SSI July 2011

Page 1

May 2011 Vol. 33 No. 5

THE

Fire/Life-Safety Issue WIRELESS

Keeps Sound Stages Safe & Sound Inside Sony Pictures Studios’ Unique Fire/Heat Detection

PLUS:

• 2011 Fire Market Report • Mass Notification Opportunities Await • Residential Project Intersects Safety and Sustainability

securitysales.com

• Sales Tips to Beat the Competition

• Latest Life-Safety Products

▶ NFPA AND ESX SHOWS ISSUE SS5cover5.indd 991

5/4/11 12:35:59 PM

dŚĞ ĹŻĹ˝Ç ÄžĆ?Ćš Ć‰ĆŒĹ?Ä?ĞĚ W Z^ ƉĂÄ?ĹŹÄ‚Ĺ?Äž ÄžÇ€ÄžĆŒ Ψϲဓ ĎŹĎŹ Ć‹ĆľĹ?ƉžĞŜƚ WÄ‚Ä?ĹŹÄ‚Ĺ?Äž WĆŒĹ?Ä?Äž

Call us today at 1.800.296.9000 to get started and learn more about the fantastic earnings potential of the PERS marketplace.

Ďą

Ψ

ĎŹĎŹ

WÄžĆŒ DŽŜƚŚ DŽŜĹ?ĆšĹ˝ĆŒĹ?ĹśĹ? &ĞĞ

Here’s the deal. • $69.00 complete equipment package price. • $5.00 per month PERS monitoring fee. • Monitoring price guaranteed for 5 years. • One year monitoring required. You may reassign unit to new customers. • FREE shipping.

tŚĂƚ Ć? Ĺ?Ĺś ƚŚĞ WÄ‚Ä?ĹŹÄ‚Ĺ?Äž Linear PERS Kit 3B

>Ĺ?ĹśÄžÄ‚ĆŒ W Z^ <Ĺ?Ćš ĎŻ WÄžĆŒĆ?ŽŜÄ‚ĹŻ ĹľÄžĆŒĹ?ĞŜÄ?LJ ZÄžĆ?ƉŽŜĆ?Äž ^LJĆ?ƚĞž

That’s it. No small print. No catches.

Battery Pack Two Way Voice Board Help Button Pendant/Wristband/ Belt Clip Attachments

1.800.296.9000 www.afďŹ liatedcentral.com

Instructional Brochures

www.securitysales.com/freeinfo/15272

AfďŹ liated Central . . . alarm monitoring services for the professional ^ÄžÄ?ĆľĆŒĹ?ƚLJ DŽŜĹ?ĆšĹ˝ĆŒĹ?ĹśĹ?

SS5p992-994.indd 992

sĹ?ĚĞŽ DŽŜĹ?ĆšĹ˝ĆŒĹ?ĹśĹ?

tÄžÄ? Θ DĹ˝Ä?Ĺ?ĹŻÄž Ä?Ä?ÄžĆ?Ć?

ZÄ‚ÄšĹ?Ĺ˝$'^D DŽŜĹ?ĆšĹ˝ĆŒĹ?ĹśĹ?

dÇ Ĺ˝ tĂLJ sĹ˝Ĺ?Ä?Äž

&Ĺ?ĆŒÄž DŽŜĹ?ĆšĹ˝ĆŒĹ?ĹśĹ?

/ĹśĆšÄžĆŒĹśÄžĆš DŽŜĹ?ĆšĹ˝ĆŒĹ?ĹśĹ?

5/4/11 7:52:26 AM

www.securitysales.com/freeinfo/15142

SS5p1.indd 1

5/4/11 7:59:23 AM

May 2011 Vol. 33, No. 5

CONTENTS

SSI’s annual Fire Market Report offers a primer on residential detection technology, plus a wealth of insight on related code compliance, maintenance needs and opportunities.

— See page 30

❮❮ SPECIAL SECTION: Fire/Life-Safety

30 40

Emphasizing Fire Detection in the Home

Annual report points up the need for installing security and fire systems contractors to be diligent in providing the latest life-safety products to residential customers. Discover how regular maintenance services and education is helping reduce fire fatalities. By Al Colombo

COVER STORY: Wireless Heat Detection Takes Center Stage

An installing security contractor advises Sony Pictures Studios to implement a wireless solution to replace the hugely inefficient hardwired heat detection in its famed sound stages. Success and firstclass customer service fosters a lasting relationship. By Rodney Bosch

46

52

56

60 64 66

2

Amassing Mass Notification Know-How

Understanding the mass notification/emergency communications codes, planning process and available technologies can open a new market of opportunities for dealers. A key element for success is conducting a thorough risk analysis and making the most of those findings. By Peter Ebersold

High-Rise Showcases How to Be ‘Green’ and Safe

A local installing systems contractor provides a 1,200-device fire/ life-safety system for a 32-story complex in downtown New Haven, Conn., the state’s first LEED Platinum residential project. Integrating the fire alarm system with building automation results in a digital audio network for transmitting emergency messages. By Ashley Willis

Fire Side Chat: Igniting Your Fire System Sales

Backed with the mandates set forth by codes and bolstered with new technologies, the fire/life-safety market offers robust sales opportunities. Success is predicated on deriving necessary state and local credentials, and knowing the local building authority’s requirements and procedures. By Al Colombo

Top Fire/Life-Safety Forum to Hit Beantown

A preview of the 2011 NFPA Conference & Expo in Boston details the extensive schedule of education and training sessions, plus other event highlights. By Rodney Bosch

◗ COLUMNS 8 Between Us Pros With Scott Goldfine An industry turns a technological corner.

22 Convergence Channel With Paul Boucherle On delivering a superlative high definition video surveillance system.

26 Tech Talk With Bob Dolph Home automation is where the heart is.

28 Monitoring Matters With Kevin Lehan Maximizing the value of your subscriber accounts.

80 The Big Idea With Ron Davis Why nontraditional products and services matter to the alarm industry.

84 Legal Briefing With Ken Kirschenbaum Dealer programs further scrutinized.

◗ DEPARTMENTS 4 Security Exchange 13 Industry Pulse

Essential Fire/Safety Products

72 The Essentials

New solutions to meet your market needs.

❯❯ Open Platforms Are Ready for Liftoff

Integrating disparate security systems together in pursuit of a seamless overall solution can be a time-consuming, expensive and frustrating process. Find out how an increasingly united movement toward establishing conforming products is alleviating these challenges and paving the way to true interoperability. By Jonas Andersson

74 Ad Index 81 MarketPlace Sony Pictures Studios ULListed monitoring center. Photo by Yuda Chen

securitysales.com • MAY 2011

SS5toc.indd 2

5/4/11 8:02:56 AM

www.securitysales.com/freeinfo/15184

SS5toc.indd 3

5/4/11 8:03:01 AM

Security Exchange Sounding Off Peggy Onstad Publisher, ext. 477 Rodney Bosch Managing Editor, ext. 426

Industry Returns SAMMYs Salute [Commenting on the news item “SSI Honors Sales and Marketing Excellence at 2011 SAMMY Awards,” www.securitysales.com/sammys042011] Just a short note to express our most sincere thanks for the award Tuesday night [SAMMY for Best Web site]. Above all, we have focused on vastly improving our Internet-based communication with our customers and the general public. The attention you gave to us indicates we’re on the right track. Please send our warmest regards to the team of judges. As a side note, we remain impressed at the steadily increasing attendance levels at the SAMMYs each year. To steal a phrase from a popular 1970s movie, “Chief, we’re gonna need a bigger boat.” Next year you’ll need to increase the size of the room! DAVID MERRICK, Vice President, Marketing Vector Security Pittsburgh

From Atronic Alarms in Lenexa, Kan., we wish all the winners of the 2011 SAMMY Awards congratulations! [Atronic was a finalist in two categories, including Installer of the Year.] It sounded like a great show and Todd Harrision, operations manager, and Neil Atha, our new vice president, said the entire presentation was top notch. We’re gearing up for next year! Thanks for all your support there at the magazine. MEGAN RAGAN, Marketing Coordinator Atronic Alarms Lenexa, Kan.

Tool Tips, Techniques, Technologies [Commenting on Bob Dolph’s Tech Talk column, “Drilling Down Into Power Tools”] I find Popular Mechanics to be a little consumer focused. Fine HomeBuilding Magazine is oriented toward the trades and the serious “Prosumer” users. They put out an annual tool guide (www.tauntonstore. com/2010-tool-guide-015007.html). 4

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 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

It’s also great for just good old-fashioned knowledge — what’s the difference between a spline and SDS bit? As for Robertson square-drive screws, they’ve been standard here in Canada for almost 100 years. I think it’s funny the U.S. is just discovering them now!

■ 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

ONLINE COMMENT by Jim Sutton www.securitysales.com/techtalk032011

DOLPH REPLIES: If you take a closer look at the PM drill testing referenced it was above and beyond typical consumer usage. All drills were tested by a tradesperson until they burned out. I agree with your comments on more power tool knowledge. In fact, everyone may want to reference my December 2002 Tech Talk column on drills and terminology (www. securitysales.com/techtalk122022) called “The Hole Truth About Drill Bits.” Robertson technology has been around for a very long time and it seems like Canada has always taken the lead on using squaredrive technology. Some industries, like the mobile home industry, have been using it for many years. As a happy Robertson user myself for more than 30 years and knowing others in the security trade have been using the technology for a long time, there remain many techs who need to realize how great it is for quick and efficient installations. That was my reasoning for stirring up the pot a bit with the “Robertson Revolution.” I am happy to announce that most major security industry distributors already stock Robertson bits and screws. 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.

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

securitysales.com • MAY 2011

SS5exchange.indd 4

5/4/11 8:24:33 AM

Take a Look Inside. If you’re looking for outstanding performance and value in video surveillance, look no further than Samsung. Samsung delivers the quality, flexibility and reliability that you demand for any analog, hybrid or full IP application. Our 2011 product portfolio boasts new additions like 4 and 16 channel NVRs as well as 3.0 megapixel IP cameras featuring our performance enhancing WiseNet II digital signal processor. So when you’re evaluating video surveillance solutions, take a look inside of Samsung.

www.samsung-security.com 877-213-1222 www.securitysales.com/freeinfo/15304

SS5exchange.indd 5

5/4/11 8:24:35 AM

Security Exchange Web Watch

RIGHT

Go Wireless with

Wireless Alerts

NOW ON

securitysales.com FIRE / LIFE SAFETY CHANNEL

www.securitysales.com/Channel/Fire-Life-Safety.aspx One of the seven targeted channels (others are Business Management, Video Surveillance, Access Control, Intrusion, Systems Integration, Vertical Markets) of SSI’s recently redesigned Web site, this section is dedicated to everything related to fire detection and life safety. It includes industry and business news, trends and technology features,

installation case studies, application articles, product notices, expert columns, blogs, podcasts, photo galleries and videos. Whether it’s fire alarm control panels (FACPs), addressable solutions, strobes and annunciators, IP communications, smoke and carbon monoxide (CO) detectors, heat sensors, video flame/smoke detection, pull stations, sprinklers, mass notification, National Fire Protection Association

(NFPA) and other standards and codes, legislation, or statistics, you’ll have all the info you need at the click of a mouse.

WEB-O-METER

5 most-viewed news stories during March

Video-Enabled Alarm Helps Catch Marine Yard Thieves

Milestone Unveils Virtual Guard New NVR as Its Services First Foray Into Help Texas City Hardware During Protect Businesses Annual Symposium

Nashville Sees 20% Spike in Home Intrusion

SSI Announces 2011 Hall of Fame Inductees

SECURITY SCANNER® DRIVEWAY

MAILBOX

Which one of the following fire/life-safety opportunities interests you the most?

GARAGE DOOR POOL

Security Scanner® Web Poll Question:

EXIT DOOR

IP-BASED SYSTEMS

EXTINGUISHER

MASS NOTIFICATION SYSTEMS (MNS)

SYSTEM COMPLIANCE TESTING AND INSPECTIONS

TRADITIONAL SMOKE/FIRE DETECTION

30% 30% 22% 11% Reliable Wireless Alerts for Home & Business Introducing, an integrated system of supervised wireless alert components. Know what’s going on, without any complicated installation.

www.sti-usa.com/sesa14 800-888-4784 2011 STI

7%

While reliability concerns continue to be debated IP-based systems finds itself tied atop the list of fire/life-safety opportunities according to respondents to the March Web poll. Matching it with close to a third of the tally is mass notification systems, while system compliance testing and inspections garnered close to a quarter of the vote. Many find the latter appealing as a recurring revenue generator. Log onto www.securitysales.com to view SSI’s Security Scanner archives as well as cast your vote for the May question: If you could have more of one of the following highly desirable things, which would it be? BLOGS

www.securitysales.com/blog

Some of the things we’re talking about …

Safety Technology International, Inc.

CARBON MONOXIDE (CO) DETECTION

• iPad Bandit Caught on Camera at ISC West • Are Current Interoperability Standards Working? • Handling Coax, UTP Cables During Installations • Retail Intrusion Market Roars Back, New Research Shows • What to Do When You Encounter Abandoned Cable

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

Engage in the conversation!

www.securitysales.com/freeinfo/15188

6

securitysales.com • MAY 2011

SS5exchange.indd 6

5/4/11 8:24:35 AM

www.securitysales.com/freeinfo/15193

SS5exchange.indd 7

5/4/11 8:24:37 AM

Between Us Pros

Electronic Security 2.0 Has Arrived

L

et’s face it, electronic security has not always been the most technologically progressive industry. But that mentality and resistance to change has made perfect sense. The basics worked pretty darn well; you didn’t want to tinker with safeguarding lives and property, not to mention liability; the cash

By Scott Goldfine scott.goldfine@ securitysales.com.

And when I talk high-tech here it is not merely about IP was rolling in; more advanced technology required more cameras and NVRs. It is about megapixel and thermal image training that cost both time and money; and manufacturers cameras that are priced right; powerful network infrastrucwere not targeting security for leading-edge innovations. ture devices designed specifically for the rigors of securiNotice I phrased all of that in past tense, because I believe ty; comprehensive yet user-friendly video management softour industry has finally turned the technological corner. ware (VMS) and physical security information management Several developments have led to a true paradigm shift (PSIM) systems; and consumer-like mobile device apps. that I will call Electronic Security 2.0. These include the I have saved two of the most amazing, futuristic technolimpact of 9/11 in promoting security awareness and makogies for last: biometrics ing it a priority in the private and video analytics. While and public sectors, and subI practically needed a battering they have often captured sequent influx of both large, ram to transverse the floor. These the fancy of film and TV familiarly branded manufacinstalling contractors were hell-bent producers, they have been turers and smaller, Silicon on expanding into recurring revenue undermined by cost, unValley-type high-tech firms. areas like commercial managed reliability and misapplicaAdditional key factors include: access control and remote video, tion. I am here to tell you, the convergence of physical and enhanced residential services. security sci-fi has finally and logical security; consumbecome fact. er zeal for technology due to Lumidigm’s Bill Spence showed me how the company’s the Internet and personal electronics like iPods, GPS devicmultispectral imaging technology scans fingers beneath the es and smartphones; younger, IT-savvy and next-generation surface of the skin to authenticate identities quickly, accuowners/managers entering the fray; and the refinement, imrately and regardless of environmental conditions. Stanley proved reliability and lower cost of complex security prodCSS’ Tony Byerly walked me through technology partner ucts. Finally, the economic downturn has made security Hoyos’ iris-scanning solution. It is also fast, reliable and contractors more open to trying new things, and suppliers suitable for most environments. Plus it’s noninvasive and more committed to helping them succeed in doing so. even reads through glasses. The combination of all these circumstances came to As for video analytics, I moderated a seminar with Zvika a head at the recent ISC West event, where the now truAshani of Agent Vi, Bob Cutting of ObjectVideo, Amit Gavly technologically progressive electronic security industry ish of Briefcam and Malay Kundu of StopLift Checkout Viflourished in all its glory. Sure, high-tech items have been sion Systems (see more at securitysales.com/isc2011analytdisplayed before but this time was different. Having attendics). They shared compelling videos depicting real-world ed this show the past 12 years I can tell you this year repreapplications, and practical tips to specify and deploy anasented a turning point in which advanced security technollytics that satisfy end users’ organizational objectives. ogy transformed from novelty to standard. That last point is critical. In this new high-tech age we Throughout the convention hall, aisles and booths were must never lose sight of providing security within the packed shoulder-to-shoulder with ardent attendees. I praccontext of total business and lifestyle solutions. The futically needed a battering ram to transverse the floor. These ture of security is here. Seize it with fervor because as it installing and monitoring contractors seemed hell-bent on has been said: If you don’t like change, you’ll probably expanding their business into recurring revenue opportuhate extinction. nities such as commercial managed access control and re■ mote video, and enhanced residential services. The show’s Editor-in-Chief Scott Goldfine has spent more than 12 years with SECURITY SALES & INbuzz was akin to the din of a chainsaw. TEGRATION. He can be reached at (704) 663-7125 or scott.goldfine@securitysales.com.

8

securitysales.com • MAY 2011

SS5editor.indd 8

5/4/11 8:27:54 AM

www.securitysales.com/freeinfo/15231

SS5editor.indd 11

5/4/11 8:28:03 AM

1:15 PM

Any incidents?

1:15 PM TO REPORT G NOTHIN

Effective outdoor video surveillance protects what you value most, alerts you to unexpected events and can even trigger appropriate response. But the cameras that achieve it must endure intense sunshine, heavy rain and strong winds - and still deliver usable results. Axis outdoor cameras are exceptionally easy to install, which saves valuable time and minimizes maintenance. They withstand extreme weather conditions, and offer superb image quality.

Because your surveillance system needs to deliver indisputable evidence in the form of clear, crisp video images – even in the toughest environments. Get the Axis picture. Stay one step ahead. Visit Axis at ESX: Booth 323, June 8-9, Charlotte, NC, www.axis.com/esx

Read more with your smartphone

AXIS Q6034-E PTZ Dome Network Camera: IP66 and NEMA 4X-rated casing, 18x optical zoom, HDTV 720p with 16:9 field of view, day/night, H.264, Power over Ethernet, Arctic Temperature Control, and much more. www.securitysales.com/freeinfo/15308

SS5editor.indd 12

5/4/11 8:28:04 AM

Industry Pulse In Depth

New Ordinance in Milwaukee Helps Heal Old Wounds

Courtesy Milwaukee Common Council

Utter lobbied for a seat on the task sales for Magnasphere Corp., a proMILWAUKEE — Following a monthsforce and would eventually gain an invider of magnetic switch and magnetlong effort by a task force charged vitation to join. Ray Statis from the loic sensor technology. with rewriting this city’s alarm ordical ADT branch also was appointed. Why the city finally decided to overnance, installing security contractors During the course of seven months haul its alarm ordinance stems from an and city leaders are hailing sweeping and frequent meetings, Utter educated avalanche of consumer complaints after changes made to the provision. the seven-member task force Once considered by the about the alarm installing alarm industry to be among business. the nation’s most burden“Chris brought in suggessome ordinances, new rules tions and ideas that we did for the first time establish linot know anything about,” cense classifications, training says Robert Puente, a city alrequirements, as well as exderman who served as chair ceptions to the police departof the task force. “He opened ment’s verified response polour eyes to a world we had icy. At press time the revised Milwaukee Alderman Robert Puente (right) led a task force to never seen before. That was ordinance was scheduled to overhaul the city’s alarm ordinance. Chris Utter (not pictured) was very beneficial.” be enacted on June 1. instrumental in helping educate the panel about the alarm business With a common goal to “The Milwaukee alarm during the months-long deliberations. strengthen the alarm ordiordinance had not been nance to better protect consumers as out-of-state sales teams flooded the area changed since the mid-1980s. It was well as provide a more equitable busiduring the summer two years ago. Conextremely outdated,” says Chris Utter, ness environment for alarm contractors, founded by an endless stream of grievimmediate past president of WisconPuente credits a willingness to comproances, a city alderman who was runsin Electronic Security Association mise for the group’s eventual success. ning for mayor decided to take action. (WIESA). “It brings a whole new stan“Everybody kept their ego at the The idea was to convene representadard and a way of doing business that tives from various city departments and door. It was a collaboration of all these we haven’t had the opportunity for.” people with all these different ideas find a way to better regulate alarm sysPreviously, for example, only a class with all this knowledge,” he says. “We tems sales. Yet the alarm industry was C licensed electrician could legally inproved you can have intergovernmental not initially invited to join in the work. stall electronic security equipment. Alrelationships with the private sector.” Bad blood between the industry and though the city for years did not enEnding the police department’s verithe city began to flow in 2004 when force the statute, few security dealers fied response policy was never part of Milwaukee’s police chief instituted a and integrators complied. the deliberations. However, Utter’s work verified or nonresponse policy to comThe new ordinance creates three lito educate task force members about bat false dispatches. The industry cense classifications: low voltage (LV); monitoring technologies did result in fought the policy on a national level low-voltage burglary (LB); and lowsignificant exceptions to the policy. vociferously but to no avail. voltage fire (LF). Installing technicians Video verification and two-way voice “Milwaukee’s ordinance was comwill also need to achieve National systems are now listed under the prohibpletely unacceptable,” says Ron WalTraining School (NTS) Certified Alarm ited systems section. A request for disters, director of the Security Industry Technician Level One accreditation or patch service may be accepted “based Alarm Coalition (SIAC). “It basicalequivalent. Each installing contractor upon reproducible video or two-way ly cut off police response for anybody will also be expected to staff a certified voice intercom if the person is able to with an alarm system unless a guard NTS Advanced Burglar Alarm Techniprovide specific information based on was sent to confirm.” cian (ABAT) or equivalent. personal observation to the operator,” Soon the city began enforcing its li“We can now be licensed to do work according to language in the ordinance. censing rule for the first time and dealin the city which before we couldn’t. “Nobody on the task force got evers were indiscriminately being fined We had to sub out to electricians or erything they wanted, but everybody thousands of dollars. The relationship have an electrician on staff, which is in agreement,” says Utter. “The best between the industry and the city revery few people did,” says Utter, forthing to come out of this is now we mained contentious ever since, leading mer owner of Sentra Protective Syshave totally open communication.” up to the formation of the task force. tems and current vice president of securitysales.com • MAY 2011 13

SS5pulse_indepth.indd 13

5/4/11 12:30:21 PM

Industry Pulse ISC West Roundup

Industry Buoyed by 10% Rise in ISC West Attendance LAS VEGAS — Security professionals flocked to ISC West 2011, posting a 10-percent increase in overall attendance compared to the previous year, according to show organizer Reed Exhibitions. The three-day show also saw a 7-percent increase in end-user attendance compared to last year. Attendees from abroad made up more than 10 percent of the show’s turnout figures. Canada represented the largest amount of internation-

al participation, followed by Mexico, Brazil, Korea and Australia. “This year’s event turned a fresh page on the future of security,” says Ed Several, senior vice president, ISC Events, a Reed company. “With robust and enthusiastic participation from the industry … ISC West continues as a barometer of good things to come for the remainder of 2011 and beyond.” Held April 5-8 at the Sands Expo & Convention Center, ISC West provided business and training opportuni-

PSIM Deals Dominate Show Announcements

Among the industry trends emphasized at ISC West 2011 by systems integrators and vendors alike, physical security information management (PSIM) platforms received a significant share of overall marketing clamor. Several service providers and suppliers used the show as a springboard to hype new partnerships and acquisitions to take advantage of the growHoneywell’s Scott Harkins (left) and Boeing’s ing technology category that Bryan Palma announced at ISC West the two marries physical security device management with automation companies will partner to offer new PSIM capabilities. services. Executives from Honeywell and Boeing Co. announced a joint venture to create an integrated security and building management platform to help improve safety and operations at large facilities. The solution will combine Honeywell’s extensive security and building management portfolios — including its range of security sensors, video surveillance, access control, and intrusiondetection systems — to feed information into Boeing’s Visual Security Operations Console (VSOC). Verint discussed its acquisition of PSIM technology provider Rontal Engineering Applications. The deal marks a change from a partner OEM agreement to an in-house offering. It will also help Verint expand its portfolio of security intelligence solutions with the launch of Nextiva PSIM. ADT jumped headlong into the PSIM business with its purchase of Proximex. ADT Commercial will operate Proximex’s Surveillint solution, which integrates and connects related information from both existing and new security systems. Also, OnSSI said it would add PSIM functionality to its Ocularis video management system (VMS), and IPVideo Corp., a VMS provider, announced its first PSIM solution, C3 Fusion.

ties for security dealers, systems integrators, manufacturers and other service providers. Considered the largest security exhibition hall in the United States, the show’s exhibit floor was 15,000-square-feet larger than last year’s. It featured more than 10,000 products from 900-plus companies. For attendee and exhibitor comments captured by SSI editors on the show floor, including podcasts and video, visit securitysales.com/ ISCWest2011.

Stanley CSS Partners to Offer Iris-Scanning Solutions Stanley Convergent Security Solutions (CSS) will now offer iris-based biometric product solutions, thanks to a new partnership with Hoyos Corp., a biometrics R&D firm. The companies announced at ISC West that Stanley CSS will exclusively provide Hoyos’ technology in the United States and Europe, as well as manage Hoyos’ entire global client base, including U.S. governmental agencies. The product reduces identity-based fraud by matching people with the unique biometric markers associated with their irises. The product captures iris data with proprietary camera, lighting technology, chip sets, software and physical form factors.

Alarm Captial Alliance Launches New Dealer Program Alarm Capital Alliance (ACA) arrived at ISC West in celebration of its 10th anniversary in providing dealer account purchasing services and to announce a new independent dealer program. The Media, Pa.-based company says its new program meets the needs of select installing security companies that market its business in their own name and maintain ongoing relationships with their customers. ACA’s program highlights include bundled pricing on monitoring services and equipment options with no monthly minimum sales.

ISC WEST Product Release Notes ... Network Video Technologies (NVT) released a new Ethernet over Coax solution positioned to support coaxbased legacy CCTV installations that are migrating to IP … Honeywell released the tiny 5800RPS wireless recessed transmitter, which is concealed after installation … Kantech, a Tyco company, released hattrix, a scalable security platform to offer a hosted access control solution, a fully managed solution or a hybrid approach. 14 securitysales.com • MAY 2011

SS5pulse_isc1.indd 14

5/4/11 8:32:38 AM

Detect. Defend. Defeat. When the castle is threatened who will defend it? Introducing IMPASSA – the next generation Self Contained 2-Way Wireless Security System from DSC. Engage the strategic speed, intelligence and control of IMPASSA to detect, defend and defeat any possible threats.

High performance wireless security with integrated 3G Cellular & 2-Way Audio Alarm Communication. Make your move to IMPASSA today.

www.dsc.com Š 2011 Tyco International Ltd. and its Respective Companies. All Rights Reserved.

www.securitysales.com/freeinfo/15120

SS5pulse_isc1.indd 15

5/4/11 8:32:39 AM

Industry Pulse ISC West Roundup

UTC’s Fire and Security Services ◗ Women’s Security Council Introduced at ISC West in U.S. Rebrand as Chubb will be available through the The Women’s Security

United Technologies Corp. (UTC) let it be known at ISC West the company will align its fire and security services business in the United States under the Chubb brand. The U.S. business units involved are Antronnix, CalProtection, Detection Logic, Diversified Fire Products, Fire Systems Inc., Florida State Fire & Security, HFP Corp., Lane Fire & Safety, Pratt Landry Associates, John W. Polhemus, Red Hawk, and Vantronics Security Systems. Chubb serves more than one million customers worldwide, offering solutions that include installation, service, test and inspection, and monitoring of fire/life-safety systems, electronic and physical security solutions, and ATM services. The company’s fire and security service businesses in Canada, United Kingdom, Hong Kong, Australia, New Zealand, South Africa, Netherlands, France and Belgium have already been consolidated under the Chubb name.

Diebold to Integrate Solutions at WTC Transportation Hub Diebold Inc. will implement advanced security solutions at the new World Trade Center (WTC) Transportation Hub in New York City, the company announced at ISC West. Diebold’s integrated system will include the installation of video surveillance, access control and alarm devices throughout the hub. In addition, the company will expand the Port Authority Trans-Hudson Corp.’s (PATH) existing security system at the PATH WTC station. Scheduled to open in 2014, the WTC Transportation Hub will make Lower Manhattan the third-largest transportation center in New York and will re-establish the transportation facilities and infrastructure that existed at the WTC complex prior to 9/11. To learn more about the project, SSI spoke with Diebold’s Jeremy Brecher. You can listen to the interview at securitysales.com/ISCWest2011.

Council (WSC), a network of security professionals focused on promoting the success of women in the industry, officially launched with activities at ISC West 2011. The group aims to provide a support system to enable women in the security industry to stay competitive in the fast-evolving marketplace. The group provides access to professional resources in its monthly WSC e-newsletter, online discussions and Webinars. Additional mentoring and networking opportunities

WSC online membership directory and networking at national WSC in-person events at future ISC West and ISC Solutions shows. “The goal of WSC is to deliver a new world of networking opportunities and build a strong support system to enable women in the security field to reach the highest levels of professional success,” said Rhianna Daniels, managing director, CompassPR, and a WSC Founding Committee member. For more information, visit wscouncil.com.

Keynote Panel Focuses on Helping Customers Achieve Goals Taking care of the customer and adapting to new technology were two of the prominent and reoccurring messages delivered at ISC West’s State of the Industry Keynote presentation. The roundtable, which preceded the opening of the exhibit floor, included Mike Howard of Microsoft; Carey Boethel of Siemens Building Technologies Inc.; Jamie Rosand Haenggi of Protection 1; and Bill Taylor of Panasonic System Networks Co. of America (PSNA). Sandy Jones, principal of Sandy Jones and Co., served as moderator for the standing-room-only, hour-long session. “Engaging the customer to drive home the benefit of a professionally designed, installed and monitored system is critical,” said Haenggi. “You have to build a relationship and help

them see the value. We have to update how we deal with customers and not be afraid to wake sleeping dogs.” The latter point addresses the reluctance

Executives from the installation and manufacturing sectors discussed industry trends and challenges at the State of the Industry Keynote presentation.

on the part of some security dealers and systems integrators to reach out to existing customers for fear of losing the business. To learn more about the discussion, visit securitysales.com/ISCWest2011.

ISC WEST Product Release Notes … Arecont Vision displayed its 3- and 5-megapixel MegaView cameras with versions available incorporating built-in IR illuminators and IR-corrected lenses … HID Global released ActivEntry 2.4, part of its federal identity compliance initiative that combines products from recently acquired ActivIdentity … Bosch launched Blue Line Gen2, the next generation of its top-selling Blue Line Motion Detectors with enhanced false alarm immunity. 16 securitysales.com • MAY 2011

SS5pulse_isc2.indd 16

5/4/11 8:35:15 AM

Industry Pulse ISC West Roundup

Axis Lifts Curtain on PalmSized P/T/Z Dome Camera Axis Communications unveiled what it bills as the world’s smallest, ceiling-mount pan/tilt/ zoom (p/t/z) dome net-

Axis Communications Product Manager Kent Fransson introduces the company’s M50 PTZ camera during a press breakfast.

work camera with HDTV performance during a press breakfast event at ISC West 2011. As Axis executives explained, the M50 PTZ camera series will provide security directors and business managers a highly discreet and affordable solution for monitoring indoor areas, such as retail stores, banks, hotels, office lobbies, restaurants and warehouses. The palmsized devices offer remote monitoring capabilities to more effectively manage one or more locations. The M50 PTZ is one of four new products Axis is

unleashing in a concerted effort to win new business in market niches that remain the domain of analog video. With an estimated 75 percent of all new sales in 2010 being analog, Axis is gunning for market share in settings that call for four to eight cameras. Referring to analog video as “our arch nemesis,” Axis General Manager Fredrik Nilsson said the rise in hosted video services, ease of installation and scalability will increasingly shift small markets toward network cameras.

Bosch Rolls Out New Exhibit Big Rig As an alternative to a traditional booth exhibit, Bosch Security Systems introduced its Safe & Sound interactive exhibit truck at ISC West 2011. The 53-foot-long big rig has 1,000 square feet of exhibition space, providing installing contractors and end users a convenient opportunity to participate in hands-on product demonstrations. “It would be pretty difficult to set up something of this scale at a tabletop event,” Bosch President of Sales for the Americas Jeremy Hockham told attendees. “We can do that with this truck. It gives our customers a much better environment to interact with our products.” Inside the truck, users can visit several stations to learn about different Bosch products and technologies for video surveillance, access control, intrusion, fire detection and more. The truck is currently on a 50-stop tour throughout the nation. To learn more about its product wares and demonstration capabilities, check out SSI’s full report at securitysales.com/ISCWest2011.

Canon Enters Megapixel Security Camera Market You can now count Canon U.S.A. among the megapixel security camera market providers. The company officially kicked off its entry into the market at ISC West, introducing three new 1.3-megapixel models in its VB-M Series. Included are a pan/tilt/zoom (p/t/z), fixed vandal-resistant outdoor dome, and a fixed dome. Each of the network cameras are ONVIF-compliant and feature CMOS image sensors, Canon’s DIGIC NET image processing and smart shade control. Video streaming options include simultaneous transmission of H.264 and Motion-JPEG (M-JPEG) resolutions. M-JPEG resolutions can simultaneously stream at frame rates up to 30 frames per second (fps). “The DIGIC processor is powerful enough that it can output an MPEG4 signal at the same time that it’s outputting an M-JPEG,” Canon Technical Advisor Chuck Westfall told SSI. “An operator can view a full megapixel feed on his computer that can be immediately accessible to someone who is remotely monitoring from his smartphone. With remote monitoring, all it takes is a Web-enabled smartphone and a password to get into the URL that ties into some of the cameras’ features, such as video analytics.” To view more products introduced at ISC West 2011, be sure to check out “The Essentials” special section on page 70.

Access Control Provider Wins Top ‘New Product’ Honor FST21 Americas earned top honors at the New Product Showcase (NPS) hosted by Security Industry Association (SIA) at ISC West, earning the “Best New Product Award.” The company won for its SafeRise access control product, which utilizes biometrics; voice, face and license plate recognition; and video, voice and behavioral analytics technologies. OSID by Xtralis received the Judges’ Choice Award. Credited for reducing false alarms, the product provides smoke de-

tection by using dual light frequencies, enabling discrimination between smoke and other objects. As many as 80 products and services were entered into this year’s NPS. There were 21 categories presented during the ceremony in addition to the “Best New Product” and “Judges Choice Award.” To view the entire list of NPS winners, check out SSI’s full report at securitysales.com/ISCWest2011.

ISC WEST Product Release Notes … Sony and Intersil Corp. announced they will develop the industry’s first hybrid camera that will simultaneously transmit both analog and digital high-definition images over a single coaxial cable … Aiphone Corp. introduced the next generation of IP video intercoms with the release of its IS Series … Milestone Systems demonstrated its first hardware product, the XProtect Essential NVR, which is preinstalled with video management software. securitysales.com • MAY 2011 17

SS5pulse_isc3.indd 17

5/4/11 8:38:07 AM

Industry Pulse ISC West Roundup

Scenes From the Show

◀ Attendees file into the exhibit hall at the Sands Expo & Convention Center on opening day.

◀ Newly enshrined SSI Hall of Fame inductees St Steve Doyle (left) and Jay Hauhn pictured at the in induction ceremony. You can learn more about a five of the 2011 inductees, as well as all past all aw awardees, at securitysales.com/halloffame.

SSI Editor-in-Chief Scott Goldfine (standing) moderated a panel session on effective ways to deploy video analytics. Panelists included (l-r): Amit Gavish of Briefcam; Zvika Ashani of Agent Vi; Malay Kundu of StopLift Checkout Vision Systems; Bob Cutting of ObjectVideo.

Former NFL star Michael Strahan signed autographs at the Monitronics booth.

HID Global discussed its corporate initiatives in promoting environmental sustainability.

FIND IT ON THE WEB FIN F For more multimedia content from the ISC West show floor, including podF dcasts, video and additional images, visit securitysales.com/ISCWest2011. ccas

Tyco lured attendees to its booth with an interactive video game challenge.

A Fire-Lite representative explains operational aspects behind Honeywell’s AlarmNet network control center.

SSI hosted its 16th Annual SAMMY Awards on the eve of opening day at ISC West. Pictured are winners of the 2011 sales and marketing awards program. See SSI’s June issue for complete coverage. Learn more at thesammyawards.com. 18 securitysales.com • MAY 2011

SS5pulse_isc4.indd 18

5/4/11 10:19:19 AM

ideas for life

WV-NW964

We’ve got it all covered. Panasonic offers surveillance system solutions with superior performance and cost-efficiency for virtually any application. Configure the system that best meets your specific needs from the most comprehensive line of IP, analog and hybrid products available. Our latest innovations include i-PRO SmartHD cameras and recorders with automatic real-time face detection, and UniPhierŽ see more large-scale integrated chips to assure the highest levels of integration. with your They’re advancements that will make any system smarter and more smartphone cost-efficient. Any way you view it, Panasonic has got you covered.

Panasonic System Networks Company of America

Surveillance, Monitoring & Video Imaging panasonic.com/security

SS5pulse_isc4.indd 19

5/4/11 10:19:39 AM

Industry Pulse Event News

ESX Rolls Into Charlotte Firing on All Pistons CHARLOTTE, N.C. — The Electronic Security Association (ESA) and Central Station Alarm Association (CSAA) will present the 4th Annual Electronic Security Expo (ESX) June 6-10 at the Charlotte, N.C., Convention Center. Established in 2008, the event will offer a wide assortment of seminars, networking opportunities and an exhibit floor with more than 200 participating manufacturers and service providers. Organizers have identified five major technology trends that are transforming the businesses of security integration and monitoring companies, and will highlight these developments throughout the conference. They are: home automation; hosted and managed services; networked security; mobile apps; and alternative signal transmission. “The electronic security industry is in the midst of a once-in-a-generation change,” says ESX Chair George

SEE SSI at ESX! Be sure to visit

at Booth No. 136 De Marco. “The shifting landscape of technology is providing more opportunities for integration and monitoring companies to generate RMR beyond traditional means such as video, access control, home automation, energy management, mobile apps and alternative signal options.” More than 65 educational sessions will comprise a six-track program, featuring executives from leading installing security contractors and manufacturers, as well as a host of other subject matter experts. The tracks include curriculum geared for business development and management; central station operations; installation management; recurring monthly revenue (RMR); sales and marketing; and technology.

Along with an extensive offering of education and training seminars, the 2011 Electronic Security Expo (ESX) will feature more than 200 exhibiting manufacturers and service providers. Above, last year’s exhibit hall in Pittsburgh.

Among the offerings, SSI Editor-inChief Scott Goldfine will moderate the “Tools for Greater Sales Success” seminar (June 9, 4:30-5:30 p.m.). The dialogue will focus on the various types of sales force automation and customer relationship management systems that can be used to increase the efficiency and effectiveness of sales and marketing strategies. Panelists include Christopher BenVau of Stanley CSS, Michael Jagger of Provident Security Corp., and Jay Stuck of Guardian Protection Services. This year’s event will feature an expanded show floor to accommodate increased demand for exhibit space and a projected 20-percent growth in attendance, according to organizers. Interspersed amid product displays and demonstrations will be the Carolina Pit Stop Pavilion hosted by local manufacturer’s representatives and distributors; a consulting and business services pavilion; and, for the first time, the ESXperience Stage, offering presentations on industry trends and updates from ESA and CSAA.

(PDQ) Award recipient, recognizing an installing security contractor that best demonstrates a proactive and cooperative effort to reduce unnecessary alarm dispatches. The Security Industry Alarm Coalition (SIAC) will bestow its William N. Moody Award to honor a volunteer who has demonstrated exemplary leadership and dedication to stem false dispatches. And Jon Hannan, fire chief for the city of Charlotte, will speak to the importance of relationships between security professionals and the public safety sector. Away from the show floor on June 7, attendees will have the option to partake in either of two offsite excursions. A motor coach will take participants to CPI Security System’s nearby headquarters for a tour of the facility’s technology, design and state-of-the-art security systems. Race car fans also have the choice to tour the NASCAR Hall of Fame for a behind-the-scenes view of the security and A/V operations in this new, 150,000-square-foot facility. Security professionals from the Hall of Fame will discuss the system design, objectives of the security system and “war” stories from the facility’s first few months of operation. The NASCAR Hall of Fame will also serve as the venue for an evening ceremony on June 7 during which winners of the Morris F. Weinstock Person of the Year and the Sara E. Jackson Memorial Award will be announced. Then on June 8, former NFL coaching great and NASCAR team owner Joe Gibbs will provide the keynote address during which he’ll discuss examples of leadership, teamwork and perseverance.

Array of Event Offerings Among the roster of special events, the ESX Industry Icebreaker Luncheon on June 7 will consist of multiple proceedings. SSI will announce this year’s Police Dispatch Quality

WHAT: Electronic Security Expo (ESX) WHEN: June 6-10 WHERE: Charlotte (N.C.) Convention Center INFO: (888) 447-1689; www.esxweb.com

20 securitysales.com • MAY 2011

SS5pulse_esx.indd 20

5/4/11 10:23:48 AM

NMC Has Two Locations

We Monitor the Nation

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

At NMC we provide our dealers with innovative technologies to help you grow your business, throughout the U.S., and including Hawaii.

IMMEDIATE DISASTER RECOVERY Each monitoring center can provide full back-up in case of a catastrophic event at the other facility. The monitoring centers are located in different states to enhance effectiveness.

EMERGENCY STAFFING In the event of a critical need, operators at both locations are capable of handling alarm and telephone activity maintaining superior response times under any circumstance.

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

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

877-353-3031 www.NMCcentral.com www.securitysales.com/freeinfo/15314 Lic # CA ACO 5633 TX B13486

SS5pulse_esx.indd 21

UL2050

5/4/11 10:24:01 AM

Convergence Channel

A Systematic Approach to Surveillance Specification Further questions are raised and issues addressed about assessing customer needs and expectations to deliver the best possible high definition video surveillance system. The process itself dictates whether an IP megapixel or HDcctv solution makes the most sense.

A

the SELL HIGH acronym, and busting a myth or two in the process.

s we left our heroes last month, they were grappling with the paradox the writer posed of SELLING LOW in a highly charged technology market that pushes IP megapixel cameras and HDcctv solutions (cameras, streamers, DVRs) toward customers. What to do? Well the puzzle will become even more perplexing with my recommendation to now SELL HIGH! I know, make up my darn mind already. To clarify, these phrases are acronyms for approaching how to select the best possible high definition video surveillance system (or whether to select HD at all) for a client. Let’s continue the discussion initiated in last month’s column by highlighting critical questions to pose, defining and explaining

Hybrid phase your solutions Gauge customer reality

Involve IT early

8 Important Questions to Answer I find it best to ask the right questions, and apply a healthy dose of skepticism toward all marketing claims while using your intelligence and experience to guide your solution path for your customers. Here are eight questions worth asking as you venture forth: 1) Will this system be manned or unmanned and what is the experience level of that person? 2) How important is the quality level of the video (general surveillance or evidence in court)? 3) Does every camera need the same quality and amount of recorded video?

Begin here Scope good better best

SELL HIGH Ask the right questions

Edge how much processing power?

Latency lots of bandwidth

Help customer decide Listen actively

SELL HIGH is a pneumatic device to help you remember essential considerations for designing a video surveillance system. It stands for: Scope; Edge; Latency; Listen; Help; Involve; Gauge; and Hybrid.

By Paul Boucherle paul@matterhornconsulting.com

4) How much support will this customer expect from me after the installation? 5) Is the implementation cost more important than long-term cost? 6) Who is involved with the decisionmaking process and how technical are they? 7) How am I going to transport the video signal from end to end and to other users in the future? 8) Will the current wiring or network infrastructure work effectively for the loading expected?

‘Sell High’ Given Greater Meaning All right, so now back to that acronym, SELL HIGH. It stands for: Scope; Edge; Latency; Listen; Help; Involve; Gauge; and Hybrid. Let’s take a closer look how this pneumatic device can help you remember essential considerations. Scope of your solution — Do you typically offer single or multiple solutions with your scope of work for your customer? This is of course a two-edged sword that must be wielded with experience. To use effectively, you must know both the customer and your competition. If you offer too wide of an option range, you can confuse, as well as delay (perhaps forever) a decision. Narrowing the choices may allow a competitor to undercut you in price and quality. A good-better-best scope approach to your customer will typically open up meaningful dialogue; be prepared to explain which choice you would suggest and why.

22 securitysales.com • MAY 2011

SS5converg.indd 22

5/4/11 10:29:46 AM

Mass Notification Solutions Protect. Alert. Inform. When communication is critical, an integrated mass notification system is essential. That’s why Cooper Notification provides multiple means to inform your people. Utilize our Roam Secure Alert Network™ (RSAN) emergency text and voice alerting, WAVES® outdoor High Power Speaker Arrays, SAFEPATH® indoor voice evacuation systems and Wheelock® appliances to alert your cities, counties, colleges, commercial or industrial facilities today. Call 1-800-631-2148 or email cnmarketing@cooperindustries.com for additional information.

www.coopernotification.com

SS5converg.indd 23

www.securitysales.com/freeinfo/15186

5/4/11 10:29:49 AM

With new HDcctv technology, you have additional choices to add to your recommendations. Edge intelligence — This must be addressed by the designer and understood by the customer. This has a serious impact on long-term solution performance, flexibility, versioning control and obsolescence. The decision criteria should include how much processing power, communication capabilities (LAN and WLAN), analytics and storage might be required, if any at all. Latency of video — This applies to reviewing, recording and response. Application-specific designs such as handling cash, granting conditional access with high throughput requirements, performing remote guard tours, and verification of remote intrusion detection activity should be carefully considered in the design phase. HDcctv provides near-zero latency in the delivery of video signal, based on the fact you have dedicated coaxial homeruns. IP camera video must be “routed” to viewing and recording appliances. The quality of that routing and bandwidth can make latency negligible at best and of concern if poorly done. I recommend hybrid parallel networks with fiber routing for the video that leverage existing network infrastructure assets. Listen carefully — This will tell you how and who at your customer’s location will be using the video solution. The experience level of the individual using the system should be carefully evaluated, as well as how the recorded or live viewing of video will be used. If the purpose of the system is to view video on a live basis and make security or operational decisions based on that video, information latency is an issue. Help your customer — So they can make the best decision based on their experience level. Regarding technology, I find most customers default to a price decision when they can’t differentiate the forest from the trees. Take care to talk about technology at the end of a

good-better-best recommendation, and not at the front end of the discussion. Stay away from acronyms and security industry terminology whenever possible. It’s your job to know the technology, not theirs. If you are working with an engineer, disregard this entire point; they will want to know everything about the technology. Involve IT people — Do this very early in the evaluation process when appropriate. If your solution involves their network infrastructure, gaining IT support is critical to a successful long-term solution. This customer will require you to talk about the trees and the forest. The existence and experience level of IT personnel will often dictate your design strategy. Good luck selling these people coaxial-based solutions! With smaller customers, you may turn out to be the IT department regarding your IP solution. Gauge receptivity — Having the customer on board with your solution recommendations is a key part of both designing the right solution and selling it. This process is easier if you are upgrading an older CCTV system since they have a frame of reference to suggestions you will make. If this is a first-time buyer, HDcctv may have an infrastructure edge. You will have some challenges separating their perception of reality; the “CSI” factor vs. how affordable video actually works. IP video may have the advantage in this situation. Hybrid approach — This may be your best economical solution when proposing a digital migration path for your customer. It requires you to focus on future cost and performance factors, while starting that journey in a cost-effective vehicle. I typically focus my design attention on the edge devices first, and the amount of intelligence needed now and in the future. This approach allows me to work through current suboptimal system elements to better understand performance/time/cost impact on the customer. Most customers appreciate a phased approach to mi-

©iStockphoto.com/Nikada

Convergence Channel

Bandwidth and routing has a big impact on latency of video viewing, recording and response. Hybrid parallel networks with fiber routing is recommended for best results.

gration to leverage existing, serviceable equipment in tough economic times.

CCTV Remains Anchored in Analog OK, enough of the acronym stuff. Let’s talk about myth busting, or more accurately, clarifying the questions to gain a clearer picture for you and your customer. Assertion: HDcctv/IP megapixel cameras (go ahead, you pick) is the answer to high quality video at a reasonable cost that the industry has been waiting for, and will become the de facto video standard in the future. Reality: A few years ago, the gloom and doom prophets predicted the demise of analog video and the new age of IP video. The fact is analog/digital coax-based systems are still alive and thriving with a prognosis of extended life with HDcctv. Today’s claims by HDcctv manufacturers sound eerily familiar to their IP video brethren just a few short years ago. The challenge, as in any new technology movement, is stability, availability and track record, which is a matter of time. You have a responsibility to your clients to be an active learner of product technologies and solutions. So always ask the right questions. ■ Paul Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is principal of Canfield, Ohio-based Matterhorn Consulting (www. matterhornconsulting.com). He has more than 35 years of diverse security and safety industry experience and can be contacted at paul@matterhornconsulting.com.

24 securitysales.com • MAY 2011

SS5converg.indd 24

5/4/11 10:29:49 AM

www.securitysales.com/freeinfo/15204

SS5converg.indd 25

5/4/11 10:29:51 AM

Tech Talk

Honing In on Home Automation Consumers are more tech savvy today and expect electronic security to be an integral part of their home automation systems. Learn about suppliers, technologies, products and training to help you satisfy these market needs.

R

and training resources worth closer scrutiny. Global Cache Inc. (globalcache.com) — I have mentioned this company before and it is still taking the lead at connecting, controlling and automating almost any common device over a network. As the number of homes and businesses with broadband Internet and networking capability has skyrocketed, so has the number of people who want to take advantage of their connected environments. Beyond access to information and services, the networked home and business can be so much more. Using network-based automation and control software, you can be safer, more energy efficient, and have more convenience and fun. Check out Global Caché’s GC-100 network adapter, where the most commonly used devices can easily be managed and accessed via network-based

software. The unique modular mixand-match design allows integrators, installers and OEMs to control diverse systems such as entertainment, security, lighting and irrigation in a costeffective manner. ELK Products Inc. (elkproducts.com) — Another old favorite of mine is still going strong with the established ELK M1 Gold system and, especially, the new ELK-TS071 7-inch color touchscreen. The M1 system is commonly referred to as a cross-platform control due to the fact it can be networked with other industry standard systems. A 500+ word vocabulary pleasantly announces system status, configurable in any sequence, to alleviate user intimidation. The built-in voice dialer can call up to eight phone numbers and alert owners of status changes such as critical temperature levels, water leaks, children arriving home from school, etc. Built-in telephone

Courtesy Intelix

ecently I had a chance to visit one of my favorite techie parallel universes: the world of home/ SMB automation, the smart house and home entertainment. On my tour I had a chance to meet with many vendors showing their latest wares. I think I have found a few diamonds in the rough and thought I would share what caught my attention. As you probably already know, the dividing line between security and home/building automation is blurring. Your customers are becoming more tech savvy and expect the intelligent home of today to provide electronic security as an integral part of their new home automation systems. How many of you are currently offering a higher end security/home automation panel with these features when selling to your security prospects? Following is an overview of several suppliers, technologies, products

By Bob Dolph bdolph.ssi@gmail.com

Intelix makes a variety of modules that allow for HDMI extended over Cat-5/6 and HD over existing coax. The DIGI-HD-COAX Series can daisy chain to multiple monitors, and uses a process called HDshak to control bandwidth.

26 securitysales.com • MAY 2011

SS5tech.indd 26

5/4/11 10:33:37 AM

◗ The Emergence of HDBaseT The 10/100 Base-T standard has a new brother and it is called HDBaseT. The HDBaseT Alliance recently announced 23 new members including the likes of Crestron and Tyco. The alliance, which was founded by LG Electronics, Samsung and Sony Pictures Entertainment, has been growing steadily since June 2010. HDBaseT delivers all-in-one, HD multimedia connectivity using an existing cable and connector. Using a 1,000-meter/328-foot, Cat-5e/6 LAN cable with standard RJ-45 connectors that are already installed in many homes, HDBaseT simultaneously sends the 5Play feature set — full HD video, audio, Internet, power (100W) and controls — throughout the home or commercial setting. Experts say this technology is useful, but presently is not considered an “HDMI killer.” However, I would keep an eye out for future equipment coming with an HDBaseT jack. remote control allows you to control temperature settings, water heater, garage door, lighting and sprinklers, plus arming/disarming the system and more by simply picking up any phone. B.E.S. Manufacturing (fiberfish.com) — Another favorite of mine and home of the Wire Python magnetic wire snake. If you have never caught this company’s wire fishing contest at tradeshows make sure you do next time. B.E.S. has a few new tools that have drawn my attention. One is the Laserline, which accurately shoots a pull line 120 feet. WOW. And you guessed it, the device uses a laser beam to sight your target above the ceiling. So be on the lookout the next time you have your head in the ceiling and hear, “Incoming!” Another exciting new tool is the Quattro auger flex bit. This amazing

drill bit features four fluted cutting edges. This allows for rapid cutting and makes drilling an effortless task. ihiji Inc. (ihiji.com) — Here is a company that originally slipped under my radar as its cloud-based remote monitoring solution invision was named winner of the 2010 CEDIA (Custom Electronic Design & Installation Association) Manufacturers’ Excellence Award for Best New Product. The ihiji remote monitoring appliance reports any data from the end user’s equipment to the central management and monitoring backend server. The Web interface allows the dealer to monitor this data, configure notification parameters and run historical reports. The reports can help dealers identify trends or problems with specific equipment across a single or multiple installations. A dealer can also analyze data to help determine time of day or intermittent problems. Remote, in-the-cloud, two-way monitoring communications provide realtime remote system restart, reboot and repair. Just think of the time and money saved on a service call in which you do not have to fire up the service truck. The invision system can monitor most information that is supplied by a manufacturer’s device. Customer modules for legacy systems (RS-232) that can easily pass data between the control system and ihiji server have also been developed. Get real-time alerts to tech staff via E-mail or SMS messaging. ESPA Certified EST Review (espa.org) — The home/SMB automation and se-

curity industries have a common concern, the availability of skilled technicians. One program addressing this issue is the Electronic Systems Technician (EST) certification program. Two organizations, the Electronic Security Professionals Alliance (ESPA) and CEDIA (www.cedia.net), have joined forces to train and prepare candidates for EST certification. The EST program is also supported and used by many vocational technical schools around the country. Transformative Engineering Inc. (transformativeengineering.com) — It is a good thing any time you can reduce and consolidate your truck inventory. TE has the Omni-Balun, which converts analog video into Cat-5/6 and allows 1,080i resolution up to 300 feet. It also includes 2x IR-pass connections. Intelix (intelix.com) — One hot area for both security and SMB automation is digital signs. They are popping up everywhere and used for such things as advertising and emergency evacuation. Intelix makes a variety of modules that allow for HDMI extended over Cat-5/6 (see photo) and HD over existing coax. The latter caught my attention in that you could use these modules to upgrade existing coax to HD monitors. The DIGI-HD-COAX Series can easily daisy chain to multiple monitors. It also uses a process called HDshak to control bandwidth for reliable HD transmission over Category cabling. ■ 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.

TECH TALK Tool Tip EZ-SnapJacks aim to help techs save time and repair damaged jacks on the spot. They are reuseable and available for both Cat-5e and -6. A wire guide ensures pairs stay in proper order for fast termination.

You remember our introduction of the EZ-RJ45 from Platinum Tools (platinumtools.com) way back in 2002 (see www. securitysales.com/techtalk052002)? Well now there is the EZ-SnapJack. You may never need a punchdown tool again for wall jacks. This device will allow you to repair damaged jacks on the spot. They are reusable, and save time and money. Now your tool bag will be lighter with no punchdown tool in it. Courtesy Platinum Tools

securitysales.com • MAY 2011 27

SS5tech.indd 27

5/4/11 10:33:40 AM

Monitoring Matters

Mine Activity Report Data to Increase Your Company’s Value

P

Review Activity Data Daily Every single day an alarm dealer should review the activity report from its subscribers’ systems. When there are invalid signals, dealers should proactively address an installation error or correct data entry mistakes right away so the system operates flawlessly. Taking these steps will go a long way toward building a lasting relationship with the subscriber, which is a factor that increases the variable multiplier. Another reason to look for invalids is to identify trends so you can investi-

gate the root cause. You may uncover a fault in the system design or realize that a particular installer needs additional training. Either way, your company is better off knowing the origin of the problem so it can be fixed with minimal subscriber impact. Dealers should also look for any excessive signal traffic (like investors do), such as numerous open/close signals from individual accounts. Should an end user have a habit of coming and going more than originally expected, a dealer can establish terms with the

©iStockphoto.com/George Pchemyan

rospective alarm account buyers — especially those with their own central stations — are smart investors who examine the smallest details, and so should alarm dealers if they want to maximize the value of their subscriber accounts. If you doubt that fact, calculate your company’s value — at both ends of the spectrum — using the widely accepted formula of multiplying the number of subscribers by its recurring monthly revenue (RMR), times a variable factor that ranges from the 20s to the upper 40s. That variable factor, determined by the collective quality of subscriber accounts, is one you can control if you know what details to look at and how to use that information. In terms of alarm subscriber activity reports, if you delve into the individual records and examine what each really means, you will likely come away with golden nuggets of knowledge that can be acted upon to better serve your customers, improve your company and add long-term value by boosting that important variable multiplier.

Installing security contractors should make it a daily practice to review activity reports from subscribers’ systems. The data can be used to identify problematic issues while providing opportunities to boost revenues.

subscriber to increase traffic levels so that the account’s RMR is not dwindled away one signal at a time after the subscriber passes their monthly threshold. Low-battery signals or missed auto tests for established accounts provide dealers a service or upsell opportunity by contacting the end user about the problem. In addition to battery replacement revenue, the subscriber may have changed to a voice over IP (VoIP) telephone provider, thus necessitating new communication hardware, such as radio, GSM or IP solutions. While on their premise, you might entice them into choosing additional services that will increase the account’s RMR.

By Kevin Lehan k.lehan@emergency24.com

Other Benefits and Capabilities Analysis of activity reports may even avert a lawsuit. If you are not reviewing and then addressing the raw data from your customers’ systems, think about how that will play out during discovery, or worse, in the courtroom. Even if you are found not to be liable, wouldn’t it be better to devote small blocks of time to report analysis instead of spending monumental sums for legal defense, as well as time resources? Although daily analysis may sound like a daunting task for companies with a large subscriber base, your central station technical staff can tailor activity reports to show only the types of signals you select or provide all history from key accounts. In fact, dealers can receive any system information they want, filtered in a precise manner and sent instantly to them via their preferred medium, i.e. Email, text message or fax. Additionally, field technicians can use real-time, online activity reports to test systems during installation. That saves them from having to call the central station when testing individual devices and zones. While there are many more possible ways to glean account information from activity reports, the point is by reviewing the available data, dealers can make decisions that will help them operate much more profitably and increase the overall value of their subscriber accounts. ■ Kevin Lehan is manager of public relations for Des Plaines, Ill.-based Emergency 24 Inc. He also serves as executive director of the Illinois Electronic Security Association (IESA).

28 securitysales.com • MAY 2011

SS5monitor.indd 28

5/4/11 1:54:41 PM

DS-2CD754FWD-E(I) 2.0 Megapixel 1080P FULL HD Progressive Scan CMOS H.264 120 DB Wide Dynamic Range Up to 32GB SD/SDHC Two-Way Audio

www.hikvisionusa.com www.securitysales.com/freeinfo/15233

SS5monitor.indd 29

5/4/11 1:54:43 PM

❲❲❲SSpecial Section: Fire/Life Safety 2011 FIRE MARKET REPORT

Emphasizing

FIRE DETECTION in the

HOME Annual report points up the need for installing security and fire systems contractors to be diligent in providing the latest life-safety products to residential customers. Discover how regular maintenance services and education are helping reduce fire fatalities.

©iStockphoto.com/BanksPhotos

E

By Al Colombo

ach year the National Fire Protection Association (NFPA) releases a detailed report on losses caused by fire in the United States, encompassing deaths, property and related injuries. The data is compiled from fire departments that participate in the NFPA’s annual National Fire Experience Survey. The latest report provides an in-depth view for 2009, during which fire departments responded to an estimated 1,348,500 fires. Of these events about 480,500 were structure fires — the lowest figure since the association started using its current survey methodology in 1977. Yet the 2009 report delivers a sobering reality: 3,010 civilian fire deaths occurred, marking a

30 securitysales.com • MAY 2011

SS5firemkt.indd 30

5/4/11 10:53:27 AM

hybrid

managed

hosted

hattrix

security to the third power Your customers rarely want the same thing. One has a full security team who works with you to get the system up and running, and then takes over control. Another needs you to provide the installation and ongoing security requirements. And many others are somewhere in the middle. And you? You are in the unique position to bring security to a whole new level. Hosted. Managed. Hybrid. hattrix‌ security to the third power.

7\FR ,QWHUQDWLRQDO /WG DQG LWV 5HVSHFWLYH &RPSDQLHV $OO 5LJKWV 5HVHUYHG

www.kantech.com www.securitysales.com/freeinfo/15180

SS5firemkt.indd 31

5/4/11 10:53:31 AM

FIRE/LIFE-SAFETY MARKET OVERVIEW

Average Number of Annual Fire Installations Per Dealer

265 Commercial

121 86 41 45 2001

130 72

Residential

132

125

68

52

58 64 73 > 144 > > > > 2002 2003 2004 2005

Commercial and Residential

110

2006

108

>

2007

96

>

2008

108

96

>

2009

>

2010

After five consecutive years of decline, the average number of fire alarm systems being installed by dealers/integrators returned to its 2007 total. Significant shifts were seen in the most common types of fire system projects as residential picked up 7 percentage points to tie with office buildings (up 2 points) atop the list. Hospitals, schools and universities slid from 21 percent to 13 percent, and industrial manufacturing retained its 13-percent status. In total, 53 percent of security dealers/integrators install fire/life-safety systems. Note: Commercial and residential projects were combined for post-2006. Source: 2010 SSI Installation Business Report

9.3-percent increase compared to the previous year. There were 2,565 residential fire deaths in 2009 — or about 85 percent of all fire deaths — which is a 6.9-percent decrease compared to the previous year. No doubt increased awareness and advances in electronic detection systems is helping save lives in residences and other structures. To help keep installing security and fire/life-safety contractors abreast of industry trends and technologies, SSI publishes its annual Fire Market Report. This year we will focus mainly on smoke and heat detection geared for the residential marketplace. Included are helpful explanations for key sections of the fire code, a sensor technology overview, routine maintenance requirements, plus original research statistics and related data.

Smoke alarms are currently required in each bedroom, in hallways outside of bedrooms, as well as one on each floor. When the home is relatively large, additional fire detection is required. Even more important is the ac-

tual technology used when installing smoke detection in a single- or multiple-family dwelling. In many states the use of 120VAC multiple-station smoke alarms is a code requirement. This assures that

Thanks to the efforts of local fire authorities and organizations such as Quincy, Mass.-based NFPA, many more homeowners currently use smoke alarms in their residences than at any time since NFPA began collecting statistical data.

©iStockphoto.com/dranzi

Stress Use of Smoke Detectors

According to the National Fire Protection Association (NFPA), 480,500 fires occurred in structures in 2009, a decrease of 6.7 percent. Of those, 377,000 fires or 78 percent of all structure fires occurred in residential properties. A fire occurs in a structure at the rate of one every 66 seconds, and in particular a residential fire occurs every 84 seconds.

32 securitysales.com • MAY 2011

SS5firemkt.indd 32

5/4/11 10:53:31 AM

hattrix security to the third power

the first power:

Photo by Al Colombo

hosted The hattrix hosted Installing security contractors too often overlook selling homeowners on automatic smoke detectors simply because they already have smoke alarms in their residences.

homeowners will not interfere with the functionality of smoke alarms. Too often installers are of the belief they have little to gain by trying to sell smoke detectors when the homeowner already has smoke alarms. Yet system-type smoke detectors are a valuable addition to a home security system. It takes skill and determination to convince homeowners to pay extra for automatic smoke detectors when they already have smoke alarms in their homes. One upsell opportunity is to include a fire detection option in every home security proposal. Include an automatic smoke detector on each floor and one in the bedroom hallway(s). And wherever possible, add rate-of-rise/fixed-temperature heat sensors in key areas such as the kitchen, garage, basement, utility and furnace room(s), and attic areas. In fact, according to the U. S. Fire Administration’s National Fire Incident Reporting System (NFIRS), attics pose an enormous problem from a fire protection and detection standpoint. Consider the following NFIRS statistical data (Attic Fires in Residential Buildings, Volume 11, Issue 6, issued January 2011):

“From 2006 to 2008, an estimated 10,000 residential building fires originating in attics were reported by U.S. fire departments annually. These fires caused an estimated 30 deaths, 125 injuries and $477 million dollars in property damage. Residential building attic fires are 2 percent of all residential building fires reported to the [NFIRS] from 2006 to 2008.” Rate-of-rise/fixed-temperature heat sensors play a major role in detecting a fire in an attic area as well as other key locations in the home. Where the rate-of-rise portion is able to detect a sudden rise in ambient room temperature, thus tripping the alarm, the fixed-temperature portion is capable of detecting slow-rising temperatures at ceiling height. Present-day rate-of-rise/fixed-temperature sensors come with a solid-state sensor instead of the bottom plate with temperature-sensitive solder that holds a spring-loaded switch armature in a nonalarm position.

solution lets your customers control their own security in real time over the web. You offer professional maintenance of the entire security system, on behalf of the customer. All the while taking advantage of your customer’s existing staff and systems.

Deploying the Right Technology Utilizing the right detection technology in every application encountered by a fire alarm company is paramount to timely, effective fire detection and the

www.kantech.com

www.securitysales.com/freeinfo/15170

securitysales.com • MAY 2011 33

SS5firemkt.indd 33

5/4/11 10:53:35 AM

Quiet Duo™ ELR Kit Latch Retraction & Dogging 450mA, for Von Duprin Exit Devices

LR100VDK )LHOG LQVWDOOHG NLW 8/ UHFRJQL]HG IRU 1RQH )LUH 5DWHG 9RQ 'XSULQ ([LW 'HYLFHV

LR100VD 6'& )DFWRU\ LQVWDOOHG 8/ OLVWHG IRU )LUH 5DWHG DQG 1RQH )LUH 5DWHG 9RQ 'XSULQ ([LW 'HYLFHV Features f 5HWURILWV 9RQ 'XSULQ ULP PRXQW DQG YHUWLFDO URG GHYLFHV f 6LPXOWDQLRXV ODWFK DQG SXVKSDG UHWUDFWLRQ f 4XLHW PRWRUL]HG RSHUDWLRQ f $XWRPDWLF UHWULJJHU XQWLO ODWFK UHWUDFWV f P$ LQUXVK P$ KROGLQJ 9'& f /DWFK DQG 3XVKSDG 6WDWXV RSWLRQDO f (0& VHTXHQFHU IRU DXWRPDWLF GRRUV f $PS 5) SRZHUV GHYLFHV VLJQDO WR 5) ILUH UHOHDVH LQSXW ODWFKHV GRRUV f 5 Year Limited Warranty

5) IRU GHYLFHV 5) IRU GHYLFHV (0& VHTXHQFHU RSWLRQDO

Lifetime Limited Warranty Product Info

View Now!

Security Door Controls

sdcsecurity.com

Use Phone QR Tag Reader Free Reader at App Store

VHUYLFH#VGFVHFXULW\ FRP

FIRE/LIFE-SAFETY MARKET OVERVIEW

prevention of false and unwanted fire alarm signals. Nowhere is this more critical than in the selection and application of automatic smoke detectors. One of the most common examples involves smoke detectors adjacent to kitchen areas, which can be a huge liability from a false alarm standpoint. This fact was addressed in a report by the Office of the Fire Marshal, Ontario, Canada, on the two major smoke detector technologies in use today — ionization and photoelectric: “Nuisance alarms in homes from typical cooking activities are affected by the properties of the aerosol produced and its concentration, the location of an alarm relative to the source, and the airflow that transports smoke to an alarm. You need to know that there are a variety of options available.� (Read the full report at www.firesafetycouncil.com/pdf/review_on_best_ sensor_type_for_kitchens.pdf.) What the fire marshal found is ionization-type automatic smoke detectors are capable of detecting a smaller smoke particulate more quickly than its photoelectric counterpart. This apparently suggests that ionization-type smoke detectors can detect flash, fast-burning fires more quickly than photoelectrictype smoke detectors. “Ionization smoke detection is generally more responsive to flaming fires,� says the authors of a NFPA report titled Ionization vs. Photoelectric. “Photoelectric smoke detection is generally more responsive to fires that begin with a long period of smoldering (called smoldering fires).� (The full report is available at www.nfpa.org.) It also was found that photoelectric smoke detectors will detect a larger smoke molecule than ionization sensors. This is more typical of home environments where slow-burning, lowenergy fires are common.

Reducing False Fire Alarms There are other false/unwanted alarm tools that fire professionals can use to combat this frequent problem. Alarm verification, while not new to the fire alarm industry, aids the home and business owner in minimizing the likelihood of false alarms. Section 3.3.12, NFPA 72, 2010, defines alarm verification as, “A feature of automatic fire detection and alarm systems to reduce unwanted alarms wherein smoke detectors report alarm conditions for a minimum period of time, or confirm alarm conditions within a given time period after being reset, in order to be accepted as a valid alarm initiation signal.� Another way to avoid false trips and unwanted fire alarms is to use multiple-criteria smoke detectors that have the ability to process common fire signatures and then determine whether there’s a fire in the building or home. Section 3.3.59.12, NFPA 72, 2010, says a multisensor detector is one “that contains multiple sensors that separately respond to physical stimulus such as heat, smoke, or fire gases, or employs more than one sensor to sense the same stimulus. A device capable of generating multiple alarm signals from any one of the sensors employed in the design, independently or in combination. The sensor output signals are mathematically evaluated to deter-

www.securitysales.com/freeinfo/15198

34 securitysales.com • MAY 2011

SS5firemkt.indd 34 SS0311sdcelrkit.indd 1

2/10/11 3:48:21 PM

5/4/11 10:53:36 AM

Civilian Fire Deaths in U.S. Homes 3,420

2000

^

3,110

2001

^ 2002

2,695

^

2003

3,165

2004

3,225

^ ^ ^ ^

3,430

^ ^ 2009

the second power:

2,580

2007 2008

managed

2,780 2,590

An estimated 2,590 civilians died in residential fires during 2009, a decrease of 6.8 percent. Of these deaths, 465 took place in apartment fires, a 19-percent rise from the previous year. Another 2,100 died in one- and two-family dwellings, a decrease of 11.2 percent. “Homes” include dwellings, duplexes, manufactured homes (mobile homes), apartments, rowhouses, townhouses and condominiums. Other residential properties, such as hotels, motels, dormitories, barracks, and rooming and boarding homes are not included.

The hattrix managed solution makes you the customer’s full-service security partner. No

Source: National Fire Protection Association (NFPA)

mine when an alarm signal is warranted. The evaluation can be performed either at the detector or at the control unit. This device has listings for each sensing method employed.” It is also important that security and fire/life-safety professionals use the right heat detector for the various areas of a home. Temperature ratings are important because having the wrong heat sensor in place can cause the homeowner false alarms or even a delay in an alarm event. For example, in high-traffic areas inside the home it’s common to use heat sensors rated for “ordinary” temperatures (135° to 174° F.) Attic spaces require heat sensors that carry a higher temperature rating, such as the “intermediate” range (175° to 249° F). Not only are heat sensors grouped together in temperature ranges, but you can readily identify the rating of a specific unit by color code. For example, ordinary heat sensors usually are uncolored, whereas an intermediate range unit can be identified by the color white.

security to the third power

3,005

2005 2006

hattrix

For a complete list of temperature classifications, refer to Table 17.6.2.1, NFPA 72, 2010 Edition (pages 72-90).

Need for Routine Maintenance Installing the right smoke detection technology for each application is only one aspect that alarm professionals face when selling fire protection in a singleor multifamily dwelling. Another significant concern involves general maintenance of sensors, detectors, relays, notification devices and other important elements that comprise a residential fire alarm system. Routine testing and maintenance is a critical factor in assuring that detection occurs when heat and smoke are present. Indeed, maintenance weighs heavily into the fire death reduction equation. Effective fire protection in the home begins with the use of sensors that detect smoke. The two most common devices in use today are smoke alarms and smoke detectors. Of these two devices, the smoke alarm is used most often in

investment in headcount is required by your customer since you manage all system tasks and maintenance. It is the closest thing to worry-free security for your customer.

www.kantech.com

www.securitysales.com/freeinfo/15158

securitysales.com • MAY 2011 35

SS5firemkt.indd 35

5/4/11 10:53:37 AM

FIRE/LIFE-SAFETY MARKET OVERVIEW

typical households. Fire code authors recognize this and have sought to address smoke alarm maintenance in the most logical manner. Code calls for smoke detector sensitivity tests within one year after a new

system is installed. Subsequent sensitivity testing is required every other year thereafter with a simple functional test on the in-between years. The latter involves the use of an unmeasured amount of simulated smoke.

2009 Fires, Civilian Deaths and Injuries, and Property Loss NUMBERS

PERCENT CHANGE

Fires

1,358,400

-7.1

Civilian deaths

3,010

-9.3

Civilian injuries

17,050

+2.1

Property loss

$12.5 billion

-19

There were 93,100 fewer fires reported in 2009, an overall decrease of 7.1 percent and the lowest watermark in more than 30 years. Civilian deaths and property losses likewise lessened. However, injuries spiked upward by 795 cases. Property losses fell off by about $3 billion. “Property loss” includes overall direct losses to contents, structures, vehicles, machinery, vegetation and anything else involved in a fire. It does not include indirect losses. In addition, no adjustment was made for inflation in the year-to-year comparison. Source: National Fire Protection Association (NFPA)

Smoke alarms, even though most professionals do not sell or install them, should also be maintained by the installing security contractor in residential environments. The question is why don’t more professionals maintain smoke alarms? Not only is it imperative that someone take care of the devices, but someone is going to make some money doing it. Why not you? Besides, a littleknown fact that most homeowners and fire alarm professionals fail to realize is that code stipulates that smoke alarms be replaced every 10 years. Consider the following passage from section 14.4.8.1, NFPA 72, 2010 Edition: “Unless otherwise recommended by the manufacturer’s published instructions, single- and multiple-station smoke alarms installed in one- and two-family dwellings shall be replaced when they fail to respond to operability tests but shall not remain in service longer than 10 years from the date of manufacture.”

Giving you more reasons to choose Fike Alarm Systems. Integrated Voice Evacuation

Smoke Control

Intelligent Fire Alarm Panels

Graphic Event Management

Video Flame, Smoke and Intrusion Detection

We listen and deliver. For years, Fike has provided reliable fire alarm systems and excellent customer service. But customers told us they wanted a broader Fike system to meet the needs of different applications. We listened, and we’ve responded. We now offer a more complete line of advanced fire alarm products including Integrated Voice Evacuation and Video Smoke Detection. Visit Fike Alarm Systems at NFPA, Booth #361

W W W.F IKE .COM

Take a new look at Fike technology. There’s a lot to see.

1-866-758-6004

www.securitysales.com/freeinfo/15268

36 securitysales.com • MAY 2011

SS5firemkt.indd 36

5/4/11 10:53:37 AM

Fire alarm installations and ongoing inspections also should be performed using proper documents, such as those provided in NFPA 72. The NFPA Fire Alarm Completion form should be used after installing a new system. The Fire Alarm Inspection Form should be used during the final inspection as part of the completion form. The same form is then utilized every year by the fire alarm company to document the physical inspection of the fire alarm system as a whole. The other portion of this ever-growing equation involves the evolution of fire detection technologies as well as changes in fire code. This involves code-making bodies as well as local municipalities. False alarm fines and other requirements designed to mitigate false alarm-reporting using central monitoring and supervising stations has also proven effective in many instances.

Know Your Use Groups There is no greater waste of time than designing a fire alarm system without knowing what code requires in a specific application. Fire alarm designers must pay particular attention to the requirements set forth in the various code sets, such as International Fire Code (IFC), developed and published by the International Code Council (ICC) and Life Safety Code (NFPA 101), developed and published by NFPA; as well as local requirements.

Knowledge and understanding of code requirements is integral to any and all fire alarm design work, especially where it involves the various Use Groups covered in the IFC. Examples include the following: Assembly (Group A-1, A-3, A-4 and A-5) Business (Group B) Educational (Group E) Factory and Industrial (Groups F1, and F2) High Hazard (Groups H-1, H-2, H-3, H-4 and H-5) Institutional (Groups I-1, I-2, I-3 and I-4) Mercantile (Group M) Residential (Groups R-1, R-2, R-3 and R-4) Storage (Groups S-1 and S-2) Utility and Miscellaneous (Group U)

• • • • • • • • • •

Each classification comes with a specific set of criteria to which fire alarm system designers must adhere. ICC provides the information you will need in order to specify just the right protection for any situation you may encounter. Section 303.1, IFC, 2003 Issue, provides a fairly in-depth description of what types of use constitutes a classification of Assembly. Section 907.2.1 provides the nuts and bolts as it relates directly to the type of protection required in locations that fall under the A-1, A-3, A-4 and A-5 classifications. ➞

◗ 6 Strategies to Help Save Lives Given that residential blazes are to blame for roughly 85 percent of all civilian fire deaths, efforts to reduce loss of life must continue fervently. To that end National Fire Protection Association (NFPA), International Code Council (ICC), Underwriters Laboratories (UL) and other organizations work on the frontlines in pursuit of improved fire/life-safety measures. However, in order to continue making positive strides, electronic security and fire alarm system designers, installers and service technicians need to participate in the process as well. There are six strategies through that NFPA and local fire authorities seek to reduce fire deaths and property loss in residential structures. Understanding and educating your customers on the following tactics will go a long way in helping propagate increased awareness. 1. Educate customers about how to prevent fires and avoid injury if one should occur 2. Promote the use of smoke detectors and smoke alarms

3. Help customers develop and practice an effective fire escape plan

5. Advocate the mission that all products for the home should be made fire safe

4. Promote the installation of home sprinkler systems

6. Recognize the fire protection needs of special, highrisk groups and individuals

hattrix security to the third power

the third power:

hybrid The hattrix hybrid solution gives your customers customized features tailored to their unique environment. So they get just what they need. And you get a stronger partnership.

www.kantech.com

www.securitysales.com/freeinfo/15123

securitysales.com • MAY 2011 37

SS5firemkt.indd 37

5/4/11 10:53:38 AM

FIRE/LIFE-SAFETY MARKET OVERVIEW

For example, a manual fire alarm system is required under Group A, which means manual fire pull boxes, notification appliance devices and a remote means of first-responder notifica-

tion when required are needed. In this case, automatic smoke and heat detection is not a requirement, but the home or business owner can elect to go above and beyond the minimum if they so

Estimates of False Fire Alarms by Type, 2009 Estimate

Percent Change From 2008

Unintentional calls

979,500

+0.3%

45%

System malfunctions

698,000

-8.8%

32.1%

Other false alarms

316,500

+4.1%

14.5%

Malicious/mischievous false calls

183,000

-3.7%

8.4%

2,177,000

-2.9%

100%

Type

TOTAL

Percent of All False Alarms

The 2009 false fire alarm figure shows an overall decrease of nearly 3 percent from the year before. Systems appear to be getting more reliable as there was almost a 9-percent drop in those malfunctions. Still, unintentional calls and system malfunctions combined to account for more than three-quarters of all false fire alarms. The category of “other false alarms” includes bomb scares and other extreme circumstances.

choose. It’s up to installing contractors to show the customer that doing so is in their best interest. Life Safety Code, NFPA 101, also provides details regarding what to install in any given environment. In this case, both new and retrofit work is individually addressed. This is because most of the time home or business owners are not required to go beyond the code set in force at the time their facility was built. Section 9.6 deals with fire alarm protection and 9.7 deals with sprinkler system requirements. Both of these sections involve fire alarm companies and there are others that do as well. Design professionals use both ICC and NFPA codes. Alarm technicians must also have NFPA 70, National Electric Code (NEC) as well as NFPA 72 on hand when they install, maintain and test fire alarm systems. ■ Al Colombo is an award-winning writer and SSI “Fire Side Chat” columnist who has covered electronic security and life safety since 1986. Visit his Web site at www.firenetonline.com.

Source: National Fire Protection Association (NFPA)

NEED A SWITCH WITH MANY FIBER PORTS?

Introducing Aaxeon’s LNX-1212GN-SFP-T Managed Fiber Switch

7+(5(·6 $ %(77(5 :$< 2) '($/,1* :,7+ $// 7+26( ),%(5 5816

Key Features Ź Extended Operating Temperature (-40ºC ~ 70ºC) Model Ź 8 x Gigabit Combo Ports and 4 x 1000Base-X SFP Ports Ź Jumbo Frame up to 9KBytes Ź Ethernet Ring Redundancy Ź IEEE 802.1w Rapid Spanning Tree & IEEE 802.1d Spanning Tree Ź SNMP v1/v2c/v3, RMON and 802.1Q VLAN Management Ź IEEE 802.1p Class of Service Ź ACL, 802.1x User Authentication

www.securitysales.com/freeinfo/15285

38 securitysales.com • MAY 2011

SS5firemkt.indd 38

5/4/11 10:53:39 AM

SS1008ul100reason.indd

www.securitysales.com/freeinfo/15183

SS5firemkt.indd 39 SS1008ul100reason.indd 1

5/4/11 10:53:40 AM 2/18/10 10:42:18 1:02:04 PM 9/24/08 AM

❲❲❲SSpecial Section: Fire/Life Safety FIRE/LIFE-SAFETY CASE STUDY

Wireless Heat

CENTER STAGE

Takes

An installing security contractor advises Sony Pictures Studios to implement a wireless solution to replace the hugely inefficient hardwired heat detection in its famed sound stages. Success and first-class customer service fosters a lasting relationship.

I

By Rodney Bosch

magine the controlled chaos of a Hollywood blockbuster film shoot depicting fiery explosions in an urban center, vehicles launched high into the air and actors running about frantically in the middle of it all. Many such scenes are filmed in large indoor sound stages that are strictly regulated by fire code. So off camera, even during the most tranquil scene, another form of controlled chaos has long taken place in Tinseltown studios: hardwired heat detection. Providing code-compliant fire/lifesafety for an indoor film set is often accomplished by messily running wire hither and yon to power a dozen or more heat detectors. It can be a laborintensive practice fraught with trouble

signals, tripping hazards and costly interruptions to unpredictable filming schedules. Sony Pictures Studios in Culver City, Calif., found the perfect remedy to the rigors of hardwired heat detection in the form of a wireless system. Guided by their installing security contractor’s recommendation, Sony Pictures has achieved efficiencies and cost-savings unique to the film industry. Where once it may have taken two days to install heat detection in a set, wireless detectors can be deployed in a matter of a couple hours or less. SSI recently toured Sony Pictures Studios for a behind-the-scenes look at how the wireless solution is implemented throughout the expansive lot.

Dawning of Wireless Deployment Sony’s acquisition of MGM Studios in 1990 encompassed the hallowed sound stages where such celebrated screen epics as “Ben-Hur” and “Mutiny on the Bounty” to Technicolor musicals including “The Wizard of Oz,” “Singin’ in the Rain” and “Gigi” came to life. A focal point of the 44-acre lot is Stage 15, said to be the second-largest sound stage in the world. Built in 1927, the rectangular structure measures in at 42,000 square feet and four stories high. In recent time, hit movies including “Men in Black” I and II, “Stuart Little,” “My Best Friend’s Wedding,” “Air

Force One” and “Spider-Man” were filmed there. In all, there are 18 sound stages of varying size, each with grids and catwalks for ease of rigging and large elephant doors for loading access. Besides feature films, the cavernous studios are used for numerous other entertainment endeavors, including television, commercials, music videos, special events, plus game shows “Jeopardy!” and “Wheel of Fortune.” Constructed before fire codes regulated the separation distance between structures, the sound stages are situated in close proximity — a fact that only heightens the necessity to maintain the utmost in fire/life-safety awareness and preparedness. “The potential for fire to wipe out the entire lot is very high. We have to be on top of it at every moment,” says Scot Falkenstien, director of fire prevention and life safety, Sony Pictures. It was in pursuit of this caveat that Falkenstien was agreeable to a consultant’s suggestion eight years ago to consider upgrading to a wireless fire alarm solution for each sound stage. Given the nature of the filming environment — constant construction, pyrotechnics and fires, and other debrisfilled scenes — smoke detection is not practical in the studios. Therefore the emphasis on heat detection. An alternative to traditional wired heat detectors proved an attractive idea; new-

40 securitysales.com • MAY 2011

SS5studio.indd 40

5/4/11 10:58:14 AM

Detection found efficiencies and cost savings afforded by using wireless detectors were easy to imagine for Falkenstien. Korry Cannon, who worked for the studio’s former installing security contractor, was then in the early stages of launching his own business. He helped devise a code-compliant system utilizing wireless heat detection, which was installed and assessed for several weeks in a single sound stage. The studio’s concerns about range limitations, radio interference and false alarms were quickly put to rest. A decision was made to duplicate the same wireless system across all the other sound stages. “I basically just followed Korry’s lead. We want to be cutting-edge, we want to embrace new technologies,” Falkenstien says.

All photos by Yuda Chen

Hassle-Free Installation, Protection

Scot Falkenstien (left), director of fire prevention and life safety for Sony Pictures Studios, and Korry Cannon, president, K&S Access Systems, have forged a strong partnership in protecting the famed studio lot, located in Culver City, Calif.

The sound stages had previously been outfitted with the Silent Knight 5207 conventional fire alarm control panel (FACP). In some instances, a single panel had been used for up to four sound stages. For the renovation project, Cannon, president of Stevenson Ranch, Calif.based K&S Access Systems, provided the updated Silent Knight 5208 FACP, plus the Honeywell/Ademco Vista 128FBP-9 FACP to handle the wireless functionality. The Vista panel supports up to eight partitions and as many as 128 zones/points using hardwired, wireless and V-Plex addressable technologies. Each of the systems Cannon devised essentially comprise the same components, including a keypad, pull stations, horn/strobes, wireless receiver, wireless repeater (necessary only for the largest set designs) and a custommade bypass key switch. “Everything is powered from the Vista 128, so there is no need for any additional power supplies,” Cannon says. securitysales.com • MAY 2011 41

SS5studio.indd 41

5/4/11 10:58:29 AM

WIRELESS HEAT DETECTION

Each studio stocks wireless heat detectors that are programmed for the individual fire alarm control panels.

The beauty of the solution lies in the convenience to easily deploy heat detection discreetly in a given set design. The conventional method meant workers had to laboriously run wire for each detector from the panel up the wall into the perms or catwalks and down into a set. “Sometimes the wire would run across the floor to a detector. There were tripping hazards all of the time, the wires would get kicked out of the detectors,” says Polo Ornelas, a studio stage manager. “Or the wires would get into the camera shot and drive the directors and everybody involved completely crazy. It was a nightmare.” Wireless detectors can be attached to portable, adjustable wooden stands, which can then be moved into position as needed. The devices can also be suspended from ceilings and positioned just outside the camera’s view. Each sound stage is stocked with wireless detectors that are programmed for that particular panel. With each new set design, a floor plan is drafted to indicate where each detector is placed in the separate zones. So, for example, if a detector installed in a sub-floor is triggered, a signal is sent to Sony Pictures Studios’ onsite UL-Listed monitoring center. A fire marshal can then go to the panel and see the alarm event is in, say, “zone 18.” Instead of a time-consuming search for the triggered detector, the fire marshal can instead reference the floor plan to quickly locate the device.

Rampant trouA bypass key switch can override the Vista 128FBP-9 (left ), which ble signals and false provides wireless heat detection capability. A Silent Knight 5208 panel alarms were an all- monitors all other fire/life-safety components in the sound stages. too-common ocing center, a fire marshal can quickcurrence when hardwired detection was in place, says Joel Fuentes, man- ly use the bypass switch key to disable the Vista panel and silence the keypad. ager, technical solutions, for Sony PicThe Silent Knight 5208 would continue tures Studios’ security operations. to monitor all other fire/life-safety comWith no exposed wires to trip on or otherwise become entangled in the hustle ponents in the sound stage. Falkenstien says there is not a conand bustle of a film shoot, alarm events cern in disabling the wireless heat dehave been drastically reduced. “We would be inundated with trouble tection during filming since staffers are signals all day and night,” he says. “Now present and watching the set. “If a fire does occur, it will be quickly our dispatchers aren’t distracted with the detected by humans. The main reason problems with wired heat detectors and for the heat detection is when nobody can concentrate on real alarms.” Also an essential component to the is on the stage and during off-hours,” he says. “You can only disable the wiresystem is the bypass switch, which is less detectors. The wireless is an addused to quickly silence a beeping keypad — a circumstance that could po- on to the panel that monitors the water tentially ruin a film scene or cause ex- flows, the pull stations and everything else for the sound stage.” pensive production delays. “Any delay in filming can cost thousands of dollars per minute, depending Studio Clients Realize Cost Savings on the production,” Cannon says. So pleased is he with the wireless In the event a wireless detector is solution, Falkenstien stores additiontriggered and reports to the monitoral Vista 128FBP-9 panels that are used

◗ Sound Stage Fire/Life-Safety Equipment The 18 sound stages at Sony Pictures Studios are equipped with the following fire/lifesafety equipment. All products are provided by Honeywell/Ademco unless noted otherwise. Knight 5208 fire keypad • Silent • 6160CR-2 alarm control panel 5881ENHC wireless • 128FBP-9 fire alarm receiver • Vista control panel wireless • 5800RP 5809 wireless heat repeater • detectors

bypass key • Custom-made switch Sensor P2R horn/ • System strobes Knight PS-DA • Silent manual pull stations

42 securitysales.com • MAY 2011

SS5studio.indd 42

5/4/11 10:58:33 AM

What alarm dealers in the know, know Fastest signal transmission

Highest reliability

Universal alarm panel compatibility

MOST profitable RMR

RMR

$ $

recurring GSM fee + $ recurring POTS costs

AES-IntelliNet mesh radio

www.securitysales.com/freeinfo/15199

call 800-237-6387 or visit www.aes-intellinet.com SS5studio.indd 43

5/4/11 10:58:47 AM

Sony Pictures Studios’ onsite UL-Listed central station monitors the Culver City, Calif., lot and other corporate sites around the United States and abroad.

for offsite production locations around Southern California. Whether on the Sony Pictures Studios lot or elsewhere, the ability to quickly deploy and disassemble wireless heat detection has resulted in huge cost-savings. Installing hardwired detection for a typical set design took about two days to complete at a rate of $3,000, most of which was labor cost. The wireless solution generally takes about one hour to complete and costs roughly $200. “It is a huge efficiency. Once we purchased all of the infrastructure — the panels, detectors, etc. — we are able to offer the service free to our production clients. Before we passed the expense of a wired installation on to them, so they love it and we love it,” Falkenstien says. “I used to spend a lot of time each day tracking down approval from the production company to OK the additional charges.” For Cannon and his technicians, programming the wireless detectors is done at the panel only, whereas hardwired installations also had to be programmed in the monitoring center. In fact, the programming is so streamlined that onsite fire marshals do much of the detection programming. “Now I’m not getting calls at 8 p.m. — ‘Hey they just built a set and we need to get these heat detectors in here tonight!’” Cannon says. “That’s how it was a lot of the time.” While Cannon no longer reaps revenues from the immense labor costs of hardwired installations, providing a wireless solution has only further ce-

mented his relationship with Sony Pictures Studios. “It is lost revenue on labor, but because of the relationships we’ve built with Scot and Sony and other studios, we’ve made it up tenfold,” he says.

Legacy CCTV Gives Way to IP K&S Access Systems also services Sony Pictures Studio’s video surveillance system. The lot’s legacy analog solution has long been anchored by a Pelco 9760 matrix switch. Roughly 450 cameras, including Pelco Spectra 3 and Spectra 4 domes and other fixed models, are routed through the matrix switch. Camera feeds are recorded and monitored at the onsite dispatch center, which is also responsible for security monitoring at multiple Sony Pictures corporate facilities across the United States and abroad. In the past year, K&S has begun transitioning the studio lot to a networkbased CCTV system. As legacy cameras are retired or new construction goes up, Cannon is installing Sony SNC-DH140 and SNC-DH180 high definition (HD) mini-dome network cameras. Because the lot has an existing robust network infrastructure, the installation of about 150 IP cameras to date has proven trouble-free. “Before we were running coax to a data room, and then converting that cable to fiber optics using IFS modules. We were converting those to fiber and then we had to get the fiber back to the dispatch center using patch cables,” Cannon explains. “And then we were

converting it back to analog and plugging it into the Pelco matrix.” Nowadays, K&S technicians will contact Sony’s telecom department and let it know where an IP camera is to be installed. The department in turn runs a Cat-5 or -6 data cable to the camera location. “After that cable is run, we come in and we simply mount the camera and plug it in. It’s already terminated with the RJ-45 on it and we plug it into their switch,” Cannon says. Amidst the sound stages, the lot’s narrow streets are lined with other modern offices and historical buildings, all of which are protected by monitored electronic security and fire/lifesafety systems. To maintain and preserve the lot’s cherished structures, the Culver City Historical Society oftentimes gets involved during installation projects. Indoor cameras especially must be mounted unobtrusively and not compromise the aged structure’s integrity. “We go to any lengths to maintain the aesthetics of these buildings,” Cannon says.

Customer Care Is What Matters Upon establishing K&S in 2004, Cannon first contracted with the lot to provide service one day per week. In that time he has increased the agreement to 48 hours of weekly service with at least two technicians onsite. “A lot of it is general maintenance. All the miles of cables and dirty detectors,” he says. “We started out with

44 securitysales.com • MAY 2011

SS5studio.indd 44

5/4/11 10:58:47 AM

er procedure [to administer the device],” Cannon says. “Security can pull up a camera covering the unit as well, and they are also notified of the location of the Code Blue unit through caller ID.” The relationship Cannon has built with Sony Pictures Studios is an impressive one, as the increased responsibility over a number of years illustrates. It is a

partnership Falkenstien says is built on receiving sound advice, top-notch quality control and incomparable customer care from K&S. “Customer service really is everything,” Falkenstien says. ■ Rodney Bosch is Managing Editor for SECURITY SALES & INTEGRATION. He can be reached at (310) 533-2426 or rodney.bosch@securitysales.com.

K&S Access Systems services the lot’s video surveillance system, anchored by a Pelco matrix switch. In the past year, K&S has begun deploying network-based CCTV capability as well.

about $100,000 in sales the first year and now close to $2 million last year.” While Sony Pictures Studios contracts with a separate security dealer to handle its access control needs, K&S has assumed responsibility in other crucial areas. For instance, the company maintains monitored sensors in the fire pump station. Here, a jockey pump, electric pump and a diesel pump provide water to fire sprinklers throughout the lot. “We monitor the status of all these pumps — water pressure and control valves that direct the water to specific areas of the lot,” Cannon says. “We monitor pump failures, fuel levels for the diesel pump, voltage for the electric pump, and high/low water levels for the 30-foot tank below the floor.” The lot’s many vehicle entry/exits are equipped with Doorking gate systems and HID Global proximity card readers, all of which K&S services. For gates that are not staffed by security guards, K&S installed the Aiphone AX-DV-P video door station that incorporates an HID Global proximity card reader. The company has also been installing automated external defibrillators (AEDs) by Code Blue throughout the lot. Should an emergency button on an AED be pressed, the medical department and the monitoring center are simultaneously contacted. “They can then release the door to the AED and instruct any person on the propFIND IT ON THE WEB F The online version of this story includes T aadditional photographs. Visit security sales. com. www.securitysales.com/freeinfo/15114

securitysales.com • MAY 2011 45

SS5studio.indd 45

5/4/11 10:58:56 AM

❲❲❲SSpecial Section: Fire/Life Safety EMERGENCY COMMUNICATIONS

Amassing Mass Notification

Know-How All photos courtesy NOTIFIER and Gamewell-FCI

Unde Understanding the mass notification/emergency notific communications codes, comm planning process and plan available technologies av can open a new market of opportunities for dealers. Conducting a thorough risk analysis and making the most of its findings is key.

M

By Peter Ebersold

ass notification is an area that has received a great deal of attention in recent years. Unfortunately this is largely due to tragic incidents that have exposed the vulnerabilities of certain populations and environments, consequently emphasizing the need for better communications and alerting. Fortunately, a number of solutions are available to address these needs. With numerous products flooding the market, however, it is often a challenge for specifiers and property managers to define a particular facility’s mass notification

system (MNS) needs and then move forward with the design of an effective solution. Dealers and integrators having a strong understanding of the relevant codes and technologies, along with the performance-based design of such systems can be a strong contender for this business. ➞

46 securitysales.com • MAY 2011

SS5mns.indd 46

5/4/11 11:08:45 AM

www.securitysales.com/freeinfo/15316

SS5mns.indd 47

5/4/11 11:08:53 AM

MASS NOTIFICATION

The Origins of MNS

The UFC recommends the use of a combined fire alarm The term mass notification and MNS, particularly in new originated from the Unified construction of military facilFacilities Criteria (UFC), docities, where the building fire ument 4-021-01 titled Design alarm control panel forms a and O&M: Mass Notification single combined system that Systems, created by the United performs both functions. For States Department of Defense smaller buildings, the public (DoD). The UFC outlines the address (PA) system may also design, operation and mainbe integrated with this comtenance of mass notification bined system, providing the systems required on all DoD PA system can be supervised properties, including posts for for integrity. the following military branches: Air Force, Army, Marine For large MNS, some solutions now offer VoIP technology to deliver Notification Codes and Corps and Navy. live voice messages anywhere in the world via the Internet. These The UFC defines mass no- systems employ one or more workstations from which security or Elements tification as “the capability facilities personnel can send emergency communications via VoIP. Initially seen as a “milito provide real-time informatary solution,” MNS are gaintion to all building occupants or per- building occupants of threats and what ing popularity among many nonmilisonnel in the immediate vicinity of a should be done in response to those tary occupancies. The 2010 edition of building during emergency situations. threats. Pre-recorded and live-voice NFPA 72: National Fire Alarm & SigTo reduce the risk of mass casualties, emergency messages are required by naling Code includes the lengthy Chapthis UFC to provide this capability.” there must be a timely means to notify ter 24 that outlines requirements for the

◗ Risk Analysis and Emergency Planning By Jack Poole

When discussing risk analysis and emergency planning, it is important to define when a mass notification/emergency communication system is required to be installed. Currently, neither the NFPA Life Safety Code nor the International Building Code requires the installation of these systems. Therefore, with the exception of Department of Defense (DoD) facilities, the only time a mass notification/emergency communication system is required to be installed is when it is requested or required by the building owner or the Authority Having Jurisdiction (AHJ). Incidentally, Unified Facilities Criteria (UFC) UFC 4-021-01, Design and O&M: Mass Notification Systems, does not require the installation of a mass notification system (MNS), but it does provide the design, operation, and maintenance requirements of the MNS for DoD facilities. The standard for determining when a MNS is required for DoD facilities is established by UFC 04-010-01, DoD Minimum Antiterrorism Standards for Buildings.

When an emergency communication system (ECS) is required to be installed in accordance with the 2010 edition of NFPA 72, a risk analysis is required to be performed. The primary intent of the risk analysis is to perform a comprehensive assessment to characterize the likelihood, vulnerability and magnitude of incidents associated with natural, technological and manmade disasters, and other emergencies. It can then be determined how to best communicate the “real-time” emergency notification information so the ECS can be properly designed, installed and tested following a performance-based approach. It is recommended the following stakeholders be integrated in the risk analysis and decisionmaking process: • Authority Having Jurisdiction • Facility owner/user/employees • Facility/system maintenance staff • Emergency response representatives • Insurance company representative

• Fire protection design professional (FPE) • Design and construction team representative With the risk analysis, the entity should attempt to prevent, mitigate and prepare emergency response and recovery plans for identified threats, hazards or emergencies that could significantly impact people, property, operations, the environment or the facility. As a component of this performance-based evaluation, the risk analysis should establish the specifics of how the ECS/MNS should operate, be designed, installed and tested. The risk analysis should identify and prioritize the likely scenarios in which the system would be deployed. It should address risk, probability and loss effect, and determine which methods of communication to deploy. It should also identify the appropriate management plans and procedures to implement. The method of determining what system should be installed or the best way to

communicate with the building occupants should not be haphazard. The risk analysis needs to capture the number and characteristics of the people who are expected to receive the emergency message or instructions, and explain the extent of notification throughout the facility or complex. The risk analysis should also determine if and when mass notification messages should override the fire alarm message, as well as provide performance and survivability requirements for the system. As one might expect, not all mass notification messages should take priority over the fire alarm messages to relocate or evacuate. Message priority for emergency conditions, such as severe weather warnings, gas leaks, chemical spills and other hazardous conditions, should be outlined in the risk analysis. Ultimately, once the risk analysis has been developed and agreed upon by all stakeholders, the ECS/ MNS can be designed, installed and tested. Jack Poole, PE, is Principal of Olathe, Kan.-based Poole Fire Protection (poolefire.com).

48 securitysales.com • MAY 2011

SS5mns.indd 48

5/4/11 11:08:54 AM

It’s the all-in-one megapixel solution… for all. Our new MegaView™ Series Megapixel Cameras bring mainstream video surveillance applications clearly into view. Arecont Vision’s all-in-one design combines the outstanding resolution of megapixel imaging with the efficiency of H.264 compression, IR LED Array Illumination with Day/Night operation for use in complete darkness, and weatherproof IP66 rated, vandal resistant bullet-style housings. Plus all the performance features you demand like programmable motion detection, privacy masking, unrestricted image cropping and so much more. Available in four sensor types, the MegaView™ Series cameras are made in the USA and include the 1.3-megapixel AV1325, 1080p AV2825, 3-megapixel AV3125 and 5-megapixel AV5125. They’re the all-in-one ³£Ê­nÇÇ®Ê , nÊUÊ>ÀiV ÌÛ Ã °V

megapixel solutions for all. www.securitysales.com/freeinfo/15276

SS5mns.indd 49

5/4/11 11:08:56 AM

MASS NOTIFICATION

design and installation of emergenplay a simple message such as “evaccy communications systems (ECS) uate.” To deliver voice instructions to within commercial facilities. those outside, large speaker clusters While recent events such as the can be installed on the exterior of a Virginia Tech campus shootings and building or throughout a campus. severe weather incidents have raised Utilizing a combination of audible demand for emergency communicaand visual notification devices, such tions systems (ECS) for commercial as strobes, voice communications (inproperties, the new National Fire door speakers and Giant Voice) and Protection Association (NFPA) codes Distributed messaging units often referred to as programmable LED signage is seen as have begun to set a precedent of uti- Local Operator Consoles are typically tied to the fire the most intrusive solution for capturlizing fire alarm systems to support alarm/ECS network and placed throughout a facility ing the attention of occupants and deor campus to provide a means to initiate live and the added duties of a supervised and prerecorded announcements, and text messages. livering a clear, audible message. more survivable ECS. For multiple buildings or campusvisual alerting ECS. This is due to the To serve as more than a common fire es spread across a city, state or even the alarm voice evacuation system, NFPA possibility of delivering conflicting in- globe, some fire alarm manufacturers 72 requires: “Security personnel should formation such as a text message dihave harnessed the latest voice over IP be able to effect message initiation over recting a person to remain in place, (VoIP) technology, delivering live voice while the fire alarm system in the build- messages to anywhere in the world via the MNS from either a central control station or alternate (backup) control ing provides the evacuation message. If the Internet. These state-of-the-art systhe fire alarm evacuation system is actistation. Where clusters of facilities extems employ one or more workstations vated before the occupants received the from which security or facilities perist, one or more regional control stations might also exercise control.” It message, there could be confusion. sonnel can send emergency communiFor the same reason, NFPA 72 re- cations via VoIP. also requires that the MNS should offer quires a building’s fire alarm and ECS a “dynamic library of scripted responsFire alarm system manufacturers to be integrated and programmed to al- and installers work within a tightly es to various emergency events that low all ECS functions to supersede the regulated industry that was the first to would be easily customizable to meet fire alarm. This priority setting avoids create requirements for the design and the needs of the individual customer.” To service this need, distributed mes- the situation of a fire alarm evacuating installations of ECS for commercial saging units commonly referred to as Lo- a building while a message to “shelter properties. The marriage of ECS and cal Operator Consoles (LOCs) are typi- in place” is sent through the same fa- fire alarm control systems is a growcally tied to the fire alarm/ECS network cility’s ECS. ing trend that is expected to continue and placed throughout a facility or camreaching into larger varieties of facilipus to provide authorized users a means Combining Fire Alarm, ECS & MNS ties and multibuilding properties, infor initiating live and prerecorded ancluding K-12 schools, high-rise buildAt this point in time, a layered apnouncements, and even text messages. ings, mass transit hubs and even public proach using a fire alarm/ECS and an Distributed recipient notification integrated distributed recipient notifigathering places such as theatres, ressystems such as E-mail or reverse 911 cation system is considered the best sotaurants and places of worship. systems offer alternative methods for lution for reaching the largest number Dealers situated to capture this new alerting occupants. However, these of occupants. However, the sequence business are those that can walk potentechnologies are not supervised for of notifications (from all systems) must tial customers through the risk analyfaults or breaks, nor do they encom- be considered, and any potential desis and emergency planning processes, pass a more “survivable” design that lays in the transmission of communiand then demonstrate how their rewould enable the ongoing delivery of cations must be minimized. For these quired fire alarm system can also serve accurate communications even if one reasons, all systems should be inteas an effective emergency communicaor more parts of the system’s network tions solution. grated and coordinated with a facili■ are down. Likewise, there are no codes ty’s emergency plan (see sidebar on risk Peter Ebersold is Director of Marketing for Northford, or standards currently in existence that analysis and emergency planning). Conn.-based NOTIFIER (notifier.com). require these systems to be regularly In the midst of an emergency, flashing tested and maintained to a specific lev- strobes accompanied by live or prereFIND IT ON THE WEB F For a summary of the various types of emerF el of performance. corded audible instructions tend to have gency alert systems, check out the Mass g NFPA 72 makes clear that distribut- a much higher impact on occupants. Communications Cheat Sheet provided ed recipient notification systems such At the same time, highly visual signs in by SSI’s sister magazine, Campus Safety, at www.campussafetymagazine.com/files/ as text messaging or E-mail shall not large areas of assembly can offer inforresources/CSJ-Mass-Notification.pdf. be used in lieu of required audible and mation specific to the emergency or dis50 securitysales.com • MAY 2011

SS5mns.indd 50

5/4/11 11:08:56 AM

INTELLIGENT INTEGRATION PROVIDING PEACE OF MIND_ SECURITY • SENSORS • SURVEILLANCE Moog QuickSet is the leader in providing surveillance components and integrated systems for airports, rail, and shipyards. Securing the perimeter and vicinity at transportation hubs provides a solid foundation for protection and continuity of operations. Our technology utilizes electromechanical motion control that accommodates advanced surveillance and communication requirements. Companies and government agencies rely on Moog QuickSet for customized surveillance nodes, pan & tilts, controllers, trackers, tripods and camera housings.

3650 Woodhead Drive

|

Northbrook, IL 60062-1895 USA

|

+1.847.498.0700

|

Fax: +1.847.498.1258

|

www.quickset.com

www.securitysales.com/freeinfo/15154

SS5mns.indd 51

5/4/11 11:09:01 AM

❲❲❲SSpecial Section: Fire/Life Safety INSTALLATION CASE STUDY

High-Rise Showcases How to Be Both

‘Green’ and Safe A local installing systems contractor provides a 1,200-device fire/lifesafety system for a 32-story complex in downtown New Haven, Conn., the state’s first LEED Platinum residential project. Integrating the fire alarm system with building automation results in a digital audio network for transmitting emergency messages.

A

By Ashley Willis

s construction began on 360 State Street in New Haven, Conn., it was clear from the outset this would not be a run-of-the-mill apartment building. Developed by Fairfield, Conn.based Becker and Becker, the 32-story, 700,000-square-foot structure comprises 500 upscale units and is the secondtallest edifice in the city. Located three blocks away from Yale University, the $180 million complex is noted as the state’s first Leadership in Energy and Environmental Design (LEED) Platinum residential project. The U.S. Green Building Council (USGBC) also rec-

Courtesy Robert Benson Photography

ognized the structure, which opened for business in July 2010, for its sustainable building and construction designs. Among its environmentally friendly features, the complex utilizes a 400-kilowatt fuel cell to provide renewable power, heat and hot water to meet the majority of the residents’ needs.

52 securitysales.com • MAY 2011

SS5safety.indd 52

5/4/11 11:30:47 AM

Doing business with Tri-Ed / Northern Video Distribution can be VERY rewarding!

The Industry’s Richest Rewards Program. Enroll today to start earning points to redeem for brand-name merchandise including electronics, sporting goods, jewelry and travel.

Great Service Great Selection

Great Locations Great Products

Great Expectations

Visit www.GreatExpectationsTN.com to learn more & enroll today! North America’s Largest Independent Security Distributor Tri-Ed / Northern Video Distribution 888.874.3336 (branch locations) 800.366.4472 (Rocklin, Lockhart and Cranbury) www.tri-ed.com www.tri-ed.com/northernvideo www.securitysales.com/freeinfo/15107

SS5safety.indd 53

5/4/11 11:30:57 AM

CONNECTICUT HIGH-RISE PROJECT

Realizing that installed devices would require easy removal for troubleshooting, Firetech decided to use System Sensor products for the project. “The System Sensor speaker strobes feature a back plate,” explains Querker. “When you’re troubleshooting, it’s a matter of just removing one screw, popping off the back plate and test things out. In the past, we’ve used other devices that have given us a headache.” In all, the integrator installed 840 speakers and speaker strobes, 370 intelligent smoke detectors, 250 monitor modules, 80 relays and 15 duct smoke detectors.

A Large, Multifaceted Job In addition to installing speaker strobes and smoke detectors, Firetech Engineered Systems placed a fire panel with corresponding notification devices on each level of the 32-story apartment complex.

Just as the developers wished to erect a state-of-the-art “green” property, equal emphasis was given to safeguarding the lives of its residents and staff. “We have about 300 people living here full time,” says 360 State Street General Manager Lauren Lenox. “With such a large community, we need multiple layers of a fire/life-safety system.” Becker and Becker relied on Cosentini Associates, an engineering consulting company, to help with construction on the project. In turn, Cosentini called its go-to systems integrator, locally based Firetech Engineered Systems, to design and install a fire/life-safety solution for the structure. By planning and working closely with building contractors and local authorities, Firetech provided a 1,200-device fire/life-safety system to the new development.

Planning Ahead Eases Installation Since 1989, Firetech has provided solutions for commercial, government and military clients throughout the state of Connecticut. Roughly 70 percent of Firetech’s business comes from recurring services, including fire alarm inspection, testing, systems mainte-

nance, and monitoring provided by its own central station. “We work directly with electrical contractors [ECs],” says Firetech Vice President of Engineering Adam Querker. “We often design and engineer the system and install the main components. Then we guide the ECs through the installation process.” Although the 360 State Street project started in early 2009, Querker and his team did not arrive on site to install the solution until early 2010. That’s not to suggest Firetech rested on its laurels until it was time to put the system in place. On the contrary, the integrator spent months designing the solution. The Firetech team used the engineers’ drawings in the design and selection of the system to be installed in the multiuse building. “They came up with a conceptual design of where they wanted the devices,” Querker says. “The ECs and building contractors were constantly modifying the building and taking things out. The initial drawing of putting it together took a couple of months because we had to apply the system to the environment. We developed our drawings based on the system we chose and how we wanted it wired.”

Firetech also had to bridge the gaps between the building’s automated system and the fire/life-safety system while meeting National Electric Code (NEC) and National Fire Protection Association (NFPA) requirements. Therefore, it was necessary for technicians to coordinate with local authorities to be sure the solution was being installed per their requests. To ensure the highest level of protection, Querker installed a fire panel with corresponding notification devices on each level of the building. By doing this, the system was able to go live one level at a time before the integrator had to troubleshoot the next level. “On the back end, this plays into easy servicing, knowing exactly where the fault occurs,” Querker explains. Integrating the fire alarm system with building automation resulted in a digital audio network for transmitting messages that enable emergency responders to interface with building occupants, as well as firefighter access. With all the integrated systems, operators can program a door lock control during emergencies, such as containing a single-floor fire. Because 360 State Street is fiber optic-based, as backup to the system Firetech built multiple points of control, including one in the basement and one on the roof. During the installation, Firetech tested the speakers to make sure they

54 securitysales.com • MAY 2011

SS5safety.indd 54

5/4/11 11:30:59 AM

operated properly, a process observed by 360 State Street Service Manager Dion Smith who was present while the integrator installed the amplifier boards on the floors. “The system is designed so that if there is a fire alarm in the garage on the third floor, it’s only going to sound on the sixth floor down,” he says. “This is important, especially at night, because we don’t want to interrupt residents sleeping. Because 99 percent of our fire alarms are inadvertently pulled at a pull station, or someone smokes by a smoke detector, we didn’t want to wake the residents for issues that weren’t of serious nature.”

Firetech Engineered Systems installed 840 speakers and speaker strobes, 370 intelligent smoke detectors, 250 monitor modules, 80 relays and 15 duct smoke detectors throughout the 360 State Street apartment complex.

Training Stems False Alarms Since the installation’s completion, there have been a few kinks that needed to be addressed, such as strobes and horns not functioning properly due to wiring problems, says Smith. Additionally, inclement weather became a foe to the fire/life safety system, as heavy snow caused damage to some of the devices placed outside. “The building has a rooftop garden, so as a result of the melting snow, water drips down stairwells and conduits,” says Querker. “It freezes the devices

and destroys the speaker strobes and pull stations.” Firetech has gone back to the site to address any problems to keep the devices functioning properly. However, that’s not the only thing the company has done to make sure the apartment complex has an effective fire/life-safety system. The integrator, which monitors the fire alarm panels, has also provided training to 360 State Street’s maintenance staff in an effort to reduce false fire alarms.

◗ Equipment Overview for 360 State Street Following is a description for some of the other products used in the fire/life-safety installation: Photoelectric smoke detectors: The integrator installed 370 smoke detectors in the facility. The intelligent, addressable detectors have point ID capability that enable each detector address to be set with rotary code switches to provide exact detector locations. The product’s optical sensing chamber senses smoke produced by a wide range of combustion sources.

SpectraAlert Advance speakers and speaker strobes: Featuring a plug-in design for easy wiring, the speakers and speaker strobes provide audible and visible notification. Firetech installed almost 900 of these appliances throughout the building. InnovairFlex duct smoke detectors: Operating in airflow speeds of 100 to 4,000 feet per minute and temperatures of -4° to 158° F, 15 of these intelligent, addressable nonrelay photoelectric duct smoke detectors were installed at 360 State Street. The products fit square and rectangular installation

footprints, and utilize tool-free, plug-in sampling tubes for increased application flexibility and installation ease.

Firetech Engineered Systems installed 15 System Sensor InnovairFlex watertight duct smoke detectors at the 360 State Street apartment complex in New Haven, Conn.

“Anytime an alarm goes off, Firetech notifies the fire department right away. So the company provided video training for the entire maintenance staff on what to do in the event an alarm goes off,” says Smith. “When we’re testing the equipment, we needed to learn how to disable the horns so they don’t accidentally go off. We learned how to acknowledge the system, but most importantly, we had to learn not to completely silence the system if the fire alarm system sounds because the fire department wants to be involved in that process.” In past projects, Querker says, building engineers often supply the basic design of the structure and then they are never to be seen again. Thus, the integrator often has to perform the engineering part of the job. This can be a setback because requests for information (RFI) are not answered, he says. However, during this project, the contractor followed it all the way through, which helped the process progress efficiently. “This project is actually one of the smoothest jobs we’ve ever had,” says Querker. “Due to the nature of the project, it was very well managed. The general contractor that we dealt with on the low-voltage side was really knowledgeable.” ■ Ashley Willis is Associate Editor for SECURITY SALES & INTEGRATION. She can be reached at (310) 5332419 or ashley.willis@securitysales.com.

securitysales.com • MAY 2011 55

SS5safety.indd 55

5/4/11 11:30:59 AM

❲❲❲SSpecial Section: Fire/Life Safety Fire Side Chat

Igniting Your Fire System Sales Backed with the mandates set forth by codes and bolstered with new technologies, the fire/life-safety market offers robust sales opportunities. Success is predicated on deriving necessary state and local credentials, and knowing the local building authority’s requirements and procedures.

T

in their respective organizations who already knew the ropes, some did not. The fact is anyone can learn the technology and the process if they want to bad enough. But they must study, derive the necessary state and local credentials, and make an effort to learn the requirements and procedures set forth by the local building authority. Those brave and persistent enough to stay the course will naturally attain a heightened degree of professionalism and respect, in addition to a fist full of cash.

he sales and installation of fire alarm systems is fraught with twists and turns that can confuse and befuddle the average security dealer whose forte has always been security. And yet these companies install fire alarms without the necessary knowledge to 1) select the right system for the job, and 2) the necessary certifications and installation/testing tools to comply with local and national fire codes.

©iStockphoto.com/Ben Conlan

Establishing Need for Protection

Knowing about necessary documentation and governmental procedures will go a long way to convince a client they really need you to see them through the complicated permit and plans examination process.

The experienced low-voltage installation company that specializes in fire alarm systems has come to know how to navigate the convolutions associated with this sometimes complicated process. While many of these learned professionals had the benefit of others

Chances are when a client calls for help it’s because he/she is responding to an order issued by a building inspector, fire marshal or code compliance officer. In one case in the state of Ohio, an inspector conducted a surprise visit at a nursing home. A problem was quickly discovered that resulted in a citation that carried a $10,000 a day fine until the issue was corrected. The fire alarm company on record responded, correcting the problem within 48 hours. All too often pricing is the deciding issue in a prospect’s decision to buy. But there are things you can do to convince the person that your firm is right for their situation. Give them compelling reasons why they should purchase from your firm, even if it involves a few dollars more than others whom also took the time to bid on the project.

By Al Colombo abc@alcolombo.us

Demonstrate your knowledge with regard to what it takes to navigate the permit and plans examination process. What you know about the necessary documentation and governmental procedures will go a long way to convince the client that they really need you to see them through this complicated, sometimes drawn-out process. Not all alarm dealers are familiar with assembling a submittal package for local government. The objective is to adequately prepare for a thorough plans examination. If you do not know the process, and if you intend to sell fire alarm systems, you must take time to learn how this is done. It’s also necessary to know how to obtain a permit so your crew(s) can perform the work. This includes the cost and necessary forms that you, as the fire alarm company, must install. On your initial meeting with a prospective client, do not quote prices, but do understand the plans examination and permit process. This will show the client you know your business, and that’s important if you’re to make a sale. For an in-depth discussion on the typical procedures used when submitting paperwork for plans examination with the goal of obtaining a permit, see “How to Sell Code-Compliant Fire/ Life Safety,” published in SSI’s “Fire Side Chat,” August 2010 (www.securitysales.com/firesidechat082010). Because the procedures may vary between local jurisdictions, it’s important

56 securitysales.com • MAY 2011

SS5fire.indd 56

5/4/11 11:37:15 AM

iDEAL: COST-EFFECTIVE MIGRATION Enhanced Security Easy Installation Multiple Applications Flexible Technology iCLASS®

iCLASS

®

Choose iCLASS® migration solutions from HID Global. HID iCLASS® smart technology has a lot going for it, now and into the future. You’ll get enhanced security through mutual authentication and encryption, and can add multiple layers of card-to-reader security using the iCLASS Elite program. The platform’s read/write technology opens the way to new functionality, while supporting legacy systems for an easy migration. Plus, it’s easy to install and afford. The security and new applications you want with the flexibility and economy you need — that’s what makes iCLASS migration solutions from HID the ideal deal. To explore access control technology migration, download your FREE whitepaper today at hidglobal.com/ideal-SSI www.securitysales.com/freeinfo/15234

SS5fire.indd 57

5/4/11 11:37:18 AM

Fire Side Chat

Because of this need, a cottage technician with Sokoly industry has developed Alarms of Midland Park, N.J. where architects and The only problem with PEs provide this sersome of these systems is they vice for a fee to require different addressany electrical con- © able sensors than larger panels iS t Amockp tractor or other in the same manufacturer’s an ho da to. Ro com alarm company that product line. hd / e needs it. Typical“If someone has a building Forging New Partnerships ly, in the beginnings space that is good for less In most states a licensed architect, of such a business Installtion of fire alarm systems than 25 devices and later professional engineer (PE) and/or arrangement the they decide to add space NICET certified professional must be in public and private buildings is largely mandated by local and state to it, they may have to reskilled men and enlisted to assist with the creation and authorities, based on rules or codes place all the addressable women who ofvalidation of blueprints and other reused to form binding requirements. fer these services smokes and heats they quired information. In some states, unwill closely examine the work of unlipreviously installed,” says Sokoly. less they have their own licensing syscensed designers to assure accuracy. It’s my opinion that 50 is the magic tem, NICET installers are mandatory. In due time, they may elect to stamp number at which time addressable techOhio is an example of a state with these blueprints without the same nology should be employed. In addition, its own licensing system that qualihigh-level of oversight once they come if the client plans to expand, I would sell fies technicians to work on fire alarm to know you and your work. them a larger panel simply because it equipment. Here installers and techwill save them money down the line. nicians must take a lengthy test in orSome will say selling addressability der to gain certification so they can inWhen to Sell Addressability on the standpoint of a 50-point ministall and service fire alarm systems. There are those who attempt to sell mum will only slow the ultimate deAlso in Ohio, only an architect or PE addressable fire alarm panels for evmise of the conventional fire alarm can sign off on a set of blueprints. An ery job they do, no matter how small panel. However, it’s my opinion that unlicensed individual with the proper it might be. It’s also the contention conventional technology will never enknowledge may engineer the job, but of many professionals that the logitirely go away. This is because there a licensed architect or PE must examcal technology of choice should hinge will always be relatively small appliine, stamp and sign off on the project. on system size, rather than a one-sizecations where a handful of zones is all Of course, companies large enough fits-all methodology. that is necessary. Don’t oversell the clito afford it may hire the necessary “We used to have a magic number for ent when his/her application will nevpeople to do the work, but where this Point ID. We figured if it was 50 points er warrant anything more than four to is impractical you need to establish or more, then it was time to go addresseight zones, for example. a working relationship with other liable. Now we have those new 25-point In due time, this 50-point minimum censed individuals in your locale. panels,” says Sean Sokoly, an alarm will decrease to 25 simply because the cost of addressable systems will deFire Alarms Command a Captured Audience crease enough to make this a logiThe good news is the instal- Life Safety 101 is not often competitive, which means the cal solution. And in time more manlation of fire alarm systems in cited or used. Instead, most of client usually has a fist-full of public and private buildings is the precepts contained in NFPA other companies to choose ufacturers will utilize uniformity in largely mandated by local and 101 are included in a document from. It’s your job to make sure the manufacture of the addressable state authorities. This means the state has adopted, called they choose yours. smoke and heat sensors they offer every new building that goes OBC (Ohio Building Code). The key to success involves for their lines of addressable panels. up must, by law, be equipped Federal authorities often a complexity of issues, such Thus, no matter how large or small with fire protection equiphave their own unique set of as education, good business the job, the same devices that operment, under which fire alarm codes where it involves fire partnerships and governmenate with a 256-point addressable panel systems fall. alarm systems in government tal affiliations. In addition, the All this is driven by a series offices, military facilities and will work with a 25 point. people you hire must know ■ of codes that local and state leased properties. You might how to engineer, manage, Al Colombo is an award-winning writer who has covlawmakers use to form their say that fire alarm companies install and finalize fire alarm ered electronic security and life safety since 1986. Visit own set of binding requirehave a captured audience. projects of all sizes in order to his Web site at www.alcolombo.info, and check out his ments. In Ohio, for example, Even so, this market is highly make this a profitable venture. Security Sense blog at www.securitysales.com/blog. you contact the local fire authority and/ or building department for further information. Once you learn this process and you’ve navigated the system a few times, you will be able to recite it verbatim to your potential clients with full confidence.

◗

58 securitysales.com • MAY 2011

SS5fire.indd 58

5/4/11 11:37:19 AM

True German Originals One-of-a-kind IP cameras Superior image quality Industrial-grade reliability Megapixel, CCD, CMOS, H.264

*YPP ,( JTW

www.basler-ipcam.com www.securitysales.com/freeinfo/15283

SS5fire.indd 59

click. see. smile! 5/4/11 11:37:20 AM

❲❲❲SSpecial Section: Fire/Life Safety NFPA CONFERENCE & EXPO PREVIEW

Top Fire/Life-Safety Forum to Hit Beantown Here is your guide to the 2011 NFPA Conference & Expo, which will be held in Boston in mid-June. Featured is an extensive schedule of education and training sessions, plus the latest products and technologies from more than 340 leading suppliers.

C

By Rodney Bosch

onsidered by many to be the fire/life-safety industry’s most significant annual assembly, the NFPA Conference & Expo is noted for its breadth of educational curriculum aimed at keeping stakeholders current with technological advancements. Returning June 12-15 to the Boston Convention & Exhibition Center, the 2011 conference is expected to attract more than 5,000 fire, security, electrical and life-safety professionals. Geared to provide an exchange of ideas between experts in these fields, the conference furthers the National Fire Protection Association’s mission to reduce the worldwide burden of fire and other hazards. Significantly, many of the meetings held during the event will result in new safety and building codes that will be voted on at the NFPA’s technical meeting (June 14-15). In the following conference preview, you can learn more about the individual session tracks along with other activities being held throughout the weeklong gathering.

Specialized Education, Training This year the conference will offer more than 130 educational sessions, led by subject experts and leading code authorities. A dozen conference tracks will help attendees gain experience in their individual disciplines, along with a chance to earn continuing education credits (CEUs) that can be apSEE SSI AT NFPA plied toward licensing requirements. Upon completion, p CONFERENCE & EXPO! attendees will receive 2.1 CEUs for three-day seminars, Visit Booth No. 1267 1.8 CEUs for the three-day NFPA 70E Certificate of Educational Achievement, 1.4 CEUs for two-day seminars, and .7 CEUs for one-day seminars. (See the sidebar on page 62 for descriptions of each track.) Preparations for the 2011 sessions began last summer with a call for presentations that went out to tens of thousands of NFPA members and other professionals. “We received approximately 300 proposals for the event,” says Erik Holden, who is the NFPA’s senior project manager for training development. “The review committee, which is made up of about a dozen NFPA technical staff and a dozen ex-

WHAT: NFPA Conference & Expo WHERE: Boston Convention & Exhibition Center WHEN: June 12-15 (pre- and post-conference seminars: June 10-12, June 16) INFO: (888) 397-6209; www.nfpa.org/ conference

ternal industry experts, reviewed and ranked the proposals. The proposals were selected based on topic, speaker credentials, and available space.” In organizing the curriculum, an emphasis is placed on providing training and information that practitioners can use on the job immediately. Even electronic security contractors who devote only a portion of their portfolio to fire/ life-safety systems and services have much to benefit from the conference, Holden says. In particular, security dealers and integrators should look to take advantage of the detection and notification track. Included here is a session on commissioning and integrated testing of fire/life-safety systems, plus numerous sessions on emergency communications systems. “There are other sessions outside of the track that [installing security contractors] may also find useful,” he says. “For example, we have a few sessions

60 securitysales.com • MAY 2011

SS5nfpa.indd 60

5/4/11 11:42:08 AM

SS1109seccentbullet.indd

www.securitysales.com/freeinfo/15171

SS5nfpa.indd 61 SS1109seccentbullet.indd 1

5/4/11 11:42:11 AM 10/7/09 8:39:04 AM

FIRE/LIFE-SAFETY EDUCATION

on electrical safety [NFPA 70E]. We also have a one-day post-conference seminar entitled ‘Fire Alarm Interfaces’ [June 16], so people can learn about the different systems and equipment controlled or monitored by the fire alarm system.” Given NFPA’s vital role in developing codes and standards, it stands to reason there are more sessions devoted to this subject matter than any other track. In all, 27 sessions feature expert guidance on the practical application of NFPA codes and standards, as well as information on recent updates and changes. “I think it’s a very critical time for systems integrators to pay close attention to the changes in the code,” says Chuck Wilson, executive director of the National Systems Contractors Association (NSCA). “Sweeping changes have occurred, especially in NFPA 72, chapter 24, that our members need to be familiar with right now.” A series of one-, two- and three-day pre-conference seminars will be held June 10-12. On June 12, the final preconference session will conclude prior to the event’s grand opening of the expo at 3:30 p.m. A networking reception will follow at 6 p.m. New for this year is a series of postconference seminars held on June 16 from 8 a.m. to 4:30 p.m. Session titles include, “NFPA 99: Standard for Health Care Facilities Update”; “NFPA 3: Recommended Practice on Commissioning and Integrated Testing of Fire

NFPA President and CEO James Shannon (center) will provide a state of the industrystyled “President’s report” during the conference’s general session on June 12.

Protection and Life Safety Systems”; “NFPA 101: Life Safety Code Changes”; and “Fire Alarm Interfaces.” Pre- and post-conference seminars are offered at a substantial discount from NFPA’s regular seminar pricing.

Latest Technologies and More To be sure, a highlight each year at the NFPA Conference & Expo is the wealth of products, technologies and services displayed on the show floor. There will be thousands of wares from more than 340 exhibiting vendors, including annunciators, communications equipment, fire and smoke detectors, electronics, notification equipment, security systems, outdoor perimeter protection, remote monitoring equipment, alarm controls and more. Visitors utilize the expo in multifaceted ways, such as to find answers to code questions and interpretations, discover solutions to technical challenges, develop specs for a current project and other benefits. Also on the show floor, the “NFPA C&E Exhibitor Presentation

Theater” provides additional learning ground for new and proven products directly from developers. Thirty-minute presentations, given by exhibiting suppliers, will run during expo hours. “Attendees can network with both NFPA technical staff and thousands of industry professionals,” Holden says. “Most importantly, the conference and expo allows people to stay current with technological advancements.” Other featured activities during the conference include the general session (June 12, 1-3 p.m.). Here, NFPA President and CEO James Shannon will give a state of the industry-styled presentation. Thomas Jaeger, chair of the NFPA Board of Directors, will also address the gathering. Then, Dan Gilbert, a professor of psychology at Harvard University and author of Stumbling on Happiness, will provide the keynote address. There will be a book signing in the Expo Hall at 3:30 p.m. after his speech. To better organize the litany of educational and other conference goingson, attendees can create a customized schedule by adding a free mobile app to their smartphones. Functionality includes searching and adding preferred conference sessions and exhibits. To download, search NFPA C&E on the iTunes App Store, Android Market or Blackberry App World. ■ Rodney Bosch is Managing Editor of SECURITY SALES & INTEGRATION. He can be contacted at (310) 533-2426 or rodney.bosch@securitysales.com.

◗ NFPA Conference Tracks at a Glance The following 12 educational tracks include more than 125 sessions. Building & Life Safety — Technologies, best practices and statistical data needed by designers, engineers, and building and fire officials responsible for plans review, inspections, and other building-related tasks. Codes & Standards — Expert guidance on the practical application of NFPA codes and standards, as well as information on recent updates and changes. Detection & Notification — Code requirements and design issues affecting the application

of new technologies in alarm and signaling systems, and the impact of maintenance on systems performance. Electrical — Best practices in the electrical industry and how they are influenced by new electrical design issues, successful maintenance programs, effective inspection techniques, and safety programs. Emergency Preparedness/ Business Continuity — The latest methodologies for accurately assessing risks and consequences, emergency preparedness, contingency planning, and incident management and recovery capabilities. Fire & Emergency Services — A look at what’s new in fire-

fighting technology, safety and preparedness for first responders, incident command strategies, and fire prevention and inspection techniques. Fire Protection Engineering — Ideas for meeting fire protection challenges using computer modeling, field testing, post-incident analyses, and other methods for developing performancebased building solutions. Fire Suppression — The importance of proper design, installation, inspection, testing, maintenance, and plans review of sprinkler system effectiveness. Green — How environmentally-friendly initiatives affect the

design, maintenance, and testing of fire and life safety systems and components. Loss Control/Prevention — Strategies for mitigating risk through accurate assessment of occupancy and commodity classification, enhanced reliability of fire protection systems, and other risk factors. Public Education — New planning strategies and creative solutions for meeting the challenges of effective public fire and life-safety education. Research — The latest research on critical fire and life-safety initiatives, including the reliability of emerging technologies.

62 securitysales.com • MAY 2011

SS5nfpa.indd 62

5/4/11 11:42:11 AM

How the future looks is up to YOU. IP video security management is constantly evolving. Make sure you’re able to take advantage of all features available today without locking yourself out of all the opportunities coming tomorrow – with Milestone’s true open platform solution.

Milestone surveillance management software is a reliable, highly-scalable, easy-to-use IP video system that supports the widest choice in cameras and seamless integration with solutions such as analytics, access control and POS. The Milestone XProtect® open platform more than meets the needs of an endless variety of today’s security and IT demands. And future-proofs your investment with true hardware ·Äº ÉżÊÍ·È» ¿ÄÊ»½È·Ê¿ÅÄ ¿Äº»Æ»Äº»Ä¹» Ư »Ä·¸Â¿Ä½ ÏÅË ÊÅ ¹ÅÉÊƖ»Ů»¹Ê¿Ì»ÂÏ ·ºÅÆÊ ÊÅÃÅÈÈÅÍƠÉ innovations. Discover why Milestone is your best option for today and tomorrow. Try our software for free at www.milestonesys.com

www.securitysales.com/freeinfo/15162

SS5nfpa.indd 63

5/4/11 11:42:14 AM

❲❲❲SSpecial Section: Fire/Life Safety The Essentials Fire/Life Safety Products Fire-Lite Alarms Control Panels

The upgraded MS-9200UDLS and MS-9050UD fire alarm control panels by Fire-Lite Alarms by Honeywell of Northford, Conn., are designed with installer-requested features to reduce installation/maintenance time. Supporting more notification and ancillary devices, the products allow for longer wire runs using virtually any style of wire, according to the company. A quick-remove chassis on the panels permits electronics to be taken out of the back-box during the initial construction phase. New color-coded LED lights indicate status of the panel’s operations. Both control panels have earned seismic certification per International Building Code (IBC) requirements. www.securitysales.com/FREEInfo/15413

Visonic Wireless Smoke and Heat Detector

Code Blue Mass Notification System

As a turnkey system, the Blue Alert mass notification system (MNS) from Code Blue of Holland, Mich., includes input devices, speakers and control software. It can integrate with other IP intercom and announcement systems with an API, and can connect to all of Code Blue’s analog products. Announcements can be done with text-tospeech, prerecorded or a live broadcast. There are also options for tone alerts and scheduling.

The MCT-427 wireless smoke and heat detector by Visonic Ltd. of Bloomfield, Conn., offers fire detection sensitivity, including the ability to sense rapid temperature changes and detect smoke. It also features an extended battery life of up to eight years. The detector monitors temperature changes and activates ann alarm when the temperature reaches 122°F and starts increasingg rapidly. As a fully supervised wireless detector, the MCT-427 emits visual and voice warnings. The control panel instantly forwards the alert to a central station and/or private phone number. www.securitysales.com/FREEInfo/15414

www.securitysales.com/ FREEInfo/15418

Silent Knight Firefighter Telephone System

Northford, Conn.-based Silent Knight by Honeywell introduces the Silent Knight firefighter phone (SK-FFT), which offers as many as 48 supervised, remote audio connections. The SK-FFT system was designed to operate on a single loop of any standard wire to reduce costs and simplify installation. The system includes the company’s patented JumpStart® autoprogramming utility for straightforward system setup. As many as 10 remote handsets can communicate at one time on the system, which supports up to 24 remote handset jacks. www.securitysales.com/FREEInfo/15416

System Sensor Intelligent Sounder Bases

System Sensor of St. Charles, Ill., launches the B200SR intelligent sounder bases. Supported by the company’s synchronization protocol, the product meets UL 268 and UL 464 standards. Installers can attach the mounting plate to a standard junction box, which is left completely free to store excess wire. The base then connects to the mounting plate for a surface-mount look, with no exposed components. The product’s mounting screws are then covered by the attached sensor head, providing tamper prevention. www.securitysales.com/FREEInfo/15412

AES-7794 IntelliPro Fire Full Data Module The UL-Listed AES-7794 IntelliPro Fire full data module by Peabody, Mass.-based AES Corp. enables the transmission of full alarm zone data from an alarm panel to a central station over an established AES-Intellinet network, the company says. The product supports alarm communication protocols, including Contact ID, Pulse, modem II and modem III. It provides universal wireless transmission to support commercial fire alarm applications with or without phone lines. www.securitysales.com/ FREEInfo/15415

64 securitysales.com • MAY 2011

SS5fireprod.indd 64

5/4/11 11:49:13 AM

Edwards Vigilant VM Series Life Safety System Edwards of Bradenton, Fla., a unit of UTC Fire & Security, introduces the Vigilant VM Series life safety control panels for mid- to large-sized applications. The products feature large multi-message displays, intuitive interfaces and bold colored cabinets. The series can handle jobs that range from a single standalone control panel, to a sophisticated network comprising as many as eight nodes processing data from up to 4,000 devices. Optional voice evacuation bridges the gap left by other midrange systems. www.securitysales.com/FREEInfo/15419

NAPCO Gemini Commercial Fire/ Burglary Combo Panel NAPCO Security Technologies of Amityville, N.Y., introduces the Gemini commercial fire/burglary combination panel, which supports analog, addressable, commercial wireless and conventional 12V devices and is scalable from 32 to 255 points. The integrated system boasts more on-board power up to 7 amps and four on-board NACS and is expandable to 24. UL-864-compliant, the panel includes a built-in horn strobe/synch module, dual line phone module and TCP/IP option and has more standby power with 32AH battery capacity and a regulated 24V output. www.securitysales.com/FREEInfo/15423

Bosch FCC-380 CO Detector With TriColor LED Display

Bosch Security Systems of Fairport, N.Y., releases the FCC-380 carbon monoxide (CO) detector, featuring a visual three-color LED display that includes status and contamination level indicators. The FCC-380 offers four-wire technology for connection to any UL-listed control panel. It also has an integrated test feature that allows an installer to test the internal CO sensor on-site quickly. The front test button also provides a convenient way to test the internal sounder and relays. www.securitysales.com/FREEInfo/15422

Cooper Notification Wide-Area MNS

Cooper Notification of Long Branch, N.J., launches the WAVES high power speaker array (HPSA) 7100 Series, which provides highly intelligible voice and tone announcements. Designed for energy efficiency, the HSPA’s vertical line arrays provide a narrow vertical output pattern for focusing sound directly at the audience. The system allows messages to be clearly understood whether a person is at a distance of 100 feet or 1,500 feet. The product can also be integrated with an organization’s voicecapable fire alarm control panel. www.securitysales. com/FREEInfo/15421

NOTIFIER FireWarden Addressable Fire Alarm Control Panel The FireWarden 100-2 addressable fire alarm control panel by NOTIFIER by Honeywell of Northford, Conn., features removable terminal for quicker installation and easier service and maintenance. Increased auxiliary power can support additional devices, such as four-wire smoke detectors or door holders. Up to 16 FCPS-24S6/8 power supplies can be driven from the sync output circuit. With the optional Class A NAC converter all four NACs can be configured for Class A wiring. www.securitysales.com/FREEInfo/15420

Potter Electric PFC Series Fire Panels

Potter Electric Signal Co. of St. Louis releases the PFC Series, IP-based addressable fire panels with a full complement of modules, detectors, notification devices and voice evacuation systems. Plug and play for ease of installation, the panels are designed for medium to low-end markets, such as K-12 schools. The new suite of systems feature advanced technology such as system-wide synchronization, Ethernet connection and email communication capability. www.securitysales.com/FREEInfo/15417

securitysales.com • MAY 2011 65

SS5fireprod.indd 65

5/4/11 11:49:24 AM

OPEN PLATFORMS Are Ready for

©iStockphoto.com/loops7

TECHNOLOGY TRENDS

Integrating disparate security systems together in pursuit of a seamless overall solution can be a time-consuming, expensive and frustrating process. Find out how an increasingly united movement toward establishing conforming products is alleviating these challenges and paving the way to true interoperability.

T

By Jonas Andersson

he migration of physical security onto IP networks has hastened the move away from proprietary (closed) system architectures toward nonproprietary (open) platforms. End-user demand for interoperable systems and unified interfaces has been one of the key drivers in this evolution. However, it is a trend that also eases integrators’ challenges and is a path manufacturers and technology suppliers are increasingly realizing affords them new opportunities. Three organizations have been at the forefront of this industry-morphing paradigm shift: the Security Industry Association (SIA) with its Open Systems Integration and Performance Standards (OSIPS); the Physical Security Industry Interoperability Alliance (PSIA); and the Open Network Video Interface Forum (ONVIF). However, the latter in particular has been gaining traction recently in its pursuit of interoperability and integration. Established four years ago, ONVIF seeks to bring standardization to IP technology in the physical security market. Let’s take a closer look at how far along things

are in this process, and the multitude of benefits to be realized throughout the supply channel.

Changing Currents in the Market With the recent economic struggles of the past three years fast becoming a distant memory, the security industry is regaining its vigor and refocusing its efforts on solutions that meet the increasingly sophisticated needs of its customers. Today’s security end users themselves are increasingly more aware of the total cost of ownership (TCO) of the

66 securitysales.com • MAY 2011

SS5platforms.indd 66

5/4/11 11:54:58 AM

TECHNOLOGY

INTEROPERABLE

SCALABLE

VoIP

EASE

VALUE

BS

ALWAYS THE PERFECT MIX hether your campus requires upgrading your speakerphones to NFPA certified mass communication systems to VoIP integration, Code Blue always provides the perfect mix of emergency communication solutions. Code Blue’s ToolVox® Communication Manager provides scalable integration of analog and IP devices to communicate on one platform. This allows ToolVox to be a complete communications server for all your site’s needs including: Code Blue/Emergency phone management, business communications system and an API for third party integration for command and control centers. ToolVox also supports Blue Alert® – the award-winning NFPA 72®, 2010 ECS (Chapter 24)-compliant software – for Code Blue’s mass notification system. The IP5000 full duplex speakerphone is the most advanced on the market today. User programming capabilities, reliability, vandal resistance, ruggedness, auxiliary functions, fault monitoring and reporting, and public address system control represents the sixth generation of continuous improvement to meet the customer’s needs. Let Code Blue’s latest offerings provide the consummate balance from planning to execution, working with the latest technology; designed by the leading interactive voice communication company.

Code Blue

®

help at the touch of a button®

www.codeblue.com | 800.205.7186 www.securitysales.com/freeinfo/15266

SS5platforms.indd 67

5/4/11 11:55:03 AM

OPEN & INTEROPERABLE PLATFORMS

©iStockphoto.com/gehringj

security systems of their buildings — from the planning phase, through installation, training, maintenance and future extendibility. And as their personal IT competence grows, alerting them to the possibilities of harnessing IP technology within the security space, their expectations increase.

At the higher end of the market with large end users and sophisticated installers, there is a growing movement away from the ‘single discipline’ purchase. Rather than focusing on video or access control or intrusion, a more holistic approach toward total building technology is favored that includes security integrating with general business and building processes.

Many have a ‘plug and play’ mentality brought about by their own use of computers at home and at work. So they are now increasingly expecting the interface of their security systems and software to operate in a similar, simple way. This means not just across the different brand lines of a single vendor’s proprietary technology but between the systems of different manufacturers. These end-user experiences are gradually resulting in an increased emphasis on integration and interoperability within the normally disparate systems in physical security. This makes these issues important drivers in today’s market. At the higher end of the market with large end users and sophisticated installers, there is a growing movement away from the ‘single discipline’ purchase. Rather than focusing on video or access control or intrusion, a more holistic approach toward total building technology is favored that includes security integrating with general business and building processes.

Fulfilling the Promise of IP ONVIF’s ongoing work to develop a framework for global interoperability is aimed at contradicting the current experiences of security consultants like Jeffrey Slotnick of Tacoma, Wash.based Setracon Inc. He knows firsthand what it’s like to try to integrate network cameras, storage devices and encoders from different manufacturers for his clients, which include universities, religious facilities and transportation venues. Slotnick’s customers recognize the benefits of an IP-based physical security system, which include remote accessibility, flexibility, cost effectiveness and future-proof scalability. And more often than not they request a security solution that avoids single-vendor lock-in. But Slotnick and his customers also know from experience that unless interfaces have already been written to enable devices from different manufacturers to ‘talk’ to one another, creating an interoperable system from multiple vendors can require them to invest in manual configuration and testing. Creating an integrated, IP-based system from different manufacturers’ components to meet the needs of today’s end users can be an expensive and time-consuming task, even for the most knowledgeable, technology-savvy professional. For consultants like Slotnick and his end-user clients, the wait is over for being able to identify truly interoperable, IP-based physical security solutions. Among them is a vast sea of network video transmitters, such as cameras or encoders; receivers; video analytic solutions; storage devices; and other related systems from hundreds of different manufacturers. The introduction of ONVIF-conformant products now provides systems integrators and the security market at large greater freedom of choice to select best-of-breed IP-based physical security solutions from disparate manufacturers. This has helped to drive the migration from analog to digital solutions, bringing the benefits of network video available to everyone along with

interoperability, flexibility, quality and future-proofing.

Developing a Universal Platform First released in 2008, the ONVIF specification currently defines a common protocol detailing how network video devices exchange information such as live video, audio, metadata and control instructions. Conformant network video devices from different participating ONVIF manufacturers are able to communicate with each other by requesting and sending live view video streams. The specification also ensures that conformant devices are automatically discovered and connected to network applications such as video management systems (VMS), making significant inroads toward solving overarching issues of interoperability within IP-based products. ONVIF’s core specification 2.0 covers local and remote device discovery, device management, imaging configuration, media configuration, real-time streaming of audio and video, event handling, video analytics, pan/tilt/zoom (p/t/z) control and security. The latest version of the specification also encompasses recording, storage, display and interfaces for analytic devices. As of this writing, there are nearly 800 conformant products, identified with an ONVIF logo, that fall under categories such as IP cameras, encoders, decoders, NVRs and VMS. In early 2010, IMS Research estimated that the group’s 180 members accounted for more than 70 percent of the network video equipment market share. Since then, ONVIF’s membership ranks have swelled to nearly 300 companies. But despite this progress, several specific questions remain. Security professionals still want to know how interoperability will contribute to the design, retrofit and management process. End users want to hear about the global benefits of standards and the potential cost advantages for their companies.

Real-World Interoperable Solutions Few in the security industry would dispute that when an end user imple-

68 securitysales.com • MAY 2011

SS5platforms.indd 68

5/4/11 11:55:03 AM

The Premier Event in Fire & Life Safety

Pre/Post-Conference Seminars June 10–12 & 16, 2011 Conference & Expo June 12–15, 2011

June 12-15, 2011 Boston, MA Boston Convention & Exhibition Center

Great Reasons to Attend: >

LEARN from industry experts and the nation’s leading codes authorities.

>

EARN valuable CEUs you can apply toward your licensing requirements.

>

GAIN the current information you can apply immediately on the job.

>

MEET more than 300 solution providers at the Expo.

>

NETWORK with peers and make your voice heard at the Association Technical Meeting.

25 Pre/Post-Conference Seminars include: > NFPA 72®: National Fire Alarm and Signaling Code® > Emergency and Standby Power

12 Conference Tracks include:

> Detection & Notification – 14 sessions > Electrical – 16 sessions

130 Education Sessions include: > Developing Emergency Communication Strategies for Buildings > Electrical Grounding and Bonding Revisions in the 2011 NEC® > Strategies and Tools for Planning, Design, and Use of Emergency Communications Systems > Emergency Message Intelligibility – A Review of Design Strategies in Achieving What Is Required by Code and Standard

Register today at nfpa.org/conference with your priority code: 9X-AC5-1Z, or call 1-888-397-6209. www.securitysales.com/freeinfo/15329

SS5platforms.indd 69

5/4/11 11:55:07 AM

OPEN & INTEROPERABLE PLATFORMS

©iStockphoto.com/lLise Gagne

ments a new or upgraded IP-based physical security system at a facility, the overriding goal is to install a bestof-breed solution. Not only does an end user want a cost-effective system, but a reliable one that delivers the best performance in all areas. If an Application Programming Interface (API) didn’t already exist between different manufacturers, for fear of technological challenges it wasn’t uncommon for an end user to stick with one product from a single manufacturer instead of mixing and matching. Now, when an end user sees the ONVIF logo on a product they can proceed with the confidence of knowing it has been through a rigorous set of self-certification testing to ensure it works properly with other conformant products. This level of interoperability helps remove much of the complexity of network video system design and product selection, as well as decrease costs in several areas of the design/build process. Many projects include costly field hours spent conducting product acceptance testing, a crucial step to ensuring components will work together as part of the overall system. ONVIFconformant products can dramatically streamline this process since the devices have been precertified to work together, resulting in much faster results. In some projects, this line item can be dramatically reduced or eliminated. A single, standard interface would also greatly reduce training time for technicians. In an industry already begging for qualified, network-pro-

ONVIF is a leading organization dedicated to bringing standardization to IP technology in the physical security market. With nearly 300 companies participating worldwide, there are currently close to 800 ONVIFconformant products.

◗ Bringing Access Control Into Compliance The technology used by the ONVIF specification, Web Services, is also equally suitable for other technologies, such as physical access control, an area in which the organization is currently working to expand its scope. This is taking a further step in facilitating the integration of

IP-based security and safety devices using a global open standard. Standardization within access control has started with the definition of main application/use cases, establishing the basic technical architecture and creation of interfaces for basic functions

ficient technicians, the need to be trained on one network interface instead of the constant fine tuning to make products work together would be a tremendous benefit to integration firms. Technicians would no longer be expected to learn the specific installation details and interoperability challenges of many combinations of products, but rather focus on employing the best practices of the ONVIF standard.

Ensuring Future Compatibility There are also many benefits to be had for end users looking to expand, fix or upgrade their current security systems. Instead of culling together an IP-based physical security system from a single manufacturer, the end user can update and upgrade their IP-based security system by selecting best-of-breed products from a range of product suppliers. This can also present significant cost savings to an end user looking to deploy new video system components on a national or global scale. While there would likely still be benefits to a global system using identical components in all locations, now a conformant system can be built around existing ONVIF components. For example, one location could keep its 15 existing, conformant p/t/z cameras because those devices would already be certified to work with a new VMS being deployed to centrally manage locations around the globe. Additionally, when it comes to replacing a broken device, such as an IP camera, end users are no longer locked into replacing it with an identical match. They can branch out and use a camera with higher image resolution, different capabilities or a more

with an emphasis on system expandability. Main nodes in the drafted architecture are the Identification Point (e.g. a credential reader), the door infrastructure and an Authentication and Authorization Engine. The first drafts are scheduled to be available later this year.

cost-effective solution. The overriding benefit is being able to select the solution that best fits the client’s security needs and budget. Because of these benefits, the market has begun to see the ONVIF name incorporated into specifications, rather than a specific brand being listed as part of the request for proposal (RFP) process. Currently, many end users or consultants might specify that all devices in a security system need to be able to integrate with a particular brand of management software. But not all software has integrated with, for example, all camera manufacturers. Now, that RFP can say the interface between the management software and devices should be ONVIF conformant, providing everybody with greater freedom of choice.

Open Standards Are the Future Providing a truly comprehensive, long-term security solution today requires more than one manufacturer’s state-of-the-art technology. It requires a way for current systems to not only communicate with each other but also with systems of the future. End users want the flexibility to determine which products best suit their security needs both for today’s purchases and tomorrow’s upgrades without being locked into using solutions from a single manufacturer. Standardization and interoperability, spurred by the work of ONVIF, is enabling the security market to make significant strides resulting in better product choices, connectivity and return on investment (ROI) for the end user. ■ Jonas Andersson is Director of Business Development at Axis Communications AB and Chairman of the ONVIF (www.onvif.org) Steering Committee.

70 securitysales.com • MAY 2011

SS5platforms.indd 70

5/4/11 11:55:07 AM

DAYS OF TRAINING DQG TRACKS TO CHOOSE FROM LQFOXGLQJ %XVLQHVV 2SWLPL]DWLRQ 3K\VLFDO 6HFXULW\ ,7 0DQDJHG 6HUYLFHV 7HFKQRORJ\ 6KRZFDVH

EVENINGS FULL OF NETWORKING EVENTS

WAYS TO SAVE MONEY *HW \RXU )5(( (;+,%,76 21/< SDVV IURP 36$ 9HQGRU 3DUWQHUV &KRRVH IURP RYHU FRXUVHV LQFOXGHG LQ UHJLVWUDWLRQ IHH 36$ PHPEHUV XVH \RXU 75$,1,1* %8&.6 WR SD\ IRU 36$ 7(&

DAYS OF THE TECHNOLOGY SHOWCASE 3URGXFW GHPRQVWUDWLRQV E\ LQGXVWU\ OHDGLQJ PDQXIDFWXUHUV

FULL DAY OF EXHIBITS DQG LOCATION TO TRAIN YOUR WHOLE STAFF

PSA-TEC is OPEN to ALL Integrators and Consultants. :K\ $WWHQG 36$ 7(&"

Because it’s your job to know.

May 16 -20, 2011 | Westminster, CO www.securitysales.com/freeinfo/15324

SS5platforms.indd 71

5/4/11 11:55:12 AM

The Essentials 2011 ISC West Roundup JVC Super LoLux V.Networks HD Cameras

Located in Wayne, N.J., JVC Professional Products, a division of JVC Americas Corp., releases the Super LoLux high definition (HD) line of V.Networks cameras. Equipped with 1⁄3-inch CMOS imagers that output full HD resolution, the cameras offer multicodec support, including M-JPEG, MPEG-4 and H.264 compression. To compensate for backlighting, the cameras feature clear logic video intelligence (CLVI) image processing. The ONVIF- and PSIA-compliant products include auto back focus, on-board recording to SD card, motion detection, privacy mask and a variety of built-in video analytics features. www.securitysales.com/FREEInfo/15400

Moxa VPort 364 Industrial Video Encoder

Samsung Techwin Standalone Single-Door Controllers Samsung Techwin America of Ridgefield, N.J., introduces the SSA-S3010 standalone single-door controllers. The device employs 125 KHz proximity contactless smart card credentialing, keypad access based on personal identification numbers (PINs) and/ or fingerprint biometrics. The controller incorporates fingerprint recognition for up to 1,000 users along with a proximity card reader and PIN verification. The unit also provides time and attendance in addition to access control functionality. www.securitysales.com/FREEInfo/15403

Moxa of Brea, Calif., unveils the VPort 364 series, a four-channel industrial video encoder. In addition to Motion-JPEG, the product supports H.264 technology to ensure high data transmission performance without compromising video quality when delivering a large volume of video data through the four channels. It also provides simultaneous dual video streams to meet different requirements. The company’s integrated DynaStream function offers flexibility in frame rate control that is adaptive to network conditions. www.securitysales.com/FREEInfo/15401

DSC WS4920 Wireless Repeater

Hikvision 2-Megapixel WDR Dome Camera

Hikvision Digital Technology, based in City of Industry, Calif., introduces the DS2CD754FWD-EI 2-megapixel 1,080p wide dynamic range (WDR) dome camera. Designed for high-definition surveillance applications, the product features H.264 dual-stream real-time video compression. An infrared (IR) cut filter with auto switch and auto iris enable the product to deliver images in various lighting conditions. The camera also supports Motion-JPEG for increased flexibility. The camera uses a 2.7~9mm at F1.2 lens and features a 1 ⁄3-inch progressive scan CMOS to capture smooth motion video.

The WS4920 wireless repeater by Concord, Ontario, Canada-based DSC, part of Tyco Security Products, extends the range of the company’s one-way wireless devices from the control panel/receiver. It also improves signal quality. Integrators can install up to four wireless repeaters on one control panel, with each repeater handling up to 164 DSC one-way wireless devices. Featuring placement-testing capabilities, the product can be located away from noise and interference sources, ensuring strong communication between the repeater and control panel or receiver, according to the company. www.securitysales.com/FREEInfo/15404

Bosch Blue Line Gen2 Detectors

The Blue Line Gen2 motion detectors by Bosch Security Systems of Fairport, N.Y., includes passive infrared (PIR), Quad PIR detectors, and TriTech detectors that combine PIR and microwave technologies for more advanced analysis. For easy installation, the self-locking, two-piece enclosure, integrated biaxial bubble level and removable terminal strip in the base reduce mounting time. A flexible mounting height allows the detectors to be positioned from seven to nine feet without adjustment, assuring no coverage gaps up to 40 feet away from the detector, according to the company. www.securitysales.com/FREEInfo/15405

www.securitysales.com/FREEInfo/15402

72 securitysales.com • MAY 2011

SS5equip.indd 72

5/4/11 12:05:56 PM

SSI Readers register by MAY 27 for DISCOUNTED PRICING use promo code EBP9

REV UP FOR MAXIMUM RESULTS JUNE 6-10, 2011 Owned and Sponsored by:

速

Association Activities: June 6-10 Conference: June 7-9 | Exhibits: June 8-9 Charlotte Convention Center | Charlotte, NC www.securitysales.com/freeinfo/15327

To find out more about ESX visit www.ESXweb.com or call 877.628.9558. SS5equip.indd 73

5/4/11 12:06:02 PM

Ad Index

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

PAGE

FREEInfo#

PAGE

FREEInfo#

AAXEON TECHNOLOGIES ...........................................................38

15285

National Monitoring Center (NMC) ...............................................21

15314

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

15199

NFPA .................................................................................................69

15329

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

15272

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

15184

All American Monitoring .................................................................25

15204

Panasonic System Solutions Company ..........................................19

—

Arecont Vision ..................................................................................49

15276

PSA Security Network .....................................................................71

15324

ASIS International ...........................................................................77

15229

Samsung .............................................................................................5

15304

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

15308

Security Central ...............................................................................61

15171

Basler Vision Technologies ..............................................................59

15283

Security Door Controls ....................................................................34

15198

Bolide Technology Group ..................................................................7

15193

SIAC ..................................................................................................79

15317

Code Blue Corp. ...............................................................................67

15266

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

15142

Cooper Notification .........................................................................23

15186

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

—

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

15231

SSI - LeadTracker.............................................................................74

—

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

15136

STI - Safety Technology Int’l., Inc. ....................................................6

15188

ESX - Electronic Security Expo ......................................................73

15327

Telular Corporation .........................................................................47

15316

Fike Alarm Systems .........................................................................36

15268

Tri-Ed/Northern Video Distribution ...............................................53

15107

GAI-Tronics ......................................................................................45

15114

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

15120

HID Global .......................................................................................57

15234

Tyco Security Products (Kantech) ..................................................31

15180

HIKVISION ......................................................................................29

15233

Tyco Security Products (Kantech) ..................................................33

15170

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

15103

Tyco Security Products (Kantech) ..................................................35

15158

Kirshenbaum & Kirshenbaum, PC .................................................74

15253

Tyco Security Products (Kantech) ..................................................37

15123

Milestone Systems ...........................................................................63

15162

UL - Underwriters Laboratories......................................................39

15183

Moog Quick Set................................................................................51

15154

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

TM

KIRSCHENBAUM CONTRACTS

Sales.......................................Residential/Commercial............................................$200.00 Monitoring .............................Residential/Commercial............................................$200.00 Service....................................Residential/Commercial............................................$200.00 Lease.......................................................................................................................$200.00 Commercial: includes supplemental rider for add ons and to increase limitation of liability All-in-One (Not available in all states)......................................................................$600.00 Sales, Monitoring , Service Contracts (one contract) Residential/Commercial Disclaimer Notice....................................................................................................$175.00 (Additional Equipment Systems & Service, VOIP Disclaimer Notice) Access Control Administration & Service Contract................................................ $375.00 Audio/Video ............................................................................................................ $375.00 Fire Alarm Sale & Installation - Commercial ........................................................$375.00 Fire Alarm Monitoring Commercial fire alarm monitoring.....................................$375.00 Fire Inspection Service .......................................................................................... $375.00 Contract For Fire Equipment/Extinguisher/Smoke Detector/Sprinkler & CO Inspection Fire Alarm All-in-One Combines Sales, Installation, Monitoring, Service & Inspection ...............................................................................................$850.00 Fire Alarm Lease - Commercial .............................................................................$375.00 Includes supplemental rider for add ons & to increase limitation liability Standard Fire Alarm Sales /Fire Suppression .......................................................$375.00 Sprinkler Equipment Contract CCTV Sale Sale, Service and Monitoring/Data storage & Monitoring…...................$375.00 ....... .................$ $375 375.00 .00 CCTV Lease Supervisory Equipment Lease..............................................................$375.00 st ................... ......... ...... . ...$37 $3 5.000 NAPCO I See Video® Sales & Installation Contract................................................$375.00 ito tori r Contract..................................................... ................. ...... ......... .. ... .. ........ . ... .. ........ $$375.00 3 .00 375 Remote Video Monitoring Monitoring ugh cen centra trall stat sstation) tation ion)) (through internet access - not throu through central sponse nse Le Lease ase/Sa /Sale le - Con Consum sumer er Use Use.. ............................ .........$20 $200.00 Personal Emergency Respo Response Lease/Sale Consumer Use.................................$200.00 e Ins Instal tallat latio ion, serv r ice,, moni m onitor toring ing.............................. ........... ................. ....$2 $200. 0 00 Residential Lease Installation, service, monitoring.................................................$200.00 ntractor or Agr Agreem eement For su subb or or gene ggeneral n ral contr t act actor or..................... r ........................$20 $2 0.00 Sub-Contractor Agreement contractor.......................................$200.00 letio tionn Cert C ertifi ificat cate e........................... ...................... . ............ ..... .......................................$ ..$40.00 Completion Certifi cate...............................................................................................$40.00 mmer mercia ciall & Re Resident tial ial-- use use aft after e instal talla tal lation & eve lat ev ry se servic ce call Commercial Residentialinstallation every service ploy oymen mentt Agre A greeme em ntt Wit W h Rest estric r tivve Coven C nantt............................................. .. ..... $2 200.00 Employment Agreement With Restrictive Covenant.............................................. $200.00 C-1 For Form FFinancial in nci ina ncial a Statement Statemennt .............................................................................. ......................................................................... ..... ...... . . $50.00 $50.0 $50.0 0 0 UCC-1 ntra ral Sta ation ion Co Contr raccts ........................................................................................ ..................................................................................... .. ...... ...... .. . $3 375. 5.00 00 Central Station Contracts $375.00 wayy con ntra ract bet be weenn c/o wee /o ins stalleer & sub bscrib ber, sseparate eparaate for form m wher w heere 3-way contract between installer subscriber, where /o is ssue UL ce ert rtificcate forr inst tallerr c/o issue certificate installer nstal ta lerr Co C ntrrac act............... ...... ................ . ............ . ...... . .......... .. .............................. . ..............$ $375 375.00 00 Installer Contract.....................................................................................................$375.00 Sta atio t nar aryy Guar ua d ““Rent-A-Cop”..............................................................................$375.00 Re ent-A -A-Co -Cop”...... ................... .............................. . ...................... ...... .. ... ...... .......$37 375.0 00 Stationary Guard Tel eleph ephone on Sa Sal les.…..................Comm mmeerciaal or R Re sideential al ........................................ ....................... .. .......... ...... ..... ...... ... $20 $200.0 0.000 Telephone Sales.…................Commercial Residential $200.00 Tel e eph ephone one Se Servic ce ..................Commercial ....... ...........Com Commer me cia ial or or R eside dentia iall ....................................... ................. .......................... $$2 00 000 00. Telephone Service Residential $200.00

Order Industry Approved Alarm Contracts On Our Website at:

www.alarmcontracts.com

Security and Fire installation projects are being awarded in your area every day!

Want Access Now?

LeadTracker delivers qualified project leads to your email inbox every week. Select from a wide range of projects – You define the project specs! • Receive leads from eight regions (select one, a few or the entire country!). • Search leads for comercial or residential projects. • Bid on projects ranging from schools, airports, homes, hotels and more.

• Whether you want federal, state or local – public or private – you choose. • Get only project leads that have been researched by the industry experts at SSI. LeadTracker is an EXCLUSIVE service from the experts at SSI.

It’s easy to subscribe: go to www.ssileadtracker.com. Register for your FREE 30 day, no risk trial. After your 30 day trial, pay less than $2 a day for access to project leads worth millions of dollars.

Learn more and register today at

www.ssileadtracker.com

for your 30 day, no risk, free trial. There is no obligation and it is easy to cancel

www.securitysales.com/freeinfo/15253

74 securitysales.com • MAY 2011

SS5adindex.indd 74

5/4/11 12:11:33 PM

Anticipate the unexpected The security tools, techniques, and talent for tomorrow. Face the future—and the unknown—with confidence when you acquire the comprehensive knowledge and resources you’ll receive at ASIS 2011. Our unrivaled professional development program—offering 180+ sessions—will deliver the insight, ideas, and real-world know-how to keep you one step ahead of the next challenge you’ll face. Our engaging networking opportunities foster idea exchange. Our vast exhibit hall will put you face-to-face with more than 700 security suppliers, including the industry leaders who make it their business to know what’s around the corner. Who can predict what will happen when 20,000 security professionals come together to network and share experiences? Find out at ASIS 2011, the world’s most influential security gathering.

Your bestt op opportunity o pp por tunit to lea learn ffrom rom iindustry leaders and peers fro om diverse e backgrounds.

700+ EXHIBITORS TORS ORS RS • 180 180+ S SESSIONS ESS • CERTIFICATION REVIE EWS • CSO ROUNDTABLE PRE-SEMINAR P PRE-SEMINA R RE-S PROGRAMS AND EVENTS • AND MORE

Colocated with ASIS 2011

A S I S I N T E R N AT I O N A L 2 011

57TH ANNUAL SEMINAR AND EXHIBITS SEPTEMBER 19–22, 2011 | ORLANDO, FL For more information, visit www.asis2011.org or call +1.703.519.6200.

www.securitysales.com/freeinfo/15229

SS5equip.indd 77

5/4/11 12:06:03 PM

The Essentials 2011 ISC West Roundup FutureSentry First Responder Perimeter Detection

FutureSentry of Miami releases the First Responder, a perimeter detection technology that mimics the actions of a security guard to prevent crime before loss or damage occurs, according to the company. Designed to integrate with both analog and IP cameras, the product comes pre-wired for easy and quick mounting and connection. The product leverages built-in intelligence to identify potentially dangerous targets within 1,000 feet. Once it detects motion in a user-defined area, the system illuminates activity with a high-intensity LED light. The detector features unlimited 360° rotation that enables the unit to scan for activity in either direction.

Canon VB-M600VE Fixed Network Dome Camera

www.securitysales.com/FREEInfo/15406

Canon USA of Lake Success, N.Y., releases the VB-M600VE vandal-resistant fixed network dome camera. Housed in a clear polycarbonate dome mounted to an aluminum body, the product has an IP66 rating for dust and water-resistance. The camera’s lens mounts in a damping mechanism to protect it against violent impacts, the company says. An optional heater allows the camera to be used in temperatures down to -22ºF.

Aiphone IS Series Rescue Assistance Stations

The IS Series Rescue Assistance Stations by Bellevue, Wash.-based Aiphone are manufactured to be integrated with CCTV systems. The stations meet the latest ADA requirements, including station lettering, Braille signage, a call status indicator light, and a call button. Featuring a wide-angle camera with pan/ tilt control from the master station, the product captures a larger viewing area and ability to zoom in for greater detail. www.securitysales.com/FREEInfo/15408

www.securitysales.com/FREEInfo/15410

Elk M1 Control 2-Way Wireless System

Elk Products of Hildebran, N.C., releases the M1 control featuring two-way wireless technology and navigator touchscreen. The company says its two-way wireless technology has benefits that increase the overall reliability of the system, such as acknowledgement between devices to confirm that signals get through, and logic to repeat a missed transmission. Random frequency hopping ensures signal diversity and provides anti-jamming capability. RF power level is constantly monitored and adjusted to deliver a clear signal while maximizing battery life. To simplify installation, wireless devices contain LEDs that indicate battery status and signal quality. www.securitysales.com/FREEInfo/15407

Toshiba TruSight Video Analytics Software

Toshiba Surveillance & IP Video of Irvine, Calif., introduces its TruSight video analysis software suite to bring functionality to the company’s Surveillix DVRs. The suite enables enhanced security and surveillance solutions by automatically monitoring video for specific people, vehicles, objects, and their associated behavior within a camera view. It can provide realtime alarms based on user-defined rules to detect abnormal or suspicious behavior without the need for human supervision, according to the company. www.securitysales.com/FREEInfo/15409

Brivo IP Door Controller

Brivo Systems of Bethesda, Md., releases the energy efficient IP door controller, an Ethernet access control panel in a compact form factor. Available in single door or dual door configurations, the product boasts advanced features such as power over Ethernet (PoE) and FIPS 140-2 validated encryption. The configuration uses standard network cabling to the door and minimizes the requirements for more expensive multiconductor cables. www.securitysales.com/15411

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

78 securitysales.com • MAY 2011

SS5equip.indd 78

5/4/11 12:06:08 PM

Diamond $150,000

+

Since SIAC’s inception, each Diamond sponsor has contributed over $1,000,000 to the cause.

ADT Security Systems, Inc. Honeywell Security Group SIA - Security Industry Association

Ruby $50,000+ Broadview (ADT) Digital Security Controls

Emerald $10,000+ Bay Alarm Company Bosch Security Systems CPI Security Systems Defender Direct, Inc.

Digital Monitoring Products Guardian Protective Services Tri-Ed / Northern Video Distribution Vivint

Sapphire $2,500+ ADS Security Alarm Detection Systems, Inc. Alarm Security Group LLC (ASG) Altronix Corporation Diebold Doyle Security Systems Electronix Systems Emergency 24, Inc. Engineered Protection Systems, Inc. Leo Guthart

NAPCO Security Systems, Inc. Ohio Burglar & Fire Alarm Association RSI Videofied Safeguard Security & Communications Security Network of America, Inc. Stanley Convergent Security Solutions Texas Burglar & Fire Alarm Association United Central Control, Inc. Vector Security, Inc. Wayne Alarm Systems

For a complete list of contributors, visit www.siacinc.org.

Contribute to the cause: visit www.siacinc.org. www.securitysales.com/freeinfo/15317

SS5equip.indd 79

5/4/11 12:06:20 PM

The Big Idea

Keep Pace With Market Evolution to Remain Relevant By Ron Davis rdavis@graybeardsrus.com

IDEA of the Month If you had just one really great idea you could share with the alarm industry, what would it be? This month’s great idea comes from Merlin Guilbeau, executive director of the Electronic Security Association (ESA).

Guilbeau’s great idea: Alarm dealers need to embrace the concept that security systems will evolve into a byproduct of lifestyle enhancements.

M

erlin Guilbeau is somebody who everyone in the alarm industry ought to meet. This is a guy who almost single-handedly put ESA (formerly NBFAA) on the map and made it the preeminent association for independent installing security contractors. As a former alarm dealer himself and now an association executive, I felt Guilbeau’s great idea would certainly be stimulating to share with you. Step back and consider how much the industry has evolved during the past 10 years and you should see a pattern emerge. From a traditional alarm system to one that can be viewed over a computer, to wholehouse monitoring, to energy management, and beyond. For any of us who don’t believe this is happening, take a look at the industry’s leading companies and see what they are marketing to their prospective customers. It is not only amazing, but something that nobody would’ve

been able to predict as recently as five years ago. It goes beyond integration, beyond convergence, and brings us to a decidedly different business than the one we probably entered. What does this mean to us today? Simply, we have to ramp up our knowledge base to include products and services that are not part of the mainstream alarm business. For years, I have been talking about bundling different services and offering them under the umbrella of an existing security company. However, the actual bundling that took place occurred within a singular product. Just take a look at the panels that also perform home automation services such as energy management, lighting, window treatments, etc. Sometimes people will buy things they don’t particularly want if it is bundled with something they do desire. I think security falls into the former category. When the top companies as well as some of the most respected thinkers in our industry are doing the same

things, it may be time to look at alternative approaches to marketing. Let’s also spend a moment to think about what’s going on with the telephone companies and cable companies that are entering the security business. For them, it’s just another product or service they can bundle with other services. As they become more and more proficient in marketing these products and services, they are going to be increasingly difficult to contend with. Just look at what the cellular providers are doing with various product offerings by telephone manufacturers. In some cases they are being sold at below cost, thus making it difficult for the manufacturers to start building a market for their products rather than just the suppliers to the telephone companies. It’s a changing world out there, and the alarm dealer who was going to succeed in the future probably will be called something else … perhaps, lifestyle enhancement engineer! In the meantime, Guilbeau was pretty explicit in his endorsement and support of the upcoming ESX show (see page 20). Knowing who is going to be exhibiting there, he couldn’t help but share his enthusiasm for some of the products and services that will be offered at the show. Maybe that would be a good place to start in your search for the next “must have” product. Sure seems that it would happen sooner rather than later. ■ 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.

80 securitysales.com • MAY 2011

SS5idea.indd 80

5/4/11 12:16:38 PM

Security Sales & Integration MarketPlace

1-800-681-6791 FREE Monitoring

(New Dealers Receive Their First Three Months Absolutely FREE.)

FREE Instant E-Notify

(By Cellphone, SMS, Text or Email BEFORE Alarm Dispatching.)

FREE Dealer Remote Access

(Add, Review, Update or Delete Subscriber Accounts Anytime.)

FREE Subscriber Online Access FREE Opening & Closings FREE Auto Testing FREE Line Cards

(Subscribers Can Review or Update Accounts Anytime.)

(We Never Charge Extra For Opening and Closing Signals.)

(We Never Charge Extra For Daily, Weekly or Monthly Auto Testing.)

(Dealers Receive Their Own 10,000 Account Number Block From 0001 to 9999.)

FREE Account Loading

(We Never Charge For Account Loading By Fax, Telephone or Online.)

FREE Technical Support

(Offering 24/7 Dealer Support With Online Installation and User Guides.)

FREE Daily Activity Report FREE VoIP Monitoring

(Dealers Receive Alarm Activity Reports via Email Every 24 Hours.)

(We Can Monitor Alarms Even When Using Low Bandwidth Volp Providers.)

Pay No More Than

50% Of Your Current Rate.

DIGITAL DIVERTER &

$1.00

NATIONWIDE

PANEL SAVER

DEALER MONITORING

NO PANEL LOCK OUTS

FREE

WWW.

MONITORING

PanelSaver

Call Today

3 MONTHS

.COM

WWW.

ULFM

1-800-681-6791

.COM

Star t Today

www.securitysales.com/freeinfo/15500

securitysales.com • MAY 2011 81

SS5p81-83.indd 81 SS0311ulcentercls.indd 1 SS0511classifiedlayout.indd 81

5/4/11 12:23:32 PM 2/10/11 10:19:50 9:04:59 AM 4/26/11 AM

Security Sales & Integration MarketPlace

www.securitysales.com/freeinfo/15502

To Advertise www.securitysales.com/freeinfo/15501

in the

Market Place All Of Our Custom Manufactured Products Are Quality Engineered For Long Term Outdoor Durability. • Very Competitive Pricing • Knowledgeable, Helpful And Courteous Customer Service Staff. • Dependable Delivery. • Digital Print And Vinyl Cut Lettering ...And Much More!

Call:

(310) 533-2477

530 East Jamie Ave, La Habra, CA 90631 Call (800) 903-3385 or Fax (800) 556-5576 www.jcgury.com

www.securitysales.com/freeinfo/15503

82

securitysales.com • MAY 2011

SS5p81-83.indd 82 SS0511classifiedlayout.indd 82

5/4/11 12:23:33 PM 4/26/11 10:19:50 AM

SS0511classifiedlayout.in

Security Sales & Integration MarketPlace

www.securitysales.com/freeinfo/14504

www.securitysales.com/freeinfo/15505

www.securitysales.com/freeinfo/15506 SS0411englandercls.indd 1

3/16/11 10:50:07 AM

E X C L U S I V E

We’ve upgraded. The security industry’s most reliable e-newsletter has just been redesigned. With a whole new look and exclusive content, eControl Panel now features articles, columns, blogs, products and SSI’s new “Security Speaking” podcast. Not to mention, SSI is now offering two new companion e-newsletters: Security People News and Security Equipment e-lert. Get updates about industry news, latest personnel moves and newest product offerings from the electronic security industry’s original e-newsletter. Get your upgrade today.

www.securitysales.com/Enews/SignUp.aspx http://newsletters.securitysales.com/Enews/

www.securitysales.com/freeinfo/15507

securitysales.com • MAY 2011 83

4/26/11 10:19:50 AM

SS5p81-83.indd 83 SS0511classifiedlayout.indd 83

5/4/11 12:23:37 PM 4/26/11 10:19:51 AM

We Interrupt This Dealer Program…

I

By Ken Kirschenbaum

the program trademark in your adverwould like to examine dealer proken@kirschenbaumesq.com tisements and you will be identifiable as grams, again. There are severan authorized dealer of the program. al programs out there to choose from and finding the right fix for • The program owns certain popular The program will specify: you may not be as easy as you think. lead sources, and you can’t use them There can be competing issues that Where you are allowed to advertise • • The program does plan to have a make the selection more or less appealand sell your alarm services convention each year; you’re invited ing, depending on what your goals are. Type of systems you can install • First, let’s start with the proper perSo here is the plan. After making • Type of subscribers you can sell to spective. The dealer program has been your investment you get to present Amount you can charge for an • planned, created, initiated, funded and yourself as the program’s authorized installation designed to enrich the program itself, dealer. Your cash flow should be better Here are some other program at least initially. Hopefully the plan will than your competitors, but they are requirements: also consider the dealer’s financial gain not likely selling off their subscriber You do the installations at rates the • and growth. But unless the program is contracts as they write them. The proprogram sets designed as a true cooperative, it’s the gram doesn’t offer much in the way of All monitoring contracts must be • program that comes first. financial management advice, or resold to the program at 24x multiple Seems to me you can charactirement advice. But that’s OK beterize programs depending on Dealer programs are planned, cause you’re most likely going to who is sponsoring them. Usucreated, initiated, funded and have to keep working, selling and ally it’s the sponsor that has the designed to enrich the program installing alarm systems and then primary agenda. For example, itself. Hopefully the plan will selling them to the program. Unless a central station sponsor has also consider the dealer’s you set up an IRA or some other monitoring in mind; an equipfinancial gain and growth. But retirement account, you probably ment manufacturer has its unless the program is designed won’t be retiring until you qualify equipment to promote; a highas a true cooperative, it’s the for Social Security because you’ll ly recognizable name has its program that comes first. have no equity in your company; it trademark to generate revenue. was all sold to the program. I suppose almost any suppliThere is of course a very positive er to the alarm industry could design aspect to the program, at least from You are required to provide service • a program that promotes what the the program’s perspective. The proif necessary to the account sponsor has to offer, and then whatev• The program will pay you for your gram is healthy and growing; lots of er else can be tacked on. dealers are looking to get authorized service at rates set by the program I have characterized programs in and either compete against or replace two ways, those that allow its dealers the current dealers. No, you can’t sell A few other program features to to retain the recurring revenue, and your dealership, but you can drop out, consider: those that require the dealers to sell get out of the alarm business and let If you don’t sell enough, the pro• the revenue to the program. So let me the program replace you. gram can drop you design a program and let’s see how atSo who wants to be first in line for If you stop being a dealer, for any rea• tractive it is to you. my program? son, you have business restrictions ■ I’m going to have a recognizable Your territory is restricted, but not • Ken Kirschenbaum has been a recognized counsel name, because otherwise I don’t think exclusive to you to the alarm industry for 35 years and is principal of Kirschenbaum & Kirschenbaum, P.C. (www.kirschenI could attract anyone, especially when Other dealers can be authorized in • baumesq.com). His team of attorneys, which includes daughter Jennifer, specialize in transactional, defense you consider the rest of the program your area litigation, regulatory compliance and collection matters. features. So step one, you can apply to The program intends to compete • The opinions expressed in this column are not necesmy program. You’ll be authorized to use against you sarily those of SSI, and not intended as legal advice.

SECURITY SALES & INTEGRATION (ISSN 1539-0071) (USPS 511-590) (CDN IPM# 40013413) is published monthly with an additional issue in December, by Bobit Business Media, 3520 Challenger Street, Torrance, California 90503-1640. Periodicals postage paid at Torrance, California 90503-9998 and additional mailing offices. POSTMASTER: Send address changes to Security Sales, P.O. Box 1068 Skokie, IL 60076-8068. Please allow 4 to 6 weeks for address changes to take effect. Subscription Prices - United States $96 per year; Canada $96 per year; Foreign $140 per year. Single copy price - $8; Fact Book - $35. Please allow 4 to 6 weeks to receive your first issue. Please address Editorial and Advertising correspondence to the Executive Offices at 3520 Challenger Street, Torrance, California 90503-1640. The contents of this publication may not be reproduced either in whole or in part without consent of Bobit Business Media. All statements made, although based on information believed to be reliable and accurate, cannot be guaranteed and no fault or liability can be accepted for error or omission.

Legal Briefing

84 securitysales.com • MAY 2011

SS5legal.indd 84

5/4/11 12:26:13 PM

Fire & Burg

Video Monitoring

PERS

EM24 monitors are trained for commercial and residential systems so every communication is accomplished in the utmost efficient and courteous manner.

EM24 was the first company to synchronize the signal with the video at the central station and we continue to lead in this category with many service offerings.

EM24 offers a PERS service that can be marketed to existing customers as well as other security-minded people across the United States.

emergency24.com/dealer/monitoring.htm

emergency24.com/dealer/video-monitoring.htm

emergency24.com/pers/develop-pers.htm

EMERgency24 continually invests in its nationwide network of central stations to remain ahead of the technological curve so alarm dealers have more flexibility to satisfy the needs of their customers.

Along with the widest range of alarm monitoring services, receivers and supported formats, EMERgency24 allows independent alarm dealers

Call us today at

1-800-800-3624 to learn more about how we can help you deliver the best service to your customers.

to choose from several options to connect their customers to our monitoring center, including POTS, cellular, radio and IP communication. www.securitysales.com/freeinfo/15136

SS5p992-994.indd 993

5/4/11 7:52:27 AM

definitely HD

High Definition, Picture Perfect. When you’re in need of crystal clear images that don’t put a strain on your IT network, try Honeywell’s complete portfolio of H.264 high definition cameras. Designed with progressive scan technology and 2D edge enhancement, your every scene will project clarity and definition. And if you need an all-in-one IP security solution that’s ready to use right out of the box, our new MAXPRO® NVR SE is a powerful, high definition IP recording system that offers the scalability to support small to large-size deployments—managing hundreds of cameras. Honeywell HD, it’s the picture perfect solution for your entry into IP video.

To get more information about Honeywellʼs IP solutions, please download a FREE copy of our IP Selection Guide at www.honeywellipsolutions.com or call 1-800-796-2288 today! © 2011 Honeywell International Inc. All rights reserved. www.securitysales.com/freeinfo/15103

SS5p992-994.indd 994

5/4/11 7:52:27 AM

Turn static files into dynamic content formats.

Create a flipbook
Issuu converts static files into: digital portfolios, online yearbooks, online catalogs, digital photo albums and more. Sign up and create your flipbook.