SSI April 2011

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PSA-TEC 2011 Show Issue

off IP C o Ca am meera ra Sal aleess No N ow M Me ega gap piix xe el el of Respondents Report Higher Gross Margins

Growth in Managed Access Services

Employ IT Specialists

Saw Revenues Rise PROJECT CASE STUDY: RETAIL CENTER EQUIPPED

INTRUSION TECHNOLOGY: WIRELESS WORKS WONDERS

GSA Contracting / Access Control

How Teamwork Paid Off

Innovations Ease Installations

securitysales.com

SPECIAL SECTION: GOVERNMENT MARKET

April 2011 • Vol. 33 No. 4

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PSA-TEC 2011 Show Issue

of IIPP Ca Came mera ra S Sal ales es Now No w Me Mega gapi pixe xell of Respondents Report Higher Gross Margins

Growth in Managed Access Services

Employ IT Specialists

Saw Revenues Rise PROJECT CASE STUDY: RETAIL CENTER EQUIPPED

INTRUSION TECHNOLOGY: WIRELESS WORKS WONDERS

GSA Contracting / Access Control

How Teamwork Paid Off

Innovations Ease Installations

securitysales.com

SPECIAL SECTION: GOVERNMENT MARKET

April 2011 • Vol. 33 No. 4

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April 2011 Vol. 33, No. 4

CONTENTS Thanks to the harmonious work of end user (Director of Security Earl Morgan, pictured), consultant and integrator, the massive Galleria Dallas project comes off seamlessly. — See page 62

STORY: Cloud Brightens Integrator Outlook 48 COVER Cloud-based, or hosted, services are among several newer technologies leading security integrators out of the recession. SSI’s seventh annual Systems Integrator Study shows renewed optimism amid rising returns paced by leading-edge offerings such as managed access control and high definition video. However, the data also details some lingering stagnation. By Scott Goldfine

A Security for ‘Big D’ Mall 62 Grade They say everything is bigger in Texas, and the sprawling Galleria Dallas mall and its new expansive security system live up to that claim. However, what looms largest was the tightly coordinated effort the security consultant, integrator and end user demonstrated to help maximize the facility’s safety. By Robert D. Grossman

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❮❮ SPECIAL Government Section Your GSA Business On Schedule 70 Getting Despite robust opportunity at the federal, state and local level, the government sector remains a highly procedural market requiring the utmost in professionalism. With the necessary skill sets and business acumen, systems integrators can participate and profit as a direct provider or subcontractor. By Lynn De Seve

Business Is in the Cards 78 Government Providing access control systems to government facilities may initially appear intimidat-

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ing. However, closer inspection reveals the market is not that different from commercial clients. The trick is grasping standards such as HSPD 12 and FIPS 201, and offering solutions compatible with both legacy and future systems. By Raj Venkat

82 Advances in wireless security systems continue to increase installation conveniences, When & Where Wireless Works Best

❯❯

thereby reducing costs for installers and customers alike. Learn how these systems are now comparable to hardwired systems, the advantages of two-way wireless transmission, plus the latest developments in wireless perimeter protection. By Tim Myers

Value for Facility Managers 86 Adding As integrated systems and interoperable platforms have advanced so too has the ability to interconnect security systems with other building and facility controls, such as HVAC and temperature monitoring. Leading providers of these systems and services discuss how other firms can either improve or add similar offerings. By Rodney Bosch 82 2

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Regions Company Operates In WEST 28.1%

NORTHEAST 17.4%

MIDWEST 20.7% Washington Montana

North Dakota

Minnesota

Vermont

Maine

Oregon Idaho Wyoming Nevada

South Dakota

New York Michigan

Nebraska

California

Colorado

Kansas

Arizona Hawaii

Rhode Island Connecticut

Iowa

Pennsylvania Illinois Indiana

Utah

New Hampshire Massachusetts

Wisconsin

Oklahoma New Mexico

Ohio West Virginia

Missouri

Delaware Maryland Virginia

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 Bill Ciesielczyk

Kentucky North Carolina

Tennessee Arkansas

Mississippi

Alabama

Georgia

South Carolina

ALL REGIONS 19%

Texas Alaska

New Jersey

Peggy Onstad Publisher, ext. 477

Louisiana Florida

SOUTH 26.4%

While the largest number of responding integrators is based out of the Western United States, the sample is relatively evenly dispersed across the country. Nearly one in five say they cover the entire nation.

Staff E-mail addresses are firstname.lastname@security sales.com (e.g. scott.goldfine@securitysales.com) Contributors‘ E-mail addresses are secsales@bobit.com. HOW TO CONTACT ADVERTISING & MARKETING

■ West

■ East

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

Tara Schelling 2738 Furlong Road Doylestown, PA 18901 (215) 794-7015 Fax: (215) 794-7756

ADVERTISING SALES TERRITORIES

— See page 48

◗ COLUMNS

10 Between Us Pros With Scott Goldfine

Insights from readers sketch a varied industry outlook.

34 Convergence Channel With

◗ DEPARTMENTS 6

Security Exchange

13 Industry Pulse 92 Ad Index

Paul Boucherle

98 The Essentials

IP vs. HDcctv and what to consider when making a decision.

104 Building Your Business

38 Tech Talk With Bob Dolph You may have all the technical and business savvy, but can you communicate?

42 Fire Side Chat With Al Colombo A reader question sparks discussion about fire system code requirements.

46 Monitoring Matters With Peter Giacalone

Alternative communications should be a part of every new security system sold today.

108 The Big Idea With Ron Davis That customer call list of yours could be a goldmine.

112 Legal Briefing With Ken Kirschenbaum

Separate contracts are necessary for each service provided.

109 MarketPlace

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 SECURITY SALES & INTEGRATION WEB SITE securitysales.com BOBIT BUSINESS MEDIA Edward J. Bobit, Chairman Ty F. Bobit, President & CEO (310) 533-2400 Printed in USA

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

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Security Exchange Sounding Off Increasing Importance of ‘Green’ Operations [Commenting on Peter Giacalone’s Monitoring Matters column, “Earn More With Environmental Detection”] I believe that the time is upon us where continuous environmental monitoring will be a mainstay in the daily operation of buildings — both commerMonitoring Matters

Earn More With Environmental Detection

N

can vary, and this is where most dealers miss opportunities. What also gets overlooked is that residential as well as commercial and industrial clients all find significant value in monitoring these events. In fact, I have found through consumer focus groups I’ve sponsored that clients across a range of markets oftentimes base a purchase decision solely on a system that offered smoke, flood and freeze detection. As we all know some residential and commercial clients may not need or see the value of an intrusion system. In any case, utilizing the value in these services will provide dealers the ability to yield increased revenue for an installation and monthly monitoring. Likewise, in many cases it will give dealers the edge to attract and maintain a client they would not traditionally add with only a plain vanilla offering.

Offering nonsecurity event monitoring, such as flooding and room temperature control, can help security dealers expand their customer base and increase recurring revenue.

Let’s take a look at some fundamental examples of where clients find value with these additional monitored events. It is my opinion, as well as many others, that it’s essential for most if not all residential installations to include water or flood detection in one or more areas of a home. Anyone who has ever experienced a leaking hot water heater, a ruptured washing machine hose or a busted well system can appreciate the benefit of early detection. Combining inexpensive wired and wireless detectors along with central station monitoring that

Photo courtesy Honeywell

o matter that nearly all security dealers are aware most central stations monitor environmental and supervisory alarms, too often nonsecurity event monitoring is offered only in response to client requests. The few alarm companies that do proactively offer event monitoring

Clients Hail Added Protection

other than intrusion and fire have experienced great success through improved closing ratios and increased recurring monthly revenue (RMR). Although environmental and supervisory events are among many different types of alarms, the most common are room temperature thresholds, room humidity, flooding and low water level. While these event types are not new news, applications of value

ONLINE COMMENT www.securitysales.com/ integragtedthoughts21511 By Peter Giacalone peter@petergiacalone.com

will immediately send a text message, E-mail and/or dial a client’s call list allows for the preservation of property. Using my home as an example, I have three combination freeze/water detectors that safeguard the washing machine, hot water heater and the whole house water softener and well system. In a commercial or industrial application the need and value is just as great, and sometimes even more imperative. Consider a business that only operates eight to 10 hours a day, five days a week, and is unoccupied the rest of the time. These businesses are subject to a great deal of damage from flooding, for example, should the problem go undetected during unoccupied hours. What I explain here relates to just about every primary residence and business, anywhere in the world. Taking this a step further, the market for secondary winter or summer homes expands these opportunities even more. Even with the challenge where telephone service is not available in off-season times. Combining a self-contained security system and GSM communicator with wireless detectors is an immediate and valuable solution. In some cases if you are in an area where many client opportunities exist, you can also offer short-term rentals of these systems when the clients feel they need them most. ■ Peter Giacalone is President of Giacalone Associates LLC, an independent security consulting firm.

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cial and residential. No longer will it be sufficient to simply monitor energy use and proclaim oneself “Green.” Going forward, one will need to provide continuous measurement of conditioned space to show how efficiently one is using energy in attaining their desired building operating strategy. That continuous commissioning concept allows for measured “behavioral change,” the lowest hanging fruit in the energy efficiency challenge. ONLINE COMMENT by Bryan Reichel www.securitysales.com/ monitoringmatters092010

Pursuing the Surveillance Privacy Issue [Commenting on Steve Payne’s Integrated Thoughts blog entry, “Addressing Video Surveillance Privacy Concerns”] This is a very important article and question. It is obviously a provocative subject. Have you heard about a company called SituCon whose cameras remain disabled in a “privacy mode” until someone using a wireless alert acti6

vates them to notify responders and open the camera’s “eyelids”? Responders then see who needs help, their location and what is happening. The eyelids on these cameras are the ultimate privacy guarantee. Even if someone with authority logs onto the system, all they would see is the inside of the eyelids. And once the eyelids are open it is crystal-clear to the public that they are being monitored.

Believes Logo Lawsuits Are Unfair [Commenting on the “ADT Sues Imitators for Logo Infringement” news story] I can’t believe this is happening. What’s to keep other larger companies from patenting all the other shapes and colors? I think all small alarm companies should join together and raise money to fight this. Also if the Electronic Security Association [ESA] does not assist us with this we should rethink our memberships. Just my opinion! ONLINE COMMENT www.securitysales.com/news101111

Bill Heats Up Hot Debate in Arizona [Commenting on the “Arizona Lawmakers to Consider Statewide Alarm License Bill” news story] SB 1277 is a protectionist bill and must be stopped. It is illegal under state statute 321101.01 for any city to require licensing of any alarm company that is licensed by the Arizona Registrar of Contractors. SB 1277 shall be used by national alarm companies to drive up cost and drive out small alarm companies that provide better service for less money. The Arizona Alarm Association was behind the city licensing throughout the state of Arizona in an attempt to get the state legislator to pass their protectionist legislation. It is a bill built on lies and a case of abuse of power. Cities need to check the state laws and are at liability for lawsuits by

requiring any licensing of alarm companies, other than ROC. Get the facts! ONLINE COMMENT by “Tucson Alarm Company” www.securitysales.com/news021711

Retaining Customers in Good, Bad Times [Commenting on Peter Giacalone’s Central Station Corner blog entry, “Taking a Look at Subscriber Attrition”] We are seeing stronger monthly sales in the past three months than we have seen in the past two years. Is high crime driving sales? Yes. When times are good, then we have to sell the need. When times are bad, the need sells itself. As a telco we also have a lot of retention programs, and a referral program. Being able to offer monitoring and equipment for less than the competition also helps. ONLINE COMMENT www.securitysales.com/ centralstationcorner030911

One Snappy Saying Deserves Another [In response to “A Team Effort,” a post on Bob Grossman’s Enterprising Solutions blog that quoted former German Chancellor Otto von Bismarck saying, “A fool learns from his mistakes, but a truly wise man learns from the mistakes of others.”] Great idea for a forum, Bob. There is one saying that comes to mind my grandmother used to say, “Learn from the past, don’t live in the past.” One that always stuck with me but I do not know who said it is something like this: “A good man never regrets what he has accomplished in his lifetime. It is the things he didn’t accomplish that he regrets.” ONLINE COMMENT from Chuck Craig www.securitysales.com/ enterprisingsolutions090910 WE WELCOME YOUR LETTERS AND E-MAIL SECURITY SALES & INTEGRATION (SSI) may edit submissions for style, clarity or brevity. All letters and E-mail become the property of SSI, and are deemed for publication unless otherwise stated. Opinions expressed are not necessarily shared by SSI. Send letters to SECURITY SALES & INTEGRATION, 3520 Challenger St., Torrance, CA 90503. Send E-mail to secsales@bobit.com.

securitysales.com • APRIL 2011

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Security Exchange Web Watch

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www.securitysales.com/ podcasts SECURITY SPEAKING PODCASTS: Where can you hear the honest, off-the-cuff comments and keen insights from the electronic security industry’s most highly respected and successful executives? In the Podcasts section of SSI’s Web site where you will find several installments of the recently launched “Security Speaking” program. Hosted by Editor-in-Chief Scott Goldfine, each week features

a frank discussion covering the trends, issues, opportunities, challenges, technologies and more affecting today’s electronic security industry professional. Recent editions include PSA Security Network’s Bill Bozeman talking about the effects of the Japan earthquake/tsunami on the security industry; Moon Security’s Mike Miller revealing new recurring revenue opportunities; SDA’s Shandon Harbour on the challenges of being a young female CEO; and Joe Nuc-

cio of ASG Security explaining why and how he seizes each day with gusto. That’s just a little glimpse into the wealth of enlightening and entertaining listening to be had via “Security Speaking.” New episodes are posted every Monday.

WEB-O-METER

5 most-viewed news stories during February

SSI Announces 16th Annual SAMMY Award Finalists DRIVEWAY

MAILBOX

GARAGE DOOR POOL

ACLU to Chicago: Stop Adding Surveillance Cameras

$4.6M Wrongful Death Settlement Puts Focus on Industry Best Practices

APX Rebrands as Vivint, Adds Home Automation Products

Repositioning Sparks 240% Business Growth for N.C. Integrator

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BLOGS

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Safety Technology International, Inc. www.sti-usa.com/sesa9 800-888-4784 2011 STI

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More than half the respondents to the February Web poll are apparently getting the job done right the first time, saying less than 5 percent of their service calls are callbacks. However, just over one in five cite a frequency in excess of 10 percent. Perhaps of most concern is the 8 percent of companies that are not tracking their service calls at all, thus missing an opportunity for greater efficiency. Log onto www.securitysales.com to view SSI’s Security Scanner archives as well as cast your vote for the April question: What level of impact do you believe the Japan earthquake/tsunami will have on your company in terms of both equipment suppliers and general business needs/expenses?

• Security Partners VP Hits the Road in Search of RMR Gold • Build Your RMR by Retraining Clients on Equipment • Taking a Look at Subscriber Attrition • $25B IP Video Market Predicted at Milestone Event Keynote • U.S. House of Reps Vote to Repeal 1099 Provision

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

Engage in the conversation!

securitysales.com • APRIL 2011

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Between Us Pros

Positive Outlook Among Security’s Strengths

I

have observed an interesting dichotomy in the personality traits of most security professionals, one that I too identify with. While typically exhibiting the serious demeanor and guarded skepticism one might expect in a business revolving around safety and security, a great deal of those who own and operate installing companies are also good-humored and optimistic. These people contribute enormously to this industry’s character and dimension. Their resiliency and resolve is not only evident in direct interaction but also manifested in research SSI conducts like the Systems Integrator Study (see page 48). The overall results of the study are decidedly mixed — depicting an industry battling a lingering economic malaise and in the early stages of recapturing its prerecession glory. The economy remains the No. 1 concern (and this was before the Japan disaster), followed closely by eroding gross margins. Yet 71.4 percent of survey respondents have either an outstanding or optimistic outlook for 2011, a 7-percentage-point improvement compared to a year ago. And amid widespread salary declines, 73.7 percent say they are either very satisfied or satisfied in their current jobs. I interviewed a few respondents to get additional insight into some of the survey’s topics. Here is some of what they had to say (for more, see my “Under Surveillance” blog at securitysales.com/blog):

Recession Impact and 2011 Outlook “Our backlogs are not as many as there were and we are feeling the impact of that, but we are starting to build up a new backlog. Our goal this year is to add many more RMR accounts to our base. We are installing the AES radios and this looks promising for us.” — Chuck Ruth, Sales Team Leader; WSA Systems, Boca Raton, Fla.

“It is very hard to keep up with employee benefits, vehicle fuel and maintenance and give any salary increases. We are also getting hit very hard by corporate clients moving to global service contracting, such as Johnson Controls.” — Jose Sanchez Flores, President; Puerto Rico Alarm Systems Inc., Dorado, PR

“Historically, when the economy is up investment is made in infrastructure, but when it’s down they tend to spend on securing their assets. For us, 2010 ended on a high note,

By Scott Goldfine scott.goldfine@ securitysales.com.

and we have already booked half as much in the first quarter of 2011 as we did in all of 2010.” — Richard Shaffer, General Manager; PCT Security LLC, Clinton Township, Mich.

IP vs. Analog Camera Sales “IP sales are ramping up for integrators that have a history of analog CCTV experience. Integrators that provide prospects with information on both alternatives are bound to increase their overall sales. We continue strong growth for both technologies and honestly don’t see either one pulling away right now. We know that is bound to change but old habits are hard to break.” — Brad Hoff, Security Systems Specialist; Thompson Electronics Co., Peoria, Ill.

“I am still not riding the IP wave. I have exposed different products to some of my current clients and the objections remain constant. The cost of the equipment and bandwidth, among other issues, simply did not justify the change from their analog. I am looking for a point of equilibrium where it would justify the high investment.” — Virgil Batista, Sales Director; LV Technologies Inc., Miami, Fla.

Having IT Specialists on Staff “While the ghosts of bandwidth lost are less scary for most IT departments, we still need to have someone who can talk the talk and make them feel comfortable with the system being placed on their network.” — Shaffer

“There are very few systems that do not require a direct connection to an existing LAN. We have been dispatching our IT programmers for the past 10 years to the site, and are currently using GoToAssist for remote support assistance to try to keep our travel costs down and increase the performance of our ever-growing IT department.” — Hoff Editor-in-Chief Scott Goldfine has spent more than 12 years with SECURITY SALES & INTEGRATION. He can be reached at (704) 663-7125 or scott.goldfine@securitysales.com.

10 securitysales.com • APRIL 2011

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It’s good for your career and your company’s reputation as it verifies your proficiency, and speaks volumes of your company’s ability to deliver effective network video surveillance solutions. Prepare for certification with the new standard in network video. Axis offers both online and classroom-based training to help you acquire the knowledge needed to pass the exam. Go to www.axis.com/certification to find our online certification center and for more information.

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Industry Pulse In Depth

Radio Spectrum Auction Threatens Alarm Communications The Central Station Alarm Association (CSAA) coordinates frequencies between 460- and 466MHz; monitoring centers must be UL-, FM- or Intertek-certified to operate in this range of the spectrum. AES-Intelli-

©iStockphoto.com/Ryan Burke

WASHINGTON — Legislation currently being deliberated in Congress if adopted could result in the subsequent auctioning of portions of radio spectrum used by the electronic security industry to transmit alarm signals. Three bills introduced in the House of Representatives (H.R. 607) and the Senate (S. 28 and S. 455) aim to help meet the snowballing demand for wireless broadband services by selling portions of the spectrum for commercial use and the general public. If auctioned, likely suitors include telecom companies such as Verizon and AT&T, which covet additional spectrum to build out broadband cellular networks. The Senate bills include language to inventory spectrum usage with the potential to auction sections of it in order to pay for a nationwide Public Safety Network. However, H.R. 607 specifically calls for the auctioning of the 450- to 470MHz spectrum, which includes frequencies used to transmit residential and commercial alarm signals to central stations. “The 450- to 470MHz spectrum would no longer be valid for us,” Lou Fiore, chairman of the Alarm Industry Communications Committee (AICC), tells SSI. “The interference would be incredible.” Last year, the FCC released its National Broadband Plan in which the agency pledged to identify 500MHz of additional broadband spectrum within the next 10 years. Of that, an initial 300MHz is to be identified and made available before year five of the plan. The remaining balance is to be made available by the end of the 10-year period. “They are looking under every rock to find frequencies. There is an insatiable demand for this stuff, and they feel if they don’t get it is going to hold back the economy,” Fiore says.

A potential auctioning of radio spectrum used by the alarm industry is being considered in Congress to help meet the increasing demand for wireless broadband services.

Net, a provider of wireless mesh technology, is the primary user of the 460and 466MHz range, Fiore says. Legacy equipment, such as SAFECOM radio infrastructure, has used the same range for many years. Still more communications equipment operates across the 450- to 470MHz band. But additional frequencies used for short-range devices could be threatened as well, says Fiore, an alarm communications pioneer and a SSI Hall of Fame inductee. “Frequencies in the 300 to 350 band, and possibly at around 900, could be in danger too,” he says. “Those are the wireless sensors that are on premise — a door contact or a smoke detector, a passive infrared unit

that communicates back to a control set without wires. This includes PERS [personal emergency response system] devices.” Although the three bills have only recently been introduced, the AICC is urging all installing security contractors to contact their representatives and senators to express how the security industry and their livelihoods could be harmed if the frequencies are auctioned. “If you are a small installer, especially, you just can’t buy new equipment,” says Bill Signer, executive managing director of Washington D.C.-based Carmen Group Inc., a longtime lobbyist for AICC. “That would be very costly. People will lose their business. Congress and the FCC will never adequately compensate them for both parts of maintaining the old network as well as migrating to a new network.” Signer and the AICC have been working to apprise Congressional committee members with jurisdiction over telecommunications issues about the threat to the industry. The lobbying effort extends to the U.S. House Committee on Homeland Security, where its chairman Peter King (R-NY) is working on creating a public safety network. “The purpose of drafting a bill and introducing it is to get public comment, so [politicians] understand what the implications are in order to make an informed decision,” Signer says. “They can’t make an informed decision unless the industry Industry Pulse and the individuAT A GLANCE al businesses tell them that it most Industry News .. 13, 14, 16 definitely is going The Hot Seat ................ 29 DataBank ....................... 30 to have a huge Company News ........... 32 impact.” securitysales.com • APRIL 2011 13

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Industry Pulse Industry News

©iStockphoto.com/Steve Rabin

GVI to Introduce LG Security Products to North America CARROLLTON, Texas — GVI Security Solutions has entered into a strategic partnership to market video surveillance products by LG Electronics for the first time in North America. The agreement is a first for GVI since ending its 11-year alliance with Samsung Techwin America last year. “When our relationship ended in December people were asked, ‘How is GVI going to replace Samsung?’” GVI Security CEO Steve Walin tells SSI. “The answer is LG. GVI is alive and well, so now it’s game on.” While Korea-based LG will make GVI Security will represent LG its first foray into the United States, Electronics’ security products in Canada and Mexico, the company North America. It is the first such has operated a robust security busipartnership for GVI since ending a long-time alliance with Samsung ness in other countries. LG decided Techwin America. it wanted to enter the North American market around the time Samsung and GVI cut its ties. “It just made sense that our two organizations connect up and build a strategic partnership,” says Walin. While GVI is initially introducing LG products into the education and retail markets, there will be plans to market to other niches as well, Walin says.

Western Digital to Snap Up Hitachi GST for $4.3B IRVINE, Calif. — Western Digital, the largest maker of computer hard-disk drives, is acquiring rival Hitachi Global Storage Technologies (Hitachi GST) of San Jose, Calif., for $4.3 billion in cash and stock. Western Digital will pay $3.5 billion in cash and 25 million of its shares to Japanese parent Hitachi Ltd. The deal will give Hitachi a 10-percent stake in Western Digital along with two seats on the company’s board of directors. The acquisition, which has been approved by the boards of both companies, is expected to be completed during the third quarter. “We believe this step will result in several key benefits — enhanced R&D capabilities, innovation and expansion of a rich product portfolio, comprehensive market coverage and scale that will enhance our cost structure and ability to compete in a dynamic marketplace,” says John Coyne, president and CEO of Western Digital. The combined company will maintain the Western Digital name and be headquartered in Irvine, Calif. Coyne will remain the CEO. The current chief of Hitachi Global Storage, Steve Milligan, will be the president.

VMS Firm Milestone Systems to Enter Hardware Business SAN ANTONIO — Milestone Systems, a provider of open platform video management software (VMS), will for the first time enter the hardware business and bring to market an NVR for eight- or 16-channel IP video recording. At press time the Copenhagen-based technology supplier was scheduled to formally introduce its XProtect Essential NVR at ISC West in Las Vegas on April 6. Company officials announced the product release at the annual Milestone Integration Platform Symposium (MIPS), held March 2-4 in San Antonio. The NVR, part of the company’s XProtect-branded products, is aimed at easing the transition from analog to IP, Milestone CEO Lars Thinggaard said during his keynote. He explained how the hardware appliance comes preloaded with everything a systems integrator needs to get up and running fast and easily. “This introduction does not change Milestone’s open platform philosophy, but instead eases the transition for many from analog to IP,” he said. The device — manufactured by HP, a Milestone technology partner — offers 1-2TB storage.

Virtual Guard Services Credited for Helping Texas Town Fight Crime ADDISON, Texas — Dallasbased Stealth Monitoring is helping the police department protect local business and reduce false dispatches with its virtual guard services. Stealth filters video data from the businesses that the company monitors. If operators see any unusual or suspicious behavior, they can push the video into the Addison Police Department (APD) dispatch center. “The APD can’t afford to build its own video control center partly because of cost,” Stealth Sales Manager Rick Charney tells SSI. “So they use us. By using our virtual guard services, APD is able to reduce false alarms. They can better utilize resources to catch

criminals red-handed using this additional video information.” APD officials are so impressed with the technology that they are currently upgrading the dispatch center so video can be pushed directly to patrol cars, smartphones and PDAs for responding officers. Property owners say an estimated 20 crimes in the past two years have been stopped because of Stealth’s live video monitoring, according to local news reports. “We don’t wait for events or burglar alarms to go off before we start watching video. We combine video analytics to cut down the number of cameras that each operator has to watch,” Charney says.

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Industry Pulse Event News

Systems Integrators to Converge in Colorado for PSA-TEC 2011 stance, Don Erickson, director WESTMINSTER, Colo. — of government relations for the PSA Security Network will Security Industry Association present its PSA-TEC 2011 (SIA), will examine the governon May 16-20 at The Wesment’s impact on the systems tin resort hotel in Westminintegration community. ster, Colo. Erickson will discuss the Now in its 31st year, PSAuncertain status of federTEC is distinguished for al funding for programs that providing industry-leading could be used for physical seeducation for systems intecurity enhancements. “The grators, plus nightly networkquestion asked by members ing activities. of both parties in Congress The event’s exhibit hall and with respect to federal fundtraining sessions will once ing in 2011 and 2012 for seagain be open to all electron- Along with its rich educational offerings, each year PSA-TEC hosts ic security professionals, not an exhibition where attendees can view and demonstrate the latest curity projects is not whethelectronic security products and services from leading suppliers. er to cut funding, but by how simply members of the more much,” Erickson says. than 200-strong integrator cooper“It’s significant because of the proOf keen interest to many systems ative. In all, more than 400 course cess you must go through to identify integrators, Erickson will also prohours will be held during the conferbusiness value, not in your terms, but ence of which SECURITY SALES & in the customer’s. Too often you can get vide an update on the potential for Congress to reauthorize the ChemiINTEGRATION serves as the official caught up trying to emboss your value cal Facility Anti-Terrorism Standards Elite Media Sponsor. on the customer,” says Boucherle, who (CFATS) and the Safe Ports Act. The PSA-TEC curriculum will be is a new contributor to SSI’s “ConverNew at PSA-TEC this year is the sectioned into four categories and ingence Channel” column (see page 34). “Technology Showcase” where attendstructed by subject experts from all “This rarely works and can often lead ees can see demonstrations of cuttingsegments of the electronic security into customers defaulting to the lowest edge technology presented by PSA Sedustry. A total of 14 courses will be common denominator they can undercurity Network vendor partners. The presented, focusing on business opstand — product and price. That is a 40-minute sessions will offer product timization, physical security, IT and recipe for low closing ratios and even overviews by leading suppliers such as managed services. lower margins.” Arecont Vision, Axis Communications, Representatives from ASSA ABLOY, Ingersoll Rand, Milestone and Pelco. G4S, Integrator Support, SureView Subject Experts Featured All PSA-TEC educational sessions Systems and others will lead courses in Among the conference’s most and activites will be held at the resort, the managed services track. Designed popular courses each year is “Valincluding a music jam session, jazz to assist systems integrators with develue-Based Selling” led by instructor lounge and bowling tournament. oping their managed services offerings, Paul Boucherle, CPP, CSC, princithe studies will cover a variety of RMRpal of Canfield, Ohio-based Mattergenerating opportunities to improve horn Consulting. While the course WHAT: PSA-TEC 2011 end users’ protection and enhance the has been updated for the convergence WHERE: The Westin Westminster, value of their security systems. market, attendees will continue to reWestminster, Colo. Attendees will also receive insights ceive fundamental instruction on how WHEN: May 16-20 from industry specialists regarding the to sell business value instead of prodINFO: www.psatec.com; (800) 525-9422. state of various market verticals. For inuct and price. 16 securitysales.com • APRIL 2011

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Industry Pulse

HOT SEAT: A CFATS Overview John Romanowich, president and CEO of SightLogix Inc., is uniquely positioned to tackle complex security needs for critical infrastructure. As chair of Security Industry Association’s (SIA) Chemical Facility Anti-Terrorism Standards (CFATS) Working Group, he can also provide an insider’s perspective on CFATS requirements and the latest on when these standards might be further mandated.

The best practices learned from Tier I and Tier II facilities will also provide very good strategies for the third and fourth tiers, where problems are similar. Consider also that a Tier IV facility might be a Tier III tomorrow should they change the quantities or composition of chemicals stored. Chemical organizations will often be best served by looking at their assets overall, regardless of each individual site’s tier level.

When do you expect CFATS will be implemented as originally envisioned? The progress to legislate and implement CFATS has certainly been slower than the general public would desire. At the same time, CFATS is a significant initiative and it’s important to step back and acknowledge that some truly good progress has been made after much give and take between the chemical industries, the Department of Homeland Security [DHS], and Congress. As one might expect, with each Congress new objectives arise and more give and take must occur. The current Congress is moving toward longer-term or more permanent authorization, which provides chemical companies with a stable environment to move forward with upgraded security measures. So this is a positive trend.

How is video helping meet certain CFATS requirements? Video is starting to play a very important role for enhancing perimeter protection capabilities for outdoor facilities in general and for CFATS in particular. Specifically, CFATS RiskBased Performance Standards require chemical facilities to detect intrusions at the perimeter and internally around chemicals of interest. This helps to avert internal or external theft or sabotage, as per Risk-Based Performance Standards 1, 2, 4 and 10. A challenge with many of the traditional perimeter security or sensing modalities, whether they be fence sensors or microwave sensors, is determining the true cause of an alert, and doing so without delay to enable sufficient response. Now that outdoor video analytics can be used as a reliable detection source, you can not only achieve accurate detection and trusted alerts, but you’ll be able to see a box around detected objects to immediately know the cause of the alert to direct a swift and effective response.

Is there a recurring revenue piece to CFATS-related projects? There are several forms of recurring revenue that may be available to integrators that win CFATS-related projects. One obvious source comes from maintaining and servicing security systems. There’s also a trend toward monitoring security devices on the IT network to assure their quality of service and uptime.

John Romanowich President and CEO SightLogix Inc.

This is really just an extension of the way a network operations center is used to ensure the data flow and monitor the health of the network itself. This is a capability that both large and midsized integrators can support with economic and security justification. If only the largest integrators are equipped to handle Tier I and Tier II projects, what does a typical category III and IV installation project entail? It’s important to consider that chemical companies that own Tier III and Tier IV facilities are at times the same companies that own Tier I and Tier II facilities. So whether it’s with a large or smaller integrator, the chemical organizations are going to want to have uniform security across all of their facilities. I can imagine that a local chemical company might work with a good small integrator, but when you start to go to the big chemical companies, the larger integrators are going to be securing the facilities across all tiers on a national level.

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

. . . . . . . . . TRANSACTION Ticker . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . … Pinnacle Security secures a $275 million financing package led by Bank of America Merrill Lynch … SecurTek Monitoring Solutions purchases 1,300 accounts from four Canadian monitoring providers for about $1.1 million … Stanley Convergent Security Solutions (CSS) acquires Savannah, Ga.-based Sonitrol dealer Electronic Protection Network (EPN). securitysales.com • APRIL 2011 29

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Industry Pulse DataBank

Campus End Users Rate Security System Performance Video surveillance, mass notification, access control and emergency communications interoperability continue to pose challenges for many campus safety protection professionals. These technologies brought out some of the strongest negative reactions from respondents to the technologythemed portion of the “How Safe Is Your Campus?” survey conducted by SSI’s sister publication, Campus Safety Magazine.

I Am Satisfied With My Security Video Quality and Coverage Universities

K–12

Hospitals

Strongly Agree

15%

12%

23%

Agree Somewhat

26%

33%

34%

Neither Agree/Disagree

9%

12%

9%

Disagree Somewhat

23%

21%

18%

Strongly Disagree

27%

21%

16%

In what may appear as an opportunity for systems integrators to help alleviate a customer negative, half of all university respondents are somewhat or very dissatisfied with their campus video surveillance solutions. Source: Campus Safety Magazine

I Am Satisfied With My Access Control Solution Universities

K–12

Hospitals

Strongly Agree

9%

20%

24%

Agree Somewhat

32%

23%

44%

Neither Agree/Disagree

15%

18%

6%

Disagree Somewhat

20%

24%

12%

Strongly Disagree

24%

15%

142%

All three types of respondents express dissatisfaction with their campus access control. More than two in five universities (44 percent), 39 percent of K-12 schools/districts and 26 percent of hospitals say they disagree somewhat or strongly with the statement “I am satisfied with the quality and coverage of my campus’ access control system(s).”

◗SECURITY CIRCUIT April 19-21: InfoSec World Conference & Expo 2011; Orlando, Fla.; www.misti.com; (508) 879-7999.

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April 26: Tri-Ed/Northern Video IP Video Technology Tour; Minneapolis; www.tri-ed.com; (888) 874-3336. May 3-4: Electronic Security Association (ESA) Day on Tri-Ed/Northern Video Capitol Hill; Washington D.C.; www.alarm.org/events/Capi- Distribution will host an installment of its IP Video tolHill2011; (888) 447-1689. May 10-12: U.S. General Services Administration (GSA) Expo 2011; San Antonio; www.expo.gsa.gov; (703) 305-7004.

Technology Tour educational series in Minneapolis on April 26.

May 16-20: PSA-TEC; The Westin Westminster in Westminster, Colo.; www.psatec. com; (800) 525-9422. V Visit www.securitysales.com/events for a complete industry calendar.

31%

The average gross profit margin for commercial fire-only installations Find more SecuritySTATS at www.securitysales.com/securitystats

30 securitysales.com • APRIL 2011

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Industry Pulse Company News ◗PEOPLE James Keighley, technical operations manager for Wayne Alarm Systems of Lynn, Mass., has been appointed to the National Fire Prevention Association Keighley (NFPA) Code Committee NFPA 72. The group formulates codes used to create regulations and laws to minimize the possibility and hazards of fire and other risks. The Protection Bureau of Exton, Pa., promotes Bill Fisher to assistant central station manager. Fisher will report Brian Delphus, central station manager. Fisher Fisher joined the firm in 2008 as a monitoring operator. In April 2010 he was promoted to central station inside technical coordinator. Tri-Ed/Northern Video Distribution appoints Andre Svorinic to video solutions manager for Canada. Svorinic will be responsible for managing the company’s IP solution Svorinic efforts as well as its CCTV vendors in Canada. He previously spent more than 10 years with a major distributor in various roles. Bosch Security Systems appoints Randy Baldonado as regional sales manager, intrusion, fire and access control for Indiana, Kentucky, Michigan, Ohio and West Virginia. Baldondo He previously served as a sales and field support engineer.

SECURITY PEOPLE NEWS

For updates on new hires, promotions and more, sign up for SSI’s Security People News enewsletter at securitysales.com

FE Moran Buys National Accounts From Synergy Security Systems FE Moran of Champagne, Ill., recently took on about 50 new national accounts clients representing more than 3,000 retail and distribution facility locations following its acquisition of Monroe, Conn.-based Synergy Security Systems. FE Moran will continue building its national accounts division to compete against national integration providers, company President Bret Bean tells SSI. “We expect our national account business to quadruple over the next five years. In terms of RMR [recurring monthly revenue], right now we are in the $550,000 range. Our goal is a 10-year look ahead that would be about $2 million,” he says.

P1 Takes Step Toward $100M National Accounts Revenue Goal With a goal of growing its national accounts business to more than $100 million in three years, Protection One has purchased a portion of Las Vegas-based Sting Alarm’s national accounts client base. Protection One Chief Marketing Officer Jamie Haenggi tells SSI the company will take over the monitoring and servicing of about 2,500 sites. “We acquired about 30 to 35 recognizable household names in food distribution, high-end retail, logistics and self storage,” she says.

Pinnacle Security Leads Effort to Form New State Association Pinnacle Security of Orem, Utah, announces it is helping establish a new industry association called the Alarm Management Association of Utah. The group will be a collaborative resource for its members to share best practices and provide direction and guidance in the residential security market, says Pinnacle Security Executive Vice President of Finance Jason Knapp, who will serve as the association’s president. Membership and structure are expected to be finalized by the end of year. Meetings will be held every other month on topics including licensing, installation, tax compliance, technology, customer service, legal issues and attrition.

Mobotix to Host Resellers, End Users at New Briefing Center Mobotix, a provider of high-resolution, network-based security solutions, recently opened a state-of-art technology briefing center at its North American headquarters in New York City. The company says it will leverage the new facility to showcase its technologies and provide demonstrations on the benefits of its decentralized network camera technology and its hemispheric surveillance solutions. The briefing center will allow company specialists to host sessions for resellers and end users to address technical questions, product inquiries and stage new product displays. The location will also support classroom-based training.

ScanSource Security Adds LifeSafety Power to Line Card ScanSource Security, a distributor of physical security solutions, has signed a distribution agreement with LifeSafety Power, a provider of power systems to the security and life-safety markets. Installing security contractors will now have access to power supply systems created specifically for the security industry and featuring a unique modular design, according to ScanSource. The family of products, called FlexPower, allows for a number of system configurations, including single, dual- or multivoltage outputs. The products were developed to provide reliability and shorter install time, while remaining cost effective, according to the company.

32 securitysales.com • APRIL 2011

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Convergence Channel

To IP or Not to IP; That Is the Question Offering high definition video surveillance requires weighing customer needs and expectations against the inherent strengths and weaknesses of either an IP- or HDcctv-based solution. The business implications of these decisions are just as critical as the technology choice. SSI is pleased to welcome security industry veteran and convergence specialist Paul Boucherle to its lineup of columnists. His “Convergence Channel” contributions will augment those of Steve Payne.

W

hether ‘tis nobler in the mind to suffer the slings and arrows of outrageous … technology claims. My apologies to William Shakespeare; however, it sets the stage, excuse the pun, for a different perspective on the argument between selecting IP video or HDcctv technology for your customer’s security video needs. What is the right migration path to recommend? There sure is a lot of marketing noise out there. Will you pass the “red face” test a year after your recommended solution becomes

fully implemented? After all, it is your reputation we are talking about. Be careful how you position yourself. Technology was much easier when the most difficult decisions were which camera manufacturer, what camera type, lens and how many tapes were needed for your library archive. Storage came in boxes of 24 VHS tapes — simple. Not today. We have gone from simplicity to very complex in a span of just eight years. Not only do we have to speak a new language, but there are new standards for interoperability with networks. What the heck are those?

By Paul Boucherle paul@matterhornconsulting.com

Speaking of interoperability and obsolescence, the rhetoric has really been heating up between the IP and HDcctv camps about what the market will be in the future. I will readily cop to the fact I am an early curve technology junkie. Can’t help it; it’s a “recovering technology application engineer disease.” Therefore, I shall attempt to simplify a contentious and complex subject by viewing video technology from a different perspective; a more rational business perspective. Security is a business, your business, and it impacts your customers’ business in positive ways if you do your work thoughtfully.

Evaluating Video’s Intended Use

SELL LOW is a pneumonic device to remember important video surveillance design considerations. It’s both an acronym, beginning with “Stay,” and an antonym to remember to actually sell solutions that deliver high value.

Stay How long will they be in this facility?

Wallet your customers budget

Expanding or shrinking business?

SELL LOW An Acronym That’s Also an Antonym

Operating costs TCO

Lease term left??

Length and height of the facility Lighting adequate?

Video quality is, of course, the end game when designing solutions for your customers. It’s also the factor that ends up being the most subjective. Let’s address two key questions. First, is there a high enough quantity of high quality video data to complete an investigation that would stand up in court, should it come to that? Secondly is there enough quantity of high quality video available to support business or operational processes? If you fall short answering these questions someone is going to be disappointed with the final outcome. Either an IP or HDcctv technology choice can deliver high quality video images to satisfy the first question. ➞

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www.securitysales.com/freeinfo/14316

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Convergence Channel

Courtesy Arecont Vision

acronym that should also be your antonym: SELL LOW. Here’s how it works:

Two questions when considering IP or HDcctv technology is if the quality and quantity of images will be high enough to both stand up in court and support business processes.

The second question will depend on who wants to use the video and where they will use it. If it is a centralized control room, either solution works. If they need to view the video feeds from many places, IP may have the edge. So when is good enough good enough? When you consider/compare incremental quality increases vs. additional implementation and operating costs over a three- to five-year timeframe. Rendering the optimal solution means still more questions need to be addressed. What does the function, size, condition and ownership of the facility look like with your customer? If you plan to deliver value to your customer, these conditions must be considered in designing security video solutions from both a business and technology perspective. You may want to start with some questions about a facility before you force-fit your favorite video product into a no-win situation. By the way, guess who will get the majority of the blame if the system doesn’t meet your customer’s expectations? And when you ask the right questions, you will not be chasing your competitors and projects on a price basis.

‘Sell Low’ Is Given New Meaning As a pneumonic device for remembering important considerations, here’s an

Stay or leave — How long is your prospect/customer going to stay in the facility for which you are designing the system? If it is short-term (three-five years), using existing coaxial infrastructure and HDcctv is an economic and smart business choice. If it is five years or longer, balance IP against HDcctv. Remember to ask the customer how smart they want their video system to be? Expanding or contracting the business — Is the customer growing their business; will they be expanding at the existing site or looking for a new one? You don’t want to invest in an expensive network infrastructure if you are not planning to stay for a while. Just asking this question will reposition the customer’s perception of who you are and how you work. That will be important later. Lease or own — If your prospect leases their facility, what is the length of the lease and do they have plans of staying beyond the term of the lease? If they own the building, a longer term investment in network infrastructure may be the better investment over time; certainly from a maintenance and expansion perspective. Length of building — Basically, do they have a big or small footprint? The bigger the building, the more I start looking at network infrastructure (IP) if the customer plans on staying and growing at this facility. Compare the future addition of cameras 800 feet away on coax, or 150 feet away with Cat-5 to the nearest network switch. You get the picture. Lighting — How good is it in the areas you want surveillance? Adding lighting is not inexpensive, and is more of a factor (generally) with IP video than with HDcctv products. With IP video, poor existing lighting impacts bandwidth usage due to noise, quality and storage requirements. The right IR solution can help; however, what is the impact on implementation and operational costs? Ongoing costs — To be a trusted advisor you must consider what the own-

ership costs are for the customer and what is it going to cost your company to maintain this solution. Will the customer participate in the ongoing service of the system? With IP solutions that is a real possibility and not necessarily a bad thing. If you choose HDcctv because of existing coax wiring you better have end-of-life DVRs because they will need to be replaced. Just make sure you include this important factor in your value proposition. Wallet the customer — What is the budget range for the project and what is the expected payback period? This final qualifier is in many ways the most important. This is where you should start your consultative selling approach. Don’t try and solve a $500 problem with a $10,000 solution.

Putting Customer Needs First As I said, the SELL LOW acronym is also an antonym in that you should always strive to sell high — high value, high quality, high availability and high integrity. Taking time to look at your prospect’s/customer’s business through their eyes changes the way they see you vs. the competition. You must also look at your business and make sure you keep your capabilities current with your customer’s needs and product technology. Recommending only video security solutions based on your current comfort level or technical capabilities is not delivering the best long-term business solution. It is selling products. If you are in a “product sale” mindset, you better have some really low overhead and be able to live with “low price wins” profitability issues. Next month, we’ll continue this discussion by delving into myths and realities of this ongoing battle of marketing superiority between IP video and HDcctv. ■ Paul Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is principal of Canfield, Ohio-based Matterhorn Consulting (www. matterhornconsyulting.com). Boucherle has more than 30 years of diverse security and safety industry experience.

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Tech Talk

A Failure to Communicate? It’s all in the details, but they can only be conveyed via accurate and ongoing communication. Unfortunately this basic skill — a necessity for all security professionals — is often overlooked. Learn how to be an effective communicator.

T

here are two important sets of job skills that every one in your organization should possess. These are often referred to in the training community as hard and soft skills. Hard skills are the everyday technical abilities we need to do our job. Soft skills are such things

mistake of saying to yourself, “Everyone seems to be getting along and customers are not complaining.” You can always do better and in today’s evercompetitive world customers expect more than the norm. In recent years I have observed a troubling pattern of people becom-

By Bob Dolph bdolph.ssi@gmail.com

such as life safety. What countermeasures and quality assurance (QA) does your organization have in place for critical communications — both human and machine-to-machine (M2M), a.k.a. alarm monitoring? This month I am taking off my techie tool belt and putting on my management hat to talk about a key soft skill: providing excellent and reliable interpersonal communications. Specifically, I am referring to effective written and oral communications both internally between associates and externally to customers.

©iStockphoto.com/Lise Gagne

Begin With Basics of 5 Ws and 1 H

Effective written communications technique is not complicated, but it does require a certain level of practice and commitment. This is especially critical with today’s heavy reliance on electronic communications such as E-mail and text messaging.

as being adept at interpersonal relations, communications, customer service, and providing assistance, direction and leadership as needed. These are the backbone of any competitive and efficient operation. In today’s technical world, soft skills are often not given the attention they deserve. They are very important and management should make sure staff is trained accordingly. Don’t make the

ing a society of sloppy and lazy communicators. According to the National Commission on Writing (a part of the College Board), it has been calculated that “remedying deficiencies in writing costs American corporations as much as $3.1 billion annually.’’ In the security industry this is particularly concerning since on a daily basis we deal with critical operations

Effective written communications technique is not complicated, but it does require a certain level of practice and commitment. This is especially critical with today’s heavy reliance on electronic communications such as Email and text messaging. Let’s take a look at some very basic and important rules that we actually should have learned back in high school, and even if we did may have forgotten. It is all about the rules of the five Ws and an H:

• WHO is it about? Make sure all rele-

vant parties are involved and all are copied. • WHAT happened (what’s the story)? Don’t assume everyone has the correct information and is at the same technical level as you. Provide at least a bulleted list.

38 securitysales.com • APRIL 2011

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Tech Talk

In keeping with our communications theme, this month I have chosen a very low cost, cloud scheduling program called Schedule Once. Some dealers are already successfully using this program for operations scheduling. The program works very well with Google Apps. Check it out at www. ScheduleOnce offers a range of free scheduling scheduleonce.com. tools designed to increase your efficiency. Another voice communications tool I have been using lately is Google Voice. I like the way priority calls can be filtered and sent to several phone devices simultaneously. The cost is free.

• WHEN did it take place? Provide accurate dates and times. Make sure to provide this information in the correct international time zones. WHERE did it take place? Don’t as• sume everyone is as familiar with the location as you. Take advantage of Internet tools such as Google Maps. • WHY did it happen? Also ask and seek reasons from others. It is better to get different points of view on an issue. Don’t assume you have all the answers. • HOW did it happen? It takes time, but pay attention to the details of the issue at hand. You do not have to write a book, but at least do a quick bulleted list of the important items and place it at the beginning of your correspondence.

Communication Breakdown Causes According to Chuck Terry, executive vice president and CSO of Carew Int’l Inc., an award-winning sales training company, the three most common causes for faulty business communications are: Assuming we know what the other party is saying — “At my company we have a term for this phenomenon that we call being in your own ‘odds are.’ This is a reference to our research indicating the odds are 2-to-1 that in any conversation we will be listening to what is said through our own

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set of filters. We will experience what we thought we heard and have a ‘selfcentered’ reaction versus an ‘othercentered’ response. Said another way, what we think we are hearing may be more about how we think it will impact us rather than how it is actually intended by the other party. “The best antidote for this condition is to employ active listening. Although easier said than done, try asking some questions to clarify the other person’s intent before responding. Even if you think you know what the other party means, avoid responding until you clarify with a question or two.” Spending more time talking than listening — “This communication misfire picks up right where the last one left off. You learn more by listening than by talking and, if you are like many of us, you would probably be surprised how much time you actually spend talking. We typically audiotape the role plays of salespeople in our training programs as they practice asking questions to uncover the customer’s needs. “It is a revelation when many of them listen to the tapes and discover they spent most of the 5-minute exploratory call role play actually talking instead of listening. One of the great ways to break this habit is to do exactly what I just described. Try taping some of your conversations with clients.”

Spending time thinking of what you are going to say next instead of listening — “This is a dangerous subset of cause No. 2. Have you ever been ‘listening’ to someone else when, suddenly, they ask you a question and you realize you weren’t actually paying attention to what was being said? What you were probably doing was thinking about what you were going to say next. There are numerous reasons for us drifting off while others are speaking and none of them are good ones! “A great trick for helping to stay engaged is to try to anticipate what is going to be the next word spoken by the other party. It helps keep you engaged and in the moment.”

Leveling the Listening Field In training we have a saying, “Know your audience.” The same goes for communicating technical terminology to others. Make sure you adjust your correspondence so others truly understand what you are trying to convey. Another training tip that can be used is asking brief questions when relaying information to other, nontechnical people. This will help to see if they truly understand what you are saying. I often think of the famous line, “What we’ve got here is a failure to communicate” line spoken by Paul Newman in the classic movie, “Cool Hand Luke.” This quote should be used as a reminder that, even with considerably enhanced communications technologies, many are still missing the boat on the fundamentals of relating with our professional peers and customers. How much time do you and your staff dedicate to improving written and oral communications with your customers and peers? Now is as good a time as any to review and improve these important soft skills. ■ 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.

40 securitysales.com • APRIL 2011

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Fire Side Chat

How to Be a Detection Detective An inquiry concerning a campus-affiliated residential multiple dwelling provides a launching point to explore fire system code requirements. Find out how to solve such challenges and where to turn for further guidance.

A

n electrical inspector in a major city recently wrote me to inquire what type of fire alarm protection he should require in a college dormitory-type structure. “What type of system would you recommend for four-story student housing compared to four-story apartments?” he asked. “There are approximately 12 units, each with four bedrooms.” Whether the building is located on campus or not was not clear, nor should it matter. Fire code on or off campus should essentially be the same, so far as minimum standards are concerned. But university safety officers may have rules of their own they want you to follow. The architect and designer/ electrical engineer (EE) should consider all of this before submitting the stamped plans and specifications for

examination by the authority having jurisdiction (AHJ). Application-specific issues are probably the most difficult ones to sort out not only for an inspector but also for fire alarm technicians and project engineers. This is where a firm knowledge of Life Safety Code, NFPA 101, published by the National Fire Protection Association (NFPA), and International Fire Code (IFC), published by International Code Council (ICC), is necessary. The purpose of these code sets is to provide direction on specific occupancies, such as multiple-family dwellings. In some state, county and local jurisdictions there’s a separate, institutionalized building code, like the Basic Building Code (BBC) in Ohio. In this case, use group designations follow those specified in IBC, also published by ICC. This month we’ll take a look at NFPA 101 and IBC references with regard to our building inspector’s proposed application.

©iStockphoto.com/gabyjalbert

Confirming Structure Type

Application-specific issues are the most difficult ones to sort out for inspectors as well as fire alarm technicians and project engineers.

In this case we might assume the electrical inspector’s application is a student dormitory. Even so, we must determine what type of fire protection system is required. Thus we must look closely at his description of the project to ascertain the number of dwelling spaces and tenants who will be living there. According to the inspector, there appears to be 48 units total (12 X 4 = 48). Turning to the index in the Life Safety Code book, the actual definition of

By Al Colombo abc@alcolombo.us

a dormitory from the standpoint of code can be found in Section 3.3.59: “A building or a space in a building in which group sleeping accommodations are provided for more than 16 persons who are not members of the same family in one room, or a series of closely associated rooms, under joint occupancy and single management, with or without meals, but without individual cooking facilities.” So the first thing we know is that the inspector’s application must fall under Section 28.1.4 of NFPA 101, 2009, which pertains to dormitories.

Determining Use Group In his inquiry, the building official also wrote, “They are proposing another complex with eight bedrooms per apartment. Is there a cutoff to a standalone-type system with pull stations and smoke detection? Or can we treat this situation like a multiplefamily situation and let an electrician wire each unit separately, and then use the house panel for interior corridors and common rooms?” In most cases all we need to determine the use group designation is to go to the first page of the blueprint. Here we’ll find the use group along with other critical data. Typically it’s the fire alarm company’s responsibility to submit the plans for review. In this instance, we are likely dealing with an R-2 Residential classification, defined as: “R-2 Residential occupancies containing sleeping units or more than two dwelling units where

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What alarm dealers in the know, know

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Fire Side Chat

the occupants are primarily permanent in nature, including: Apartment houses, Boarding houses (not transient), Convents, Dormitories, Fraternities and sororities, Monasteries, Vacation timeshare properties, Hotels (nontransient), Motels (nontransient)” (Section 310.1 Residential Group R, IBC, 2003 Edition). To find out what the R-2 classification requires in terms of fire protection, we go to Chapter 9, Fire Protection Systems, also found in IBC. Section 903.2.7, titled Group R, tells us, “An automatic sprinkler system installed in accordance with Section 903.3 shall be provided throughout all buildings with a Group R fire area.”

Establishing Code Requirements According to IFC, Section 907.2.9, because there are bedrooms on the

fourth floor (third floor is the magic number), and because there are more than 16 units, a manually activated fire alarm system is required. A manual system typically consists of manual fire pull boxes, notification appliances and an automatic fire alarm panel with a smoke detector above it. There are several exceptions to this rule that must be considered. First, a fire alarm system is not required where the wall materials between units carry a minimum one-hour fire rating in structures less than two stories. Manual fire pulls are also not required when the structure is fully sprinklered. Regardless of the size of such a designated structure, notification devices are required. In addition, there must be at least one manual fire pull box. The system must be monitored by an

approved central monitoring or supervising station. Single- and multiple-station, 120VAC smoke alarms also are required by Section 907.2.10. “Listed single- and multiple-station smoke alarms shall be installed in accordance with the provisions of this code and the household fire-warning equipment provisions of NFPA 72.” This section also provides direction on where to install them. To summarize, smoke alarms are required in each sleeping room, one in the space outside each sleeping area, and one on each floor of a dwelling. More detail is attainable by referring to Section 907.2.10.1.2.

Going Above and Beyond Code Referring again to the building official’s questions, “Is there a cutoff to

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a standalone-type system where I can ask the installing company to add pull stations and smoke detection? Or can you treat it like a multiple-family situation and let an electrician wire each unit separately then use the house panel for interior corridors and common rooms? What about pull stations requirements?” Essentially, this authority having jurisdiction (AHJ) is asking, “Can I require more than what code specifies?” The answer is a simple yes. According to Section 1.2, “The purpose of this Code is to provide minimum requirements, with due regard to function, for the design, operation, and maintenance of buildings and structures for safety to life from fire.” In other words, if the AHJ wants more, he/she can ask for more, but you must at least meet the funda-

mental requirements set forth in the code. Thus far we’ve talked primarily about ICC requirements. Where applicable, Life Safety Code, NFPA 101, also provides guidance pertaining to fundamental requirements and the ability of a code official to go above and beyond the code. According to NFPA, Life Safety Code “addresses minimum building design, construction, operation, and maintenance requirements necessary to protect building occupants from dangers caused by fire, smoke, and toxic fumes.” Additional information is available in NFPA 101 that you will need to know. For example, Sections 28.2.2.2.2.2 and 28.2.2.2.2.3 provide information regarding egress arrangements, specifically where delayed door

locks and electronic locking mechanisms are concerned. Section 7.2.1.6.1 provides specific information on the use of delayed-egress components. Section 28.3.4.3.1 offers advice on how to deal with occupant notification, providing basic information, such as Section 28.3.4.3.4 that simply says notification is required in all occupiable areas. Section 28.3.4.3.5 provides direction on annunciation and zoning in accordance with Section 9.6.7. I’ve only touched on some of the requirements set down in the code that you’ll have to know. For more information on NFPA 101, Life Safety Code, as well as other code sets, visit www.nfpa.org. ■ 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

Time to Face the Alternatives

A

ground was broken with the introduction of analog long-range radios, then cellular communications, followed by IP communications over broadband networks. With the demise in the use of plain old telephone service (POTS) lines, along with the rapid deployment of broadband networks, voice over IP (VoIP) services and the declining prices of cellular services, the message is quite clear. Digital communicators could soon become another dinosaur destined for alarm system museums. The various alternative means of communications offers greater scalability, faster commuthe ability We are at the brink of where nication, to process larger alternative communications is a amounts of data required element of every new and, most imporsecurity system sold today. tantly, the ability to maintain quality I may be underestimating the neces- communications as POTS lines become extinct. sity for alternative communications Attrition is the nemesis of the by stating the deployment of them alarm company owner. Why would is rapidly growing. In fact, I believe anyone want to sell and install a syswe are at the brink of where it is a retem that could potentially present quired element of every new security a problem either now or in the very system sold today. near future? Any alarm transmission Digital Dialers Give Way to Future inadequacy could stimulate conflict and potentially trigger an increase in Compare this trend with the clisubscriber attrition. mate that many of us experienced A good example of forward-thinkers when automatic tape dialers were and organizations that have looked at gradually phased out and the commuthis with unbiased eyes are the sucnications channel slowly, then rapidcessful “summer program” compaly, was taken over by digital communies. Most of them have taken a very nicators. Digital communicators have strong approach by only offering combeen the staple of alarm signal transmunications through cellular and/ mission for many decades. Although or IP channels. Granted, they need to numerous improvements came about charge a bit more than the average through the years, the essence remonitoring account, but they do so by mained the same. Eventually new lthough I have touched on the subject of alternative means of central station communications in the past, it was specifically from a standpoint of offering ancillary services and creating additional recurring monthly revenue (RMR). This certainly remains a meaningful channel for dealers and integrators to pursue. Only now the various alternative communication technologies used between a property and the monitoring center are rapidly becoming a necessary element of every security system.

By Peter Giacalone peter@petergiacalone.com

justifying what they are providing. It’s one thing to charge more. It’s a completely different notion to cost justify and present the great value the client is receiving for a few extra pennies per day for enhanced security that will sustain the changes within the telecommunications industry.

A Paradigm Shift Not to Ignore Through my 30-plus years in this industry, I have seen a lot of change. What I see on the horizon now leads me to believe that heads will spin if business owners don’t pay attention. Many dealers state that communications are not a problem for today or that they are not concerned about the telecoms and cable providers entering the industry because they have failed in the past. A shortsighted mindset such as this will be the demise of any dealer, eventually. I welcome the telecoms and cable providers. I believe they will raise the bar and cause independents to step it up. Then dealers who rise up to meet this challenge will prosper better than before. We are in the midst of a transitional period that could be very meaningful for the companies that choose to engage, change and grow better than before. Also significant, those who don’t engage the future and fail to make the paradigm shift could possibly become extinct. ■ Peter Giacalone is president of Giacalone Associates LLC, an independent security consulting firm.

46 securitysales.com • APRIL 2011

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ORIGINAL RESEARCH

Integrator Outlook

©iStockpohoto.com/Alexander Kirch

Cloud Brightens

Cloud-based, or hosted, services are among several newer technologies leading security integrators out of the recession. SSI’s seventh annual Systems Integrator Study shows renewed optimism amid rising returns paced by leading-edge offerings such as managed access control and high definition video. However, the data also details some lingering stagnation.

A

By Scott Goldfine

lmost 50 percent of security systems integrators report increased revenues from 2010 operations, compared to 29 percent a year prior. Those seeing a significant decline in revenue tumbled from 32 percent to 16.9 percent, and 35 percent of all firms posted higher gross margins. No wonder many of them believe the recession is surely, if slowly, subsiding — and why more than 71 percent of integrators have an optimistic or outstanding business outlook for 2011. Those were just some of the telltale results of SSI’s seventh annual Systems Integration Study. The latest survey —

initiated in February by Bobit Business Media’s Research Department with support from ISC organizers Reed Exhibitions and PSA Security Network — was distributed to thousands of systems integrators nationwide. Of the 363 completed surveys submitted, 213 met the systems integrator criteria as installing primarily integrated video surveillance and/or access control systems, and the majority of accounts not being monitored burglary/fire alarm systems. The research further shows that while the dark economic clouds are beginning to clear, the financial forecast remains somewhat foggy. This is evidenced by the majority of integrators reporting flat

overall gross margins, with drops in the prices charged for both access control and video surveillance systems. Plus, both managerial and frontline salaries for the most part plummeted. However, the impact of newer and cloud-based technologies along with their promise of future growth is also prominent. Almost 40 percent of integrators are offering managed access control and averaging 15-percent growth in those services. But video continues to be the industry’s shining beacon. Highlights include 30-percent growth in IP camera sales; a 37-percent gain in megapixel devices; and 38 percent of projects now feature VMS- and/or PSIM-based solutions.

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2011 SYSTEMS INTEGRATOR STUDY General Section

Company Years in Business 31.4%

More than half the responding security integrators (57 percent) have been in business 20 years or less. This makes sense since that is around the time when CCTV and access control really began to get a foothold in the electronic security industry. The overall average is 22 years, with a median of 15.

25.6% 17.4%

14.9% 9.1%

1-10 years

>

>

11-20 years

21-30 years

>

>

31-40 years

1.7%

>

41-50 years

50+ years

Regions Where Firm Operates MIDWEST 20.7%

WEST 28.1%

NORTHEAST 17.4%

Washington North Dakota

Montana

Employs One or More Full-Time Field IT/ Networking Specialists

Minnesota

Vermont

Maine

Yes

Oregon Idaho

South Dakota

Wyoming

Wisconsin New York Michigan

Nevada

Nebraska

Iowa

Pennsylvania Illinois Indiana

Utah

California

Colorado

Arizona

Kansas

Oklahoma

Hawaii

New Mexico

Ohio West Virginia

Missouri

73.2%

New Jersey Delaware Maryland

Virginia

Kentucky Tennessee

North Carolina

Arkansas

Mississippi

Alabama

Georgia

South Carolina

Texas Louisiana

Alaska

New Hampshire Massachusetts Rhode Island Connecticut

Florida

ALL REGIONS 19%

SOUTH 26.4%

While the largest number of responding integrators is based out of the Western United States, the sample is relatively evenly dispersed across the country. Nearly one in five say they cover the entire nation.

No 26.8%

Nearly three in four integrators now employ at least one technical IT specialist to work in the field. This marks an increase of more than 7 percentage points from just a year ago, and a total of 11 points dating back to 2009.

Number of Branch Offices Single location

2

3

4

5

6

7

8

9

10

11

12 or more locations

50.8% 16.7% 6.3% 4.8% 3.2% 0.8% 0% 2.4% 0% 0.8% 0% 14.3%

Almost half the responding integrator companies employ fewer than 20 full-time people. Close to 13 percent maintain a payroll of more than 500 employees. The overall average is 26.

More than half the responding integrators operate out of a single branch office. However, in excess of 14 percent have at least a dozen locations. The overall average is three.

Number of Full-Time Employees

Number of Part-Time Employees

1-4 _______________________ 27% 5-9 ______________________ 11.1%

None__________________ 24.6% 1-4 ____________________ 52.2 %

10-19 ___________________ 11.1% 20-39 __________________ 16.7%

5-9 ______________________ 5.8% 10-19 ___________________ 4.3%

40-59 ___________________ 7.9% 60-99 ____________________ 1.6%

20-39 ______________________ 0% 40-59 ____________________ 1.4%

100-149 _________________ 6.3% 150-199 _________________ 0.8%

60-99 ____________________ 1.4% 100-149 _________________ 5.8%

200-249 _________________ 0.8% 250-299 _________________ 0.8%

150-499 ____________________ 0% 500+ ____________________ 4.3%

Apparently there is not a great deal of part-time work among security integrators. More than three in four employ four or fewer people on such a basis. Due to a handful of larger companies, the average is 12 but the median is just 2.5.

300-349 __________________ 1.6% 350-399 _________________ 0.8% 400-449 ____________________ 0% 450-499 _________________ 0.8% 500+ ___________________ 12.7%

SURVEY NOTE: Graphs not totaling 100% due to rounding.

50 securitysales.com • APRIL 2011

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Salary Comparison AVERAGE

MEDIAN

Service Techs

$45,633

$44,500

Installation Techs

$44,178

$42,000

IT Specialists

$57,266

$54,500

Salespeople

$66,024

$62,000

General Managers

$75,165

$67,000

Administrative/Back-Office Personnel

$39,735

$34,500

On average salaries at best were flat in 2010 and in many cases declined. Taking the biggest hits were service techs (down about $3,000), IT specialists (off about $5,000), salespeople (about a $6,000 decline) and general managers (down around $12,000).

Average Total Gross Sales Revenue in 2010

hattrix security to the third power

22.8% 18.7% 13%

10.6% 5.7% Less than $100,000

13.8%

13% 2.4%

$100,000$499,000

$500,000$999,999

$1M $4.9M

$5M $9.9M

$10M $49.9M

$50M $99.9M

The hattrix hosted solution lets your customers control their own security in

2010 vs. 2009 Revenues

26.6% 16.9%

hosted

$100M+

Nearly six in 10 responding integrators (57.8 percent) pulled in less than $5 million in gross revenues during 2010, with the most prevalent range being $1 million to $4.9 million. The overall average was $21 million (versus $17 million in 2009), although the median was just $3 million.

21%

the ďŹ rst power:

15.3%

real time over the web.

20.2%

You offer professional maintenance of the entire

Down slightly (5% or less) compared to 2009

Dow wn significantly Down (g (gre eater than 5%) (greater compared to 2009

About even (flat, Abo 1% up or down) with 2009

Up slightly (2% to 5%) compared to 2009

Up significantly (greater than 5%) compared to 2009

Look no further than this graph for proof that the economic recovery, at least as far as the electronic security industry is concerned, is well under way. Nearly half the responding integrators say their revenues were up in 2010, compared to just 29 percent a year ago. Those saying revenue was down significantly was nearly halved (32 percent to 16.9 percent).

2010 Gross Margin

21.5%

Down slightly (5% or less) compared to 2009

of the customer. All the while taking advantage of your customer’s existing staff and systems.

25.6% 22.3%

18.2%

Down significantly (greater than 5%) compared to 2009

security system, on behalf

12.4% About even (flat, 1% up or down) with 2009

Up slightly (2% to 5%) compared to 2009

Up significantly (greater than 5%) compared to 2009

www.kantech.com

Almost 35 percent of responding integrators report their gross margins were up in 2010 compared to the prior year. Still, the leading category was those holding steady with essentially flat year-over-year gross margins. www.securitysales.com/freeinfo/14170

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2011 SYSTEMS INTEGRATOR STUDY General Section

Estimated Total Gross Revenue for 2011

Market Sectors Served

22% 16.3%

Commercial

13.8%

13%

4.9% Less than $100,000

47.4%

14.6%

13% Commercial projects are Residential within shouting 16.9% distance of half of all business conducted by responding integrators. Very little change was seen in this graph from a year ago, with industrial losing 1.3 percentage points and residential picking up .9 points.

2.4% $100,000$499,000

$500,000$999,999

$1M $4.9M

$5M $9.9M

$10M $49.9M

Industrial

35.7%

$50M $99.9M

$100M+

What we are seeing here is dispersion of a high concentration of integrators within the $1 million to $49.9 million brackets toward both the lower and higher ends of the spectrum. Less than $1 million rose by about 16 percentage points while greater than $50 million increased by about 6 percentage points.

Product Revenue Source Ratings

1.84

Access Control

2.35

Integrated Systems

2.91

Intrusion

4.05

Intercom/Telephone Systems

4.25

Outdoor Detection

4.39

Fire

0

Video continued to strengthen its hold on the top slot, gaining .08 of a point. Other areas demonstrating greater activity are intrusion, intercom/ telephone systems and outdoor detection. Fire lost half a point to slide to dead last.

1

Video

>

1

>

>

2

3

>

4

>

Number of Accounts (Customers) 21.7%

20%

17.5%

13.3% 14.2% 5.8% Less than 50

51-100

101-250

251-500

501-1,000

7.5% 1,001-2000

More than 2,000

5 While the leading single range for responding integrators is fewer than 50 customer accounts, the overall average is 608 with a median of 175. All that is to say integration firms come in all sizes. These numbers represent a decline compared to the prior survey’s 697 and 376 figures.

Company Sources of Revenue Generation

Percentage Business Acting as a Subcontractor

New system installations _________________________ 18.1%

My company does not subcontract________________ 13.8% Less than 10% _________________________________ 38.2%

System upgrades ______________________________ 17.8% Systems service/maintenance ___________________ 17.6% Equipment sales/distribution ____________________ 14.8% Consultation __________________________________ 12.9% System design_________________________________ 12.6% Other __________________________________________ 6.2%

The changes in this graph were quite subtle year-over-year, with new installations, upgrades and service continuing to account for in excess of half of integrators’ revenues. Equipment sales/distribution saw nearly a 1-percentage-point rise, and system design declined more than 1 point.

11-20% _________________________________________17.1% 21-30% ________________________________________ 14.6% 31-40% _________________________________________ 3.3% 41-50% _________________________________________ 5.7% Greater than 50% ________________________________ 6.5% My company always acts as a subcontractor _________ 0.8%

In excess of half the responding integrators say they act as a subcontractor more than 10 percent of the time. However, those who say they never act as a subcontractor more than doubled from 6 percent a year ago.

52 securitysales.com • APRIL 2011

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Percentage of Projects Engaging Subcontractors More than half the responding integrators report they use subcontractors on their projects less than 10 percent of the time. Perhaps the tough economy has caused many to keep more of the business for themselves as that percentage rose more than 7 percentage points from the prior survey.

My company does not use subcontractors _________ 17.1% Less than 10% _________________________________ 35.8% 11-20% _______________________________________ 15.4% 21-30% _________________________________________ 7.3% 31-40% _________________________________________ 0.8% 41-50% _________________________________________ 4.1% Greater than 50% ______________________________ 15.4% My company always uses subcontractors ___________ 4.1%

hattrix security to the third power

Participation in GSA Federal Government Projects

Yes

More than half the responding integrators have participated in General Service Administrationrelated federal government security projects. This marks about a 7-percentage-point jump as compared to the prior study.

No

54.8% 45.2%

the second power:

managed The hattrix managed solution makes you the

Economy Section

customer’s full-service

Impact of Recession on Business

36.2%

security partner. No

29.3%

investment in headcount 15.5%

12.9% 6%

>

>

>

since you manage all

>

1 2 3 4 5 Least Greatest Respondents cite the recession as having less of a negative impact on their businesses than at this time last year. Although the highest number of integrators selected a rating of 4, those selecting a rating of 1 increased 5 percentage points.

Recession-Related Actions Taken Place at Company in the Past Year

64.6%

Minimal raises

system tasks and maintenance. It is the closest thing to worry-free security for your customer.

52.5%

Salary freezes

42.4%

Layoffs of full-time employees Layoffs of non-full-time employees Shift reductions

is required by your customer

26.3%

16.2% Closing of offices/branches

Sale or failure of company

14.1%

4%

www.kantech.com

More evidence of gentler times is presented here as all categories except closing of offices/ branches (6-percentage-point rise) and sales or failure of company (1-point increase) took swings downward. The largest decrease was salary freezes (7.5 points). www.securitysales.com/freeinfo/14158

securitysales.com • APRIL 2011 53

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2011 SYSTEMS INTEGRATOR STUDY Economy Section

Hardships Placed on Business Due to Economic Crisis

Outlook for 2011

Hard to close business with cost-conscious prospects ______ 68.9% Customer defaults ________________________________ 43.4% Extreme internal cost-cutting _______________________ 39.6% Difficulty keeping up with general land administrative costs ____ 23.6% Unable to obtain needed financing/credit issues ________ 22.6% Difficulty meeting payroll ____________________________ 15.1% Other _____________________________________________ 4.7%

Dismal

Worried

3.4%

6.7%

Outstanding

10.9%

Optimistic

60.5%

Skeptical

18.5%

In line with this study’s other positive economic indicators, the top two “hardships” receded by a combined 18 percentage points. However, cost-cutting rose almost 5 points and financing/credit challenges jumped nearly 7 points. Respondents could select more than one answer.

Integrators have a little more bounce in their step than they did a year ago. The percentage of those saying their outlook for 2011 is either outstanding or optimistic increased by more than 7 points from what they anticipated for 2010. However, those with a dismal outlook more than tripled.

Access Control Section

Gross Profit Percentage for Access Control Installations

Access Control Business Sources Office Buildings

15.8%

Hospitals / Schools / Universities

15.1%

Government Facilities (Federal, State & Local)

13.1%

Industrial Manufacturing

12.8%

Warehousing / Trucking / Transportation

7.8%

Retail / Entertainment

7.8%

Financial Institutions

7.6%

Utilities (Electric, Water, Gas, Nuclear, etc.)

7.3%

Gaming / Hotels / Resorts / Arenas

5%

Mass Public Transportation Facilities

3.9%

Residential

3.7%

The top three access customer types stood pat, while industrial manufacturing and residential (nearly 1 percentage point apiece) and retail/entertainment (almost 3 points) showed the biggest gains. Financial institutions and utilities both shed approximately 2 points.

Number of Access Control Systems Per Month No. Installations

Systems Integrators

Security Dealers

1-4

$45,633

$44,500

5-9

$44,178

$42,000

10-14

$57,266

$54,500

15-19

$66,024

$62,000

20-24

$75,165

$67,000

25+

$39,735

$34,500

Integrators reporting in excess of 20 access projects per month more than doubled from 4 percent a year ago. However, the 1-4 bracket also grew by 21 percentage points. Overall, the average integrator takes on seven access jobs each month.

Security Dealers

Systems Integrators

Integrators report their gross access control profit margins shrank close to 5 percentage points in 2010. Even though those of security dealers also show almost a 4-point slide, since 2008 integrators have seen what had been a 5-point advantage over dealers turn into a 1.4-point deficit.

Average Access Control Price Charged Per Door Price Per Door Systems Integrators Less than $500 5.4% $500-$699 4.3% $700-$899 7.6% $900-$1,099 12.0% $1,100-$1,299 8.7% $1,300-$1,499 8.7% $1,500-$1,699 4.3% $1,700-$1,899 2.2% $1,900-$2,099 8.7% $2,100-$2,299 3.3% $2,300-$2,499 13.0% More than $2,500 21.7%

Security Dealers 12.3% 9.4% 10.4% 9.0% 10.4% 5.7% 8.5% 5.2% 9.0% 6.1% 6.1 8.8%

Integrators are charging considerably less per access opening than they did a year ago. Those charging $1,099 or less skyrocketed more than 22 percentage points from 7 percent a year ago, and the more than $2,500 range slid in excess of 18 points. The average price charged by integrators is $1,678, down from $2,148 a year ago. 54 securitysales.com • APRIL 2011

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Number Doors/Openings Per Access Installation No. Doors

Systems Integrator

Security Dealer

1-5

39.6%

49.5%

6-10

33.0%

36.2%

11-25

18.7%

11.4%

More than 25

8.8%

2.9%

Gains were seen in both the smallest and largest ranges. Integrator access projects involving 1-5 openings rose by nearly 16 percentage points, while those with more than 25 openings expanded by almost a third. Overall, the average integrator project includes 10 openings versus seven for security dealers.

hattrix security to the third power

Percentage of Access Control Systems Involving Networking Following a period of steady growth, networked access systems declined the past year. Integrators report a 9-percentagepoint drop, while security dealers saw a 7-point dip. Perhaps standalone solutions have been winning over budget-conscious end users.

Systems Integrator Security Dealer

the third power:

hybrid The hattrix hybrid solution gives

Frequency Including ID Card Printers/Software in Access Proposals

your customers customized features

40.2%

tailored to their unique

13%

15.2%

6.5% Never

environment. So they

18.5% 6.5%

0 - 24% of the time

25 - 49% of the time

50 - 74% of the time

75 - 99% of the time

100% of the time

On average, responding integrators include ID card printers/software in their access control project proposals 42 percent of the time. That indicates a decline of 4 percentage points from the previous study. However, one in four offer it at least 75 percent of the time.

get just what they need. And you get a stronger partnership.

Percentage Offering Managed Access Control Services

No

61.3%

Yes

38.7%

Almost four in 10 responding integrators are now offering managed access control services. Of those that do offer this to clients, the average growth rate has been almost 15 percent.

www.kantech.com

www.securitysales.com/freeinfo/14123

securitysales.com • APRIL 2011 55

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Eng neered 6 ‡ Ăˆää

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Canon’s New 1.3 Megapixel IP Security Cameras Deliver ÂœĂœÂ‡ ˆ}Â…ĂŒĂŠ*iĂ€vÂœĂ€Â“>˜Vi]ĂŠ6ˆ`iÂœĂŠ ˜>Â?ĂžĂŒÂˆVĂƒ]ĂŠ>˜`ĂŠ Ă•VÂ…ĂŠ ÂœĂ€i° Canon’s IP Security Cameras have always leveraged the Company’s global leadership in advanced optics and imaging technologies. Now Canon’s three new 1.3 Megapixel IP Security Cameras take that advantage to a whole new level with a range of features and beneďŹ ts that go beyond the competition. Canon’s new VB-M40, VB-M600VE and VB-M600D IP Security

>“iĂ€>ĂƒĂŠ>Ă€iĂŠ" 6 ĂŠĂ›iĂ€ĂƒÂˆÂœÂ˜ĂŠ£°äĂ“ĂŠVœ˜vÂœĂ€Â“>Â˜ĂŒĂŠÂŤĂ€Âœ`Ă•VĂŒĂƒĂŠÂ“>Žˆ˜}ĂŠ ĂŒÂ…i“Êi>ĂƒÂˆiĂ€ĂŠĂŒÂœĂŠÂˆÂ˜ĂŒi}Ă€>ĂŒiĂŠÂˆÂ˜ĂŒÂœĂŠĂ›Âˆ`iÂœĂŠÂ“>˜>}i“iÂ˜ĂŒĂŠĂƒĂžĂƒĂŒiÂ“Ăƒ°ĂŠ7ÂˆĂŒÂ…ĂŠ these new products Canon has combined brilliant low-light color imaging capabilities, on-board video analytics and easy integration and installation to set a new standard in high resolution IP video security camera performance.

For product info visit www.usa.canon.com/ipsecuritycameras or call 1-800-OK-CANON www.securitysales.com/freeinfo/14119

SS4study.indd 56 SS0411canonspd.indd 2-3

3/31/11 2:39:15 PM

for low-light

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0.10 Lux Full Moon 0.01 Lux Quarter Moon 0.001 Lux Starlight

for built-in

ntelligence On-Board Video Analytics All of Canon’s megapixel cameras are equipped with advanced video analytics to greatly increase the effectiveness of video surveillance systems, helping end-users improve safety and save time/money by quickly responding to potential issues. UÊ Û }Ê"L iVÌÊ iÌiVÌ UÊ,i Ûi`Ê"L iVÌÊ iÌiVÌ UÊ L> ` i`Ê"L iVÌÊ iÌiVÌ

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for easy

nstallation Canon’s UniqueÊ >ÃÞÊ-iÌ 1«Ê*/,<Ê/ Canon’s new fixed megapixel dome cameras, the VB-M600VE and VB-M600D, include a unique Easy Set-up PTRZ Tool that utilizes special motors to adjust the Pan/Tilt/Rotation angles and Zoom/Focus after installation. UÊ- « wiÃÊ ÃÌ> >Ì UÊ->ÛiÃÊ/ iÊ> `Ê iÞ

©2011 Canon U.S.A., Inc. All rights reserved. All images and effects are simulated. Canon and DIGIC are registered trademarks of Canon Inc. in the United States and may also be registered trademarks or trademark in other countries. IMAGEANYWARE is a trademark of Canon. “ONVIF” and are trademarks of ONVIF Inc.

SS4study.indd 57

3/31/11 2:39:15 PM 3/24/11 11:16:35 AM

2011 SYSTEMS INTEGRATOR STUDY Video Surveillance Section

Video Surveillance Business Sources

Video Surveillance Gross Profit Margin

Hospitals / Schools / Universities

14.2%

Office Buildings

14.2%

Government Facilities (Federal, State & Local)

12.9%

Industrial Manufacturing

10.5%

Retail / Entertainment

Security Dealers

9%

Warehousing / Trucking / Transportation

7.7%

Financial Institutions

6.2%

Utilities (Electric, Water, Gas, Nuclear, etc.)

5.2%

Residential

Systems Integrators

5%

Gaming / Hotels / Resorts / Arenas

4.5%

Mass Public Transportation Facilities

3.2%

Integrators’ gross profit margins on video surveillance business remained unchanged from a year ago. Those of security dealers rose by a percentage point. Overall, 99 percent of integrators say they install video, 10 percent more than security dealers.

The gains on this graph were seen in the lower half of business sources, with retail/entertainment, warehousing/trucking/transportation and residential all rising at least 2 percentage points. Up top, office buildings, government and utilities all took small hits.

Number of Video Surveillance Systems Installed Per Month 1-9

10-19

20-29

30-39

40-49

50-59

60-69

70-79

80-89

90-99

100+

69.5% 21.1%

4.2%

0%

1.1%

1.1%

0%

0%

2.1%

0%

1.1%

Much in the way profit margins remained unchanged, the average number of monthly video surveillance installation projects stood pat at nine. However, there was a slight upward movement as those reporting in excess of 19 installations rose more than 2 percentage points.

Average Price Charged for Video Surveillance Systems 35.1% 18.6% 8.2% 10.3% 9.3%

1% Less than $5,000

$5,000$10,000

$10,001$15,000

$15,001$20,000

$20,001- $25,001$25,000 $30,000

4.1% $30,001$35,000

Average Number of Cameras Per Video Surveillance Installation

27.8%

2.1% 0% 6.2%

3.1%

$35,001- $40,001$40,000 $45,000

1%

9.3%

$45,001- Greater than $50,000 $50,00

Wiring/Connection Methods Used in Video Surveillance System Installations Less than 10

52.6% 11.3%

0%

After showing an increase in the average amount integrators charge for video surveillance installations a year ago, the latest figures depict a reversal (from $23,770 to $19,072). In particular, the $5,000-$10,000 segment more than quadrupled (from 8 percent).

11 - 20 21 - 30

Technology

Systems Integrators

Security Dealers

Coaxial Cable

39%

57%

Fiber Optics

6%

4%

Ethernet / IP Network

35%

9%

31 - 40

UTP / Twisted Pair

14%

17%

41 - 50

Wireless Transmission

6%

3%

50+

The trend of IP-based video projects trickling down from large-scale deployments to smaller installations is supported by this graph. Projects averaging 20 or fewer cameras rose by more than 14 percentage points from a year ago. The overall average is 16 cameras.

Coaxial cable continues to hold a small edge over Ethernet/IP network transmission in integrators’ video surveillance projects. Overall, changes here were minimal. Wireless picked up 1 percentage point, and UTP added 2 points.

58 securitysales.com • APRIL 2011

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www.securitysales.com/freeinfo/14219

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2011 SYSTEMS INTEGRATOR STUDY Video Surveillance Section

Growth of Networked IP-Addressable Cameras Installed During Past Year 19.4% 17.3% 14.3% 12.2% 10.2% 9.2% 5.1 5.1% 2% 2% 2% 2 No growth/ Negligible

+1 - 9%

3.1%

0%

+10 - 19% +20 - 29% +30 - 39% +40 - 49% +50 - 59% +60 - 69% % +70 - 79% % +80 - 89% +90 - 99% +100 - 124%

3.1% +125% or more

While still healthy, the situation is not as robust as a year ago when integrators citing at least 80 percent in IP camera sales growth tripled from the prior study. The average reported growth rate is 30 percent (down from 47 percent).

Percentage of New Video Systems Sales Involving Analytics

New Video Systems Sales That Are IP-Based Those who say 80 percent or higher of their new video system sales are IP-based moved upward from 24 percent to nearly 33 percent. While still impressive, the average across the board, however, lost 1 point to 48 percent. Around 8 percent are still not selling any IP video.

0% _____________________ 8.2% 1% - 9% ________________ 15.3%

0% ____________________ 32.6% 1% - 9% _________________41.1%

10% - 19% _______________ 9.2% 20% - 29% ________________ 7.1%

10% - 19% _______________ 7.4% 20% - 29% ________________ 2.1%

30% - 39% ______________ 10.2% 40% - 49% __________________ 2%

30% - 39% ________________ 2.1% 40% - 49% ________________ 2.1%

50% - 59% ________________ 4.1% 60% - 69% ________________ 4.1%

50% - 59% _______________ 5.3% 60% - 69% __________________ 0%

70% - 79% ________________ 7.1% 80% - 89% ______________ 16.3%

70% - 79% _________________ 1.1% 80% - 89% _________________ 1.1%

90% - 99% ________________ 6.1% 100%___________________ 10.2%

90% - 99% __________________ 0% 100%____________________ 5.3%

Slowly but surely, deploying software that analyzes digital video is gaining traction. The overall average is 15 percent, which is a 4-percentagepoint ascent from a year ago. However, almost a third are still not selling it at all.

Percentage of Video Surveillance System y Installations That Include Outdoor Applications 15.2% 15.2% 12.1% The average number of video 11.1% 10.1% surveillance projects includ8.1% 7.1% 7.1% ing outdoor applications is 55 6.1% 5.1% percent. This is one of the most 3% 0-9%

10-19%

20-29%

30-39%

40-49%

50-59%

60-69%

Percentage of IP Camera Sales That Are Megapixel 30.6%

0 - 9%

12.2%

10 - 19% 20 - 29% 30 - 39%

9.2% 7.1%

40 - 49% 3.1% 50 - 59%

70-79%

80-89%

90-99%

100%

evenly distributed range of responses in this entire survey.

Percentage of Video Surveillance Installations That Include Video Management Software or Physical Security Information Management Systems 26.5%

0 - 9%

17.3%

10 - 19%

14.3%

20 - 29% 30 - 39% 2% 40 - 49% 4.1%

8.2%

50 - 59%

60 - 69% 4.1% 70 - 79%

8.2%

60 - 69% 2%

12.2%

6.1% 90 - 99% 4.1% 100% 3.1% 80 - 89%

High definition video continues to experience high sales gains. Responding integrators’ average IP camera sales that are megapixel models rose 7 percentage points to 37 percent, up from 22 percent two years ago. The 100 percent bracket nearly doubled from a year ago.

70 - 79%

7.1%

7.1% 90 - 99% 4.1% 100% 7.1% 80 - 89%

On average, 38 percent of integrators’ surveillance projects include video management software and/or physical security information management systems. As a growing area, many within the largest bracket of 9 percent or less figure to soon migrate into higher deployment ranges.

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INSTALLATION CASE STUDY

Grade A

Security

for

‘Big D

Comp lex

They say everything is bigger in Texas, and the sprawling Galleria Dallas shopping center and its new expansive security system live up to that claim. However, what looms largest was the tightly coordinated effort the security consultant, integrator and end user demonstrated to help maximize the facility’s safety.

T

By Robert D. Grossman

here is nothing average about Galleria Dallas. Under a magnificent barrel-vaulted glass skylight, the visitor experience is one of a casual city street replete with shopping, cafes, seating and people watching. To ensure the safest possible environment, Galleria Dallas’ proactive management decided to upgrade the facility’s electronic security including the move to IP-based video surveillance.

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or

g D’

mp lex

The action was initiated without the all-too-typical presence of a precipitating event or upward crime trend forcing the decision. Rather the comfort and security of visitors took center stage, and the upgrade was part of a longstanding trend in strategic thinking on the part of management. “We want people — guests, employees and visitors — to feel that they have arrived at a safe environment,” explains Angie Freed, general manager of

Galleria Dallas. “And knowing that the feeling of security and safety is the No. 1 reason people cite in visiting or not visiting a shopping center, we want to make sure they choose us.” Galleria Dallas already had CCTV located throughout the shopping center, but management wanted to do more and allocated funds for an upgrade. Egg Harbor Township, N.J.-based consulting firm R. Grossman and Associates Inc. (RG&A) was hired to survey the facility, offer recommendations and assess proposals already in hand. “We wanted an outside expert to evaluate our systems, make suggestions, and make sure we were moving in the right direction,” explains Earl Morgan, director of security for the property and an Andrews Int’l employee. “We are not experts in this; it’s not what we live and breathe every day,” adds Freed. The scope of the project would entail helping safeguard the complex’s 1.9 million square feet of retail space and more than 200 retail shops. There is also a four-story glassed-in structure featuring an ice skating rink that is home to the nation’s tallest indoor Christmas tree, 10,000 garaged parking spaces and a 4,300-square-foot, award-winning Children’s Play Place. Following is a first-hand account of how consultant, integrator and end user forged a rock-solid collaborative union to deliver the best possible security design, installation and final solution. The endeavor would prove the axiom that planning pays off, and include hundreds of cameras, several hundred terabytes of data storage, 90,000 feet of conduit in the parking garage alone, and a total cost in excess of $1 million. (Editor’s note: This project’s nondisclosure agreements bar revealing precise equipment locations and quantities.)

Design Calls for IP Cameras, VMS It was against this backdrop that RG&A set out to design and specify the system. After two site visits and extensive exploration of the massive property, a scope of work was defined and a specification was created around a “wish list.”

“Anytime you are dealing with a project with a fixed budget, there are a number of ambiguities,” says Robert Sprague, RG&A consultant/project manager assigned to Galleria Dallas. “On the one hand, you want to get your client exactly what they’re looking for. On the other, you need to be mindful of the budget; if your design goes over [budget], you don’t want to go to the expense of rebidding the project. And it’s not fair to put the integrators through that.” The center initially had a number of analog cameras in public areas. These were recorded on GE/Kalatel DVRs installed in data closets located strategically around the property and linked via a fiber-optic backbone. The DVRs handled storage of the recorded images while a Genetec video management system (VMS) was used to view and play back recorded images from a central command center. There were no cameras in the parking garages and the initial focus of the design was to add complete coverage of the 10,000 parking spaces, and redesign the command center to handle the added workload. As a standard course of business, RG&A designs projects with a base system and a number of option packages or alternates. The base system is the minimum functionality required, and the options traditionally enhance performance or add features. In the case of Galleria Dallas, the base system included the parking garage cameras and associated storage and video management. Options included the new command center; added coverage for the interior of the shopping center; increased recorded retention time from the baseline; moving all of the existing cameras off of the DVRs and onto the new system; and replacement of the emergency callbox system. The last option was initially going to be a separate project but the prospect of labor savings compelled management to act sooner. The request for proposal (RFP) package was released in June 2010 to a crowded field of integrators. Thirteen firms signed nondisclosure agreements (NDAs) and received RFPs, with 12 of those companies attending the mandatory prebid meeting/walkthrough. The securitysales.com • APRIL 2011 63

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DALLAS SHOPPING CENTER UPGRADE

After replacing the existing DVRs with encoders in the data closets throughout the shopping center, Robert Tabbara (left) and Brian Heldreth of 911 Security review the transition plan to clean up the temporary wiring without causing any system downtime.

project was based on a performance specification and integrators were encouraged to offer alternatives, provided that the performance was equal or better. In all, 13 bids were received from nine different integrators. In fact, the initial system design had been specified as analog cameras with IP encoders to minimize the cost of replacing vandalized cameras, in case that became a problem in the parking garages. Galleria Dallas stakeholders had mixed feelings about going analog (the “futureproof” nature of a fully IP-based system was appealing) and it was ultimately an alternate proposal that won out. The project, including all of the specified option packages, was awarded to Dallas-based 911 Security Cameras (911). With 47 employees in four offices (Dallas, Houston, San Antonio and Baton Rouge, La.), 911 was established in 2007. Today the business realizes 80 percent of its revenues from video surveillance and the balance from access control projects. “We feel this is a great advantage because it really separates us from the

Ryan Armstrong (left), crew leader and Josh Davis, senior technician, work on camera and conduit installation after Dallas Galleria operating hours. While the initial intent was to minimize disruption to the shopping center, the off-hours work sped up installation dramatically as it presented a safe and obstacle-free environment that would have been difficult to achieve with heavy traffic in these areas.

competition,” says 911 President Robert Tabbara. “The whole company — techs, sales, support staff — are really knowledgeable about these products. Consequently we are able to evaluate products, get hands-on experience, and become certified on a tremendous depth of products within that market niche. We are certified on seven brands of video manageme nt systems and have dealt with almost every kind of camera out there, so we know what to promote and what to avoid.” The integrator had proposed a fully IP-based system that included highend products with familiar brand names where appropriate (e.g. Cisco networking, Dell computers, Winsted console), as well as a lesser-known make (ACTi) of fixed cameras. “I was initially unfamiliar with that brand,” says T. Riley Pierce, senior consultant for RG&A and the person responsible for evaluating substitutions on the project. “911 sent us a sample and we actually had it installed at another site with similar lighting and environmental conditions. But it was the independent feedback from

another integrator that pushed me over the edge.” RG&A leases a warehouse on its property to integrator Pro Video Engineering. When Pierce asked Pro Video’s Tim Longnecker what kind of IP cameras he was using, he responded ACTi without even being prompted. “He had such a

Galleria Dallas FAST FACTS • 1.9 million square feet of retail space • Opened in 1982, expanded in 1985, 2004 and 2007

• 200 nationally and internationally known retailers

• Four-star Westin Hotel recently renovated • Three separately owned office towers totaling 1.5 million square feet

• Three-story exterior glass, air-controlled alley entry

• Center Court Ice Skating Center • 22 restaurants and eateries • More than 10,000 covered parking spaces

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DALLAS SHOPPING CENTER UPGRADE

Robert Tabarra, president of 911 Security, spent a lot of time onsite, often attending to details that made his work teams more efficient. “I’ll do whatever it takes to keep things flowing smoothly, even if it means setting up a rack or cleaning out a data closet,” he says.

large installed base over a long period that we had no problem moving forward with the substitution,” adds Pierce. Throughout the value engineering phase there were a number of suggestions made by 911 that further refined the system. RG&A’s philosophy is that there is no room for egos on a project. The consultant believes the overriding imperative is providing the client with the best system within their design and budgetary constraints. Hence, all good ideas should be discussed and evaluated.

Galleria Dallas Director of Security Earl Morgan reviews camera coverage and field of view as devices are brought online. By not waiting for a final punch list, corrective action can be taken while the crew is still working in that area, reducing the number of return trips and speeding up the final testing and tuning.

That sentiment was echoed by both Morgan and Denise Witry, operations director at Galleria Dallas. “We feel it was a good three-way marriage, if you will,” says Witry. Other equipment manufacturers involved in the project included APC, Panasonic, Salient and Talk-A-Phone.

Solving Power, Cabling Challenges The level of planning, combined experience of the team, and proximity of the site to 911’s Dallas office made this a relatively painless installation.

◗ Integrator Finds Value in Consultant’s Counsel While 911 Security Cameras had worked on projects designed and specified by consultants in the past, the Galleria Dallas job was its first time actively working with a consultant overseeing the installation. Following are some comments the integrator’s president, Robert Tabbara, had about the experience. On a more competitive bid process: “In cases where the specifications allow some innovation, it really promotes the spirit of competition. When we have the option to choose different manufacturers, we can go to the manufacturers and see who wants this major project. By doing that, we can get much

more aggressive pricing and, in the end, that really helps the customer a lot. There’s a lot of good camera companies and [network] switch companies out there and they all want a chance for your business.” On teamwork: “When there were modifications during the installation phase, it was good to have someone who had experience with doing things differently to run things by. It was more like, ‘let’s really find out what is the best solution for the customer.’ For example, during the value engineering phase [following the project award and prior to the construction phase] we got together on the design and talked through

different options. The brainstorming helped us decide the absolute best solution for the customer and not make lastminute changes.” On feedback: “It was good to get some third-party feedback. At one point there was a discussion between operating systems for the client workstations — Windows XP versus Windows 7 — and our combined experience was a big help. Different methods of securing cables, suggestions on how to mount things in the cabinets in the field — all of these things will help take us to the next level. And we want to continue to get better and better — there’s always a next level!”

Brian Heldreth, project manager for 911, is also a licensed electrician and his extensive experience with larger electrical projects proved helpful. “We ran 90,000 feet of metal pipe in three weeks,” he says. “And throughout all of that, we stayed out of the way completely, with no disturbance to customers or operations.” A major contributor to things proceeding so smoothly was the level of cooperation between Galleria Dallas and 911. “I can’t think of any time we impacted their ability to complete their work. And a lot of this was happening during the [Thanksgiving and Christmas] holidays, and it was all pretty seamless,” says Witry. One area where the consultant’s specification made things a little more difficult was the insistence on a dedicated power wire rather than using power over Ethernet (PoE) technology. RG&A had concerns about the cable distances involved, voltage drop and cameras that would draw more power in the future. “The goal was a system that was futureproof, and no one ever got hurt having a dedicated power line,” says Sprague. “We can add line extenders such as the Nitek VR124UTP to get us past the 100-meter Ethernet distance limitation, but running 120VAC power lines after the fact can get pretty expensive.” A team of a dozen 911 employees was assigned to the project, with four subcontracted personnel handling the

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DALLAS SHOPPING CENTER UPGRADE

IP cameras are reviewed and focused using a laptop PC at the field device location. Here, cameras are installed in the Guest Reception Booth to add coverage and document activity.

Director of Security Earl Morgan walks the shopping center, shown here talking to Dallas Police Sr. Corporal Jeff Ell. “It is important to visualize the coverage area in person while looking at the cameras,” says Morgan. “The best way to do that is to review the areas in person, on a regular basis.”

fiber pull and termination. The team worked from 11 p.m. to 7 a.m. during the conduit installation, cable pull and camera-mounting phase to minimize disruptions. Tabbara spent about 15 percent of his time onsite making sure things went according to plan and that his people were supported properly. “I like to stay close to the customers and make sure that I hear any complaints or things that could be going wrong. Getting real feedback to make sure we are on schedule is critical, and I also want to be close to my guys. If there are any problems, I can solve them pretty quickly.” Although the installation phase came off without any especially challenging hurdles or nagging problems, Sprague highlights a few small issues that cropped up. “Sure, there were the usual changes and improvements,” he says. “There were plans initially to put the IDF points in air-conditioned cabinets in the garage because of the Texas heat, but we felt that would be a failure point once we got past the three-year warranty period. We decided to go with hardened switches and fiber-optic modules that could withstand these environmental conditions and 911 selected ComNet, a relatively new entrant in this field. We looked at them closely and were impressed with the product and the people behind it and it has worked out well.” Similar problems — though relatively minor — concerning command center layout, rack locations, camera posi-

tioning and other issues were worked out quickly and efficiently. A communication practice RG&A has deployed on projects for quite a while worked out particularly well. “We create an E-mail address for every project,” says RG&A Office Manager Terri Timmons, who handles project communications. “Any messages sent to that address automatically forward to a list of project contacts, including the client and our own people. Once the project is awarded, the integrator adds their people to the list, and if there’s an architect or general contractor we add them as well. It really simplifies things, as no one gets left out. You just send an E-mail to one address and it goes to all the right people.”

End Result Covers All Bases So how is the system working? Galleria Dallas personnel weren’t surprised with the coverage. “We had walked every square inch of the parking garage, so coverage was exactly what we expected,” says Morgan. Asking him about the possibility of adding cameras elicits a smile. “Right now coverage is so good it is hard to imagine where we could possibly need more cameras. I’m sure that once we’ve been working with it for a while we will make some minor tune-ups and adjustments.” But the real surprise he says was the ease of use: “The other day I had two other security officers with me and I wanted to see how easy it was to go back and review some footage. I asked the operator to show me a review, and

she made a couple of mouse clicks — 1 second, 5 seconds, 20 seconds, 30 seconds — she went right where she needed to go and hit ‘play.’ Video popped right up and that’s with no training.” Other advantages are being realized as well. From an operational standpoint, as the management team continues to get familiarized with the new capabilities, they are looking forward to being able to view cameras from their offices and performing virtual walkthroughs of the facility. Cameras near emergency call boxes will allow security staff to evaluate the situation before dispatching someone and eliminate false alarms. And on the rare occasion when crime does occur they will be able to help law enforcement catch the criminal, which is a powerful deterrent in itself. Witry sums it up nicely: “You know, from an operations standpoint I have 19 million people who travel in and out of this shopping center on an annual basis. If our security programs — CCTV, call boxes, patrols, bikes, vehicles — provide them with a feeling or perception of safety, and they can go home and say, ‘My visit to Galleria Dallas was just phenomenal from beginning to end,’ it’s something to be proud of.” ■ Robert D. Grossman is president of R. Grossman and Associates Inc. (www.tech-answers.com), an electronic security consulting group specializing in casinos, government facilities, commercial and retail applications. He can be reached at (609) 383-3456 or rdgrossman@ tech-answers.com.

FIND IT ON THE WEB F The online version of this story includes a T gallery with additional photographs. g

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★ Special Government Market Section BUSINESS MANAGEMENT

Getting Your

GSA Business

©iStockphoto.com/oversnap

ON SCHEDULE

Despite robust opportunity at the federal, state and local level, the government sector remains a highly procedural market requiring the utmost in professionalism. With the necessary skillsets and business acumen, systems integrators can participate and profit as a direct provider or subcontractor.

L

By Lynn De Seve

ooking for new growth opportunities during these challenging economic times? Many installing security contractors continue to explore the potential for government-funded projects to compensate for lagging sales. Entering or expanding a presence in the competitive government security marketplace is a worthwhile consideration. In fact, according to SSI’s latest Systems Integrator Study (see page 48) more than half the responding installing security contractors have participated in General Service Administration-related federal government security projects. That level of

involvement in the government space marked roughly a 7-percentage-point jump compared to the previous year. Government entities will always need security! This fact cannot be understated. But to truly be a contender and win projects, an integrator will need to thoroughly assess its willingness to commit

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GSA CONTRACT VEHICLES

to the sector’s strict regulations. Moreover, it will be necessary to prepare a thoughtful strategy that melds your company’s product offerings and service capabilities with the government’s procurement processes and intricate requirements. Without question, government contracting can be quite complex for integrators and end-user agencies alike. Yet the process can be simplified considerably by having the right contract vehicle(s) in place to cover the products, services and scope of work to meet project demands. Let’s take a close look at the latest developments in the government sector and explore how best to maneuver successfully in this unique channel.

A General Services Administration (GSA) Schedule contract vehicle is always a sure bet to make it easier for federal agencies to buy — as well as for the installing contractor to offer — a total solution. Under some GSA programs, such as GSA Schedule 84 for security, fire and other building controls, the eligibility to use the GSA program is extended to state and local agencies. Fortunately for integrators wishing to sell to a government agency, the current scope of GSA Schedule 84 allows for the procurement of a turnkey solution. Indeed, the Schedule 84 program offers all that an integrator typically provides: assessment of the site, design, selling of products, installation, repair and a continuing maintenance agreement. Government agencies can save time and money since GSA Schedule contractors provide solutions that have been fully vetted for financial stability, past performance and experience, with pricing and terms equal to or better than the contractor’s best customers. Helping streamline the process, agencies can utilize GSA eTools — an online portal where federal and private customers can quickly learn about an array of GSA products, services and pricing to find a GSA contractor. Through the various eTools end users may request a quote and place an order

©iStockphoto.com/David Mehary

A Streamlined Contract Process

Installing security contractors will be required to document past performance in order to be considered under GSA contract vehicles. To build a performance history, each contractor must submit a list of no more than 20 past customers to be surveyed by GSA.

through a simplified ordering process without going to formal advertising or formal bid. For more information about the wealth of information and services available through GSA eTools, check out the sidebar on page 74.

Understanding Your GSA Options There are a few options for different levels of involvement for integrators under the GSA program. The first option an integrator can consider is to work with a current GSA contractor, providing support through subcontracting services. This is a great way to learn the rules of engagement with the government. All large business GSA contractors are required by federal rules to provide opportunities to small and small disadvantaged businesses. There are GSA Mentor Protégé programs that promote this type of partnering. The next option is a step up for a higher level of commitment. An integrator

could request to become a participating GSA reseller/service provider under one or more manufacturer’s programs. Many of these programs also include services priced regionally for installation and maintenance agreements, as well as a margin consideration for products as allowed by GSA. Finally, the best practice observed by successful integrators is to hold your own contract in addition to participating as a GSA reseller/service provider to offer a complete line of products and services. Integrators with a GSA contract can also set up “teaming arrangements” with other GSA contractors in order to offer a total solution or participate in jobs that may be set aside for certain business categories. This arrangement also may help to mentor disadvantaged subcontractors. There is special procurement consideration for women-owned, veteran- and disabled veteran-owned,

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GSA CONTRACT VEHICLES

disadvantaged small- and HUBZoneowned business with federal agencies. Experience has demonstrated that even with these preferred categories, contractors have written more business as they benefited from having a GSA contract prequalified and prenegotiated pricing and terms whether taking orders directly or as a “teaming partner.” Ultimately, in order to have the best solution access to those agencies that utilize the GSA eTools, an integrator must hold its own GSA contract.

Getting Cozy With Manufacturers Establishing good relationships with manufacturers that already play in the government space will be requisite in order to find products to build your

GSA program. The trickiest part is to identify vendors that are willing to give you a “letter of supply” for the products necessary to fulfill a security solution you plan to include as your GSA offer. As explained in the sidebar on page 74, you will have to meld the suppliers that match with Special Item Numbers (SINs) so that in your game plan you can access all of the product categories you want to offer under the electronic Request for Quotes (RFQs) program known as GSA eBuy. This is the method the agencies will use to alert you to a project opportunity. If you do not have a certain SIN, you cannot identify the opportunity; therefore, you will be unable to respond. Another requirement stipulates in order to submit for a product line, you

must show you have substantially sold those items previously. There is a workaround if you have not sold substantial quantities, but the supplier will need to be supportive of your efforts. Some manufacturers prefer to hold their own contract and set up participating GSA resellers. The suppliers will not be available to list on your GSA contract, but being a GSA dealer should also be a part of your strategy. The goal is twofold: gain access to the product categories you want to offer as well as products your company has experience and confidence in supporting.

Get Your Financial House in Order So what are some of the primary requirements for undertaking a GSA contract vehicle? First, it is not a list!

Qualified installing security contractors interested in pursuing work in the government sector will need to become familiar with GSA eLibrary, an online source (www.gsaelibrary.gsa.gov) that provides the latest GSA contract award information. Here both government agencies and integrators can view all of the GSA contracts applicable for security products and related services. Also included are the specific categories for those products and services, which are referred to as Special Item Numbers (SINs). The SINs define the products and services available under the GSA contracts. A search engine allows users to type in keywords, contract numbers, contractor names and SINs to locate who is listed under these programs or categories. Having proper coverage under the SINs allows the contractor to read the Request for Quotes (RFQs) posted on GSA eBuy (www.ebuy.gsa. gov), which government buyers use to request information, find sources and complete other tasks. An agency seeking a security solution is able to select an integrator if they are listed under the category of products or services

©iStockphoto.com/Jesper Elgaard

◗ Surfing the Latest Online Contract Award Information

The General Service Administration’s GSA eLibrary offers a wealth of online resources and tools to help installing security contractors research and pursue contract award proposals.

they are seeking. For example, if the agency is looking for video surveillance, they would typically search under SIN 246-42(1) and find a complete listing of contractors with all pertinent contact information. GSA Advantage! (www. gsaadvantage.gsa.gov) lists all of the items and services that have been awarded under all GSA contracts. It is a mandatory re-

quirement for contractors to list their items after award. You can link directly to GSA Advantage! and again choose keywords, contractor names and part numbers to check pricing and search for information. Agencies use GSA eLibrary to see what companies offer under the GSA program. End-user customers can type the company name in the search engine and

then link to the contractor’s page that posts their pertinent information. From there, agencies can pull up a contractor’s terms and conditions and link to their equipment parts in GSA Advantage. Agencies can actually place credit card orders for box sales through this Web site. From the GSA eLibrary Web site, contractors can also review the various schedule contract types (click on “View schedule contracts”) relevant to the electronic security. Linking to Schedule 84, 70 and 03FAC will allow you to see a listing of all available SINs that apply to security integrators. For example, Schedule 84 offers the total solution for security with SINs for intrusion, perimeter security, video surveillance, fire, access control, locking devices, alarm and signal systems. Included are all services to support the products, including the new security convergence services. Schedule 70 offers IT and networking products and services. Schedule 03FAC is the Facilities Maintenance and Management contract. Schedule 84 and Schedule 70 have coverage with state and local agencies.

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GSA CONTRACT VEHICLES

To receive a GSA award, a contractor must submit the bid package, which can be downloaded from the GSA eLibrary (www.gsaelibrary.gsa.gov) when linking to the GSA Schedule program. Being financially sound and commercially successful are key prerequisites for even considering the government as a potential customer or submitting

a GSA contract. When a government agency is seeking an integrator for its project to support ongoing work, it will certainly want to be assured your company can sustain and perform all contractual obligations. As part of the process for being awarded a GSA contract, the contractor must pass a financial review. With the submis-

sion of a financial statement, review of information on Dun & Bradstreet (D&B) and some additional credit references as part of the requirement, the successful awarding of a GSA contract vehicle has already determined that essential element for the agency procurement officer. Another key point for an agency to consider before placing an order is your company’s reputation and past performance. Having a traceable track record for the work you wish to perform will be a documented requirement under GSA. To build a performance history, each contractor wishing to be awarded a GSA contract must submit a list of no more than 20 past customers to be surveyed by GSA. An “open ratings” report is then generated after the surveys have been completed to determine your standing. Any noted negative reporting will have to be explained to confirm it is not an ongoing problem. The report must accompany your GSA submission. At least one member of your team involved in negotiating and managing the contract must take an online GSA contractor training course. The session takes about 90 minutes to get through and a certificate is issued upon completion. This certificate must accompany your GSA offer as well. Your company must register online in the government’s central contractor registration section and also link to complete the Online Representations and Certifications Application (ORCA), which includes standard quotation representations and certifications. This must be kept current and needs to be accurate. D&B, tax ID and address information must all match the offer. Also, choose carefully when selecting the services you provide. Any contractor with service sales in excess of $11.5 million is considered a large business.

Performance Expectations Are High An experienced and well-trained team will be needed to perform installation services as well as the contract administration associated to support the GSA

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procurement activity. Hence, strong back-office procedures are essential to processing the work and most important, getting paid. GSA will ask you to provide a company profile, detailed information on your staff and their experience, plus information on company benefits and capabilities. GSA also requires contractors to list specific examples of work completed with dates of performance, dollar value and points of contact for confirmation of work previously performed. This work must have been completed in the past few years. If you wish to offer the security convergence SINs, the examples will need to consist of high-end systems. Offering high-end services under the GSA contract is not for the beginner as the contractor must justify consistent performance — not start-up experience. Homeland Security Presidential Directive 12 (HSPD 12) requirements continue to be present in many government opportunities. Some companies have added to their qualification capabilities by being approved as an HSPD 12 integrator for installing the required qualified equipment. Additionally, integrators may want to consider offering a listing of incidental items typically used to complete an installation. While this article does not elaborate on all of the specific procurement rules governing GSA contracts, note that any item offered in a solution not listed on the GSA contract can jeopardize the GSA buy. Open market items (not on the GSA contract) valued less than the micropurchase threshold of $3,000 are often acceptable as part of the order. However, above that amount requires additional justification by procurement personnel. They may or may not be willing to go to that effort. So, consider offering items such as conduit, connectors, wire, door strikes, etc., under SIN 246-60(4) for Schedule 84. Or, for example, Schedule 03FAC (Facilities, Maintenance and Management) can be utilized as another factor in your game plan. In summary, despite the current economic challenges for installing securi-

ty contractors, opportunities do exist with federal, state and local government agencies. Integrators with a qualified team and a strategic solution for melding their product and service capabilities with the government requirements will have the greatest success. Staying in the game takes a serious commitment, but using the GSA pro-

gram will allow integrators to grow their business by offering not only the latest technology but also providing a total solution under the guidelines of the GSA Schedule. â– Lynn de Seve is president and founder of Annapolis, Md.based GSA Schedules Inc., with more than 25 years of experience in GSA contract support services. She can be contacted at (301) 805-1300 or lynn@gsa-schedules.com.

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★ Special Government Market Section ACCESS CONTROL

Government Business Is IN THE

CARDS

©iStock photo.co m/subtik

Providing access control systems to government facilities may initially appear intimidating. However, closer inspection reveals the market is not that different from commercial clients. The trick is grasping standards such as HSPD 12 and FIPS 201, and offering solutions compatible with both legacy and future systems.

W

By Raj Venkat

hen it comes to creating security systems for government entities, it’s basically no different than designing a solution for a commercial account. A VA hospital is very similar to a private hospital in its security needs. Think of a military base as a small town. It has security issues for its schools, homes and office facilities. Of course, some of the projects include deploying the latest in security technologies, especially those in which the government is the administrator, such as at airports. Nonetheless, the security would be quite similar to that of a private energy plant. However, one major difference has to do with the Personal Identity Verification (PIV) cards they will use. You will not be having a discussion with your customer in the government

sector about whether or not they should consider PIN versus magnetic stripe versus proximity versus smart card-based access control. There is a long history why. We’ll take a look at that back story, as well as detail where government access control is today. Finally, and most importantly, we’ll highlight where the opportunities await tomorrow and how to take the greatest advantage of them to the betterment of both your government customer and your own business.

The Quest for a Common Card Type Back in August 2004, the Homeland Security Presidential Directive 12 (HSPD 12) was issued to standardize federal security measures. In 2006, the Federal Information Processing

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GOVERNMENT ACCESS SOLUTIONS

encounter an opportunity to replace a slew of locks at a government facility. What do you do?

©iStockphoto.com/Frances Twitty

The Solution Is Simple

Federal mandates tend to have a cascading effect, so directives like HSPD 12 have a huge significance because state and local governments, as well as first responders, will become major buyers of FIPS 201-compliant smart cards as they follow the federal initiatives.

Standards Publication 201 (FIPS 201) was issued, defining the PIV of federal employees and contractors. FIPS 201 mandates the type of smart card and card reader that must be used per application. Sounds simple, right? Not really. Sometimes the cards are called different things. For instance, the military calls its FIPS 201 card the CAC card. It’s the same card, just a different nomenclature. Then, take the case of the VA hospitals. They had a huge card population using a variety of different card types, mostly proximity from a variety of manufacturers. Therefore, a card used in a VA hospital in California might not work in a VA hospital in Virginia. For that matter, the card used at one VA hospital in California might not work in another VA hospital a couple miles down the freeway. Nonetheless, to assign employees access consistent with the designations and to get away from legacy technologies, the VA issued a new PIV smart card that complies with HSPD 12 and FIPS 201 to its employees. HP (formally EDS) currently has the contract with the VA to provide all the infrastructure hardware/software to produce the new VA PIV cards for all the VA facilities nationwide. Thus, all VA locations will need FIPS-compliant readers/systems. Yet, here is the point where it starts to get very interesting. The FIPS 201 smart card combines both contact and contactless technologies, which means that not all smart cards qualify to be used in the VA or other government facilities. Only those certified as FIPS 201 can be used. That seems simple enough. However, facilities, even if they have issued PIV FIPS 201-certified cards to their employees, may NOT be using the card for physical access control. Why? At the time of defining the card, the government was actually more worried about logical access control rather than physical access control. Thus, many doors throughout the government are still using proximity. Now, everyone and their brother knows the government will, at some point, switch all those doors over to using the FIPS 201 smart card for access. But, in the meantime, you

Why haven’t these government facilities decided to switch out all their present card-based systems for physical access control to the new mandated FIPS 201 card? The answer is broadcast on your nightly news daily. The cost-prohibitive nature of upgrading to FIPS 201 cards has presented the biggest roadblock to large-scale implementation of the standard. In these tight budget times, it’s difficult for government facilities to throw out a present system that works. It is pretty obvious that any retrogrades being done in the immediate future need to read the cards presently being used. But does it make sense to install proximity readers when, down the line, different readers will be needed; those that read the FIPS 201 smart cards? Here’s the solution. Besides aiding implementation, multitechnology readers are available to create flexibility in the transition while allowing federal facilities to leverage the use of the thousands of proximity cards already being used. With a multicredential reader being installed at every door, these facilities are able to flexibly plan for the future, using their present proximity cards today and migrating to the FIPS 201 smart cards when budgets and time reach their nexus. Your government customer can upgrade on their preferred timelines, not due to the whim of a technology mandate that forces a “now or never” alternative. Implementation and integration resulting from multicredential readers is nondisruptive. Lastly, but most importantly, the needs of the government for the future demand them.

Evaluating Multicredential Readers Not just any multitechnology reader will do the job. There are certain things the government demands in a multicredential reader. Here are some questions to ask in selecting the right reader for your government customer: 1. Does the reader read both 13.56MHz smart cards as well as 125KHz proximity cards? 2. Does the reader read a variety of proximity cards from different companies, including all the popular ones such as HID, Schlage, GE/Casi, Lenel and AWID? 3. Is there a specific Wiegand communication to the access control panel? 4. Does the reader read a variety of smart card technologies such as MIFARE, EV1, the PIV (of course), Schlage and iCLASS? 5. Can the readers be sold and installed as a complete system from the factory with specific FIPS 201-compliant components including the lock, panel interface and reader? 6. Are the readers field-configurable? 7. If wireless, does the reader provide secure encrypted data transmission?

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Why the Time to Strike Is Now

©iStockphoto.com/DSGpro

Waiting to go after federal customers to sell readers is not a good idea. The window is closing. Here’s why. This past Feb. 3, Jacob Lew, director of the Executive Office of the President, Office of Management and Budget, sent out a memo to all government offices titled, “Continued Implementation of Homeland Security Presidential Directive (HSPD) 12 – Policy for a Common Identification Standard for Federal Employees and Contractors.” It basically reiterated what was mentioned at the beginning of this article. However, in a key paragraph, the director states (points of emphasis italicized by author): “ … the majority of the federal workforce is now in possession of the credentials, and therefore agencies are in a position to aggressively step up

Does it make sense to install proximity readers when FIPS 201 smart cards will eventually be needed? Multitechnology readers can create flexibility in the transition while allowing federal facilities to leverage the use of the thousands of prox cards already being used.

©iStockphoto.com/zilli

8. Are the readers available in both mullion and wallmount configurations so that the right format can be used in each specific access point? 9. For those government customers using PINs, is there a keypad version available? 10. Does the reader provide a lifetime warranty? 11. Do the locks meet ANSI/BHMA Grade 1 requirements? Most government facilities insist on this. 12. Does the reader provide installation features that will help you during implementation? a. Does the reader feature identical wiring colors/ scheme to other popular readers? b. Does it provide a standard 75-bit default data format but there can be a optional full 200-bit format available? c. Does it provide seamless replacement with similar form, fit and function? d. Will it be plug-and-play with any panel that accepts a Wiegand reader?

In 2004, Homeland Security Presidential Directive 12 (HSPD 12) was issued to standardize federal security measures. In 2006, the Federal Information Processing Standards Publication 201 (FIPS 201) was issued, defining the PIV (ID) of federal employees and contractors.

their efforts to use the electronic capabilities of the credentials. To that end, and as the DHS memorandum further explains, each agency is to develop and issue an implementation policy, by March 31, 2011, through which the agency will require the use of the PIV credentials as the common means of authentication for access to that agency’s facilities, networks, and information systems.” Hence, the time to start contacting the federal offices in your region is now. But, that’s not all. Federal mandates tend to have a cascading effect, so this directive ultimately has a huge significance because state and local governments, as well as first responders, will become major buyers of FIPS 201-compliant smart cards as they follow the federal initiatives. Private contractors must follow suit and are doing so, including Boeing and others. If you are getting the projects in the federal facilities, you should be getting the majority of the referrals for the following projects. At worst, you will have the best references among your competitors. Remember, a mixed population of old proximity credentials and new PIV II credentials will often be unavoidable during the government’s upgrade path to FIPS 201 compliance. No customer is thrilled with having to install two different types of readers. Ask if this is the case. If so, select multitechnology readers that are compatible with both FIPS 201 PIV II credentials and popular proximity and smart card technologies. Reading multiple existing card types and PIV II cards simultaneously is a tremendous benefit to those agencies looking to painlessly transition in a seamless manner. One last tip: You can’t afford to sell security solutions to the government in a legislative vacuum. Being aware of federal standards and regulations that affect government and nongovernment entities alike will help you gain the trust of your government customers. This will guide them toward solutions that will meet their needs today … and tomorrow. It will also keep them in compliance with the latest laws and regulations that affect them. ■ Raj Venkat is Vice President of Ingersoll Rand Security Technologies, Commercial, Americas.

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INTRUSION TECHNOLOGY

When & Where Wireless Works BEST

Advances in wireless security systems continue to increase installation conveniences, thereby reducing costs for installers and customers alike. Learn how these systems are now comparable to hardwired systems, the advantages of two-way wireless transmission, plus market prospects in wireless perimeter protection.

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By Tim Myers

ew developments with wireless security systems are increasingly affording installers freedom from the constraints common to hardwired alarm systems. This independence from cabling results in lower installation times and allows security contractors access to a larger base of residential customers compared to offering traditional hardwired systems only. Wireless security systems have come a long way since being introduced more than 40 years ago. Once considered unreliable and difficult to install, many security professionals now recognize these systems as dependable, cost effective and easy to in-

Wireless alarm components can be installed in optimal locations for operating the security system, and not solely dictated by where wires are situated.

stall. Add to that the introduction of hybrid wireless systems, which enable security contractors to fully leverage the benefits of each type of system, and installers can tap into the best of both worlds. IMS Research estimates that shipments of wireless alarm products, including wireless sensors and wireless alarm panels, will double in volume through 2014. What’s more, according to SSI’s latest annual Installation Business Report (IBR), 47 percent of intrusion installations include wireless equipment; 20 percent exclusively. With that positive forecast in mind, security contractors will want to keep pace with the growing opportunities for wireless security systems in the residential market, but also commercial niches as well. In this article, we’ll examine some of the installation particulars surrounding wireless technology, such as transmission range, system reliability and the benefits of two-way communications. Also discussed: opportunities in wireless perimeter protection, both from the functional perspective of the end user and the profitability outlook for the security contractor. ➞

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WIRELESS INTRUSION SYSTEMS

Wireless Installation Basics A great many electronic security professionals can well appreciate the benefits a wireless system provides to the installing contractor community. Wireless brings to mind the freedom to mount a device at nearly any wall or ceiling location. This convenience is especially important in older homes and buildings in certain geographic locations where cable runs can involve drilling through stucco walls or concrete cinderblocks in order to connect alarm system components. For the homeowner and installer alike, drilling holes can prove a costly proposition. Repairs that have to be made to damaged walls and the additional time it would take for the installer to run wires can quickly add unnecessary expense to the project. Independence from a hardwired power source means that security contractors are not restricted to using a nearby electric source to operate the system. The resulting advantage is the alarm system can continue to operate in the event of a power failure, especially if the control panel maintains wireless communication capabilities with the monitoring center. It also eliminates the concern of a burglar cutting the power lines to disable the security system. Wireless alarm components can also be installed in the most optimal location for operating the system, and not solely dictated by where the wires are situated. For example, a wireless keypad mounted near the homeowner’s bed allows for convenient system arm/disarm functionality when the user retires for the evening or wakes in the morning. Wireless also provides greater flexibility should a homeowner want to install an alarm system on a detached garage or other outbuilding, such as a pool house, enabling the installer to wirelessly connect the system from one building on a single property with the main house. Beyond the placement flexibility a wireless system provides, security contractors also need to recognize the important role of placement testing. Many systems on the market today offer a method to test the signal strength

of the wireless device to ensure it is placed in an optimal location. This capability can come in the form of a testing function built into the keypad or other device that is part of the overall wireless security system. It works like this: the security contractor walks around a home with the keypad or a passive infrared (PIR) detector in

Offering added installation flexibility, a wireless keypad can be mounted based on user preference and convenience for arm/disarm functionality.

hand. That device indicates either on the LCD display or by a flashing light that the wireless signal strength from that location to the control panel is strong. Without this capability, a security contractor would have to go back and forth from the panel to set up each wireless device, especially if the control panel didn’t recognize the device because it was not placed in an ideal location. A worst-case scenario would require the security contractor to return to the property for a service call because the panel stops recognizing the devices altogether. Another speedy installation feature of some wireless solutions is quick enrollment, which enables the security contractor to set the keypad in auto-detection mode in order to discover and recognize each device. The system will automatically grab the serial number and communicate to the control panel what kind of component is detected, greatly reducing the time to program the overall wireless security system.

Range and Reliability Concerns Some security contractors remain apprehensive about wireless solutions

and favor traditional systems instead, despite the added time and financial investment it takes to pull wires. Oftentimes their concerns focus on whether or not wireless really works and is able to provide the customer with the reliable alarm system they demand. Most homes in North America are less than 5,000 square feet in size. This means wireless range and reliability concerns are nonfactors for today’s wireless alarm systems, which are designed to handle dwellings of that size. The radio broadcast signals of these systems can pass through walls, ensuring all devices are able to communicate with one another. One fact that few security contractors recognize is many wireless alarm systems are less likely to need unscheduled service calls. Part of the reason is because the longer the battery life in the alarm system and accessories, the fewer calls for service. For example, the battery life of a wireless PIR sensor can be three to five years. While the wireless residential alarm market has moved past these specific concerns, a new round of questions have come to light as wireless alarm systems begin to enter the commercial security market on a regular basis. On the commercial side, wireless alarm systems are beginning to make inroads due to many of the same basic advantages realized in the residential market. Not the least of which is that pulling large amounts of cable to connect each door and window contact, motion detector and glass-break sensor can prove expensive. Certainly, because of square footage differences and varied architectural dynamics, a wireless solution for a commercial property can be uniquely different compared to a more straightforward residential installation. For example, commercial settings are often replete with existing radio-frequency (RF) noise from a wide variety of electronic equipment, plus installers will have to contend with the influence of buildings materials on RF signals. In such cases, wireless installations in these environments often require wireless repeaters to ensure the RF

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◗ Where to Catch Opportunity in Wireless Perimeter Protection Consider the commercial, municipal, government, critical infrastructure and myriad other outdoor operations that require — or could benefit greatly from — a secure perimeter. Jim Quick, president and CEO of Optex Inc., a provider of wireless outdoor detection equipment, discusses market prospects for dealers and integrators to fulfill end-user needs for wireless perimeter protection. What are some examples of wireless perimeter applications that are providing opportunities for installing contractors? Construction sites due to their ever-changing development have been strong for wireless perimeter protection as the perimeter can be moved as the site changes. Wireless components make the pain of the installation a lot easier for the end user since the dealer doesn’t have to dig trenches, install conduit and pull wires. Basically there is no disruption to the end user’s normal business routine.

Utility sites, both electrical substations and water treatment facilities, have been good applications for wireless products. The product installation does not disrupt the electrical grid in the ground at the substations. What advice do you have for persuading a customer on a limited budget that wireless perimeter protection is in their best interest? By comparing a hardwire install with a wireless install, the savings and ROI [return on investment] become affordable. The benefits to an end user to install a perimeter system, which will provide advance notice of a break-in, offset the cost of now a lower price due to wireless. We have shown end users what the cost is of installing a wireless perimeter system compared to a hardwired system, and what the true cost would be if nothing was done and a break-in did happen. Showing the end user what those lost assets would add up to is a compelling message.

signal can travel from the wireless device to the control panel.

Benefits of 2-Way Communication Another significant development in the wireless alarm systems space is two-way wireless communication. When first introduced, industry professionals either recognized the value of this innovative communications approach or viewed it as too expensive to incorporate into products. However, today more installers see the overall value of wireless alarm systems as an alternative to hardwired systems. Thus a real need has developed for smart, two-way wireless communications. With two-way wireless, the control panel and remote devices communicate with each other. Essentially this bidirectional communication is akin to a phone conversation where the devices are able to pass information back and forth. It should be noted that one-way communication does not provide a

Myriad outdoor settings, such as the shipping dock above, can be cost-effectively secured with wireless perimeter protection. Wireless security systems negate the need to trench for cables runs and other installation practices common to hardwired solutions.

How can installing contractors ensure they provide a wireless perimeter solution that best fits the customer’s needs? The first step is to involve the manufacturer of the outdoor perimeter product to review the installation site, the requirements of the end user, and what the security solution is supposed to address. Once all of those issues have been addressed, the dealer needs to understand that outdoor security installations are done in an uncontrolled environment. All

bidirectional path and thereby does not provide constant communication with the control panel about the status of the alarm system. It’s critical to know the health or connection status of wireless sensors or other devices, which is a benefit of two-way wireless communication. Some figures show that 15 percent of the security market today has deployed a two-way wireless communication system. But that percentage is expected to increase given the positive benefits and automation capabilities these systems offer, such as remote arming and disarming using a key fob. Here’s an example of the possibilities with two-way communication: When a user presses a key fob button to arm the alarm system, the panel then transmits a signal back to the device and initiates a confirmation message that can be read on its graphical display. This would not be possible without two-way wireless communication technology.

of the support, review, consultation and proper product in the design will help eliminate the issues that come from this type of environment. Knowing what products are available to help make the installation easier with maximizing the labor cost to the job is critical to the dealer. Wireless perimeter products will lower the labor time and cost to the dealer. Becoming trained, certified by the wireless perimeter product manufacturer is key to an easy install that is done right the first time.

A Glance Ahead Wireless alarm systems have come a long way in a few short years. The systems have continued to make inroads in the security market as a costeffective, easy-to-install solution with growing benefits for the residential and commercial markets. The proof is in the market data that shows a growing demand for wireless alarm systems in the coming years. Security contractors should expect more technological advancements relating to wireless alarm systems, allowing for greater range, reliability and the incorporation of two-way wireless communication. Together these advantages place the security contractor in the driver’s seat to offer the tools to install the best wireless alarm systems possible for each customer. ■ Tim Myers is senior product manager for Tyco Security Products, focusing on the development and launch of the company’s wireless portfolio of products. He can be contacted at (905) 760-3000 or timyers@tycoint.com.

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©iStockphoto.com/DenGuy

RECURRING REVENUES

ADDING VALUE for Facility Managers As integrated systems and interoperable platforms have advanced so too has the ability to interconnect security systems with other building and facility controls, such as HVAC and temperature monitoring. Leading providers of these systems and services discuss how other firms can either improve or add similar offerings.

F

By Rodney Bosch

or many years a limited number of traditional installing security contractors have carved out a niche offering basic environmental and supervisory alarms to residential, commercial and industrial end users. As a means to subsidize a typical security/life-safety portfolio, these mostly a la carte services have long included room temperature and humidity, flooding, low-water level and other monitoring options. Today — driven by the expansion of open standards and interoperable platforms — new opportunities are emerging to expand upon nontraditional security services even further. To varying degrees, based partly on skills and experience with IP networking, services such as HVAC automation, remote building sensing, lighting controls and more are now within reach for a greater number of small to midsize dealers and integrators. SECURITY SALES & INTEGRATION interviewed subject experts from two leading commercial providers to find out the latest developments surrounding these systems and services. Along with offering guidance for other firms to improve or add facility and environmental controls to their portfolios, the discussion addresses where to find project opportunities, various market drivers and more. Think energy efficiencies and intensifying needs for sustainability measures. ➞

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FACILITY & ENVIRONMENTAL CONTROLS

To be sure, sophisticated building automation and high-level security integration remain the domain of an end user with very deep pockets and the large systems integrator with the wherewithal to provide it. But thanks, in part, to the advancement and adoption of open standards in the electronic security industry, smaller customers and installing contractors are able to join the facility and environmental controls party. Although a number of platforms are helping foster growth in this area, organizations dedicated to developing and implementing common standards such as Open Network Video Interface Forum (ONVIF) and Physical Security Interoperability Alliance (PSIA) are fueling significant momentum. “A lot of the smaller dealers and integrators look at the open standards movement as something that isn’t worth their time,” says Rob Hile, director of Integrated Security Solutions for Siemens Building Technologies (SBT). “But if they look at the open standards movement as an opportunity to learn how to take some of these subsystems and make them talk and work together, it would be great for them and great for the market.” For starters an installing contractor can create opportunity by expanding the alarm panel to include a basic tie-in to an access control system and a building automation system. So, for instance, when the first employee arrives in the morning and card accesses at the door, the heater or air conditioning system is turned on. “That is a simple, rudimentary thing that these dealers and integrators can do at a higher level of integration that can provide energy savings and additional safety to their customers,” Hile says. “It is huge. If they just grasp just that piece alone, the rest will come.” Video management system (VMS) providers in particular are leveraging open and interoperable standards, which is paving an easier path for smaller dealers and integrators to expand their portfolios.

“It is an opportunity for them to go to their customer and offer a wider variety of services. When you have interoperable products it’s not a deep integration anymore, it’s really just plug and play,” Hile says. (To learn more about fundamental networking skills necessary take advantage of unified platforms, see the sidebar on page 90.)

Integration Is So Passé The obvious goal of offering facility and environmental control services is to gain increased installation revenue and the recurring monthly revenue (RMR). But in an ever-competitive marketplace, the ability to provide a customer additional value With security becoming an integral component of beyond integrating subsys- commercial building controls, it’s a logical progression tems with traditional securi- and tremendous opportunity for systems integrators to ty could prove to be the differ- branch out and deliver more holistic offerings. Examples of additional systems and services include environmenence between landing the job tal, lighting and energy, among other facility manageor not going forward. ment solutions. In the customer’s mind it’s Especially with more sophisticatnot about the integration that is impored systems that tie together multiple tant any longer, says Chad Lawrence, Security & Fire Regional Manager, subsystems, end users typically lack Southeast Region, Johnson Control Inc. the expertise to optimize the solution (JCI). It’s all about the value you bring to because they have either been trained as security practitioners or in HVAC. the customer after the installation. “As a value to our customers, inte- Even if they have been exposed to both disciplines, usually they are unable gration is almost dead. Not that we’re not doing it, but the fact is we as service to realize all the efficiencies the soluproviders and integrators are having a tion offers. “So they look back to organizatough time differentiating ourselves,” tions such as ours and others to ask, he says. “It’s become standard. It has become commoditized. It has become ‘How do we optimize the technology so that we’re getting the benefits to do all expected.” No matter if you are a small integra- this?’” Lawrence explains. And that is where the recurring revtor or a Fortune 100 company, there are far fewer barriers to delivering the enue narrative can be delivered. Create service agreements so the customtechnology used today, whether it’s as simple as a relay or standardized soft- ers can optimize their system. Explain ware development kits (SDKs). Law- to them the best ways to use the prodrence’s point being, it’s about optimi- uct and solution you provided. Retrain zation. He maintains the value the their employees on a quarterly or semibuilding owner sees after the integra- annual basis on the latest software. “That is really where the story is tion is where the opportunity comes for installing contractors to prove their today,” Lawrence says, “not around integration.” true worth to the client. ➞

Photo courtesy Siemens Building Technologies

Open Standards Open New Doors

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FACILITY & ENVIRONMENTAL CONTROLS

◗ Learn More About Building Automation and Facility Controls Following is a selection of online resources installing security contractors can use to learn more about building automation and other environment and facility controls matters. Access training and educational opportunities and keep up with legislation and standards.

• ASHRAE (American Society of Heating, Refrigerating and Air Conditioning Engineers) — www.ashrae.org

• Building Automation and Control Networking Protocol (BACnet) — www.bacnet.org

• Continental Automated Buildings Association (CABA) — www.caba.org

Energy Savings as Market Niche In the past year, Hile suggests, one of the biggest developments in the realm of facility and environmental controls is the introduction of a unified platform that includes video and access control. Built on an open framework, the technology provides interoperability for IP devices and third-party subsystems on a single, common platform. “It is in one little box so to speak, and interestingly enough it’s not even in a box — it’s hosted. It is cloud-based. You can load it on the server of the customer and it has all full functionality of a very robust video management system as well as a very robust access control system,” Hile says. Manufacturers, he explains, are going to make it easier for dealers and integrators to take this one simple concept and go back to their customers and say, “Look, we are going to make sure that your video and access are actually going to work and interoperate. So when somebody cards into a door, you have a video picture of them.” In addition to offering a customer total situational awareness, the devices also allow them to bring in subsystems such as lighting control panels and elevator control. In most cases, the devices will include input/output (I/O) dry contacts. “Whatever you want to put on it, you can control it. And it is very simple. That is the first level,” he says. “If I were a small dealer or integrator that would be one of the first things I would grasp — take that unified platform and go to my customers and explain how I can make their lives simple with at least these two subsystems.”

• Chartered Institute of Building Services Engineers (CIBSE ) — www.cibse.org

• Energy Star (promoting energy efficient consumer products) — www.energystart.gov

• ZigBee (a short range, low-powered wireless communication standard targeted for building automation) — www.zigbee.org

Lighting controls and similar energy efficiencies are especially compelling messages for dealers and integrators to share with budget-strapped end users. In fact, many organizations are actively seeking such money-saving and sustainably measures, especially in new construction . “We are seeing more and more customers that want to gain energy efficiency at any point they can,” says Roger Starnes, manager, Enterprise Security Solutions, Southeast Region, JCI. “Controlling lights is a very big thing.” Here again is an illustration of how an installing contractor can take advantage of a simple, relay-driven subsystem to extend its portfolio beyond its competition. The offering can be as straightforward as card access activation > door opens > light turns on. Or using video management to detect motion, thereby controlling lights to turn on or off based on occupancy. “It is a way to use security, simply, to drive energy savings. That might be one of the lower hanging fruits for dealers and integrator,” Starnes says.

Knowing Your Competition So assuming there is a growing facility and environmental control market for traditional installing security contractors to seize upon, what other competitors might too be lurking? Building automation integrators and electrical contractors are likely contenders; general contractors too. And, significantly, manufacturers. Because today’s manufacturers are closer to the customer than ever before,

www.securitysales.com/freeinfo/14281

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theplusfactor

they are constantly learning about specific end-user needs and expectations. Hence, vendors are becoming evermore proficient at understanding what keeps an end user up at night, and so are better aligned to solve their problems. Enter facility and environmental controls. “Most of the small and midsize integrators are sitting there saying, ‘We don’t want to touch it.’ The manufacturers are saying, ‘Hey, there is a market here. The end users are asking for it and so we are going to go develop it,’” Hile explains. And the danger for the complacent? Manufacturers that are bringing unified platforms to market via direct sales forces using a pull-through strategy to their dealer channel network. “If they are not going to get with the program, it’s not necessarily going to be other smaller dealers and integrators winning projects — yes, you might have an aggressive one out there — but it is aggressive manufacturers to look out for,” Hile says. Considering the customer’s perspective is also a key facet to understanding what skill sets and organizational acumen is necessary to meet customer expectations. “The customer would like to have a single source or supplier or somebody who can optimize all of the systems in their building to where it becomes an intelligent building,” Starnes says. Starnes emphasizes two organizational imperatives for any integrator that wants truly to pursue the controls market: 1) sales skills and knowledge in order to work intelligently with the customer on its changing organization; 2) sufficient support staff to bring multiple different systems together in order to facilitate optimizing the building. “As Chad said, the critical piece of that is not really the integration. That is so secondhand today that your focus has got to be on how do I drive cost out of the organization? How do I help the customer gain more productivity? How do I satisfy my customer’s customer?” Starnes says. “It is a whole different concept from what you see most of the dealers doing.” ■ Rodney Bosch is Managing Editor for SECURITY SALES & INTEGRATION. He can be contacted at (310) 533-2426 or rodney.bosch@securitysales.com.

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Ad Index

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

PAGE FREEInfo#

PAGE FREEInfo#

PAGE FREEInfo#

AES Corporation ......................................43 14199

G4S ...........................................................61 14113

SECO-LARM ..........................................101 14282

Affiliated Central, Inc. ............................. C2 14272

GAI-Tronics ..............................................76 14114

Speco Technologies....................................1 14142

All American Monitoring ...........................7 14204

HID Global ...............................................65 14234

Speco Technologies..................Cover Snipe

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Altronix .....................................................91 14245

HIKVISION ..............................................83 14233

SSI - eControl Panel .................................97

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American Fibertek .................................. 91 14216

Honeywell Security .............................17-28

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SSI - LeadTracker.....................................92

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Arecont Vision .....................................44-45 14276

Honeywell Security ................................. C4 14103

SSI - Website ..........................................107

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Axis Communications............................. 12 14308

KABA Access Control...............................39 14289

STI - Safety Technology Int’l., Inc. ............8 14188

Basler Vision Technologies ......................79 14283

Kirshenbaum & Kirshenbaum, PC .........92 14253

System Sensor ..........................................41 14209

Bolide Technology Group ..........................9 14193

Middle Atlantic Products .........................73 14319

Tamron USA, Inc......................................47 14176

Canon NVS ..........................................56-57 14119

Moog Quick Set........................................71 14154

Telular Corporation .................................35 14316

Chamberlain Group, Inc..........................67 14194

Moxa Americas, Inc. ................................99 14247

Tyco Security Products (DSC) .................15 14120

CNB Technology, Inc................................89 14321

National Monitoring Center (NMC) .......31 14314

Tyco Security Products (Kantech) ..........49 14180

ComNet.....................................................77 14303

Nissan Commercial Vehicles .....................5 14109

Tyco Security Products (Kantech) ..........51 14170

DSX Access Systems, Inc.........................11 14231

NVT .............................................................3 14184

Tyco Security Products (Kantech) ..........53 14158

EasyLobby, Inc. ........................................69 14185

Optex America, Inc. .................................59 14219

Tyco Security Products (Kantech) ..........55 14123

EMERgency24 ....................................... C3 14136

Panasonic System Solutions Company ....33

Vitek Industrial Video Products, Inc. ......90 14281

ESX -Electronic Security Expo .............103 14327

PSA Security Network ...........................105 14324

Vitek Industrial Video Products, Inc. ... Cover

Fujinon .....................................................75 14140

Samsung ...................................................37 14304

Winsted .....................................................87 14135

—

—

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

TM

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E X C L U S I V E

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3/31/11 8:37:50 AM 3/30/11 3:05:09 PM

The Essentials Software House C•CURE 9000 Enterprise Software

Software House of Westford, Mass., a Tyco Security Products company, releases the C•CURE 9000 Enterprise access control software. The product allows users to manage their entire enterprise from a central location. It also connects multiple sites through a central server that houses a master database. All database information including cardholder and access control information is sent to the central server for streamlined data synchronization.

Visonic Wireless Ceiling Mount Detector Visonic Ltd. of Bloomfield, Conn., releases the DISC MCW wireless ceiling mount detector, which combines 360° detection capabilities with a miniature, unobtrusive housing design. The device can be installed on any ceiling up to 12 feet high and provides floor coverage of up to 36 feet. It sends warnings about low battery and other malfunctions to the control panel. The control panel instantly forwards the alert to a central station and/or private phone number, enabling a rapid and effective response, the company says.

www.securitysales.com/FREEInfo/14400

Alarm Lock Networx Wireless Keypad

Alarm Lock Systems Inc. of Amityville, N.Y., a NAPCO Security Group company, debuts the Networx™ NetPanel wireless prox and/or PIN code keypad with two-door controller. The product, which uses bi-directional 802.11/Ethernet network communications, features global lockdown and passage from either a keypad or computer. It also offers request-to-exit, door ajar/kick-in and remote release options. The NetPanel controller supports two keypads for backto-back use and two Weigand output readers. www.securitysales.com/FREEInfo/14410

www.securitysales.com/FREEInfo/14403

Axis M50 HDTV P/T/Z Camera

Axis Communications of Chelmsford, Mass., unveils the M50 Series pan/tilt/zoom (p/t/z) dome network cameras. Only 5.1 inches wide and 2.2 inches high, the IP51-rated cameras provide high-quality 360° surveillance with HDTV 720p resolution. A built-in microphone also enables audio detection that monitors for unusual noises during off-hours to trigger a security alarm that is sent to the business owner and/or security personnel. The cameras are powered using power over Ethernet (PoE IEEE 802.3af) and can deliver multiple, individually configurable H.264 and Motion JPEG video streams simultaneously. www.securitysales.com/FREEInfo/14405

K-Sun Green Machine Labeling System

K-Sun Corp., of Somerset, Wis., releases the Green Machine, a label printer system for electronic security professionals designing and printing pressure-sensitive labels. The printer comes equipped with MaxiLabel Pro version 3.0 labeling software for Windows. The product features a high-intensity backlit display for use in all lighting conditions. It also has hot keys for instant selection of type styles and point sizes. The Green Machine is available in PC or standalone models. www.securitysales.com/FREEInfo/14404

System Sensor InnovairFlex Watertight Duct Smoke Detectors

The NEMA 4-rated InnovairFlex watertight duct smoke detectors by System Sensor of St. Charles, Ill., are designed to operate in the most challenging conditions. The detectors can operate in airflow speeds from 100 to 4,000 feet per minute, temperatures from -4° F to 158° F and humidity ranges from 0 to 95 percent (noncondensing). A watertight, UV-resistant housing provides protection against falling dirt, rain, windblown dust, splashing and hosedirected water. InnovairFlex watertight models are compatible with all InnovairFlex accessories. www.securitysales.com/FREEInfo/14402

FIND IT ON THE WEB F For more products, visit www.securitysales. F com/products co

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Industrial Ethernet

Serial Connectivity and Networking

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Moxa Americas, Inc. Tel: 1-888-MOXA-USA (1-888-669-2872) +1-714-528-6777 Fax: +1-714-528-6778 usa@moxa.com www.moxa.com www.securitysales.com/freeinfo/14247 SS4equip.indd 99

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The Essentials Bosch HD Outdoor Dome Cameras

Bosch Security Systems of Fairport, N.Y., introduces the AutoDome 800 Series HD high-speed pan/tilt/zoom (p/t/z) camera. Offering 360° coverage, the IP66-rated camera features quad-streaming for simultaneous streaming of high-quality video. Users can select 720p or 1,080p HD video with H.264 main profile compression for live viewing and recording while sending JPEG images to a handheld device. A 1/3-inch progressive scan CMOS sensor allows for 200x (20x optical/10x digital) zoom and HD imaging. www.securitysales.com/FREEInfo/14407

Secura Key Dual-Technology Proximity Reader

American Dynamics Discover 600 Series Analog Camera

The Discover 600 Series of analog cameras by American Dynamics of Boca Raton, Fla., part of Tyco Security Products, is comprised of both mini-dome and bullet models. The 600 Series bullet camera includes day/night functionality, 3x varifocal IR (infrared)-corrected lens, IR illuminators and an IP66-rated housing. The mini-dome offers some of the same features as the bullet, with an IP67-rated housing.

Secura Key of Chatsworth, Calif., launches the RKDT dual-technology proximity standalone mullion reader. The RKDT-SA-M is a weatherproof standalone mullion reader, which controls up to 65,000 cards. It can also be converted to a Wiegand output reader, which allows the user to upgrade to a larger system. The product reads the company’s Radio Key proximity cards, plus HID 26-bit proximity cards. The units provide single-door access control with timed anti-passback, and no external control panel is required.

www.securitysales.com/FREEInfo/14406

www.securitysales.com/FREEInfo/14409

VideogeniX iPulse-e PoE Unit

Brookline, Mass.-based VideogeniX’s iPulse-e connects to a network device, IP camera, router, or wireless/wired modem and monitors the output of the digital signal. If the signal is interrupted, the iPulse sends a command to restart the camera, eliminating the need for a manual reset. The product also detects device failures before they occur and potential flaws in the network that will affect overall system performance, the company says. Users are notified by E-mail or text message when networking devices go offline and when they are rebooted. www.securitysales.com/FREEInfo/14401

Honeywell Wireless Key

The 5834-4 wireless key by Honeywell of Melville, N.Y., allows homeowners to summon police, fire and other designated emergency contacts with the push of a button. The key offers up to eight programmable functions, including the standard lock and unlock functions. The product also features an estimated battery life of up to five years and realtime LED to confirm transmission status. Recessed, tactile keys and push-button operation may help reduce false alarms, the company says. www.securitysales.com/FREEInfo/14408

Barix Exstreamer IP Audio Decoder

Barix AG of Oakdale, Minn., releases the Exstreamer P5, an amplified IP decoder with power over Ethernet (PoE) capability for IP paging and public address systems. The product features an integrated 5W speaker amplifier, which can connect directly into an 8-ohm speaker. Ethersound (ES-100/Spkr) support enables the device to be used as a single channel receiver/decoder in real-time audio distribution applications. A serial and IR port allows direct connection of the Barix volume source control (VSC) or similar in-room controls. www.securitysales.com/FREEInfo/14411

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Full Access SECO-LARM keypads give your customers the access they need and the features they want: indoor or outdoor, surface or flush mount, single-gang or mullion, illuminated, vandal resistant and rugged.

Surface-Mount Outdoor Illuminated Keypad A durable and compact outdoor keypad with single-gang faceplate. Two relay outputs and 110 user codes. Metal keys light up for easy nighttime use.

SK-1123-SQ Mullion-Style Outdoor Illuminated Keypad

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SK-2323-SDQ

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SK-2323-SPQ

SK-1323-SPQ

Flush-Mount Outdoor Illuminated Keypad

Indoor Entry Level Keypad

Indoor Illuminated Keypad

A durable, weatherproof keypad suitable for flushmount applications. One relay output and 100 users. Fits in a standard back box for easy installation.

A durable, attractive stainless-steel faceplate makes it suitable for indoor security applications. One Form C relay output and 100 user codes.

A durable, attractive, stainless-steel faceplate with illuminated keys make it suitable for daytime or nighttime use. Two relay outputs and 120 user codes.

SK-1123-FQ

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www.securitysales.com/freeinfo/14282

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The Essentials Genetec Map-Based Command and Control Feature Montreal-based Genetec’s Plan Manager is an interactive map-based command and control feature. Plan Manager allows operators to create and integrate maps of their unique environments into video surveillance systems. Users can click on any point on the map where they want to view the video. Additionally, alarms can be positioned throughout the map. When an alarm is triggered in the company’s Omnicast IP video surveillance system, the map will automatically center on the alarm zone where then operators can acknowledge the alarm in Omnicast or click directly on the flashing area.

IQinVision H.264 Alliance-pro Dome Camera

www.securitysales.com/FREEInfo/14412

The Alliance-pro by San Juan Capistrano, Calif.-based IQinVision, is a multimegapixel vandal-proof dome camera. The camera features H.264 main profile and MJPEG compression. It also supports VGA, 720p, 1,080p, 3-megapixel and 5-megapixel resolutions. Both ONVIF and PSIA compliant, the company says the product can be installed seamlessly with the leading NVR/VMS software providers. It is equipped with a hinged pivoting shroud, custom-designed EZglide megapixel focus lens and threeaxis gimbal to help simplify installation.

NAPCO iSee Video Wi-Fi Outdoor Camera Kit

The iSee Video Wi-Fi camera line by NAPCO Security of Amityville, N.Y., adds the complete wireless outdoor camera kit. The kit features an 802.11 wireless, weatherproof fixed camera with a built-in passive infrared (PIR) motion detector. It also comes with six IR LEDs with photo cell activation, night vision filter, patented automatic-enroller wireless access point (WAP) module and power adapter. www.securitysales.com/FREEInfo/14413

www.securitysales.com/FREEInfo/14414

QNAP Security 8-Channel Standalone NVR

The VioStor VS-2008L by QNAP Security of Pomona, Calif., is a two-drive, eight-channel standalone NVR. With built-in RAID 1 capability, users can secure protection of recorded video against physical hard disk failure. Video can be exported to any external storage device by pressing a button on the NVR’s shell. Users can use the mobile viewing app to monitor IP cameras remotely via iPhone, iPad, or a Windows PDA. www.securitysales.com/FREEInfo/14416

Vitek ENVI IP Camera

Valencia, Calif.’s Vitek releases the ENVI surveillance camera series. The ONVIF- and PSIA-compliant camera features dual codec H.264/MJPEG compression for resolution retention and real-time transmission. With a resolution of 700TVL, power over Ethernet (PoE) and onboard recording via SD card are standard for the camera. It offers advanced on-screen display and a true integrated camera recording (ICR) day/night function. www.securitysales.com/FREEInfo/14415

Liberty AV PTN Rack Enclosures

Colorado Springs, Colo.-based Liberty AV Solutions Installer’s Choice PTN Series rack enclosures have a static test load rating of 12,250 pounds. The racks feature welded construction and fully adjustable mounting rails to provide support and flexibility to house a wide range of A/V components. Two fully adjustable mounting rails comes with each rack. All mounting hardware and a pair of ground studs mounted in the caster base are also included. www.securitysales.com/FREEInfo/14417

For the latest products, sign up for SSI’s Security Equipment E-lert at securitysales.com.

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To find out more about ESX visit www.ESXweb.com or call 877.628.9558. SS4equip.indd 103

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Building Your Business

Securing Project Integrity by Way of the Cable Quality control assurances for any security or fire/life-safety project must include the use of code-compliant cable. It is incumbent upon installing contractors not to fall prey to inferior or counterfeit products. By Steven Galan

©iStockphoto.com/hvv74

W

e are all familiar with the phrase “buyer beware.” Nowadays it might be even more applicable to invoke this common advice. For instance, you make a purchase many times with price as the ultimate deciding factor, and unfortunately wind up not getting what you think you paid for. Maybe it’s a coffeemaker, a toaster oven or a child’s toy that didn’t perform or function the way you expected it would. Frustration aside, faulty products oftentimes pose no more than a passing inconvenience for consumers. But for installing security and fire/life-safety contractors who are entrusted to provide systems that safeguard lives and property, the stakes are infinitely higher. Case in point: communications cable. The cable you depend on daily to transmit your customers’ data and other vital information may not actually perform as intended. Moreover, let’s not overlook the potentially disastrous effect a cable constructed of inferior raw materials would have on a building or dwelling when exposed to a fire. This is exactly why installing contractors must be aware of the cabling and wiring products they are providing to their customers each and every day.

TIA, NEC Helping Inform Industry Installing contractors can go a long way in building and maintaining their customer’s inherent trust by ensuring they only use quality products at every level of an installation. Wire and cable are no exceptions. On the surface it may be difficult to determine if a cable will perform as intended. The twisting of the wires, the materials used for the jacket and insulation, as well as any fillers will all play an important part in determining a product’s safety and performance. Communications cable needs to perform as intended, transmitting data and/or information, whether under normal operational conditions or even under fire and smoke conditions. Fortunately there is help for those who purchase, specify or install cabling for security and life-safety projects. It is highly recommended installing contractors become familiar with the Telecommunications Industry Association (TIA) and National Electric Code (NEC). The research and educational resources they provide can be

an invaluable tool to inform you and your technicians. Telecommunications Industry Association (TIA) — This Arlington, Va.-based trade association represents the global information and communications technology (ICT) industries through standards development, government affairs, business opportunities, market intelligence, certification and worldwide environmental regulatory compliance. TIA develops the specifications for communications cable marked and designated as Cat-5, -5e or -6, etc. The association consists of representatives from leading communications cable and connectivity manufacturers. Some of these folks represent the best minds around in developing performance-level requirements that provide consistent transmission of data. Visit www.tiaonline.org to access the association’s research and resource offerings. National Electrical Code (NEC) — This is a standard for the safe installation

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Building Your Business

With a goal to combat counterfeit products, last year Underwriters Laboratories (UL) introduced a holographic label requirement for communications cable.

of electrical wiring and equipment. As part of the National Fire Code series published by the National Fire Protection Association (NFPA), NEC designates the flame ratings for communications cable. Cable intended to be installed in building plenums, risers, etc., each have a unique flame-spread rating. Additionally, some cables are also required to limit the amount of smoke produced should a cable become engulfed in a fire. Flame-spread rating is important to limit the amount of damage during a building fire. Limiting the amount of smoke produced during a fire also provides occupants critical time to locate exits to evacuate a building. To learn more about NEC, visit www.nfpa.org.

Role of 3rd-Party Test Labs It’s well established that the TIA and NEC do an excellent job in providing industry and consumers the necessary requirements and ratings for cable manufacturers and suppliers. But how does one know if the cable YOU purchase meets these requirements and ratings? Do you take the manufacturer’s claims of performance and fire safety at face value? Perhaps. Or do you more likely look for an independent, third-party certification voice to help provide an added level of confidence to the ongoing performance and safety claims of a cable manufacturer? This is where Underwriters Laboratories (UL) and other global third-par-

ty test and certification organizations come to the fore. UL, for example, has one of the most comprehensive cable testing and market surveillance programs in the industry today. Not only does UL conduct initial testing on a representative sample of a product to determine that it complies with published requirements, but once in production UL will make unannounced factory visits. During these visits, UL will verify that a current box or reel of cable coming off the production line is being made in the same way, with the same materials, as it was when initially tested and certified for UL Listing. Randomly selected product from the supply chain is retested as well. UL undertakes rigorous processes to help provide confidence in the consistency of products bearing its certification marks. Products that do not meet or maintain these standards may use other less-stringent agency marks or, in some instances, may appear in the marketplace with no marks at all. That’s partly why building awareness on how to recognize inferior cabling products is so important. It’s worth recapping some simple steps to become better informed. First, recognize that there are wellestablished requirements to determine performance as well as safety of communications cable. Second, when a company correctly shows its product is UL Listed that company is giving you a reasonable level of confidence that its product meets applicable safety (and if stated, performance) standards as determined by the industry. Importantly, as the installing contractor, you have a responsibility to your customers to only use products that have been properly tested and certified for their intended use by a reputable third-party conformity assessment company. Be on guard against counterfeit product!

Hologram Helps Thwart Fraud To help combat counterfeit products, UL introduced a holographic label requirement in October 2010 for communications cable. The new label includes the use of secure golden holographic material and color-shifting inks to prevent unauthorized label reproduction. This type of label has been proven as an effective tool in deterring counterfeit products — oftentimes made of substandard materials and not meeting code requirements — from entering the marketplace. Although the UL holographic label is new, the remaining engineering marking information, including the Category and NEC-type designations on the cable tags or reels (and the methods for applying these markings), remains unchanged. It is important to understand that surface printing of the letters “UL” on the cable is only permissible when the accompanying tag, reel or smallest unit container is also provided with the UL holographic Listing Mark. The letters “UL” on the wire/cable itself is only a supplemental method of identifying a UL Listing and should not be considered primary evidence of a UL Listing. A combination of the two steps above is the only method provided by UL to identify products manufactured under its Listing and follow-up service. Code authorities have already begun to see cables with the new holographic labels during their inspections and will see an increasing number of cables with these markings in the future. Although manufacturers can no longer add nonholographic labels to cable, it may still take a few months for cable with the nonholographic Listing Marks to be cleared from the supply chain. ■ Steven Galan is General Manager of Underwriters Laboratories’ Wire and Cable Services Strategic Business Unit. He can be contacted at (631) 271-6200 or steven.a.galan@us.ul. com.

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The Big Idea

Hot Prospects May Be Closer Than You Think 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 Johnny Hudson, manager, ADI (Raleigh, N.C.)

Hudson’s great idea: Take the call list of your existing customers and start prospecting them for alarm systems and additional services.

T

he last time I saw Johnny Hudson he was a “kid” in his late 20s full of vim and vigor, but he carried it off well. Not just a great professional, he was a wonderful guy to sit around and socialize with. Hudson eventually married and, as I understand it, he made the lady a very happy person. It was about that time in the mid1980s our paths went in different directions. Having not seen each other very often, we finally got a chance to reacquaint at a recent seminar hosted by the North Carolina Electronic Security Association (NCESA). It was great getting a chance to catch up with him; nowadays he’s a manager with ADI and has more than 100 people reporting to him. When I asked Hudson to share a great idea for this column his reply kind of blew me away — it took us back to the basics of the industry. I bet it has been forgotten by 90 percent of the alarm dealers out there.

Obviously, dealers will want to pursue an idea like Hudson’s very cautiously and with great professionalism. But once started it can open new doors to referrals and sales that are almost unbelievable and unstoppable. I remember doing this back in the 1970s; people couldn’t believe how many leads were just sitting there to be had. In those days, all we did was pick up a phone and let the referral source know they were on our customer call list and we simply explained what to do in the event of an emergency. We concluded the conversation by asking, “Is there anything we can do to help you with your security needs today?” It was amazing how many people responded with a positive “yes,” not to mention how many appointments we made and how many systems were sold as a result. This also brings up another issue that perhaps has greater importance that I’d like to share. Hudson has

By Ron Davis rdavis@graybeardsrus.com

been around the industry for at least 30 years and maybe even longer. He really has forgotten more than most of us will ever know. In addition to being a personable guy, he was also a master salesman. Yet at the North Carolina meeting I attended, despite interacting with many people, I never heard anyone come up to him and ask, “Johnny, what can I do to increase business right now?” I suspect Hudson would have shared his great idea with anyone who may have bothered to ask him. How many other great ideas for prospecting and for growth are there that we need to be thinking about? Does the Internet offer us any opportunities that we might have overlooked as recently as a couple of years ago? Does the do-it-yourself market open up any opportunities? How about the medical alarm business? How about emulating some of the sales practices of the “summer programs”? These are thought-provoking questions. I don’t really have all of the answers for them, but I do know that with the changes that are taking place in the industry, Hudson is right on target with getting back to some of the basics. ■ 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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Your Contracts Must Match Your Services

O

ften our office is contacted by a security business looking for the “end-all, beall” of contracts. They want one super contract to encapsulate all services offered. In that way, with each subscriber, that company can capture every service under the sun in one document that only requires one signature. The problem with this quest is that, similar to the unicorn, such a contract doesn’t exist. Or rather, such a contract that will protect your recurring monthly revenue (RMR) and your company should something go wrong doesn’t exist. While this answer is not what most people want to hear, I find that breaking down the relationship between subscriber and the security company helps explain why different contracts are required for different services. The need for separate contracts is based on the reality that your relationship with your subscriber is created and defined by your contract. Because there are many different services you provide, set forth in a variety of arrangements, it’s imperative each service is detailed appropriately. For instance, certain equipment may be sold, whereas others are leased; some subscribers may be residential, while others are commercial. Similarly, services you provide, installation for example, are completely separate and apart from monitoring. Specifically, if you sell and install you need a sales contract that covers the installation. If you provide monitoring, you need a monitoring contract (and you need your own monitoring contract even and especially if you

subcontract it to a wholesale monitoring company). If you provide service, apart from warranty work that is covered by the sales contract, you need a service contract. If you have residential subscribers, their contracts must be different than the commercial subscribers. Falling victim to believing an “allin-one” contract could work for you to cover all types of services you may offer to a particular subscriber would likely result in a massive document that would be difficult to understand and potentially unenforceable in a

By Ken Kirschenbaum ken@kirschenbaumesq.com

all alarm and security contracts do contain common provisions protecting against liability, each one is unique because it deals with that particular relationship — i.e. the service you are providing. For example, you can’t use a sales contract and turn it into a lease. By the same token you shouldn’t take a monitoring contract and attempt to turn it into a service contract. Of course, before you can identify what type of contracts your company needs, you must define the The need for separate services you provide, which is contracts is based on the sometimes easier said than done. reality that your relationship Newer technologies may make with your subscriber is it difficult to determine whether created and defined by your adding certain services would recontract. Because there quire a separate contractual and are many different services provisional relationship. you provide, set forth in a No one knows your business variety of arrangements, it’s better than you do. So the test I imperative each service is recommend is if you find yourself detailed appropriately. cramming services into a contract that just do not seem to fit, or court of law. An additional detriment do not pass the smell test, it’s probably is creating confusion with subscribers time to expand your contract library. that could lead to them failing to sign Also of note, while securing your on with your company due to unwillRMR is important, it is not the only ingness to read or comprehend your priority. You should also be mindful of voluminous contract. Thus your comthose other situations in your day-topany would be better served by adoptday operations that require contracts ing several contracts that deal with esas well. This includes employment, sentially one type of service at a time subcontractor agreements, stockholdand offers an accessible and conveer/partnerships, central stations, etc. nient “fill-in-the-blanks” format. For additional guidance, visit alarmThe reason you should have separate contracts.com. ■ contracts for each service you provide Ken Kirschenbaum is a partner with his daughter, Jennifer, in the law firm Kirschenbaum & Kirschenbaum. is that you are required to include speThe opinions expressed in this column are not necescific provisions within the governing sarily those of SSI, and the content is informational and contract for that specific service. While not 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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