate federal licensing for monitoring center agents. ESA would like to see the legislation include installers and servicemen. In the end, being inclusive
Jay Hauhn CTO and Vice President of Industry Relations ADT North America
of all those employees would be ideal; however, we can probably get it done faster if we do a piece of it at a time. What is your message to dealers who don’t volunteer in association work nor provide financial support? This is my pet peeve, the fact that a majority of industry dealers don’t contribute a penny to industry associations, even at the state or local level. That is even when there is a local issue that impacts them directly. They all run for cover when it comes to writing even a small check. There is no way to enforce participation and I’m not too sure what to do about it. It is a very fragmented industry. There are thousands of alarm dealers — under 200 of them contribute. For a mom and pop company with four employees, $100 to SIAC would help. A couple of the national companies don’t contribute their fair share either.
In 10 years time, what might a typical residential account look like? The key here is that we are becoming a video centric, wireless society. Video is becoming commonplace. Wireless is now the norm. Those two enablers together with other little pieces — software applications that use data, analytics and video analytics — are going to drive some incredible, interactive capability. A lot of that is going to be driven by the absolute need to be green, to have energy conservation capability. That will put the financial oomph behind being green. Energy costs are going to continue to go up, so interconnecting all these things wirelessly and making them all interactive will lead to very innovative capabilities. The convergence of physical security and IT that is happening in the commercial marketplace is going to happen in home systems, albeit on a smaller scale. If you think about it, IP is a world standard that enables interoperability. Futurists have been talking about smart home devices for decades — be it your washer, your dryer, your refrigerator, your oven, or even your front door. Since most appliances now have processors in them, adding IP communications is easy and cheap and that is going to make the interoperability fairly simple. We are almost there. The financial rewards for getting these devices to talk together and the [green movement] is going to drive the application development. FIND IT ON THE WEB F For much more from our conversation, visit F the Hot Seat archives at www.securitysales. th com/hotseat.
. . . . . . . . . TRANSACTION Ticker . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . … Pixim Inc. acquires Advasense Technologies Ltd., a CMOS image sensor technology provider … Legrand completes its acquisition of Middle Atlantic Products to become Legrand’s new commercial A/V division … Kaba Group acquires e-Data, a provider of Web-based appliance solutions that combine physical access control and time collection. 16 securitysales.com • JULY 2011
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Convergence Channel
Tour de Convergence Comparisons are often made between the competition and endurance aspects of athletic activities to pursuits in the business world. Eight tips for riding high illustrate parallels between the convergence wave and cycling.
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ou’ll need all 21 speeds+ for this hilly road course! The convergence market redefines competition with new rules, people, standards, expectations, channels of distribution, training requirements, technology, approaches to physical security, customers and expectations for performance. Earning the yellow jersey each leg of the journey will take strategy, commitment and energy.
company are in condition to take advantage of the new opportunities and changing customer conditions. I was giving this matter some thought while on my morning bicycle ride (can you tell?). Funny how difficult it is to remain fit in my “greybeard” period. Just when you have it figured out, it gets tougher, just like running a company. My ride revealed an analogy to the convergence market. As a result, I came up with eight rules to ponder as you look at your true converged business opportunities, your current condition and some guidelines (rules) to get into shape.
Rule #1: Get Conditioned
Whether bicycling or charting a new business direction, knowing where you are headed can define the quality and profitability of your trip.
There are many different growth opportunities to leverage a company’s strengths in the converged marketplace. It can be confusing for the entire industry food chain, including manufacturers, distributors, manufacturer reps, systems integrators, trade associations and end users to understand their roles. There are numerous “gear” selection choices, and whether facing a business or a high stakes bicycle race, I am not just talking about products. The convergence growth opportunities are significant if you and your
Before taking a 12-mile ride or providing network-based physical security solutions, you better get some basic conditioning. Otherwise people are likely to find you sprawled out next to the bike path or in your banker’s office asking for an extension on your operating credit line! Basic conditioning for riding may include walking for a week or two. The same may also be true as a systems integrator by taking a walk through your company. Walking provides the right pace to objectively observe and analyze your strengths and weaknesses. Slow it down a bit. Rushing into business decisions or exercise can have disastrous results. Taking it slow allows you to continually increase the complexity of your routine, as well as taking on larger and more complex network-centric projects. This approach “conditions” you for growth and strength. In a recent debriefing of a lost project ($5 million
By Paul Boucherle paul@matterhornconsulting.com
range) for a client with their general contractor, they revealed that they looked for subcontractors that showed a history of “scaling” project size; so they learned from growth.
Rule #2: Plan Your Journey Whether bicycling or charting a new business direction, knowing where you are headed can define the quality and profitability of your trip. When biking I like to plan the “uphill” or high resistance legs (hills) early when I have more energy. This also makes sense when taking on new challenges in the business world. I find that the uphill legs in business often involve the planning and analyzing of capabilities. We get so busy “running” the business that we find little energy for “planning” the business because it is difficult. Where will you anticipate the toughest part of your journey? What will be uphill in your trip? What resources can you tap into to help provide depth in your growth phase? Outside partners can provide some objectivity and act as a sounding board. Do your planning early and with discipline when you have the energy. The more energy you expend in the outbound part of your journey, the easier the ride home will be. Make sure you check the prevailing winds before your trip!
Rule #3: Know Your Competition Biking with my son, Brian, who is a 20-year-old rugby player at Kent State University, is a great way to hang out until I try to keep up with his pace!
18 securitysales.com • JULY 2011
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Convergence Channel
My son pushes me. A good competiRule #5: Know How Machine I start, so while I was not happy, I did tor will push you to be better. The abiluse my head. Works ity to “step up” your game is much like Don’t let your emotions or competiYour business or your bike has nucompeting against a smaller, younger tors draw you into a decision you may ances that time and experience help and fast moving IT-focused company later regret. you appreciate. Is your machine built that wants to expand into the physical for speed or comfort? By this I mean security integration market. can your company adapt quickly or Rule #7: Time Your Resource Use This is not to say you should try will it take time to move them out of Make sure you have the right gear and match a competitor’s for the journey you are planstrength head-on. Instead, ning. For example: a mountain We get so busy “running” the bike has knobby tires that are find and understand your business that we find little energy great for traction in the dirt, but unique strengths. For for “planning” because it is difficult. dramatically increase rolling reme, experience and cunWhere will you anticipate the sistance on paved roads. While ning can give me a small toughest part of your journey? a one-speed beach cruiser is fun edge with my son. If your What will be uphill in your trip? in the sun on flat ground, it will strength is in a vertical What resources can you tap into? flat wear you out trying to tackmarket with strong referrals, then exploit that le the Colorado Rockies or even knowledge, your relationsmall hills here in Ohio. ships and the opportunities. When a A convergence journey means you their “comfort” zone into a new marlarge, well-funded competitor is playneed to select the right gear as well. ket? Staying in the right gear throughing in your market space, work and Choose manufacturing partners that out your business journey or ride pedal smarter. will “gear-up” your team with suptakes experience. port and training. Look past price to The advantage of being “experihow well they will support you in the Rule #4: Be Ready for All Weather enced” means you know how to pace race, and what their expectations are yourself against stronger and more agWhen you pursue new market segof your team. gressive competition (remember my ments or head out for a ride, the Technical training is considered son, Brian). This means you should weather forecast can play a huge part foundational to a systems integrator’s know how and when to shift gears. in the success of your journey. If you success, but what about the sales and Your team needs to recognize when to are pedaling into a strong headwind, marketing training support? downshift or up-shift when working it is a very visceral experience between with new department stakeholders, eseffort and forward progress. In busipecially the IT team. ness, the feedback of wind in your Rule #8: Drink Plenty of H²O face may be more subtle and fool you, Whether pushing yourself on a chalwhich can lead to poor decisions. lenging ride, or competing in a new Rule #6: Know Your Limitations An example would be a drop in your technology space, you must sustain the Although Clint Eastwood said it margins to compete in hardware sales. effort and hydrate frequently. To comfirst, I will emphasize the fact that unRecognize that you may have to look pete in the converged market, your team derstanding your strengths and weakfor other value-added services to meet needs the right training and skills, the nesses is key to a successful busiyour profitability goals. Headwinds “vital fluids” of a competitive company. ness plan, and a successful bike ride. can be managed if you acknowledge Leverage all of your channel partners Knowing objectively where you are them, note their direction and deterthat have a sincere and vested interest strong, where you have some weakmine their velocity. Knowing the diin your continued success. Seek out the ness, and where you want to get off rection of competitive headwinds may best and most innovative training apyour bike and walk it up a hill, is help you understand the resistance you proaches that can replenish your entire smart and healthy. will encounter on your route, but more team. Look for companies that have When we were biking in Coloraimportantly to plan alternate routes worn the yellow jersey in the past and do last August at 9,500 feet and apthat take less energy and money. want you to be part of the team. proached a very steep hill, my son just ■ When I encounter strong headstood up and went for it. I chose disPaul Boucherle, Certified Protection Professional winds, I hunker down on the hancretion as the better part of valor. I (CPP) and Certified Sherpa Coach (CSC), is principal of Canfield, Ohio-based Matterhorn Consulting (www. dle bars and complain about my bad walked the bike up a short but intense matterhornconsulting.com). He has more than 30 years back to my son. Remember that cun“hill.” We were only 15 minutes into of diverse security and safety industry experience and can be contacted at paul@matterhornconsulting.com. ning reference? a 90-minute ride. I always finish what 20 securitysales.com • JULY 2011
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6/29/11 10:43:42 AM
Tech Talk
Meeting System Installation & Performance Requirements If you provide quality products and services they should perform to the best of their design and ability. Your new assignment is to help communities, jurisdictions, cities, townships and customers find a way to encourage better security system performance and design.
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Educate Your Local Officials Your communities, jurisdictions, cities, townships and customers need you and your security services more than ever. However, many just don’t know it. Your new assignment is to help them find a way to encourage better security system performance and design. As you
Courtesy UK Home Office
ecently I was discussing CCTV system performance assessment with a colleague. The topic brought out some of the passion we both share for CCTV system “best practices.” It also made me think of how many in our industry are missing
CCTV target patterns allow security contractors to evaluate new cameras, lenses and recorders. They also help ensure systems perform as expected without problems such as attenuation from poor cable connectivity or digital compression.
some great opportunities to generate new business in their communities. This month I have decided to dedicate some time to your system installation & performance requirements (SIPR).
may have heard me say in the past, the perfect storm is brewing: New opportunities abound for your company and the jurisdictions you service. One of the best examples I can think of is the ongoing cry heard from
By Bob Dolph bdolph.ssi@gmail.com
authorities for the reduction of false alarms. Municipalities have panicked due to dwindling finances and manpower. While false alarm ordinances and fines are in place, there is more that both you and they can do. It has been statistically proven that false alarms can be considerably reduced and system performance improved by an ongoing commitment to system maintenance, inspections and operations training. The model has already been established with fire systems and annual inspections. Wouldn’t it also better serve the community to have other security systems such as intrusion, duress, PERS, access and, yes, even CCTV included? Security system technology is unique in that a system may sit at the ready for years and then at a moment’s notice need to perform quickly and reliably for the safety of both the customer and the community. This is often not the case with poorly designed and maintained systems, and inadequately trained personnel. The insistence of local authorities to have a reliable and enforceable SIPR program is not only good for the community, but can also provide additional service revenue streams for your business. The concept is simple: If you provide quality products and services they should perform to the best of their design and ability.
22 securitysales.com • JULY 2011
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Tech Talk
Essential SIPR Building Blocks Many security companies already have some form of a SIPR program in place. If you do not have a program then now is the time to start. Become a leader of quality security products and services in your area. Do you have a local alarm association? If so, are you a member? You might want to discuss the topics with your fellow members. There is already some really great information, assistance and aids available to help put these SIPR programs in place. It can also cost very little to standardize on certain best practices. One endeavor I’ve talked about before but is worth repeating is the Installation Quality (IQ) program. The IQ Certification Web site (iqcertification.org) has some very good checklist forms you can download for free. IQ is a good example of a program or organization that has evolved from the need for good workmanship and system performance. I can almost guarantee that your local AHJ is not aware of such a program or documentation. Again, you are the security professional, so spread the word. Let’s take a look at some of the key SIPR building blocks: System design — Does your system meet guidelines from UL, National Fire Protection Association (NFPA), the manufacturer and AHJ? Does the sales prospect understand what is available and what they are approving? Are your personnel certified and trained? Have all the causes and effects of system performance been reviewed with the customer? System install — Did you set an installation schedule review with the customer? Is the system being installed as professionally and expeditiously as possible? Have the manufacturer’s installation suggestions been taken into consideration? Is there an installation assignment list so all involved know when and what is to be done? Are personnel certified and trained? On larg-
TECH TALK Tool Tip High definition TV monitors are starting to pop up everywhere in ct security work. Customers expect more out of their “high def” s. CCTV monitors and video walls. This month, I selected a low-cost approach to provide a calibration method to these high performance monitors. It is the HDTV Calibration Wizard DVD from Imaging Science Foundation Inc. You can check it out further at imagingscience.com.
er projects, what are the milestones? At what points do inspectors need to visit? Is the customer in the loop on progress? System performance inspection — Has the equipment been tested per manufacturer’s directions and training? Has the final inspection been conducted with the AHJ and inspectors? Do you have completed inspection lists? System training — Does the customer have copies of all equipment documentation in the system? Have you provided hands-on training for all system operators? System wrap-up — Has the customer signed off on the system design, installation, testing and training? Do you have an annual maintenance program in place?
Applying SIPR to CCTV Systems Security video is everywhere today; however, good forensic video is still rare. Quality recorded evidentiary video is important at the time of a crime for both the owner of a business and the community. This is another great opportunity for establishing a SIPR program with your jurisdictions. Recently, I revisited a video measurement and testing method I covered some time ago (June 2004) called the Rotakin target system. This sys-
TThe HDTV Calibrattion Wizard is a uuser-friendly setup d disc. Pop star Jenna D Drey walks viewers th through the steps to ma make HDTV look better and work longer. Court Courtesy Image Science Foundation Inc. Found
tem was put into place in the United Kingdom and helped provide a performance standard for CCTV systems. I am glad to report there are new updates and free material you can download from the U.K. Home Office Web site (www.homeoffice.gov.uk/scienceresearch/). The new handout packet contains facial, license plate and resolution/performance targets that will allow you to set up your own CCTV SIPR testing program (see photo). While CCTV SIPR programs are more common in countries like England, some are starting to make inroads in the United States. One such community you may want to review is El Cerrito, Calif., and its Video Surveillance Act (www.el-cerrito.org/police/cctv.html). The city’s ordinance requires video surveillance systems meeting specified technical requirements to be placed in certain establishments. El Cerrito’s Web site has some good reference documentation that might assist in building that SIPR bridge with your jurisdictions. While municipalities cannot specify one company or vendor over another, they do a good job of providing a listing of suggested companies that meet their minimum requirements. ■ 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.
24 securitysales.com • JULY 2011
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Fire Side Chat
NACs: Do the Math Voltage drop is critical to the proper operation of devices attached to a fire alarm system. Nowhere is this as true as with notification appliance circuits (NACs) that connect to a fire alarm control panel. Seven steps show how to do the calculations.
I
n recent columns the past few months we’ve discussed the issue of critical calculations often required by fire authorities. NFPA 72 in particular specifies that calculations be made prior to the installation of a new fire alarm system. In a word, these calculations are a requirement, not an option. For example, in January we covered battery life and how battery size is calculated in order to assure 24 hours of standby operation and a subsequent
used by fire alarm companies when planning a new system in a commercial building where the Use Group calls for a fire alarm of some kind. Part of that procedure, as you will recall, requires battery and voltage drop calculations. Voltage drop is extremely critical to the proper operation of all electronic and electrical devices attached to a fire alarm system. Nowhere is this as true as with NACs that connect to a fire alarm control panel (FACP). This is especially important when working in exceptionally large buildings that can require thousands of feet of wire. Knowing what the voltage drop is at the end of a NAC is essential. The code reference with regard to voltage drop calculations can be found in Section 10.18.1.2, NFPA 72, 2010 Edition.
Assemble Necessary Information
An Abbott Fire & Security technician checks the operation of the notification appliance circuit (NAC) devices in a fire alarm panel to assure proper operation.
ring time of either five (evacuation-type) or 15 minutes (voice evacuation alarm communications [EVAC] system). This month, we’ll discuss voltage drop calculations, especially where it involves notification appliance circuits (NACs). In each instance, we’ll show you how to do the math.
Calculations and Submittal Process In May’s “Fire Side Chat,” we discussed the submittal procedures
Before you can calculate a single voltage drop anywhere in a field NAC, you must gather all the right information. In the next section, we’ll discuss the steps you need to take in order to make the right calculations. Begin by measuring the amount of wire you need on each NAC. In practice you’ll have to know the maximum allowable current per in-panel NAC, as well as the current drawn by each NAC device in order to perform the necessary voltage drop calculations. Most modern-day alarm control panels provide 3 amps of operating current per NAC on alarm. This will vary with the make and model of the panel, so be sure to check the specifications of the equipment you’re using.
By Al Colombo abc@alcolombo.us
Visual NAC devices usually draw in the area of 0.058A and combination audio/visual models typically draw 0.085A. Specification sheets will also provide information on the minimum voltage necessary for proper operation, which is usually 16VDC when working with a 24VDC system. Remember, just as the NACs above, you need to double check the specifications of your NAC devices so you have the right numbers to plug in to the calculations. The last element you’re going to need is a reliable conductor properties chart, like the one that can be found in Ugly’s Electrical References book (www.uglys.net).
7 Steps to Calculate Voltage Drop In this article we’re going to do the math by hand using a step-by-step process. For example, let’s say we have a 300-foot NAC with 10 Model GE324 visible-audible signaling appliances made by Gentex. Step 1: Find the total per unit current drawn by each device on the circuit. According to the specification sheet, each strobe draws 60mA (0.060A) and each horn (Temporal 3, high setting) draws 28mA (0.028A). Adding the two together we have a total of 88mA (0.088A) per unit. Step 2: Total the current drawn by each device on the NAC to find total current. In this case, 10 units on a single NAC gives us a total current draw of 10 X 0.088A = 0.88A. Ideally we want 10 percent above this amount for
26 securitysales.com • JULY 2011
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Fire Side Chat headroom, or 0.88A X 0.10 = 0.088A + 0.88A = 0.968A total current. Step 3: Determine the to-and-from distance of the circuit. In this case, we have a 300-foot run, or 300 feet X 2 (conductors) = 600 feet total. Step 4: Utilize a conductor properties chart to determine the resistance of the cable at the end of the circuit. An 18 AWG conductor, for example, has a resistance of 7.77 Ohms per 1,000 feet, so divide 600 by 1,000 and multiply that by 7.77 to find the actual resistance: 600/1,000 = 0.6 X 7.77 = 4.662 Ohms. A 16 AWG conductor has a listed resistance of 5.08 Ohms at 1,000 feet. Again, do the math by multiplying 5.08 by 0.6 = 3.048 Ohms. Step 5: Determine the voltage at the end of the NAC. To do this, we use
simple Ohms Law: I X R = E. We know the total current in our circuit is 0.968A (see Step 2) and we know that the actual resistance of our circuit to be 4.662 Ohms using 18 AWG and 3.048 Ohms using 16 AWG wire. Doing the math: 0.968A X 4.662 Ohms = 4.513 Volts using 18 AWG, and 0.968 X 3.048 Ohms = 2.95 volts for 16 AWG.
lowest and highest voltage allowable for proper operation. In this case, our GE3-24 visible-audible signaling appliances have an operating voltage range of 16VDC to 33VDC. As you can see, using the voltages derived in Step 6, either gauge size will work — but clearly 16 AWG would be the better choice.
Step 6: Determine the actual voltage drop at the end of the NAC. To do this, begin by subtracting the voltages in Step 5 from the operating voltage at the head of the NAC: 24V - 4.513V = 19.487V for 18 AWG, and 24V - 2.95V = 21.05V for 16 AWG. Step 7: Determine which cable size to use based on actual voltage at the end of the circuit. Use the manufacturer’s specification sheet to find out the
To simplify the process of determining wire size, check out the “NAC Circuit Calculator� on Automatic Fire Alarm Association’s (AFAA) Web site (www.afaa.org) in the resources section. It will provide an automated go/ no-go method of determining wire gauge using a common spreadsheet program. ■Al Colombo is an award-winning writer who has covered electronic security and life safety since 1986. Visit his Web site at www.alcolombo.info, and check out his Security Sense blog at www.securitysales.com/blog.
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Monitoring Matters
Sales Pitches: Sweat the Small Stuff
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©iStockhoto.com/Jacob Wackerhousen
any arguments or offerings and dealer business models debates could be that exist today. That said I am conBy Peter Giacalone cerned a good many traditional dealstarted on how peter@petergiacalone.com the electronic seers — even those with the desire to maintain clients with comprehensive curity industry has changed during systems and that consider securing all the past two or three decades. Consider the advances to hardware, software, openings and areas of a home — are Consumers long for valuable inreally starting to miss out. communications channels and servicformation, especially when it comes es, just to name a few. to areas where they are not Another vast area that has highly educated. Although sechanged is the methods in curity has grown and conwhich security and especialsumers are more educated ly home burglar alarm systhan in the past, they are not tems are marketed and sold. up on a lot of the new techFor the veterans of the indusnology. This presents the try, we remember when home greatest opportunity for the security barely had any type dealers who are willing to of marketing presence. Now take the time to explain what we see television, newspaper, is available, and possible. magazine, billboard, online This is a great value when and other mediums constantpresenting to new users and ly pitching home security. especially when presenting to The growth of Internet sales and door-knocking campaigns have In addition, some of the existing or experienced users. fastest growing alarm compa- caused some traditional alarm dealers to resort to a faster, less com- The experienced user is lookprehensive sales pitch. Consequently, many dealers are missing out nies have skipped right over ing for new reasons to make a on additional revenue after straying away from presenting a more traditional marketing methsecurity decision. This will put holistic sales conversation that would highlight additional services, technologies and accompanied monitoring. ods and resolved that knockyou ahead of the competition, ing on doors produces the best especially when the comperesults. All in all things have changed tition is not offering a comprehensive This is because they have strayed significantly. Although this may be true, presentation and demonstration. away from telling the entire story to many security professionals believe cerIn short, times are not exactly the their perspective clients. It is essentain fundamentals should never be lost. best. I don’t believe anyone likes to tial for a presentation be complete, inIt seems the rapid pace of Internet leave “money on the table.” Quality cluding the in-home demonstration as sales and door-knocking campaigns leads and new sales are hard to come well as bringing the central station into have caused some traditional alarm by. It is crucial that we do all we can in the sale. To illustrate this point, dealers dealers to resort to a faster, less coma professional manner when in front of who utilized two-way audio verificaprehensive sales pitch. Some have a potential client. The tools and serviction demonstrations have experienced gone from the comprehensive in-home es are available; don’t forget to utilize an increase in their closing ratios. sales presentation to a fast-and-furious them during every sales presentation. With all the great strides made in pitched attempt at a power close. I am sure you will find it brings you new technologies, dealers have such more sales that yield greater margins. ■ great opportunities nowadays to demonstrate services such as Web access, Tell a Holistic Story to the Client smartphone access and control, and The residential security channel has Peter Giacalone is president of Giacalone Associates, remote video, among others. room for the wide variety of life-safety an independent security consulting firm.
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THERMAL IMAGING FOR
DUMIES
DEALERS / USERS / MANAGERS / INSTALLERS / ENGINEERS / SALESPEOPLE
History of Thermal Imaging
© 2011 Video Security Consultants
Continuing Education Sponsored by FLIR Part 1 of 4 Brought to You by
Presented by
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THERMAL IMAGING FOR
DUMIES
Part 1 of 4
WARMING UP TO
Thermal Imaging
W
Illustration by Jerry King
Although it has been receiving a lot more attention recently within security industry circles, thermal imaging goes back hundreds of years. It’s come a long way since then to become applicable and affordable for myriad video surveillance uses. Begin with the basics and ramp up for these opportunities.
BY BOB WIMMER
elcome to Part I of the latest in SECURITY SALES & INTEGRATION’s acclaimed “D.U.M.I.E.S.” series: “Thermal Imaging for D.U.M.I.E.S.” Brought to you by FLIR, this four-part series has been designed to educate readers about recent advances in technology and systems that are likely to shape this decade’s progression of the video surveillance industry. “D.U.M.I.E.S.” stands for dealers, users, managers, installers, engineers and salespeople. This particular series delves into thermal imaging as it pertains to capturing video surveillance in low- and no-light ap-
plications. While this installment establishes a working foundation for further study by explaining what thermal imaging is in basic terms and revealing its history, successive entries will address technology specifics; incorporating thermal into system design; and application examples and solutions.
Thermal Imaging Explained Thermal imaging was made possible by the discovery of infrared energy over two centuries ago. Thermal imagery is the use of specialized equipment to detect infrared energy and create images out of tiny differences in that heat. As the securi-
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ty industry continues to advance, many avenues now require more sophisticated methods in order to provide a higher degree of surveillance. This includes the ability to see in areas containing very little or no light, or areas of extreme contrast that make it very difficult to distinguish between good and bad. In the past (prior to 1992), conventional night vision products consisted of IR illuminators or intensified imaging devices such as silicon intensified target (SIT) or intensified charge couple devices (ICCD). Intensified imagers focus existing light on the photocathode of an intensifier. The light causes electrons to be released. These electrons are then accelerated by a high voltage (about 15,000 times). The accelerated electrons are subsequently focused onto a phosphorous screen. The energy of the electrons makes the screen glow, which in turn is received by a CCD sensor producing a video image. A major disadvantage of intensifiers was their life expectancy. For the most part the average device lasted only about 15 months. In addition, this device does require some existing light in order to function. So in a totally darkened environment light amplification would yield no image, whereas a thermal imager would. However, what happens if there is no existing light available?
The infrared range of lighting is by far the most popular. The main reason is in the cost of the equipment. However, there are drawbacks. Unlike intensified cameras, IR devices emit a light source in order to illuminate an area. The other methods rely on existing light (intensified) or energy (thermal) to produce an image. IR illumination is an active device. Therefore, the first problem area is the wavelength of the emitted light. IR illumination operates on a completely different electromagnetic spectrum than that of thermal. The wavelength incorporated in IR illuminators ranges from 850 to 940nm (nanometers). This can produce some undesirable results depending on the material being viewed. Since IR is an active device it can leave a footprint behind. In some cases that can be a major disadvantage, especially in security and law enforcement applications. As an active device and operating at a range not detected by the human eye, safety also becomes an issue. If any dealer or installer has discussed or implemented IR illuminators in a system, the topic of eye safety will always come to the surface. Since the human eye does not recognize the IR spectrum of light, the iris of the eye will not react. This may cause some damage to the retina. Depending on the light source, the safety requirements will change.
The older style of illuminators incorporated large lamps that could reach distances of 1,000 feet or greater, which could cause damage if viewed from closer than six feet. This now brings us to thermal imaging. All objects over absolute zero (the temperature at which all molecular activity stops), including human beings, emit infrared energy (also called thermal energy). This infrared energy is not to be confused with the radiation emitted by IR illuminated cameras. Infrared energy is part of the electromagnetic spectrum from 0.75μm to 1,000μm; IR illuminated cameras only use part of the near IR (NIR) waveband at the bottom of that scale from 0.75-0.94μm. Thermal imaging cameras use either the midwave IR (MWIR) band of 3-5μm or the longwave IR band from 8-12μm. Warmer objects emit more IR energy than colder objects. This emitted energy can be translated into a viewable image by the use of a thermal imager. On the monitor screen of a thermal camera set to white-hot, hotter objects appear as white on the monitor screen whereas cooler objects appear as black. Objects between these temperatures are displayed in different shades of gray or color. Thermal imagers can perform exceptionally well in adverse weather conditions due to the fact they do not rely on
Electromagnetic Spectrum Chart
Infrared energy has longer wavelengths than visible light. Its imaging bands are divided into short-wave IR (SWIR), midwave IR (MWIR) and longwave IR (LWIR) wavebands. securitysales.com • JULY 2011 A3
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THERMAL IMAGING FOR
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light but rather emitted energy. Because the IR wavelength is longer than the visual light wavelength, thermal imagers can detect emitted energy through smoke, dust, fog, blowing sand, rain and snow. Thermal imagers are totally passive in nature. This means they do not emit any kind of energy; they only detect IR wave lengths. Thus they do not have a footprint that can be detected by other types of covert devices.
Midwave Infrared (MWIR) — This range is located in the 3-8μm waveband, but the stretch from 5-8μm suffers from extreme atmospheric attenuation so it is not used for imaging.
The infrared portion of the electromagnetic spectrum can be divided into areas that react differently and have specific applications. Following is a brief description of the basic areas and a few of their functions.
Short-wave Infrared (SWIR) — This waveband is between 0.9-3.0μm. Water absorption increases significantly at 1.450μm. The 1.530 to 1.560μm range is the dominant spectral region for longdistance telecommunications as used in single mode fiber-optic systems.
nance requirements than their cooled counterparts. Far infrared (FIR) — This range resides in the 15-1,000μm area. It is used in laser technology, most recently incorporated into today’s saunas.
It All Began Back in 1800
An Electromagnetic Exploration
Near Infrared (NIR) — The NIR band is between 0.74-0.9μm. It is commonly used in fiber-optic telecommunication because of low attenuation losses in the glass medium. Image intensifiers are sensitive to this area of the spectrum. Examples include night vision devices such as night vision goggles.
Part 1 of 4
Experiments in 1800 by astronomer Sir William Herschel led to the discovery of light beyond the visible spectrum. He referred to it as the thermo-metrical spectrum.
MWIR imagers usually, but not always, use cryo-coolers to cool the detector in order to be sensitive to thermal energy. Longwave Infrared (LWIR) — LWIR energy is in the 8-15μm waveband. Longwave imagers are usually uncooled sensors, so they have no moving parts and drastically lower mainte-
Current thermal imagers are based on technology that was originally developed for the military. However, thermography is not as new as most would believe. On Feb. 11, 1800, astronomer Sir William Herschel was searching for optical filter material to reduce the brightness of the sun’s image in telescopes during solar observations. While testing different samples of colored glass that gave similar reductions in brightness, he became aware that some of the filter samples passed very little of the sun’s heat. Others passed so much heat that the risk of eye damage was possible after only a few seconds of observation. When using a red filter, Herschel found there was a lot of heat produced. He discovered infrared radiation in sunlight by passing it through a prism and holding a thermometer just beyond the red end of the visible spectrum. This thermometer was meant to be a control to measure the ambient air temperature in the room. He was shocked when it showed a high-
Thermal Imaging Timeline Sir William Herschel, an astronomer, discovers infrared
The first infrared-sensitive electronic television camera for anti-aircraft defense is produced in Britain
1800
Philips and English Electronic Valve (EEV) develop the pryoelectric tube, which led to the first naval thermal imager used by the Royal Navy for shipboard firefighting
1929 1880 The bolometer is invented
1970 1950-1960 Development of single element detectors (line images)
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er temperature than the visible spectrum. Further experimentation led to Herschel’s conclusion that there must be an invisible form of light beyond the visible spectrum. When Herschel revealed his discovery, he referred to this new portion of the electromagnetic spectrum as Calorific Rays. The first so-called heat-picture became possible in 1840, the result of work by Sir John Herschel. Based upon the differential evaporation of a thin film of oil when exposed to a heat pattern focused upon it, the thermal image could be seen by reflected light where the interference effects of the oil film made the image visible to the eye. Sir John also managed to obtain a primitive record of the thermal image on paper, which he called a thermograph. The improvement of infrared detector sensitivity progressed slowly. However, in 1880 a major breakthrough, made by American astronomer Samuel Pierpont Langley, was the invention of the bolometer. This instrument is used to measure IR, or heat, radiation. The bolometer is essentially a very sensitive thermometer. The first unit consisted of a thin blackened strip of platinum connected in one arm of a Wheatstone bridge circuit upon which the infrared radiation was focused and a type of ammeter, called a galvanometer, measured the electric current. This instrument is said to have been able to detect the heat from a cow at a distance of 400 meters.
In 1929, Hungarian physicist Kálmán Tihanyi invented an IR-sensitive electronic camera for anti-aircraft defense. Dubbed “Evaporograph,” it was declassified around 1956.
In 1929, Hungarian physicist Kálmán Tihanyi invented the first infrared-sensitive electronic television camera for anti-aircraft defense in Britain. The first conventional IR camera, the Evaporograph, was declassified around 1956.
FLIR founded as IR imaging systems provider for energy audit and fire detection applications; Raytheon patents ferroelectric IR detectors using barium strontium titanate (BST)
The Evaporograph was a thermal imaging device that converted an IR image into a visible image by differential evaporation, or condensation of oil on a thin membrane. In this thermal imaging process, the first element is a germanium lens that collects the infrared radiation and brings it into focus to form an image. The second element of this process was the detector, consisting of a very thin nitrocellulose membrane placed at the image plane. The front surface was coated with a thin layer of gold-black that absorbed radiation. The membrane was then placed in an enclosure to evacuate the air. The irradiance at the membrane due to the focused image by the germanium lens was absorbed to produce a heating effect that formed a thermal reproduction of the IR image. It was not until about 20 to 30 years later that real progress was made in the thermal imaging world. In the late 1950s and 1960s, Texas Instruments, Hughes Aircraft and Honeywell developed single element detectors that scanned scenes and produced line images. The military had a lock on the technology because it was expensive and had sensitive military applications. These basic detectors led to the development of modern thermal imaging. The pyroelectric vidicon tube (a pyroelectric detector is an IR-sensitive optoelectronic component used for detecting electromagnetic radiation in a wavelength range from 2μm to 14μm)
U.S. government declassifies the technology, after which Honeywell licenses its technology to several manufacturers
1978
1992 1980s Microbolometer technology is developed
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THERMAL IMAGING FOR
DUMIES
Use Becoming More Widespread
Thermal Image Samples
Thermal images can either be black and white or color; however, identification using thermal is next to impossible. Thermal applications are used to make viewers aware of the presence of persons or objects that do not fit into the surrounding environment.
was developed by Philips and EEV in the 1970s. It became the core of a new product for firefighting, first used by the Royal Navy for shipboard firefighting. In 1978, Raytheon R&D group, then part of Texas Instruments, patented ferroelectric infrared detectors, using barium strontium titanate (BST). Raytheon first demonstrated the technology to the military in 1979. Also in 1978, FLIR was founded as a provider of IR imaging systems installed on vehicles for use in conducting energy audits. The company would later expand to other applications and markets for thermal imaging technology, including stabilized thermal imaging cameras for law enforcement aircraft, radiometry devices for use in monitoring industrial systems, and thermal imaging systems for use in ground-based security and search and rescue. In the late 1980s, the federal government awarded HIDAD (HIgh-Density Array Development) contracts to both Raytheon and Honeywell for the development of thermal imaging technology for practical military applications. Raytheon went on to commercialize BST technology, while Honeywell developed vanadium oxide (VOx) microbolometer technology. After the 1991 Gulf War, production of thermal units increased and costs decreased, which has led the way for the introduction of thermal imaging into many different industries.
Part 1 of 4
In 1994, Honeywell was awarded a patent for a microbolometer detector array. Thermal imagers based on both BST and microbolometer technologies are available now for nonmilitary applications. In fact, thermal imaging has now expanded to be used in firefighting, law enforcement, industrial applications, security, transportation and many other industries.
One major question arises when discussing thermal cameras: Does a thermal imager work like a video camera? The answer is yes. Video cameras use a detector that is sensitive to the visible light spectrum. Electronics process the information gathered on the video camera detector into a “video� signal that we can view on a standard video monitor or display. Thermal imaging detectors are sensitive to IR wavelengths. Again, electronics process the information gathered on the thermal imaging camera detector into a normal video signal that we can view on a standard video monitor or display. However, the overall image is not one would expect. The surveillance industry has been slow to incorporate thermal technology. Thermal images can either be black and white or in color; however, identification using thermal is next to impossible. Many of us are accustomed to
The growth of thermal imaging in the security industry is only in its infancy stage. With the need and desire to improve video surveillance and the ever-increasing application for system analytics, thermal is here to stay.
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viewing a scene and having the ability to identify persons or objects. Thermal applications are used to make viewers aware of the presence of persons or objects that do not fit into the surrounding environment. As for identification, well that is another matter. In most system applications, a thermal camera is linked with a standard composite video output camera for use during daylight hours of operation. In defense of thermal, imagine the difficulty of locating a suspect in total darkness, or trying to find small evidence in a large, poorly lit area. Previously, night vision technology needed IR illumination to work. This makes it more difficult if light is not available or if one wishes to be unseen. Thermal imaging cameras need no light and can be used to track down fugitives, suspects or evidence. Working on a crash site, law enforcement can determine potential causes of collisions and even locate passengers who may have been thrown from the vehicle during a violent collision. Thermography has helped advance many other scientific areas such as medical, fire inspections, electrical wiring inspections and law enforcement. The ability to see objects in the dark allows us to go beyond natural capabilities and explore a new and interesting world. Thermal cameras have influenced many fields of today’s technologies. Thermal technology is not just for security. Many of these changing technical fields that are now incorporating thermal technology are quite diverse. In the automotive world, thermal is now being incorporated in cars, buses, trucks and trains for driver vision enhancement. Thermal cameras see up to five times further than headlights. Thanks to thermal, the driver can see pedestrians and obstacles on the road FIND IT ON THE WEB F Visit the Special Reports section at www. V securitysales.com/dumies to access more se than six years’ of “D.U.M.I.E.S.” archives.
Thermal Enhances Night Vision
Thermal is not just for security. It is being incorporated into vehicles for vision enhancement. Thermal cameras see up to five times further than headlights, allowing drivers to better sight pedestrians and road obstacles.
from a greater distance. This way, thermal cameras can help to avoid deadly accidents. The automotive industry is also using thermal technology to improve the reliability of its products by testing all parts — from simple items such as transmission belts to complex ones like turbochargers or catalytic converters before they are cleared for production. A thermal imaging camera is also used on the engine test-bed. New engines are put on trial to determine heat build-up and distribution, as well to determine the failure point. In the medical field, doctors and physicians have found ways to use thermal imaging cameras to help them provide more effective treatments for their patients. More precise medical imaging leads to more specific diagnoses, and more acute treatments. It can help detect disease, and could prove vital to maintaining and safeguarding one’s health. With the recent major fires in Arizona, firefighters are using thermal technology to locate people in smoke-filled areas. Any application that needs to see in total darkness, through light fog and smoke, can benefit from the power of thermal imagery. A great example of the increasing acceptance and utilization of thermal in the security field was well documented at this year’s ISC West exposition held in Las Vegas. There was a noticeable
increase of manufacturers offering the surveillance industry a complete line of thermal cameras. There was a great emphasis placed on the advantages of thermal imagery in regard to low light surveillance and thermal use for video analytics. The growth of thermal in the security industry is only in its infancy stage. With the need and desire to improve video surveillance and the everincreasing application for system analytics, thermal is here to stay. With the introduction of lower costs and advancement in both detector design and germanium lenses required for thermal cameras, the future looks bright … even red hot. ■ Robert (Bob) Wimmer is president of Video Security Consultants (www.cctvbob.com) and has more than 38 years of experience in CCTV. His consulting firm provides technical training, system design, technical support and system troubleshooting. Wimmer was inducted into SSI’s Industry Hall of Fame in 2006.
NEXT UP FOR ‘D.U.M.I.E.S.’: COMPRESSION AND STORAGE Be sure to check out the November issue of SSI for Part II of 2011’s “Thermal Imaging for D.U.M.I.E.S.” series. The second installment will explore the technology that comprises the makeup of a thermal detector and camera components. Also included will be discussion of the many advances behind the thermal imagery industry. securitysales.com • JULY 2011 A7
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E X C L U S I V E
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BEST OF THE BEST
2011 INSTALLER OF THE YEAR (LARGE COMPANY)
Provident’s CORE V A
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Provident Security Founder and President Mike Jagger and Sales Team Leader Rebecca Bligh display the SSI 2011 Installer of the Year award at the company’s operations center in Vancouver, British Columbia.
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From responding onsite to alarms in five minutes or less to pet care, Provident Security has earned thousands of loyal customers by delivering exceptional service and unique services. The company, led by one of the industry’s most unconventional entrepreneurs, is saluted as an SSI 2011 Installer of the Year.
Sponsored by
By Scott Goldfine
t a point in young people’s lives when many run up credit card bills on keggers or concert tickets, 20-year-old college student Mike Jagger used his $500 limit card to launch a security empire in 1996. He has since built British Columbia-based Provident Security into one of Vancouver’s largest privately held, full service security firms with more than 200 employees and in excess of 6,000 clients. How did Jagger do it? By applying a unique approach to security and marketing, and establishing a working environment that has been lauded as one of the region’s finest. Central to the company’s innovative go-to-market strategy is guaranteed 24/7 alarm response in fi ve minutes or less.
“Providing a guaranteed five-minute response service is a big commitment that requires complete focus on what fits and what doesn’t,” says Jagger. “The result is that Provident is able to provide a service unmatched in the industry.” A runner-up in past years, Jagger and Provident’s enterprise and ingenuity lifted the firm to top honors in SSI’s 2011 Installer of the Year competition in the large company category (150 or more employees). Following is a closer look at the business practices and philosophical principles behind this extraordinary security provider.
Delivering on 5-Minute Promise Jagger’s first customer was York House School, a private girls’ institution that hired him to provide security at a high
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V ALUES Proposition school dance. Fifteen years later the school is still a client, with Provident providing event security as well as traffic control, guard service, and alarm and access control monitoring. Today, Provident offers a wide range of services for residential, commercial and industrial clients, including uniformed security guards, and alarm and electronic security system design, installation and monitoring. The company’s clients include some of British Columbia’s largest and highest risk buildings, important public figures, prestigious hotels, and hundreds of vacation homeowners. In 2005, Provident designed and built its own central monitoring station, dubbed the Operations Centre. MAS monitoring software is used to interpret and manage incoming alarm signals, but custom software was developed that has completely automated the dispatch process. Alarm signals are automatically routed to the closest available responder using GPS and Blackberry devices. This enables the five-minute response for which Provident has become famous. “Our Operations Centre team does not waste any time manually dispatching intrusion alarms,” says Jagger. “Every signal is automatically routed to the appropriate responder within four seconds. This frees our team up to spend more time on the phone with clients and only get involved in ‘exceptions.’”
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To uphold that lightning-fast response, on the monitoring side of the business Provident limits its geographical reach. Rather than provide response throughout Vancouver, service is restricted residentially to west of Oak Street and commercially west of Cambie Street as well as the city’s core downtown area. Another way Provident shatters the traditional alarm company service model is by offering concierge service to all clients. Billed on an a la carte basis, the Homewatch service allows clients to have Provident pick up their newspapers, water plants, feed cats, check the water heater, shovel snow, drive the family to the airport or perform virtually any other errand. “We are committed to providing a remarkable experience for our customers,” says Jagger. “We know most people don’t think about their security company in the same way they don’t think about their furnace company. We work hard to change that. Our goal is to inspire clients to say, ‘You won’t believe what Provident did for me today.’” Provident, which remains 100-percent owned by Jagger, has been recognized three times as one of the 25 Best Places to Work in B.C. by BC Business Magazine. The firm has been featured in more than 700 media pieces, and Jagger has become an in-demand speaker for business audiences throughout North
2
America. In 2010, he spoke at two Fortune Sales & Marketing Summits and addressed entrepreneur groups in New York, Ottawa, Victoria and Vancouver.
Working Social Media, Seminars Getting Provident started on a shoestring budget required Jagger to not only work hard and smartly, but also to become a very creative marketer. This grassroots, guerilla-like mentality carries over to his methods today, which while frequently unorthodox are usually very effective. In fact, the company does almost nothing associated with traditional marketing tactics. Provident’s overriding marketing theme is about promoting customer education and training as it relates to security and alarm systems. Messaging techniques include social media, monthly home security seminars, proactive client communication, referrals and community involvement. The company was one of the first security contractors to actively use social media, with Jagger producing an outspoken blog since 2005 and Twitter feed since 2008. Provident also makes great use of video and has more than 50 clips posted on its YouTube channel. One of these devices’ primary goals is driving attendance for Provident’s monthly security seminars held in its showroom. The hour-long sessions
1 Central to the Provident’s innovative go-to-market strategy is guaranteed 24/7 alarm response in five minutes or less. The company offers a wide range of services for residential, commercial and industrial clients, including uniformed security guards, and alarm and electronic security system design, installation and monitoring.
2 In 2005, Provident designed and built its own central monitoring station, dubbed the Operations Centre. MAS monitoring software is used to interpret and manage incoming alarm signals, but custom software was developed that has completely automated the dispatch process.
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BEST OF THE BEST
INSTALLER OF THE YEAR (LARGE COMPANY)
explain how most burglaries occur and how an alarm can be an effective part of a home/business owner’s overall security plan. Designed to be a fun experience, attendees also tour the monitoring center. The audience is expanded offsite by streaming the presentations live on the company’s Web site. Regarding referrals, Jagger says, “People are not going to believe what a company brochure says, but they’ll believe what their friends tell them. Everything we do is focused on giving clients as many reasons as possible to refer us — without asking directly for a referral or rewarding clients. We believe it’s important if someone refers us that it’s because they honestly feel they are doing their friend a favor.” Additionally stoking the embers of goodwill, Provident is very active in the community. The company sponsors several local Little League, soccer and hockey teams. A board member of the Kerrisdale Business Association since 1998, in 2002 Jagger was named the organization’s Citizen of the Year. He has also participated in the Entrepreneurs Organization (EO) Vancouver Chapter, serving as its president in 2009-10. On a wider scale, Provident has twice received a Gold Award for employee efforts in annual United Way campaigns; supported BC’s Children’s Hospital through participation in the annual Miracle Maker’s Network Telethon; and long-time involvement with Kids Help Phone, a national toll-free support line for children. The company also donates
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its giant inflatable slide to help nonprofit groups raise money.
Happy Workers, Happy Clients The high level of personalized and specialized services Provident delivers to its clientele necessitates employees be well skilled both technically and interpersonally, as well as trustworthy and reliable. Furthermore, they must be empowered to carry out high precision tasks like five-minute alarm response and concierge services. Thus hiring the right people, and optimizing their performance via thorough training and a stimulating work environment. “We have learned that the most important issue is alignment with our core values. It’s not something that can be faked or learned,” says Jagger. “We use group interviews to see how people interact with others. We are able to weed out those who roll their eyes when we talk core values or are rude to others. Typically, we are not looking for security experience; it’s more about coming from companies with a great customer service culture.” Every employee undergoes a 64hour Basic Security Training program before moving on to more specific training geared toward that person’s intended role. For example, monitoring personnel undergo Central Station Alarm Association (CSAA) courses. To ensure associates understand how they fit into ‘the big picture,’ ride-a-longs take place where monitoring staffers work with technicians, installers go on
patrols, accounting personnel spend time in the central station, etc. One of the most effective learning tools Provident has developed is a set of extensive wikis providing step-by-step details for all facets of the business. This includes responding to client requests, replacing ink in a printer, refueling the generator, how to program a wireless glassbreak detector and more. Text, photos and videos make it easy for employees to get fast answers on how to do something. “I used to work for one of the biggest alarm companies in North America where everything was about cost and speed,” says Installation Team Leader Matt Marrello. “We were pushed to get in and out for the lowest possible cost, and do as many in a day as possible. Provident’s approach is completely opposite. We are empowered to spend as much time as it takes to take proper care of a client.” It’s these types of priorities and considerations that make Provident employees look forward to coming into work each day and experience a sense of fulfillment being part of the organization. “I have been with Provident for 12 years and feel really proud to know I have been a part of the company’s success and growth,” says Sales Team Leader Rebecca Bligh. “The company has supported my personal growth within its core values. This is available to all employees at Provident so they too can build a bright future.” ■ Editor-in-Chief Scott Goldfine has spent more than 11 years with SECURITY SALES & INTEGRATION. He can be reached at (704) 663-7125 or scott.goldfine@ securitysales.com.
An active member in its community, Provident Security sponsors several local Little League, soccer and hockey teams, and is involved with the Vancouver Police Foundation, among other affiliations. A board member of the Kerrisdale Business Association since 1998, in 2002 president Mike Jagger was named the organization’s Citizen of the Year.
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3 Left to right: Mike Jagger, Vancouver Chief of Police Jim Chu and Provident Security Operations Centre Manager Jane Swinglehurst.
4 Rebecca Bligh (left), Provident’s sales team leader, takes part in a community event.
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5 Provident has received copious mainstream news coverage in Vancouver for its successful business model and community relations endeavors.
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INSTALLER OF THE YEAR RUNNERS-UP (LARGE COMPANY)
Per Mar Security Jump-Starts Its RMR With Managed Services
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hen the economy made a turn for Along with instituting a portfolio of manthe worst, Davenport, Iowa-based aged services, Per Mar focused on retooling Per Mar Security had to revamp its marketing initiatives and focus on brandits selling strategy. Redirecting its focus on ing. The company now markets heavily on recurring monthly revenue (RMR) growth social media platforms such as Facebook opportunities, the company started offering and Twitter. A series of YouTube videos have managed access control and hosted video also been developed to inform potential services to its 33,000 accounts. As a result, the clients about Per Mar services. However, the company now brings in about $1.4 million in switch to social media marketing was not RMR, compared to $1.2 million in 2009. that easy. “We don’t want to lose any customers, so “It does take time to manage because we Davenport, Iowa-based Per Mar Security we scrap and fight to do what we can to save have to update it and stay in tune with it on recently launched new marketing initiatives by relying heavily on social media platforms, such them,” Per Mar Security Vice President and a daily basis,” Tolliver says. “So there was a General Manager of Electronic Security Brad Tol- as Facebook and Twitter. learning curve, but it’s definitely progressing liver says. “We have a program called ‘Refuse to every month. We’ve also kicked off Google Lose,’ and it gives our workers the parameters to work by on a daily basis.” search engine optimization [SEO] to track and monitor our progress through Founded in 1953, the full service security provider operates 22 locaInternet attributes.” tions along with its own UL-Listed, FM-approved central station. Per Mar’s Another way Per Mar works on improving its business is through 2,500 employees, including uniform security officers, receive customer industry associations and alliances. One such example is the company’s care training as well as instruction from a full-time, in-house training direc- membership in the Security Network of America (SNA), a group of tor who conducts specially developed courses based on position. independent security firms that collaborate to compete against major “We believe that we put our people first and our customers national companies. second,” Tolliver says. “If we take care of our people and instill the “It helps us continue to think into the future,” Tolliver says. “We proper values in them, they’ll ultimately take care of our customers. The share a lot of best practice information and financial data. It helps us financial side will come after that.” benchmark our strengths, weaknesses and areas we need to work on.”
JCI Emphasizes Employee Development to Foster New Business
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aving been in business for 126 years, there has The company also relies on standardized educato be some trick for Milwaukee-based Johnson tional and training offerings to hone the skills of its Controls Inc.’s (JCI) longevity and success. more than 144,000 employees who are staffed in Despite enjoying a growth rate between 10 to 15 120 locations. For example, all new employees, no percent, JCI Director of Security and Fire Operations matter their experience level, must attend courses for North America Mike Umbriaco says the continto learn the ins and outs of the company. Imporued success hasn’t exactly been a walk in the park. tantly, Umbriaco notes, each course focuses on the A dearth of new construction in key markets niches individual’s specialized needs. JCI focuses on has made winning new business “Each employee has a development plan that is especially challenging. tied into their goal setting and performance review, “There are certain verticals that we play where based upon their position,” he says. “For example, business is down, commercial real estate being if we hire an electrical engineer who is going to sell the largest,” Umbriaco says. “There’s not a lot of in the security field, we put him or her through a sixnew construction going on outside of universities month rigorous training program.” and hospitals. However, although the construction Recognition also plays a big role in helping market with K-12 schools is down, we’ve managed employees progress in their development plans. The to capture more market share in that vertical.” company has various programs to honor workers for With 144,000 employees, MilwauTo help attract new clientele during these lean eco- kee-based Johnson Controls Inc. their hard work. Additionally, the company sends out nomic times, JCI advertises in publications that play executives created a development surveys to its employees to see how the company to its horizontal lines of business, such as engineering program for all workers to help can improve business. and architecture. Umbriaco notes that JCI will continue to do its best them advance in the company. “You’ll also see us advertising in journals read by to put customers’ needs first. “If a customer has a building owners and operators,” Umbriaco says. “We also focus on corpo- problem, we do whatever we can to fix it. I don’t care if it’s 4:30 on Friday rate level executives, and we market in security, fire and HVAC magazines. and I’m packing up my computer. If my customer’s in a pinch, I want to do We try to cover the whole gambit of horizontal and vertical businesses.” all I can to help.” — Ashley Willis securitysales.com • JULY 2011 43
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BEST OF THE BEST
2011 INSTALLER OF THE YEAR (SMALL TO MIDSIZE COMPANY)
Safety Technologies Inc. (STI) President Michael Pope (center) discusses design and installation plans with members of his team.
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When the recession rocked the world of Safety Technologies Inc., the integrator refused to tuck tail and hide. Instead, it fought back with bold initiatives and strategies. Those actions are not only improving its bottom line but propelled it to capture SSI 2011 Installer of the Year honors.
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By Scott Goldfine
afety Technologies Inc. (STI) celebrated its 20th anniversary in 2010 by refocusing and retooling like never before. The Medina, Ohio-based company stood strong in the face of a weakened economy by developing new markets and reinforcing its comprehensive, full-service approach to security, life safety and audio/video integration. STI’s drive, determination and professionalism were instrumental in it being named SSI’s 2011 Installer of the Year in the small to midsize company classification (fewer than 150 employees). The firm deploys a soup-to-nuts success formula encompassing outstanding customer service, business practices, marketing strategies, personnel management and training, and community and industry service.
“Our goal is to become our clients’ technology advisor, a theme woven throughout our community outreach, marketing efforts and employee philosophy,” says STI President Michael Pope. “The best way we demonstrate this commitment is the professionalism we exhibit by designing every system before it is sold and having the best trained installation staff.”
Growing From Security Roots STI started out in 1990 as a security installation entity named Securitec Inc. In 1999, the company purchased Audio Video Interiors (AVI), a custom A/V installation company. In 2001, the firm launched Safety Technologies Inc. as a business devoted to providing integrated security solutions. Today, STI/AVI’s 25-member staff generates $4.3 million in annual revenues
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BEST OF THE BEST
INSTALLER OF THE YEAR (SMALL TO MIDSIZE COMPANY)
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1 In the face of a weakened economy, Medina, Ohio-based STI developed new markets and reinforced its comprehensive, full-service approach to security, life safety and audio/video integration.
2 STI Vice President of Operations Dan Sexton accepts SSI’s 2011 Installer of the Year (small/midsize company) from JoAnna Sohovich, president of Honeywell Security & Communications. serving around 600 accounts spanning the residential, commercial, government, educational and institutional markets. The company is not new to awards, having captured the Consumer Electronic Association’s (CEA) Integrator of the Year Award in 2007, among other honors. “The numerous national awards we have won have been crucial in our marketing efforts enabling us to win even bigger projects,” says Pope. “The press keeps our staff energized; creating a sense of pride that carries through to all aspects of our business.”
Tough When It Got Rough As many others did, STI saw its growth stagnate in 2009. However, unlike many of its contemporaries, rather than recoil or shift into an overly cautious damage-control mode, STI responded with verve and vigor. “At a time when most companies were focused on cutting expenses, we chose to add a marketing coordinator, strengthen our manufacturer support, build a network of architect & engineering partners and increase our PR,” says Pope. “We also took advantage of the real estate market and economic incentives, positioning ourselves for the upturn. We increased our sales staff, engineering abilities and business verticals, and managed to maintain steady sales numbers.” A summary of the business’ strategic initiatives include the following: • Launched a Fire/Life Safety division by recruiting a NICET Level IV engineer, adding inspections, mainte-
nance and standalone fire systems to its product lineup. Developed a Commercial A/V division • by hiring a credentialed commercial designer and a certified commercial installer/programmer. “Commercial A/V creates opportunities for crossselling; commercial clients who also have residential need security clients who want A/V, etc.,” says Pope. • Purchased new corporate headquarters. To help cover the costs of building a premier showroom, STI formed an alliance with 30+ companies that have installed products in services. “Our goal is to use event-based marketing in our new showroom, share marketing/client lists, and share marketing costs,” says Pope. • Expanded security business by offering advanced security features, normally found in commercial businesses, to its affluent residential A/V system clientele. As of this writing, three of STI’s five most recent large-scale projects included commercial-level security systems ranging from $17,000 to $322,000 in added revenue. • STI also added a full-time marketing professional who launched 11 social media sites, co-branded the company newsletter, and optimized and revamped the company’s Web sites. “We transitioned our marketing from traditional approaches to Internet-based,” adds Pope. “Social sites are used to promote as well as to inform and educate.” These activities combined with residential strategies such as selling security-based home automation solutions
and replacing POTS-line systems with GSM cellular/Internet ones has STI projecting revenue growth to $5 million in 2011. STI is also quite savvy at marketing, continually assessing and evaluating, and focusing on target audience and resulting lead generation. The company shaved some low-performing programs and focused on growing its E-mail outreach. As a result, 22 percent of leads came through Internet sources and marketing expenditures in 2010 were reduced to 1 percent of sales, or $141 spent per lead.
Giving People What They Need Two other key components to STI’s foundation of success are the care and responsiveness executed for both external and internal customers alike. In addition to the client communication methods described in the previous section, upon the completion of all projects a Quality Assurance Survey is E-mailed out to spur continual evaluation and improvement. To encourage participation, clients are given an incentive toward their next purchase. STI facilitates strong communications among staff members and departments. The Sales & Design team meets daily to ensure projects are quoted and presented in a timely manner. Managers and field supervisors meet weekly to evaluate and schedule upcoming projects. The Customer Service department also huddles weekly to review and address any issues. The effectiveness of these efforts is apparent in letters clients have written to the company. “STI was very profession-
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3 The “Wall of Fame” at STI’s
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former headquarters featured the company’s many awards and certifications. A similar display was erected when the company moved into a new facility earlier this year.
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4 In 2010, STI President Michael Pope (second from right) led members of his executive staff on a mangement retreat in Alaska.
al and efficient, and it was a pleasure to work with them from start to finish.” Another wrote, “Your team surpassed the knowledge of our systems and codes and regulations for our upgrades.” Those comments also speak to the caliber of personnel customers associate with STI, both in terms of attitude and expertise. “We look for individuals who possess a security systems background and a willingness to learn,” says Pope. “It is also critical that the individual be versatile and a team player.” To stay current on technologies, STI’s staff continually participates in vendor-provided training and Webinars, and by attending tradeshows to acquire and maintain certifications. The firm developed an Educational Advancement Fund that offers employees $2,500 annually to use toward professional development. “We believe the talent and expertise of our people is our greatest asset,” adds Pope. “Their certifications enable us to design and install very comprehensive custom integration projects that create customer satisfaction, loyalty, and referrals.” STI has implemented several practices to keep its associates engaged, motivated and fulfilled. Quarterly meetings keep employees informed and provide a platform for two-way communication. These sessions include breakfast, reports on how the company is doing, an open discussion, awards and recognition, and often a lunch cookout followed by safety and product training. “Heroes are touted for contributions ‘over and above,’ and awards are given
for technicians, employees and Idea of the Month,” says Pope. “Winners are presented a certificate that can be redeemed for a day off or cash value toward an equipment purchase. There’s also our ‘Wall of Fame,’ which everyone wants to be included on.”
Model Corporate Citizenry A final quality deemed essential in the Installer of the Year judging is demonstration of good corporate citizenship by giving back to communities served, as well as the electronic security industry itself. These qualities again speak to STI’s virtues. The integrator eagerly provides equipment and technical support for charitable and community events, hosting functions for organizations such as the Chamber of Commerce and Home Builders Association. The firm recently completed a large project at Akron (Ohio) Children’s Hospital that includes an Expressive Arts Therapy Center featuring a performance stage and recording studio equipped with a pan/tilt/zoom camera. “Our favorite holiday charity is the ‘Adopt a Family’ program where we collect money from our employees, match their contributions, and use it to buy and wrap Christmas presents for children of struggling single parents,” says Pope. “The event comes complete with Santa and his elf helper, and is hosted in our showroom.” As part of NBC’s “Three Wishes” television program, AVI helped provide a home theater to a Canton-area soldier returning from the Iraq War. The com-
5 STI Security Technician Bryan Campbell services a client’s security system panels. Among its recent strategic initiatives, STI developed a Commercial A/V division by hiring a credentialed commercial designer and a certified commercial installer/ programmer.
pany donated a rear-projection TV, surround sound system and installation. The company also offers informational videos and downloadable materials online covering topics like fire escape plans and carbon monoxide (CO) detection. From an industry standpoint, the integrator is very active within both the security and A/V sectors. Pope has served as a board member for the Ohio Burglar and Fire Alarm Association and CEA’s TechHome Division and is currently a board member on that organization’s Audio Video Retailer Division. He also participates on the advisory committee responsible for hosting the Electronic Security Association (ESA) Leadership Summit, and often partakes in industry panels and presentations. STI Marketing and Communications Coordinator Lisa Matthews has been chosen to serve as vice chair of a newly formed Sales & Marketing Professionals Group and presented at the recent Electronic Security Expo (ESX) in Charlotte, N.C. “We are proud of our participation, contributions and reputation, and feel that we bring credibility to the field,” says Matthews. Although STI has received other recognition in the past, Pope is especially pleased to have captured the Installer of the Year trophy. “It means the most to my team because it substantiates the standards and values that we promote,” he says. “This award validates our efforts and beliefs.” ■ Editor-in-Chief Scott Goldfine has spent more than 11 years with SECURITY SALES & INTEGRATION. He can be reached at (704) 663-7125 or scott.goldfine@ securitysales.com.
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BEST OF THE BEST
INSTALLER OF THE YEAR RUNNERS-UP (SMALL TO MIDSIZE COMPANY)
Act Now Alarm Builds Business on Character
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ocated in Clinton Township, Mich., Act “The idea is that if you find the right person Now Alarm Services did not go unscathed who is honest and has a good work ethic, he when the recession hit. No wonder given will take care of other people and put the its geographic proximity to an area suffering customer’s needs first. We can then train him to such severe economic hardship. do technical details and sales,” he says. “Historically, Detroit is usually hit with the Belisle notes it takes roughly six months to recession first,” Act Now Alarm Vice President train new technicians before they go out in the Dean Belisle says. “We’re usually the last to field. It then takes an additional six months of come out of it.” training before installers can become comfortYet even as it struggles to fully recover from able with the company’s craftsman-type installaAct Now Alarm’s philosophy is to hire indithe economic turmoil, Act Now Alarm saw its viduals with good work ethic and other posi- tion processes. business increase 6 percent in 2010. How? To “Everything’s got a personal touch to it, so it tive character traits over experience. Still, hear Belisle explain it, the company follows the to ensure technical expertise, new installers takes longer to train our techs,” he says. “Most mantra that the customer always comes first — undergo a 12-month training process. of it is hands-on training with our senior staff, roughly 99 percent of its new business is generbut we also rely heavily on manufacturers.” ated from referrals. That is a chief reason why the company earned a To foster a creative and interactive work environment, Act Now nomination for the 2011 Installer of the Year (small to midsize company). Alarm executives make a point to include employees in decisionFounded in 1976, Act Now Alarm has 30 employees, including an IT making processes. For example, as senior management contemplated specialist the company recently added. It services about 10,000 customers using Honeywell products for its installations, the higher-ups had in the Detroit metro area with a 60-percent residential and 40-percent both its senior installation and technical staffs interview manufacturer commercial split. The company’s portfolio of services includes access representatives. control, fire/life-safety, intrusion and video surveillance systems. Operating “Our folks are very bright people, and they’re gifted,” Belisle says. from one location, the company also operates its own central station. “We try to involve everyone at the company when making decisions In order to help keep new business coming in, Belisle’s philosophy is like that. Our employees have empowerment over their own jobs and to hire personality over experience. careers while they’re at work.”
Personal Touch Lifts Atronic Alarms to Sales Success
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s one of its foremost sales tactics, “If somebody goes on vacation, there Lenexa, Kan.-based Atronic Alarms does aren’t two back-ups,” Harrison says. “Just not require its clients to sign an alarm about every person inside this building contract. It may sound odd, but it’s a selling can handle every position in the company. feature that works. The company has roughly By constantly having people move from 4,000 accounts and brings in about $125,000 in responsibility to responsibility, it keeps us recurring monthly revenue (RMR). Additionally, well-trained administratively.” Atronic has seen its existing client base grow Philanthropy plays a major role in the 12.2 percent so far this year. company’s success. Atronic Alarms current“Our owner, Perry Atha, always felt that we ly volunteers with the Domestic Violence don’t want to force anyone to be our customer Led by its owner, Perry Atha (second from right), Protection Services Agency (DVPSA), ofAtronic Alarms does not require its customers by signing them on to a long-term contract,” fering electronic security systems to abuse to sign alarm contracts. If a customer elects not Atronic Alarms Operations Manager Todd Harvictims. The company also has plans to to continue with the company, “then we have rison says. “If customers do not want to be part not deserved nor earned their business,” says work with the Lenexa Police Department’s of the Atronic Alarms family, then we have not Operations Manager Todd Harrison (left). police chief to raise money for the Joplin, deserved nor earned their business.” Mo., tornado victims. The company relies heavily on word-of-mouth referrals and online Among its main operational objectives, Atronic Alarms prides itself on marketing, as well as placing a huge emphasis on customer service. being on the cutting edge of false alarm reduction. It is an endeavor that “We live in a society of no service, and we’re here to change that contributed to the company being named as a finalist for the 2011 Installer dichotomy,” Harrison says. of the Year. As an example of its successes, the company was awarded the Established in 1982, the 60-percent commercial and 40-percent 2009 Police Dispatch Quality (PDQ) Award, which honors well-balanced residential company offers access control, video surveillance and home alarm management programs and extremely low dispatch rates. automation solutions to its clients. Technicians consistently attend “We proactively contact our clients to make a service call visit betraining courses on new products. Because the company is small, it is cause we don’t want the false alarms,” he says. “We want to keep our imperative that all other associates are cross-trained in all administragood reputation with the police department. When they get an alarm tive positions. from Atronic Alarms, they know it’s a good alarm.” — Ashley Willis
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BEST OF THE BEST
2011 INTEGRATED INSTALLATION OF THE YEAR WINNER
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The scale and scope is staggering. Integrator Security Management Systems designs and deploys a comprehensive security solution featuring 1,183 cameras for a Manhattan-based development’s 110-building, 80-acre site encompassing more than 30,000 residents. See why the amazing multiyear project won SSI’s 2011 Integrated Installation of the Year Award.
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Peter Cooper Village/Stuyvesant Town is a sprawling collection of red brick apartment buildings on the East Side of Manhattan in New York City.
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By the Editors of SECURITY SALES & INTEGRATION
ur story begins in 2005 when Rose Associates on behalf of New York City’s Peter Cooper Village/Stuyvesant Town — one of the world’s largest apartment complexes — issued a request for proposal (RFP) for the design and upgrade of an integrated video surveillance and access control solution. A “city within a city,” the private housing community located on the East Side of Manhattan comprises 110 buildings on an 80-acre campus. In 2006, Great Neck, N.Y.-based Security Management Systems (SMS) was awarded the contract to engineer, install and manage the construction of campus-wide security upgrades following a competitive RFP process that some of the largest security integration firms in the country bid on. The new security system was part of a major renovation project at the complex that included new walkways, lobbies, elevators and playgrounds. Still in progress today, the sheer magnitude of the project alone is impressive. But what really set it apart to earn SMS SSI’s 2011 Integrated Installation of the Year award was the firm’s success in implementing a best-in-class security system, on time and on budget. In addition, it was accomplished without downtime or disruption of services to the sprawling, iconic housing community. Launched in 2002, the Integrated Installation of the Year program judges entries based on innovation; systems design; integration of at least three electronic systems; seamlessness of installation; uniqueness of application; and end-user satisfaction. Other particularly worthy finalists this year were Johnson Controls Inc. (JCI) of Milwaukee and Stanley Convergent Security Solutions (CSS) of Naperville, Ill.
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“While SMS has a core competence in physical security applications, we take it a step further by providing an IT-centric approach to deployment and ongoing support. This way our clients receive high availability of their applications that are easily scalable as their needs grow,” explains Craig Albrecht. SMS has designed and managed enterprise security systems for some of the most notable and recognizable buildings in the Big Apple. The independent integrator serves a bluechip client roster including Fortune 500 companies, government agencies, multitenant residential developments, commercial high-rise facilities, hospitals, and K-12 and higher education campuses.
© Getty Images
Securing a Small City
Adept at Advanced Solutions Founded in 1978 by Al Albrecht, together with son Craig, SMS is staffed by industry-leading technicians, engineers and programmers who design, build and manage a full range of integrated security systems. The company, which places special emphasis on remote support and managed services, also offers expertise in access control, video surveillance and analytics, intercom systems, turnstiles, perimeter/intrusion protection and mass notification systems.
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Most towns and many small cities have fewer residents and visitors than the 30,000 inhabiting Peter Cooper Village/Stuyvesant Town, a collection of red brick apartment buildings containing one- to five-bedroom units. The nongated complex, with 11,250 apartments, stretches from First Avenue to Avenue C and from 14th to 23rd Streets. Overlooking the East River in Manhattan, the apartment buildings are set within a beautifully landscaped park. In addition to many playgrounds and athletic courts, the community offers onsite parking, storage, a seasonal greenmarket, and free music and movies on the Oval, the center of the complex. Firms were requested to design and construct user-friendly, fully integrated systems that would maximize the effi-
1 SMS project engineers review sche-
ciency of an already professional and well trained security force. “In New York City, and other major cities, security is essential but also an amenity that ensures tenant and visitor safety,” Al Albrecht (referred to as Albrecht for rest of article) explains. Among the many objectives of the project: accelerating awareness of incidents requiring response and rapid access to archived video for forensic review. After an extensive and lengthy evaluation process, SMS was chosen by Rose Associates. “SMS demonstrated to management that our solution provided superior performance. Our team also detailed how we would be able to manage the installation of more than four miles of conduit, cabling and devices with a streamlined, methodical approach,” says Albrecht. “The specifications were generic so we surveyed the project building by building to determine optimum access control, and camera locations in conjunction with available power and other building services.” The first phase of the installation spanned three years and was completed in 2010.
Designing a Grid for Success The massive project presented two primary challenges. SMS was able to address and solve both of them — power and the lack of existing infrastructure — with innovative solutions. Each of the 110 buildings required power for cameras, plus uninterrupted power supply (UPS) backup for access control and locking hardware.
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matics at one of five security hubs. Each room is equipped with APC UPS backup power, Verint camera encoders, video servers and video storage, in support of about 20 buildings and the residences.
2 An SMS onsite manager examines one of the custom-designed low-voltage power and data distribution frames that power Pelco video cameras, locks and UPS backup for lobby doors.
3 Activation of Commend call boxes automatically focuses nearby cameras on the event and provide two-way communication with the command center. securitysales.com • JULY 2011 51
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BEST OF THE BEST
INSTALLATION OF THE YEAR
The existing battery-equipped solutions were determined to be unfeasible due to the limited amount of space in each of the buildings to accommodate the batteries for the UPS backup. Instead, SMS engineers devised a novel solution that would fit space restrictions and satisfy significant power supply requirements. The firm designed an innovative, low-voltage power and data grid to concentrate and distribute power from 35 fused distribution panel (FDP) locations where network fiber was also available. The grid is an impressive system with a custom distribution frame in every building.
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selected Winsted to provide a customdesigned console for four workstations supporting an array of eight 42-inch and 16 20-inch monitors. Up to four security personnel at a time, which are deputized by the New York Police Department, monitor the facility’s bank of screens. For monitoring purposes, the complex is divided into three geographical areas. Alarms are routed to one of three workstations in the command center, with alarms in the queue automatically routed to an alternate workstation. The fourth workstation serves as a “catchall,” receiving alarm events from the entire complex. “This redundancy in
When there’s an alarm event, the system programming automatically assigns predetermined camera views. A lobby door being forced open triggers a programmed response calling up views from all nearby cameras. Similarly, if a tenant uses an emergency assistance phone, the audio channel is opened, while cameras on the call box and adjacent buildings will appear on screen for a simplified, informed event response. As part of the programmed response, when cameras detect activity in the field of view, the capture frame rate is automatically increased to a predetermined setting to provide greater detail
4 All six indoor parking facilities utilize HID card readers and parking gates. The integrated system provides access control and validation for billing purposes for a third-party operator.
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5 Security personnel monitor activity from a command center equipped with 24 monitors. The system features a custom GUI that can call up any access control point, camera or group of cameras. A fourth workstation serves as a catch-all to back up the three manned stations.
6 SMS’ Al and Craig Albrecht monitor network activity for many clients
5 Camera, lock and UPS power for all the access control and security cameras in each building tower are terminated in the custom distribution frame supported by this low-voltage grid. SMS acted as the general contractor on the project, provided engineering and project management, and utilized an electrical subcontractor to install miles of conduit for power, cable and data systems.
User-Friendly Command During the course of the project, a more spacious area was designated for the new command center that is both functionally ergonomic and attractive. When tenants enter the management office, they are immediately struck by the massive screen-filled room that is visible behind glass, providing a reassuring level of safety and security. Because of the IP system architecture the command center could efficiently be relocated anywhere on the network. SMS coordinated with the architect and
from its onsite managed services facility. SMS provides a full range of managed services, detecting problems and alerts, monitoring system servers, storage devices, applications and network infrastructure.
the system ensures that no alarm goes unanswered,” Albrecht adds. Critical to a user-friendly surveillance system for such a large complex is an intuitive graphical user interface (GUI). SMS developed a GUI that enables the security team to drill down from an overall site map. They can select to view a quadrant or single in on one building. The system architecture allows the user to select any one or a group of cameras in a given area by simply clicking an icon on the GUI. The sophisticated interface precludes operators having to memorize a specific camera number or location. On a select number of cameras, SMS has deployed a video analytics platform by Verint. “The Nextiva analytics is a best-in-class solution that provides enhanced situational awareness, in this case, to detect loitering or unattended packages,” says William Eckard, director of enterprise sales and strategic accounts for Verint.
for event video and reduce archived storage space. This advanced, highly programmed front-end is the result of integration of multiple products and SMS’ customized programming. SMS selected AMAG’s Symmetry as the integration platform for both access control and video surveillance. “SMS was instrumental in taking a conceptual design and delivering a value-engineered, fully integrated, high security system,” says AMAG Technology Senior Vice President of Sales and Marketing Matt Barnette. “This project required a concerted effort to combine access control, IP video and IP audio from three of the best-in-breed manufacturers in the security space. SMS was the nucleus and driving force.” While AMAG contains an embedded video management solution (VMS), the sheer magnitude of video involved required a separate storage and archiving system. Thus, SMS integrated Symmetry with Verint’s Nextiva offering to manage,
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Mass Notification Solutions Protect. Alert. Inform. When communication is critical, an integrated mass notification system is essential. That’s why Cooper Notification provides multiple means to inform your people. Utilize our Roam Secure Alert Network™ (RSAN) emergency text and voice alerting, WAVES® outdoor High Power Speaker Arrays, SAFEPATH® indoor voice evacuation systems and Wheelock® appliances to alert your cities, counties, colleges, commercial or industrial facilities today. Call your local sales representative or log onto our website for additional information.
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BEST OF THE BEST
INSTALLATION OF THE YEAR
archive and store the video. Symmetry then logs the video data and files it with access control events. With more than 1,100 cameras recording video 24/7, the system requires a massive amount of video storage capability. In excess of 320TB is available. The system collects images from 1,183 fixed interior and exterior pan/tilt/zoom (p/t/z) Pelco cameras. These products were selected from a “camera shootout” that determined the optimum performance in low light environments. Pelco matrix switchers with distributed input modules provide both analog and IP video viewing capabilities. These units are housed in each of the four command center hubs and integrated into the overall system architecture.
Access, Managed Services and More As part of overall improvements, a new apartment intercom system with an emergency call button was installed. SMS provided another level of integration to the newly installed Elbex intercom system. Each lobby intercom is equipped not only with communication to tenant apartments but also an emergency button to the security command center. Also, SMS strategically placed emergency call boxes across the entire site. The voice over Internet protocol (VoIP) devices were chosen from Commend. Each of the call boxes is topped with a highly visible blue light so as to be easily located. A fleet of security personnel are a pushbutton away and can reach the box quickly in one of the security vehicles. Peter Cooper Village/Stuyvesant Town has six tenant and visitor parking garages that are operated by a third party. In these subterranean facilities, SMS once again developed a high level of integration. Tenants who subscribe to parking ser-
◗ Peter Cooper Village/
Stuyvesant Town Equipment List
Manufacturer Description AMAG
Symmetry enterprise software M2100-DBU-20K DBU nodes M2100-1DCR & M2100-2DCR controllers 830BK proximity readers APC 8KVA UPSs Cisco 4500 supervisor catalyst switches 3750 catalyst switches Commend ETP-MT/R OPS IP emergency phones GE700 system server Dell W1900 20-inch monitors Elbex Intercoms HID Global Access cards Contactless readers LG 42-inch monitors Nexsan Satabeast VC5042-42 SANs – 144TB Pelco IS110-CHV9, IS110-CWV9 & ICS210-CR3 cameras SD4TCPGE1 p/t/z cameras CM9760L (256 X 16, 224 X 16, 144 X 16) matrix switchers SKIDATA Parking gates Talk-A-Phone Emergency phone towers Verint Nextiva master server software Nextiva IntelliView Analytics Nex-5-Re-Fiber Nextiva recorder fiber channel servers S1708e-T encoders S1704e-T-AS encoders
Quantity 1 160 820 960 5 5 56 57 1 16 N/A 48,000 12 8 18 1,095 88 5 12 35 1 1 19 105 58
vices enter and depart scanning their ID cards positioned at the entry and exit points of every garage. The system uses HID’s long-range proximity readers and SKIDATA parking gates. “We set up a partitioned database of tenants who subscribe to the parking services. So the system can not only provide accurate access, but the operator can use the information for validation and assist in billing,” says Albrecht. “The operator was provided with a workstation that allows them access to the tenant parking portion of the database, while security has an overview of the entire solution on one integrated system.” SMS has developed a software suite that monitors and manages the Peter Cooper Village/Stuyvesant Town development as well as other major clients. “If any issues arise with the functionality of servers, storage devices, applications and network infrastructure, SMS manages the issue,” Craig Albrecht says. Installed agents on the network infrastructure detect, determine and in many cases resolve service issues automatically. If an issue is not resolved, an automated service request is created in SMS’ Customer Relationship Management software that alerts technical staff.
Executing With ‘Precision’ Pays Off The final piece of the project was as-built documentation. SMS provided operation and maintenance manuals that included in excess of 300 as-built drawings both on CD and hard copy. AMAG’s Barnette speaks to the integrator’s impressive achievement on the project: “This successful implementation could only be achieved by a few systems integrators in the business. This site is one of the more impressive installations I have seen and is an example of what can be accomplished when executed with precision.” Verint’s Eckard adds, “There are a limited number of systems that truly integrate access control, IP video and intelligent analytics, and this is one of them, which is why it is such an impressive accomplishment.” However, the most important party to astonish and delight is the client. Listening to Adam Rose, co-president of property manager Rose Associates, there are certainly no worries there. “The level of quality and sophistication found in this extremely complex installation is something that very, very few firms could have provided, much less supported for many years following the successful installation,” he says. “SMS created a total package of which we are quite proud.” Presently, SMS is in the process of leveraging the existing network infrastructure to provide digital media to all lobby locations and amenity spaces, 200 locations in total. The content will include live TV, advertising and tenant messaging. In the meantime, Albrecht and his team are enjoying their much-deserved notoriety. “We are proud of the final product and the recognition we have received from our clients and industry peers,” he says. “The success of the [project] is a testament to everyone involved, including the manufacturers who supported our efforts and the owner’s management team who worked closely with the SMS team to provide their input and coordination. It should serve as a model for future projects of this scale.”
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INTELLIGENT INTEGRATION PROVIDING PEACE OF MIND_ SECURITY • SENSORS • SURVEILLANCE Moog QuickSet is the leader in providing surveillance components and integrated systems for airports, rail, and shipyards. Securing the perimeter and vicinity at transportation hubs provides a solid foundation for protection and continuity of operations. Our technology utilizes electromechanical motion control that accommodates advanced surveillance and communication requirements. Companies and government agencies rely on Moog QuickSet for customized surveillance nodes, pan & tilts, controllers, trackers, tripods and camera housings.
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BEST OF THE BEST
2011 INTEGRATED INSTALLATION OF THE YEAR RUNNER-UP
Hospital Undergoes Integration Operation
A
dministrators at Union Hospital in Terre Haute, Ind., the largest provider of health services between Indianapolis and St. Louis, enlisted Johnson Controls Inc. (JCI) to install and integrate cutting-edge technology across the campus. Besides retrofitting the fire alarm systems for four existing buildings, the hospital looked to bring integrated fire alarm and security systems to a new five-story, 575,000-square-foot facility. The result earned JCI runnerup notice for SSI’s 2011 Integrated Installation of the Year. As part of a collaborative design-assist process, hospital executives visited JCI’s Milwaukee headquarters to experience the operation of a wireless controls system. The hospital subsequently made the switch from a wired to wireless approach, saving more than $50,000. The hospital also sought a health care-specific security need: secure prescription drug drawers for patient rooms. To monitor and control the 36 drawers, JCI installed the same IP door card readers in place at entrances across the campus. Integrated with JCI’s P2000 system, authorized personnel can access and dispense medicines as needed with the swipe of a card. Let’s look at how JCI delivered on this project with flying colors.
40-Year Partnership Bears Fruit JCI’s Building Efficiency business operates 500 branch offices in 148 countries to provide security and HVAC systems and services. The firm serves more than 1 million customers in markets such as education, government, office, industrial, transportation, retail and health care. With funding procured through a public bond sale, Union Hospital turned to a trusted partner it has relied on for products and support for more than 40 years. JCI’s longstanding relationship with the hospital allowed it to engage early in the design process and offer input on everything from budgeting to scheduling to execution. “Johnson Controls was well-positioned to provide value on this particular project given the company’s rich history of helping complex clients deliver successful projects in mission-critical spaces,” says Matthew Isbell, account executive, Major Projects, JCI. “The greatest challenge was ensuring the installed system was easy to operate and maintain, while being flexible to allow future additions.”
IP Access, Video Deployed The project began in July 2008 and wrapped up in early 2010. JCI installed its IFC fire alarm and P2000 card access systems. The fire system includes pull stations, smoke detectors, sprinkler monitoring, fire and smoke damper monitoring, horns and strobes, and chime strobes. It is integrated to JCI’s Metasys building automation system. The access system includes 60 IP card readers protecting doors and drug drawers. Video surveillance featuring 120 Panasonic, Sony, Axis and Pelco IP cameras, and Aiphone intercoms were integrated through a Milestone platform. Everything was integrated back into JCI’s physical security information management (PSIM) solution. “The customer chose Ethernet door controllers, as they sought to integrate as many systems on the IT network as possible,” says Isbell. “Traditionally, card readers are wired to controllers above each door, but Johnson Controls’ solution enabled the hospital to consolidate an entire network.” JCI had other parties to answer to in addition to the client’s management, and security and IT departments. The Indiana Department of Homeland Security and the State Fire Marshall Office (local
Johnson Controls Inc. provided integrated fire alarm and security systems for a new five-story, 575,000-square-foot facility at Union Hospital in Terre Haute, Ind. The hospital also sought to secure prescription drug drawers for patient rooms. Integrated with JCI’s P2000 card access system, authorized personnel can access and dispense medicines as needed with the swipe of a card.
AHJ) played key roles in overseeing the installation of the fire alarm and door release functionality. Beyond that, installation challenges included migrating 100 existing IP cameras without downtime. “Proper upfront planning and scheduling, as well as ensuring proper technical expertise was onsite, enabled this transition,” says Isbell. Another hurdle was installing the video system into the Milestone platform in a completely virtual environment, in lieu of a traditional physical server typical of past installations. “A large amount of upfront work and investigation ensured the installation went smoothly,” he says.
In It for the Long Haul As has been the case since their relationship began back in 1968, Union Hospital is pleased with the results of the project. So much so it’s already leading to more business for JCI. One new development is integration of the building management system (BMS) with the surgery scheduling system. This enables the BMS to identify if there is a patient in the operating room and adjusts the room settings accordingly to reduce costs. And ongoing is JCI adding more card readers. “The owner understands that any future security needs will be effectively managed by the flexible security FIND IT ON THE WEB F For more photos from this project, visit F solutions from Johnson ssecuritysales.com/2011installation_jci. Controls,” says Isbell.
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BEST OF THE BEST
2011 INTEGRATED INSTALLATION OF THE YEAR RUNNER-UP
Integrator Passes Technology Titan’s Test
W
hen Sony Digital Audio Disc Corp. (Sony DADC) sought to upgrade security and life safety for its 643,000-square-foot global supply chain warehouse in Fishers, Ind., the hightech leader selected a high-level integrator for the project. Stanley Convergent Security Solutions (CSS) was hired to provide an advanced solution that would update the facility’s outdated systems and deliver a solid return on investment (ROI). The effort enabled Stanley CSS to receive a runner-up nod for SSI’s 2011 Integrated Installation of the Year. Sony DADC needed Stanley CSS to address several issues. The existing access control and video systems no longer met the needs of a large distribution center with an ever-changing floor plan. The legacy intrusion system had become obsolete, costly to service and did not accurately specify type/location of alarms. The aging fire system was likewise problematic to maintain and support. Furthermore, all the systems worked independently of each other, which did not ease the burden for onsite security personnel. Stanley CSS assembled a project task team to design a single, streamlined integrated solution that would fulfill these needs.
Solution Delivered in 60 Days Headquartered in Naperville, Ill., Stanley CSS is part of Stanley Black & Decker, an S&P 500 company that traces its roots back to 1843. The business’ 1,975 employees serve 300,000 customers through more than 75 branches throughout North America. “In every customer partnership, Stanley CSS identifies the challenges, understands the business impacts and delivers the ‘best-fit’ integrated solutions to address their short- and long-term goals,” says Stanley CSS President Tony Byerly. In June 2009, Stanley CSS conducted a comprehensive site assessment of Sony DADC’s facility, people, process and technology needs, and gaps as it relates to their security and safety operations. Based on those conclusions and recommendations, Sony DADC generated a formal request for proposal (RFP) that led to Stanley CSS carrying out the installation between January-March 2010.
Systems Linked as One Stanley CSS engaged the customer opportunity with its elite Convergence Center of Excellence. Using these industry-leading resources, the team brought in application engineers and solution consultants to work with the customer on design, workflow and project expectations. “The decision to use best-of-class technologies was to accommodate the reuse of existing investments and infrastructure, as well as provide the ability to integrate and expand future systems,” says Felix Gonzales, vice president, Stanley CSS Strategic Initiatives & Business Development. “Stanley also integrated the customer’s own products such as Sony cameras and video servers into the platform.” Highlights of the $600,000 solution include: Lenel access control with XceedID proximity card readers; Genetec IP video with 72 Sony fixed, pan/tilt/zoom (p/t/z) and megapixel cameras; Bosch intrusion detection (113 alarm points); and GE fire system (230 points) with legacy Honeywell detectors. All the systems integrate into the Stanley Commander physical security information management (PSIM) platform. “Some of the most difficult aspects of the installation were upgrading the existing security and fire protection systems without disrupting day-to-day operations,” says Azizur Rahman, senior national account manager of Stanley CSS Enterprise and Custom
With the existing security and fire/life-safety systems no longer meeting the needs of its global supply chain warehouse in Fishers, Ind., Sony Digital Audio Disc Corp. (Sony DADC) brought in Stanley CSS to rectify the situation. Stanley CSS assembled a project task team to design a single, streamlined integrated solution to fulfill its client’s access control, video surveillance, intrusion and fire alarm needs. Integrated solution engineers are available either onsite or remotely to address technical issues as needed.
Solutions. “Stanley CSS’ project management team utilized Microsoft Project to develop a detailed timeline with resource allocation and milestones to ensure that life safety and perimeter security was maintained during the cutover period.”
A Comprehensive Approach Primary monitoring for the fire system is handled by Stanley’s ProtectionNet center and reported online via the integrator’s real-time eServices. The Commander platform provides secondary monitoring with user-defined workflow, event management and notification. Service calls can be placed and tracked through eServices, phone or E-mail. In addition, integrated solution engineers are available either onsite or remotely to address technical issues as needed. Stanley CSS not only provided Sony DADC with the technical need of security integration, but a solution to help the client improve bottom-line efficiencies. “This opportunity was created using Stanley’s consultative selling approach to identify customer needs, areas of improvement and quantify strong ROI and total cost benefits,” says Rahman. “This often yields a lengthy sales cycle, FIND IT ON THE WEB F but ultimately generFor more photos from this project, visit F ates a strong busisecuritysales.com/2011installation_stanley. se ness partnership.”
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Anticipate the unexpected Experience the security tools, techniques, and talent that will shape tomorrow. Game-changing ideas and future-focused insight are the cornerstones of ASIS 2011, the world’s most influential—and trusted—security gathering. And, with an exhibit hall totaling more than 230,000 square feet, ASIS 2011 will deliver the new products, services, and advancements that can affect your profitability immediately, and well into the future. While unexpected threats will always challenge the security industry, ASIS 2011 promises the know-how to stay one step ahead of change. Register today!
A S I S I N T E R N AT I O N A L 2 011
57TH ANNUAL SEMINAR AND EXHIBITS SEPTEMBER 19–22, 2011 | ORLANDO, FL For more information and to register, visit www.asis2011.org or call +1.703.519.6200.
DISCOVER D DI SCOV SCOVER SC T THE HE H HOT OT TT TEST ST INNOVATIONS ONS THAT ARE CHANGING THE FAC FACE OF SECURITY. 700+ + top manufacturers and service ervice pro providers rs Ne p New prod rodu oduct uct introductions • Ac Accolades oladess competition tion showcase Solu Soluti So uti tion onss Theater presentationss on the o he show sh floor floo Free e exh exhib hibits bit bits-only its-only s-only only admission admissio when w n you re register in advance www.securitysales.com/freeinfo/17229
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2011
Law Enforcement Security Industry Study
SPONSORED BY
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Arresting Results.
Mo S e ntio n sor
CAME R A
Illum
inat
ors
Updated 911 Policy Makes Arrests: • 60 arrests in 6 weeks at Detroit Public Schools • 11 dispatches and 11 arrests in Seattle construction project • 40 arrests in 4 weeks in Chandler, Arizona
Police and Sheriffs are encouraging consumers to upgrade alarm systems by giving Priority Response to video intrusion alarms – after the security company uses video to confirm alarms as crimes-in-progress. Videofied® intrusion alarms (and Videofied upgrades for traditional alarm systems) create an opportunity for more arrests, more efficiency, and a safer community. Look into Videofied and see arresting results.
For more information and to view actual videos visit:
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:m Fhgbmkhgb\l% p^ k^ making false alarms an easier pill to swallow.
Nationwide, the rate for false alarms is about 0.90 dispatches per customer, per year.
Monitronics is almost half that: 0.48.
False alarms can be a pain and can waste your precious resources. That’s why we’re committed to reducing these headaches. We lead the industry with our efforts; in fact, our false alarm rate is almost half the national average. It’s just one of the many ways Monitronics gives you relief from false alarms.
If you ever have the opportunity to refer someone, you can find a Monitronics Authorized Dealer in your neighborhood by calling 800.447.9239 or visiting us online at Monitronics.com.
www.securitysales.com/freeinfo/17332
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ORIGINAL RESEARCH
LCalls AW ENFORCEMENT Security Industry to Duty Thanks to the implementation of best practices and advances in technology, recent years have seen reductions in false alarm dispatches that are helping bolster the relationship between law enforcement and the security industry. Yet there remains much to be done to further strengthen and grow the partnership. The 2011 Law Enforcement Security Industry Study serves as a report card for both sides. ©iStockphoto.com/Frances Twitty
P
By Scott Goldfine
olitics, budgets, profits and losses, and other private/public sector issues aside, law enforcement and the electronic security industry share a common mission: serving in the best interests of public safety. And both contingencies agree almost universally they can more effectively accomplish that objective by combining their efforts. The 2011 Law Enforcement Security Industry Study cuts through the noise to reveal the current state of this critical relationship. This research updates the landmark studies SECURITY SALES & INTEGRATION and Police magazines first conducted in 2003 and again in 2006. As then, the results are aimed at truly understanding law enforcement’s perceptions and expectations of the security industry, and how both sides can best work together in partnership to minimize false dis-
patches, deter crime and make more apprehensions. Although significant progress has been made in the five years since the last study, this relationship requires ongoing attention and nurturing to keep it strong. In an outgrowth of the previous research, new questions have been incorporated that focus on maximizing the positive aspects and capabilities of more reliable burglar alarms, video surveillance and access control systems to better support law enforcement. Nearly 1,200 police participated in the study, which for the first time also includes sheriffs (150 additional respondents) for a margin of error of approximately +2.9 percent. And in the interest of presenting an even more comprehensive vantage point, a further enhancement is the inclusion of questions posed to some 350 owners/operators of security systems installation and/or monitoring companies.
Sponsored by
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Helping Police Departments Improve Public Safety Since 1967 Čˆ
Ǥ Čˆ Č„ Ǥ Čˆ ÇŚ
Ǥ www.securitysales.com/freeinfo/17299
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2011 LAW ENFORCEMENT SECURITY INDUSTRY STUDY
◗
GENERAL QUESTIONS
Which of the following best describes your classification?
POLICE Officer/Deputy/Trooper
33.6%
Chief 23.1% Sergeant 14% Other 8.6% Lieutenant 7.3% Captain/Commander/Major 5.8% Sheriff 3.5% Training Corporal/Agent 2.6% Director/Department Head/Manager 1.5%
SHERIFFS
81.5%
Sheriffs
Captain/Commander/Major Sergeant Lieutenant Director/Department Head/Manager Other Officer/Deputy/Trooper Chief
4% 3.3% 3.3% 2.6% 2.6% 2% 0.7%
While the single largest group of respondents on the police side was frontline personnel, the majority were supervisory positions (including nearly a fourth being chiefs). More than four of five on the sheriff side were frontline posts.
Which of the following best describes your agency? POLICE
Municipal/ City
70.2%
SHERIFFS
County 23.9%
State 5.9%
County
97.9%
State 1.4%
Municipal/City 0.7%
Just above seven in 10 police respondents serve cities or municipalities, with close to a quarter doing duty for counties and a handful being with state agencies. Overwhelmingly, sheriffs serve and collect their paychecks from counties.
What is your general perception of the electronic security/burglar alarm industry? POLICE SHERIFFS Provides useful crime deterrents, but making little headway on false alarms 48.3% 45.1% Provides useful crime deterrents, making gains on the false alarm issue 31.1% 33.8% A valued partner in deterring/preventing burglary 13.5% 17.6% Of little or no value to law enforcement 7.1% 3.5% While sheriff responses came out slightly more favorably than those of police, in excess of 90 percent of law enforcement believe the electronic security/alarm industry provides useful or valuable crime deterrence. However, the largest faction see little progress in false alarm reduction.
◗
In your city, how do you view the relationship between law enforcement and electronic security companies? Improving as security technology improves Strained because of too many needless alarm dispatches Strong cooperation between both sectors Nonexistent; we do our best to ignore them
POLICE SHERIFFS 49.4% 56.3% 33.9% 9.6% 7.1%
31.7% 9.2% 2.8%
Approximately half of law enforcement are encouraged by technology’s capacity to strengthen its relationship with security and alarm companies. Yet around a third says unnecessary dispatches strain relations. In the 2006 study, nearly a fourth selected “nonexistent,” so that is major progress.
REDUCING FALSE DISPATCHES
Regarding an alarm ordinance ... We do not have an alarm ordinance We have an alarm ordinance that has been updated within the past five years We have an alarm ordinance, but it has not been updated in five years or more We are currently developing a new ordinance We plan to update our ordinance in the near future
POLICE SHERIFFS 34.8% 67.2% 31.4%
14%%
29.7% 2.5% 1.6%
13.3% 3.9% 1.6%
The results of this question came almost completely opposite. Reading through the lines a bit indicates more attention needs to be given to alarm ordinances as fewer than a third of police have one in place that is less than five years old. Likewise, two-thirds of sheriffs have no such ordinance in place.
If you have a false alarm ordinance, how strictly do you believe that it is enforced? POLICE SHERIFFS Strict enforcement, very few or no exceptions allowed Moderate enforcement, users selectively let off with no citation Lax enforcement
37.8%
33.4%
31.6% 30.6%
33.3% 33.3%
Whether viewed up and down or sideways, this one came out very evenly for strict, moderate and lax enforcement of alarm ordinances. Even so, the hardline approach of making few to no exceptions for violators is the most common practice.
Sponsored by
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The alarm industry in conjunction with law enforcement has developed a national model ordinance with several recommended best practices. Please indicate if you are aware of and/or have implemented each element in your jurisdiction: POLICE
If you passed or amended an alarm ordinance, at what level of reduction in requests for dispatch to alarm calls would you consider it to be successful — assuming it has been in place and enforced for at least 12 months?
SHERIFFS
Aware of
Aware of
Implemented
False alarm fines
Implemented
55.6%
53%
POLICE
37.5%
54.5%
20.6%
Less than 10%
Limit number of free responses to one or two
54.2%
50.6% 30.6%
41.4%
Suspension of response to chronic abusers that includes appeal/reinstatement procedure Enhanced Call Verification (ECV) — Two calls made before dispatch is allowed
50%
SHERIFFS
8.3%
Less than 10%
48.6%
46.6% 4.2%
35%
7.9%
28.4%
31-50%
27%
Potential for false alarms
61.5%
Yes
8.1%
Interestingly while sheriffs are generally more pro-security industry than police, they have higher expectations for dispatch reductions as the result of an alarm ordinance (25.7 percent vs. 19.8 percent for 51 percent or greater).
If you do NOT personally have an electronic security system, what is the main reason?
No
32.3%
17.6%
71% or greater
22.2%
Do you personally have an electronic security system in your home? 6.2%
18.9%
10-30%
51-70%
47.2%
39%
In general, the adoption rate of recommended best practices is substantially higher for police than sheriffs. However, in some cases the awareness level is actually higher among sheriffs. Approximately half of all respondents are at least aware of all six elements. Implementing false alarm fines rose 17 percentage points on the police side since the 2006 survey.
Planning to get one
12.6%
71% or greater 7.2%
46.6% 6.8%
28.1%
51-70%
23.6%
22.5%
31.5%
31-50%
43.1%
47.7%
Registration/permit requirement for all systems Require alarm panels built to ANSI SIA CP-01 standard (false alarm reduction)
10-30%
8.8%
Don’t like the monthly monitoring fee
31%
Not worth the money
23.5%
Other
Almost one in four police have or intend to get an electronic security system installed in their home. Those saying they did not have one fell 12 percentage points from 2006. Money was a much bigger reason for not having a system than false alarms. This question was only asked of the police group.
25.8%
Do you believe that electronic security systems prevent or reduce property loss?
Regarding false alarms and alarm industry dispatch reduction efforts ...
POLICE SHERIFFS Yes, I recommend them, but also suggest proper locking hardware and lighting for maximum effectiveness No, I believe good physical security (locks, lighting) alone is quite sufficient Yes, I strongly recommend burglar alarm systems to everyone in my community No, I believe burglar alarms are a nuisance Yes, I recommend them, but only when someone has been burglarized before
72.9%
80.5%
13%
7.3%
7.3%
9.8%
3.6%
1.6%
3.2%
0.8%
About 90 percent (up from 84 percent in 2006) of law enforcement believe electronic security systems prevent or reduce property loss. The majority of both police and sheriffs recommend a holistic approach that includes not only electronic devices but also deterrents such as locks and lighting.
POLICE SHERIFFS It does not seem to be getting better or worse We’re seeing the effort in alarm dispatch reduction, but more needs to be done We see little to no improvement in reducing alarm dispatches We’re seeing alarm dispatches going down
43.4%
47.5%
22.1%
20.3%
21.6%
18.6%
12.9%
13.6%
While far from a landslide, the majority of law enforcement are seeing some positive traction in alarm dispatch reductions. The responses were remarkably similar for police and sheriffs. Clearly, there is much room for improvement and a need for further collaboration and cooperation.
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2011 LAW ENFORCEMENT SECURITY INDUSTRY STUDY
◗
VIDEO INTRUSION ALARMS
Do you believe that video alarm technology helps law enforcement? POLICE SHERIFFS Yes, video of the crime helps with identifying suspects after the fact Definitely, we make more arrests if crimes are immediately observed/dispatched Marginally, reviewing old video after the fact has not been very useful Not really, video technology has not benefited law enforcement
57.5%
63.3%
32.5%
30%
8.2%
6.7%
1.8%
0%
By a rather convincing tally, law enforcement are enamored with the use of video or CCTV as a crime-fighting tool. Police and sheriffs alike are particularly interested in the technology’s ability to assist in identifying suspects and contributing to more apprehensions.
Would it be useful if video of a crime in progress was actually pushed out to the squad car for immediate review by the responding officer? No, it would be better to have dispatch review the video and provide a report
17.3%
POLICE SHERIFFS Possibly, immediate access to the video of the crime could only help Absolutely, this would enhance situational awareness and alarm response Marginally, live video feeds are too cumbersome to be helpful in the field Not really, video technology is overhyped and causes more problems than it solves
POLICE
SHERIFFS
82.7%
89.1%
Yes, it would be great to have access to video of the crime in the squad car The vast majority of law enforcement, especially sheriffs, desire the capability of viewing surveillance video in their patrol vehicles. The interest level, advancing technology and lower price points are helping make this a reality for select agencies.
49.9%
45%
41.8%
50%
6.6%
3.3%
1.7%
1.7%
Almost without exception, police and sheriffs believe alarm event-triggered video surveillance fed to emergency response operators would be beneficial to their jurisdictions. These results indicate municipal surveillance systems and other use of video in law enforcement could see exponential growth.
Would you support a higher priority response to an alarm where video has confirmed a probable crime in progress than you would for a traditional alarm? Absolutely, we put more effort into response when we are confident there is a crime in progress
Police
Sheriffs
79.6% 79.9% 17.3% 18.5%
Possibly, depending upon the current workload
10.9%
Possibly, depends upon whether the alarm was a residential or commercial property
2.5% 0.8%
Not really, burglaries are not high priority crimes
0.6% 0.8%
With nearly identical percentages, approximately four in five police and sheriffs say video verification of intrusion alarms would convince them to endorse placing a higher priority on response. Law enforcement answered “absolutely” just 67 percent to a similar question contained in the 2006 survey.
Do you believe more arrests could be made responding to video intrusion alarms that verify a crime in progress rather than traditional alarm systems? POLICE SHERIFFS Absolutely, we already make more arrests when responding to eyewitness calls Probably, video has already proven useful in fighting crime Possibly, but video has not really proven to be effective in my experience Not really, all intrusion alarms are the same
Would access to live video by 911 dispatch operators in a home/business (once an alarm event has occurred) strengthen the public/private sector partnership and help prevent crime?
48.6%
47.5%
45.7%
48.3%
4.5% 1.2%
4.2% 0%
Almost unanimously, law enforcement advocate using video surveillance to extend the power of security technology from a reactive deterrent to a proactive crime-fighting tool that enables more apprehensions. Nearly half the respondents say they are already making more arrests thanks to video.
Do you believe that new and improved types of electronic security systems, such as video surveillance and access control, offer benefits to law enforcement that can strengthen the public/ private partnership for crime prevention? POLICE SHERIFFS Yes, but technology cannot substitute for 49.5% 46% manpower; we need both Absolutely, they can help enhance manpower 32.3% 45.1% and maximize resources in crime prevention Possibly, but they are overhyped by some 16.3% 7.1% companies that promise too much It doesn’t matter because there is no money to 1.4% 1.8% buy them No, they will only create new problems and be a 0.5% 0% negative influence in crime prevention As indicated elsewhere in the study, law enforcement are keen on the potential of innovative electronic security systems, such as video and access control, to help them do their jobs and curtail criminal activity. By more than a 2-1 margin compared to sheriffs, police say some products are overhyped.
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Security Companies Weigh in on Building Relationships With Law Enforcement To what extent do you believe that strong relationships with law enforcement increase the value of your company/services? Slightly 4.8%
Not at all 2%
Better relationships mean better response and greater value to our customers Substantially 47.8%
Moderately 14.7%
Security firms understand the value of maintaining strong alliances with law enforcement. Nearly four in 10 rated it “significant” or “substantial.”
Significantly 30.7%
If you answered “Substantially,” “Significantly” or “Moderately” to the preceding question, rank the following statements (1-4, 4 being highest)
Better relationships mean being more of an active participant in fighting crime Better relationships mean more leads and support from law enforcement Better relationships mean fewer restrictions on alarm businesses
3.2 2.77 2.41 2.08
By a handy margin, security companies cite the ability to deliver premium value to customers as the leading benefit of building strong relationships with responding law enforcement agencies. Actively assisting in the war on crime was the second most popular choice.
In general, relationships between security dealers/integrators and law enforcement are ...
Regarding building a relationship with law enforcement, my company has ...
Making progress _____________________________________ 54.2%
Focused on a single issue — false alarm reduction ____________________ 30.8%
Same issues and differences as always __________________ 27.5%
Already reduced false alarms and need a new positive message ________ 26.3%
Stronger than ever before_____________________________ 7.2%
Working with law enforcement to make more arrests __________________ 23.1%
Becoming more strained than ever _____________________ 6.8%
Supported industry groups to work with law enforcement, including the Security Industry Alarm Coalition (SIAC) _________________ 19.8%
Practically nonexistent ________________________________ 4.4% By more than a 2-1 margin, most security companies believe the industry’s relationships with law enforcement are either making progress or stronger than ever before. However, about a third see little change and almost 7 percent report things are getting worse.
These answers demonstrate several proactive ways security companies are taking steps to strengthen their partnerships with law enforcement. Almost half say they have conquered the false alarm issue and/or are seeking to work more closely with police and sheriffs to generate more apprehensions.
Rank the relative importance of the following activities to improve relations with law enforcement (1-7, 7 being highest) Effectively minimizing false alarm dispatches Reaching out to befriend police chiefs, alarm coordinators, etc. Participating in educational efforts Working with law enforcement to make more apprehensions Participating in policing events/activities Donating generously to police funds Nothing
5.9 4.82 4.72 4.15 3.88 2.96 1.79
Minimizing false alarm dispatches was far and away the most essential measure selected by security company owners and operators to foster strong relations with law enforcement. Proactively reaching out to officials and helping educate them and citizens about security systems also registered high on security firms’ lists.
How important to YOU is it that electronic security solutions actually help apprehend criminals? Somewhat 13.6%
Very 35.6%
Not very 1.6%
Extremely 49.2%
Across the board, it is important to owners and operators of security firms that their company’s systems help keep the public safer. About 85 percent answered “extremely” or “very.”
Once false alarms have been reduced to reasonable levels, what do you believe is the next step needed to strengthen relationships with law enforcement? Become more involved in community policing activities
48% 29.4%
Working together to make more arrests
10.9%
Become more involved in local politics Generous donations to police funds
1.2% 10.5%
Other
If not already doing so, security companies are standing by ready, willing and able to answer the call of duty. Nearly four in five respondents envision their businesses becoming more involved in community policing activities and/or contributing to more arrests.
How important do you believe it is to LAW ENFORCEMENT that electronic security solutions actually help apprehend criminals? Somewhat 20.5%
Not very 2.8%
Very 33.3%
Extremely 43.4%
Security companies generally believe law enforcement places importance on their systems leading to more arrests. However, as the graph to the far left shows, respondents believe the intension is stronger among security providers themselves.
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TECHNOLOGY TRENDS
Innovations in
INTRUSION DETECTION Recent technological advancements are bringing improved intrusion detection and hosted security capabilities for larger enterprises such as those found in the commercial market. Helping drive the momentum is remote monitoring, smart sensors and new graphic user interfaces.
A
By Linda Cortese
growing trend is afoot in the intrusion market for large commercial installations moving toward integrated, hosted systems. Commercial market customers are looking for solutions that can unite their intrusion, access control and video systems, as well as their fire systems, when applicable. At the same time, they are looking to eliminate hardware to free up cost, plus increase the speed and efficiency of these systems. Making this all possible are control panel solutions with the ability to integrate multiple functions. It’s a significant development that is proving ideal for those commercial end users who have grown weary of managing separate security and fire/life-safety systems. The result is a growing end-user demand for solutions
that are cost-effective, easy to upgrade and operate. As well, installing security contractors are increasingly able to offer customers a menu of robust services to help their clients better manage their businesses while generating new streams of recurring monthly revenue (RMR). As such, some key developments have emerged in the intrusion market
70 securitysales.com • JULY 2011
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INTRUSION DETECTION ADVANCES
geared toward providing this advanced, yet more simplified, approach. Notably, remote monitoring, smart sensors and improved graphic user interfaces are all capabilities commercial market customers can benefit from in their installations today.
The Power of Remote Monitoring
their facilities as icons to change views. The result is a more personalized look and feel for the end user. Another key advancement has been the improvement of streaming video quality. Specifically, MPEG streaming capabilities have started to replace the typical .JPG refresh format that was used to “stream” video on mobile devices. Video quality was never a mobile device’s biggest strength; however, the
A small business owner, for instance, could monitor when an employee opens the store’s doors for the day or closes for the night. He or she could also view when a shipment is dropped off at a loading dock. What’s more, customers can also arm, disarm or view cameras remotely with this solution.
Since Web-enabled remote monitorMany Uses of Sensor Technology ing burst onto the scene in the last five The ability to receive event notificayears, the residential market has tions is helping raise awareness for been its primary sweet spot. Proremote monitoring services among viding homeowners with the caend users across a range of non-respability to check the status of their idential market niches. security systems on Web-enabled These notifications can be sent devices has helped dealers navigate directly to a user’s smartphone, the economic recession and sussuch as a deli owner who may want tain (and in some cases even grow) to be notified when his refrigeratheir businesses. tion system exceeds a certain temBut what about the non-residenperature. If that temperature is extial dealers? Larger, commercial/ ceeded, a notification could also be enterprise installations may need sent to the central station. Not only more than the typical remote mondoes the deli owner protect his supitoring system utilized in homes. plies from spoilage, he even has the Not every company, though, can freedom to write his own descripfind the solution most suited to tion for event notifications. For intheir individual needs. stance, he could write “Fridge #1 Options are increasing as Webis above 50 degrees,” based on his based remote monitoring technolpersonal notification preference. ogies have started to become more Asset sensors can be used for any attractive in non-residential martype of object that needs proteckets. One of the biggest advance- The ability to receive event notifications on Webtion. Customers seeking to protect ments in this area has been user in- enabled mobile devices is helping raise awareness for PCs or monitors, for example, can remote monitoring services among commercial market terface improvements. do so by simply sticking one of the end users. Streaming video as well is an attractive Honeywell’s Total Connect 2.0, offering for commercial clients who may want to be small asset protection devices difor instance, features dashboard- assured their businesses are being care of when they rectly onto the object to be protecttype interfaces that allow users are off-site. ed. When the object is moved, the the ability to see 100 locations usasset sensor is triggered and a mesMPEG format is offering significant ing a single log-in. Older solutions resage can be sent to the central station, image-quality improvements more quired users to log out and then log as well as to the end user’s smartphone back in with different credentials in suited to the commercial user. via the remote service platform. Overall, these types of advanceorder to access data from multiple End users have embraced the freements have started to make it easier dom of using remote services, since it sites. This, naturally, was a turn-off for commercial customers like retail- for non-residential customers to take gives them the advantage and ability advantage of the much-talked-about to manage their own security systems. ers, restaurant owners and others that benefits of remote monitoring soluneed to manage multiple locations. And, they are reassured that the secutions that homeowners have been en- rity system they have in place provides Single log-ins have helped to greatjoying for the last few years. Whereas greater value to their business than just ly streamline the process and make homeowners want reassurance when the systems much more attractive to on-site security. their child gets home from school or end users. In addition to remote monitoring By and large, these dashboard inter- when their pet is home alone, commer- capabilities, smart sensor technology faces have become more graphical in cial customers may want to be assured is being utilized to reduce installation nature as well. For example, custom- their businesses are being taken care and testing time, as well as allowing for ers are now able to use actual images of of when they are off-site. higher performance of intrusion and continued on page 77
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Ad Index
Go to www.securitysales.com/freeinfo to request FREE product info.
PAGE
FREEInfo#
PAGE
FREEInfo#
AES Corporation ..............................................................................29
17199
National Monitoring Center (NMC) ...............................................17
17314
Affiliated Central, Inc. ..................................................................... C2
17272
NVT .....................................................................................................3
17184
All American Monitoring ...................................................................5
17204
Panasonic System Solutions Company ..........................................23
—
Arecont Vision ..................................................................................27
17276
PROTECH ........................................................................................59
17223
ASIS International ...........................................................................60
17229
RSI Video Technologies ...................................................................62
17256
Axis Communications......................................................................12
17308
Security Central ...............................................................................71
17171
Bolide Technology Group ..................................................................7
17193
Security Doctors ..............................................................................25
17202
Cooper Notification .........................................................................53
17186
Speco Technologies............................................................................1
17142
DSX Access Systems, Inc.................................................................11
17231
Speco Technologies......................................................... Cover Snipe
—
Electronic Security Assoc. - ESA ....................................................73
17126
SSI - eControl Panel .........................................................................39
—
EMERgency24 .................................................................................65
17299
SSI - LeadTracker.............................................................................74
—
EMERgency24 ................................................................................ C3
17136
SSI - Website ....................................................................................79
—
FLIR Commercial Systems, Inc. .............................................A8 (38)
17220
STI - Safety Technology Int’l., Inc. ....................................................6
17188
HID Global .......................................................................................45
17234
Telular Corporation .........................................................................57
17316
HIKVISION ......................................................................................15
17233
Tyco Security Products (DSC) .........................................................21
17120
Honeywell Security ......................................................................... C4
17103
UTC Fire & Security ........................................................................49
17146
Kirshenbaum & Kirshenbaum, PC .................................................74
17253
UTC Interlogix..................................................................................19
17273
Monitronics ......................................................................................63
17332
Visonic, Inc. ......................................................................................28
17170
Moog Quick Set................................................................................55
17154
Company listings are provided as a courtesy — publisher assumes no responsibility for errors or omissions.
TM
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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 .............................................................................. ......................................................................... ..... ...... . . $50.00 $50.0 $50.0 0 0 UCC-1 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 Sale 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 00 000 00. 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INTRUSION DETECTION ADVANCES
◗ Touchscreen Displays Can Be Key to Enticing New Clients Driven by consumer demand and expectations, touchscreen technology is steadily becoming the norm in electronics. The electronic security industry is no exception. The user interface is typically the most visible selling point of any security system, for either residential or commercial buyers. Users are drawn to the sleek, high-tech displays on graphic touchscreen keypads, which offer a far more intuitive, menu-driven experience than previous keypad technology. It’s therefore critical for newer panels to be able to support a larger number of these devices. Honeywell’s new VISTA Turbo, for example, can support up to six graphic touchscreen displays. Ultimately, these displays provide better, faster and simpler interaction. Top-of-line displays can support up to 64,000 colors, and the brighter, clearer graphics offer several advantages from
a usability standpoint. For one, performing routine functions for end users is simpler than before, plus it takes less time to train new employees how to use the system. A side benefit is a reduction in costly false alarms.
Newer touchscreen keypads include features such as bigger screens (about seven inches) and the ability to double as digital picture frames. In a commercial setting, the screens can be used to display special promotions,
The user interface is typically the most visible selling point of any security system, for either residential or commercial buyers. Touchscreen keypads offer a far more intuitive, menu-driven experience than previous keypad technology.
fire systems. Polling loop technology like V-Plex from Honeywell utilizes two wires, provides point identification and supports devices that draw significantly less current than conventional fourwire devices. This reduces the need for additional power supplies. Free topology wiring provides installation flexibility, and branch isolators can save hours of troubleshooting time. Smart contact functionality using technology like V-Plex has benefits that include: Reduce unwanted traffic — When a system is disarmed, the system tells smart motion sensors to refrain from sending unwanted detection messages. For example, motion sensors in schools detect motion throughout the day as students and faculty move from class to class along crowded hallways. The system is inundated with so many low priority messages, it may not process critical messages as quickly when it should. With smart contact technology, unwanted traffic is reduced and critical messages are more quickly processed.
Automate test mode — Instead of having an installer climb up and down a ladder to flip the test mode switch on each individual motion sensor at the school, the system now allows for smart sensors to be automatically put into test mode when the installer enters test mode from the keypad. This automated test mode helps simplify the installation. Anti-masking functionality — If an intruder covers a motion sensor with tape, it ceases to serve its purpose. However, with anti-masking technology, a smart motion sensor will sense that it is being covered and automatically send an alert to the central station and/or to the end user’s smart phone, when applicable.
It’s All About Simplicity The ability to integrate multiple electronic security and fire/life-safety functions in a single system, as well as to interoperate with external systems such as HVAC and lighting, is a game-changer for installing security contractors. You can benefit from this movement by providing solutions that can be en-
sales, logos and floor plans, or give employees information about day-to-day activities. The devices can also be utilized as a message center and voice annunciation. Of course, voice annunciation functionality is nothing new; however, more manufacturers have added multilingual capabilities to open opportunities in markets that haven’t yet been tapped. In addition to the enhanced screens, device enclosures are designed with aesthetics in mind to blend in with existing office décor (traditional white enclosures to blend in with offices) or even warehouse surroundings (silver to blend in with stainless steel). All of these features are geared toward reducing attrition rates, capturing new business and increasing upsell opportunities that can help to drive additional recurring monthly revenue (RMR).
hanced with remote control and monitoring services, smart sensor technology and support of graphic touchscreen keypads (see side bar). Trends like these are taking commercial projects to a new level by simplifying the installation process and by providing the end customer with easy onsite system operation, as well as the ability to manage and control their own systems remotely. The overriding theme here is simplicity. Advanced capabilities have been proliferating in the security industry for some time now. However, easeof-use shortcomings have been drawbacks for end users who have multiple facilities to manage, not to mention security dealers who have been tasked with selling these systems. Making systems more user-friendly and easier to manage for both installers and end users continues to be the biggest driver that will ultimately increase technological adoption for both groups. ■ Linda Cortese is Senior Manager, Commercial Products, Honeywell Security & Communications. She can be contacted at linda.cortese@honeywell.com or (631) 704-2513.
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The Essentials Honeywell Total Connect 2.0 Remote Monitoring System
Honeywell of Melville, N.Y., releases Total Connect 2.0, which allows users to remotely manage their security systems and view live video via computers, smartphones and other Web-enabled devices. Preconfigured to the company’s LYNX and VISTA alarm controls, Total Connect 2.0 features an interactive dashboard with Flash-based graphics, enhanced navigation and a simplified set-up process, the company says. The system’s multisite feature allows users to upload images of their locations and click on a photo to remotely check status. www.securitysales.com/ FREEInfo/17400
Visonic, iControl OpenHome Broadband Home Management Platform
iControl Networks of Palo Alto, Calif., and Visonic Ltd. of Bloomfield, Conn., release an enhanced version of the iControl OpenHome software platform, which now features Visonic wireless security sensors. The Visonic security sensors and devices communicate with the iControl platform using the ZigBee RF communication protocol, driven by a system on chip (SoC). By using ZigBee technology, the products offer longer battery life and longer range. www.securitysales.com/FREEInfo/17401
Camden Sure-Wave Touch-Free Switches
The Sure-Wave CM-324 Series touchfree switches by Camden Door Controls of Ontario, Canada, feature stainless-steel faceplates. Designed for flush mounting to standard electrical boxes, the products offer a range of impact- and flame-resistant surface mount ABS back boxes to meet the requirements of any installation. The switches feature an operating range of up to 26 inches and an adjustable time delay of 1 to 5 seconds. One-piece faceplates permit use in all weather conditions and environments, the company says. www.securitysales.com/FREEInfo/17402
Bosch TriTech Long Range Motion Detector
Interlogix SafeAir Wireless CO Detector
The SafeAir Wireless carbon monoxide (CO) detectors by Bradenton, Fla.-based Interlogix provide quick response, electrochemical sensing, fast reset time and false alarm immunity, the company says. A small size allows the detectors to blend inconspicuously with any décor. The sensors provide early warning detection of CO gases and communicate to the GE Simon XT and Concord 4 panels for central station monitoring and alert. www.securitysales.com/FREEInfo/17403
The TriTech long range motion detector by Bosch Security Systems of Fairport, N.Y., combines passive infrared (PIR) with adjustable microwave sensing technologies. The narrow field of view detector features a 100 X 10 foot coverage area, the company says. The detector also comes with the company’s sensor data fusion (SDF) technology that helps reduce false alarm rates by enabling intelligent simultaneous processing of signals from up to eight sensors. www.securitysales.com/ FREEInfo/17404
OT Systems ET1111P Series Media Converter OT Systems of Oswego, Ill., releases the ET1111P Series media converters, which connects 10/100Base-TX to 100Base-FX. The product also provides power over Ethernet (PoE) for remote applications without additional power sources. Designed for easy and flexible installation, the product offers wall or DIN-rail mounting options. Featuring a full wire-speed forwarding rate, the media converter can operate in 14° F to 140° F temperatures. It also features DIP switch configuration for “link-fault-pass through” speed. www.securitysales.com/FREEInfo/17405
For the latest products, sign up for SSI’s Security Equipment E-lert at securitysales.com. 78 securitysales.com • JULY 2011
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The Big Idea
Ask Not What Your Industry Can Do for You … By Ron Davis rdavis@graybeardsrus.com
IDEA of the Month If you had just one really great idea you could share with the alarm industry, what would it be? This month’s great idea comes from Steve Doyle, executive director of the Central Station Alarm Association (CSAA).
Doyle’s great idea: Commit to personal involvement in industry affairs and it will come back to you tenfold.
S
teve Doyle is the executive director of the Central Station Alarm Association (CSAA) whose membership consists of top executives from leading monitoring companies throughout North America and beyond. These people are all pretty bright, thoroughly motivated and, in some cases, pretty aggressive in their thinking. Doyle, who was inducted into the SSI Hall of Fame in April, handles it all with grace and dignity. When I asked him about his great idea, he asked for some additional time to mull it over. Following is just part of what he shared with me: “Why do the busiest people always seem to find time for industry leadership? The old standby phrase, ‘If you want something done, give it to a busy person,’ certainly holds true. The most involved are invariably the most successful people in terms of their own
companies, their careers, their communities and their families. They make the time for professional involvement because they know that it pays huge dividends in terms of being on the cutting edge of what is happening in the industry — now, and more importantly, in the near future.” Doyle went on to suggest that leaders prepare for the future and fully embrace change, namely by counseling with the best minds in the industry and connecting their technical people with those in like companies. Every association — no matter on a local, state or national level — offers many of the same opportunities to network with and seek advice from industry peers and trailblazers. The only thing that keeps an individual from benefiting from membership is taking that initial step to join. The next step is volunteering. It doesn’t matter which role you take on at first because
as time goes on you’ll start meeting people, exchanging ideas and likely assume new responsibilities. We are an industry that is going through the throes of change. Anybody who tries to navigate those changes alone is taking a chance on what the future holds for them. We see this all the time in our work arranging for mergers, acquisitions and the sale of alarm companies. So many times owners come to us seeking help to sell their companies only to discover they haven’t prepared for the eventuality. Oftentimes they are ill prepared to maximize the dollar value of their companies. It’s often been said that the day a president of the company sells is the day they will know their business best. It’s true. This brings me directly back to Doyle’s notion. It is through personal involvement in the industry that you can reap rewards and benefits you never imagined possible. It always seems to come back in ways too large and complex to explain or even fully comprehend. Suffice to say the more you give of yourself, the more you get back. Mentor others. See what three or four hours a week of involvement at the local, state or national level for our industry does for you. You will be surprised! ■ Ron Davis is President of Davis Mergers and Acquisitions Group Inc., formerly Davis Marketing Group. Also known as The Graybeards, the company is active in acquisitions and mergers exclusively in the alarm business.
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Should You Settle When a Suit Is Brought?
L
By Ken Kirschenbaum
suffered by the subscriber. Neither awsuits against alarm ken@kirschenbaumesq.com alarm companies, nor their insurance companies are not new carriers, factored in the cost of restorand no doubt have been ing a building, replacing all inventoaround since the most rumore future cases. Alarm companies ry in a business or personal effects in dimentary alarm system was installed shouldn’t be surprised. a home, or someone’s personal safein a town or city that had at least two Insurance companies are not in the ty, when calculating the cost of inpracticing lawyers. Despite contract alarm business, and not all of them stalling, monitoring and servicing an language that should discourage all stick around to insure the alarm indusalarm, or insuring an alarm company. but the most adventurous litigants, try. Some of the ones that do are often Additionally, because the realilawsuits against alarm companies large carriers that pay claims as a matty of the relationship between alarm are driven by the subscriber’s (or ofter of course of business without thinkten their insurance company) ing about future consequencclaim that the alarm system es. On the other hand, hard Undeterred by strong contract facts make bad law. That is designed and intended to terminology, including exculpatory means that when the facts prevent loss. clause, limits of liability, are particularly against the Thus burglar alarms, fire liquidated damages and waiver of alarm company, the damages alarms, temperature control, subrogation provisions, lawsuits potentially high and the cost access control, personal emerare commenced seeking recovery of litigation looking to be exgency response, medical alert, from whatever pocket is available. pensive, settlement may very water flow, etc., are all systems that have for one reason well be in the best interest of companies and their subscribers is or another been present when a loss the carrier, the alarm company and the so well expressed in a properly wordnevertheless occurred. Undeterred by alarm industry. ed alarm contract, courts in all states strong contract terminology, includKeep in mind that a well publirecognize the fundamental justificaing exculpatory clauses, limits of liacized settlement is not likely to have tion of the contractual protective probility, liquidated damages and waivthe same impact as a well publicized visions. They therefore enforce these er of subrogation provisions, lawsuits decision against the alarm company, provisions, finding them consistent are commenced seeking recovery from which will not only set bad precedent with public policy or permitting alarm whatever pocket is available. but also encourage more lawsuits. companies to offer their services at afThe alarm industry recognized early The bottom line is that some casfordable rates to the public. on that its exposure for a loss could be es should be settled, but only after Why then do we see so many lawenormous and not justified by the cost very careful consideration as to why suits against alarm companies settled? of the alarm system or alarm servicthe contractual protection cannot be Don’t these settlements just encourage es. Contractual language insulating the enforced. The starting point in every more lawsuits? alarm company from liability, even for case should be that the case should be Most alarm cases are handled by its own negligence, became common. defended and the exculpatory clause, the insurance companies. These comAlarm companies and the insurlimitation of liability or other protecpanies are generally more concerned ance companies that insured the tive provision enforced. ■ with weighing the risks involved in alarm industry came to rely upon the case (likelihood of a successful these contractual provisions. The inKen Kirschenbaum has been a recognized counsel plaintiff’s verdict and size of potential surers estimated the cost of doing to the alarm industry for 35 years and is principal of Kirschenbaum & Kirschenbaum, P.C. (www.kirschenaward) and economics of providing business based upon a realistic rebaumesq.com). His team of attorneys, which includes daughter Jennifer, specialize in transactional, defense the defense for the case rather than foliance that the contract provisions litigation, regulatory compliance and collection matters. cusing on what impact the settlement would indeed insulate the alarm comThe opinions expressed in this column are not necesmay have in encouraging more and pany from unanticipated exposure 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 with an additional issue in December, by Bobit Business Media, 3520 Challenger Street, Torrance, California 90503-1640. Periodicals postage paid at Torrance, California 90503-9998 and additional mailing offices. POSTMASTER: Send address changes to Security Sales, P.O. Box 1068 Skokie, IL 60076-8068. Please allow 4 to 6 weeks for address changes to take effect. Subscription Prices - United States $96 per year; Canada $96 per year; Foreign $140 per year. Single copy price - $8; Fact Book - $35. Please allow 4 to 6 weeks to receive your first issue. Please address Editorial and Advertising correspondence to the Executive Offices at 3520 Challenger Street, Torrance, California 90503-1640. The contents of this publication may not be reproduced either in whole or in part without consent of Bobit Business Media. All statements made, although based on information believed to be reliable and accurate, cannot be guaranteed and no fault or liability can be accepted for error or omission.
Legal Briefing
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