SSI March 2011

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March 2011 Vol. 33 No. 3

STEVE DOYLE

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March 2011 Vol. 33 No. 3

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March 2011 CONTENTS Vol. 33, No. 3

Meet (l to r) Richard Jimenez, Jim Keighley, Kerry Egan and Trevor McEnaney — four security pros who represent a new generation of leadership. Learn what changes they feel are needed to ensure a viable, robust industry. — See page 48

STORY: 5 Earn Hall of Fame Honors 36 COVER A peacemaker with AHJs, a champion of technologies and standards, a wizard of finance, a builder of the industry’s finest dealer program and a trade association luminary are elected into SSI’s Hall of Fame for lifetime achievement. Find out how they toppled challenges and maximized opportunity to excel where most fail. By Scott Goldfine

Lions Ready to Lead Tomorrow 48 Young Four up-and-coming executives from a range of installing/monitoring contractors discuss the unique challenges they face in assuming leadership roles at their companies. Familial tensions, technological advances and pushing an industry to embrace a new generation of leaders are just some of their hurdles. By Rodney Bosch

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Best Bets for ISC West 56 Your With 900 exhibitors, a newly revamped education program and scores of special events such as the 2011 SAMMY Awards, ISC West continues to reign as the most important tradeshow for installing security contractors. Check out SSI’s conference preview to plan your schedule. By Ashley Willis

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Shell Out $25K a Month for Products 60 Installers For the first time the Security Spending Survey reveals how much installing companies are paying each month for equipment — overall as well as by specific product categories. Top buyer listings are presented along with purchasing patterns associated with different business characteristics. By Scott Goldfine

Push Past Margins 64 Distributors The wholesale distribution channel essentially serves as a frontline in the dynamic electronic security industry. Executives from leading distributors discuss market conditions and their role in providing value-add services to their integrator partners. By Rodney Bosch

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Your Company Afford a $2.5M Judgment? 74 Can A panic alarm system’s failure during the brutal attack of a hotel clerk exposes the installing company’s negligence. The case reinforces the importance of following established and best practices to deliver true security/life safety while minimizing liability. By Scott Goldfine and Jeff Zwirn

Security Tames Old West Town 90 Modern For decades, British Columbia, Canada-based Fort Steele Heritage Town’s outdated security system relied on faulty equipment, sporadic alarm communications and costly on-foot guards. With the help of integrator JSL Forum, the popular tourist destination is now protected by wireless network technology. By the Editors of SECURITY SALES & INTEGRATION Cover background photo ©iStockphoto.com/Nick M. Do

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Part 1 of the new “Digital Video Systems Design for D.U.M.I.E.S.” series explains how to decipher camera specs and much more.

— See page A1

96

You Say You Want an HD Resolution?

The drive to enhance and improve video image quality has achieved some impressive results. Yet it has also twisted the definition of high definition. Sort out what HD, HDTV, megapixel and HDcctv means today for video surveillance. By Steve Surfaro

to Go From Good to Great 102 Integrate Today you can make a compelling case — and more dollars — convincing customers about the added benefits of an integrated solution. Learn creative ways to blend together security systems for a greater whole, and how to make the sales pitch. By Steve Payne

Hospitals to Bite on Your Bid 106 Getting A new fire protection system was one of the many things Phoenix Chil-

Peggy Onstad Publisher, ext. 477 Rodney Bosch Managing Editor, ext. 426 Al Colombo, Ron Davis, Bob Dolph, Steven Gibbs, Steve Payne, Bob Wimmer, Jeffrey Zwirn Contributing Writers

Scott Goldfine Editor-in-Chief 114 Chatworth Lane Mooresville, NC 28117 (704) 663-7125 Fax: (704) 663-7145 Ashley Willis Associate Editor, ext. 419

Sr. Production Manager Sarah Paredes, ext. 497 Art Director Margery Young Audience Marketing Manager 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

■ 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

dren’s Hospital required when it decided to expand and renovate its campus. Detection Logic Arizona was able to win the bid because of its experience and clever system design. By Roopa Shortt

in Alarm Switches 110 AForBreakthrough the first time in decades innovation is rocking the world of intrusion contacts. Discover how new alarm switch technology may make established drawbacks like fragile construction, global activation, fusion susceptibility and magnetic manipulation a thing of the past. By the Editors of SECURITY SALES & INTEGRATION

A1

SPECIAL PULLOUT SECTION: Digital Video Systems Design for D.U.M.I.E.S., Part 1 of 4 Putting Camera Specs Text Into Context By Bob Wimmer

◗ COLUMNS 10 Between Us Pros With Scott Goldfine

138 The Big Idea With Ron Davis Weighing the value of industry participation.

Talking up SSI’s new podcast series.

24 Convergence Channel With

140 Legal Briefing With Ken Kirschenbaum

Steve Payne

Telecoms are back to take another run at security.

This storage medium is no flash in the pan.

28 Tech Talk With Bob Dolph Powering up cordless drills and drivers.

30 Fire Side Chat With Al Colombo

Life-safety systems fit for a financial institution.

34 Monitoring Matters With Mark Matlock

Heading off ‘runaway’ alarm signals. 4

◗ DEPARTMENTS 6 13 114 120 131 134 136

Security Exchange Industry Pulse The Essentials: HD Showcase Ad Index MarketPlace Building Your Business As I See It

Classified-MarketPlace Ads Peggy Onstad, (310) 533-2477 EDITORIAL ADVISORY BOARD Ed Bonifas, Alarm Detection Systems, Aurora, Ill. Bill Bozeman, PSA Security Network, Westminster, Colo. Shandon Harbour, SDA Security, San Diego Jim Henry, Henry Bros. Electronics, Fair Lawn, N.J. Michael Jagger, Provident Security, Vancouver, British Columbia, Canada John Jennings, Safeguard Security and Communications, Scottsdale, Ariz. Sandy Jones, Sandra Jones and Co., Chardon, Ohio J. Matthew Ladd, The Protection Bureau, Exton, Pa. Mike Miller, Moon Security Service, Pasco, Wash. Joe Nuccio, ASG Security, Beltsville, Md. Alan L. Pepper, Mitchell, Silberberg & Knupp LLP, Los Angeles Eric Yunag, Dakota Security Systems, Sioux Falls, S.D. HOW TO GET YOUR NEWS TO US E-mail: secsales@bobit.com Mail: 3520 Challenger St., Torrance, CA 90503 Fax: (310) 533-2502 FOR SUBSCRIPTION INQUIRIES (888) 239-2455 SECURITY SALES & INTEGRATION WEB SITE securitysales.com BOBIT BUSINESS MEDIA Edward J. Bobit, Chairman Ty F. Bobit, President & CEO (310) 533-2400 Printed in USA

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

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Security Exchange Sounding Off Piecing the PSIM Puzzle Together Regarding your recent news item, “Research Analyst Attempts to Define PSIM Software,” I always find it helps to “begin with end in mind.” In other words, what’s the outcome that PSIM solutions want to achieve? Inovonics is keenly interested in the trend to integrate previously disparate systems — particularly intrusion sensors — into the PSIM concept. From our vantage point and in speaking with other leaders in the industry we agree, “PSIM is a concept, not a technology.” Putting a constellation of events together, like tiles into a mosaic that forms a picture, to understand the nature of a security breach and the appropriate response or responses, that’s

PSIM. How you do it is less important than how well you do it. But it certainly seems likely to me that multiple technologies aggregated in whatever fashion into an IP environment will be the central theme of the solution. Cobbling together multiple independent systems — even if all under an IPbased software capstone — will work, it just isn’t likely to be as cost effective as a more deeply integrated solution. Our aim at Inovonics is to present wireless sensor information, including location of mobile devices, directly into IP environments as easily as possible. MARK JARMAN, President Inovonics Louisville, Colo.

Crossing T’s & Dotting I’s [Commenting on Bob Grossman’s Enterprising Solutions blog entry, “Spelling Counts”] Wow. This is getting way out of hand. I can’t believe the ridiculous grammar I see in professional 6

documents. I was going to elaborate on many of the things I have seen, but my fingers will cramp up on the keyboard. Thanks for pointing out that we are still in a professional business that deserves professional communications. No bad grammar and no texting abbreviations in client or vendor communications. Soon we will just be grunting in approval or growling disapproval, if we’re not careful. ONLINE COMMENT www.securitysales.com/ enterprisingsolutions90910

When Off-the-Shelf Makes Sense Perhaps I’ll open “Pandora’s box” here, but I have two key pet peeves about prespec’d bids [see the Enterprising Solutions blog “To Bid or Not to Bid: That Is the Question”]. One is the proprietary nature of much of the systems and equipment. Often, you find fire or access control systems that are available only to a select few (sometimes only one vendor in an area!). This practice may be easy for the A&E to specify equipment that will meet any need; it’s also akin to shooting a fly with a shotgun. Secondly, usually the systems being spec’d have far more capacity and capability than the end user will EVER use or need. They will pay a premium to own a system with that capability, and they will be locked into a service arrangement that can only be met by the local authorized dealer. This severely limits the end user’s options later after the project is completed. Should the end user ever want to change service providers, they often discover they are locked into a system that cannot be serviced or repaired by anyone but the authorized vendor in that area. Their only other option is to rip out most of the equipment and start over again, or live with the service response levels they currently have. Unless the end user is a large global customer that TRULY needs “enterprise- level” integration for multiple sites and massive capabilities, all this could be avoided by using off-the-shelf

systems available to all alarm dealers at ADI or other major alarm equipment distributors. ONLINE COMMENT by Aaron Zebrook www.securitysales.com/ enterprisingsolutions011811

An Environment of Opportunities I read Bob Dolph’s January “Tech Talk” column with great interest [see “Just Add Water for More RMR”]. I monitor water, low and high temperature, low and high pressure, pH levels, and many other readings for my industrial customers. These things can make a difference between working the plant that day or having to go home. I also monitor tower lights, transmission loss, Arbitron signal encoder loss, humidity, etc. at a radio station where I work as an engineer. ONLINE COMMENT by Nick Markowitz Jr. www.securitysales.com/techtalk0111

Market Mirrored Across the Pond “How to Tap Into the Education Market” is a great article. Although I’m in the U.K., the vertical market is basically the same. So if you want to crack these markets you must put in a lot of work finding the numerous decision makers and influencers within the college/university, cover all the bases, make sure as these people are on your side. Find out each one’s objections. There’s nothing worse than selling to a committee containing a dissenter when you don’t have an answer. It requires a lot of work, but if you know your product this is the easiest part of the process to cover. ONLINE COMMENT by Martin Bennett www.securitysales.com/education0111

SIAC Is Making a Difference The Security Industry Alarm Coalition is the ‘real deal’ [see “CashStrapped SIAC Aims to Broaden Fight Against False Alarms”]. I have been working with them for several years and there are simply no words to adequately describe their importance to the relationship between the security industry and law enforcement. ONLINE COMMENT by Dean Belisle www.securitysales.com/siac011911

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Security Exchange Web Watch

RIGHT

Go Wireless with

STI Wireless Line®

NOW ON

securitysales.com BUSINESS MANAGEMENT CHANNEL

www.securitysales.com/Channel/ products and services related to Business-Management.aspx access control, video surveillance, intrusion detection, fire/life safety, One of the seven targeted networks, automation or other channels (others are IP / Video building controls; capitalizing on Surveillance, Access Control, Fire/ upsell prospects and boostLife Safety, Intrusion, Systems Ining penetration in commercial, tegration, Vertical Markets) of SSI’s industrial or residential markets; recently redesigned Web site, this keeping up with the latest industry section is dedicated to everything research; learning from peers and related to efficiently and effectively colleagues; finding out how trade running and operating a successful association activities and new stansecurity systems installation and/or dards, legislation and requirements monitoring business. Whether it’s affect your business; gaining insight mapping out a strategy to add on ways to grow revenues and

reduce costs; getting guidance on recruiting, training and other personnel matters; etc. — you’ll have all the info you need at the click of a mouse. So make the Business Management Channel one of your primary online destinations.

WEB-O-METER

5 most-viewed news stories during January

Obama Signs Pair of Security-Friendly Bills Into Law DRIVEWAY

MAILBOX

Lenel, SecurityNet Expand Partnership to Offer More Products

New Jersey District Receives Grant for Security Cameras

Sielox Acquired in Management Buyout, Private Investment Deal

SECURITY SCANNER®

Security Scanner® Web Poll Question:

GARAGE DOOR POOL

ADS Security Acquires 2 Ala.-Based Security Companies

What is your leading grievance regarding wholesale distributors? EXIT DOOR

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Almost four of 10 respondents to the January Web poll take issue with wholesale distributors selling their wares directly to consumers or end users, thereby circumventing the professional installing security dealer or integrator. Close to one in four cited the ulterior motive of pushing what’s in their own best interests — perhaps for a higher profit margin, sales incentive or bonus, to dump surplus inventory or other self-directed reason. It’s worth noting that “Selection / Inventory” went unselected as an answer choice. Log onto www.securitysales.com to view SSI’s Security Scanner archives as well as cast your vote for the March question: Which of the following fire/lifesafety opportunities interest you the most? BLOGS

www.securitysales.com/blog

Some of the things we’re talking about …

Safety Technology International, Inc. www.sti-usa.com/sesa8 800-888-4784 2011 STI

• Addressing the Integration Challenge With Edge Devices • To Bid or Not To Bid: That Is the Question • How Video-Enabled Alarms Can Lead to More Apprehensions • Vector Security Helps Elderly Woman After Brazen Home Invasion

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/13188

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Between Us Pros

Security Speaking Is Talk of the Industry

P

eer-to-peer communication continues to be one of the most powerful and influential means for businesspeople to exchange information. It’s one of the reasons social media has taken hold. It’s also the guiding principle of SECURITY SALES & INTEGRATION:

By Scott Goldfine scott.goldfine@ securitysales.com.

will become more empirical and the motives will be put in providing an open forum for security professionals to place. Companies spend money for one of two reasons, eishare best practices, opportunities, challenges and soluther there is an ROI or there is a required compliance. We tions. This approach — which has helped build credibiliall look forward to CFATS instituting the kind of standards ty and reader loyalty — today encompasses print, online, and reporting requirements we have seen in fire.” multimedia and in-person. To further advance that mission, SSI has launched SeYunag on new sales strategies: “We’ve adapted our sales curity Speaking (securitysales.com/podcasts), a weekly approach to get away from the promotion of products and podcast featuring leading executives and experts discussdemonstrate more value at the beginning and end of the ing success secrets, industry issues and more. At about 10 customer relationship, with assessments and consultation minutes long, these audio segments are brief enough to fit on the front side and maninto your hectic day but also substantive enough to be inThe service we sell is based on trust, aged services and deeper teresting, informative and and customers are only going to support on the backside. We beneficial. pay for our services if they trust us. talk about the entire lifecycle of security and what it How much value does Secuactually takes to deliver serity Speaking offer? Hearing is curity beyond just turning the screws in the wall. It’s defibelieving, but to whet your appetite I present some choice nitely a cultural challenge and something we are working excerpts here from four recent episodes. The participants: at on a daily basis.” SSI Editorial Advisory Board members John Jennings (Safeguard Security), Jim Henry (Henry Bros.), Eric Yunag Jagger on creative marketing: “Our marketing is based on (Dakota Security) and Mike Jagger (Provident Security). the idea that the service we sell is based on trust, and customers are only going to pay for our services if they trust Jennings on overcoming a tough economy: “We are movus. They are not going to come to trust us by hearing from ing toward fire system testing and inspections. We are us directly. It’s ultimately word of mouth referrals. So all growing that business significantly. We’ve had to retool and our marketing is built around how we can make it easy for take a different direction and focus on rebuilding our RMR other people to tell our story. And now social media has bebase and adding things like Total Connect from Honeywell, come one more way to do that. Twitter, in particular, has and other services like remote video. We are going back to helped spread the word about things we have done and serour existing clientele and milking our own cows. It’s not vices that have helped other people.” growing as it used to because people don’t have the discretionary income anymore. Unfortunately, I see more of the I hope you make listening to Security Speaking part of same for 2011.” your weekly routine. And I look forward to seeing many of you at ISC West (SSI’s booth is No. 2055), including two Henry on petrochemical (CFATS) opportunities: “CFATS events I am hosting: the Hall of Fame and SAMMY Awards needs to be driven harder from DHS in regards to comon April 5, and “Video Analytics and Content Analysis” sespliance. Unless there are very rigid requirements that ession on April 7. See page 56 for more details. tablish what Tier 1 through Tier 4 companies need to de■ ploy, they are going to move as slowly as they possibly can. Editor-in-Chief Scott Goldfine has spent more than 12 years with SECURITY SALES & INThat’s just human nature. Hopefully those requirements TEGRATION. He can be reached at (704) 663-7125 or scott.goldfine@securitysales.com.

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Introducing the network video certification that shows your strengths

Get ready! This winter Axis is launching a new global standard in network video certification to help people and companies demonstrate their competence and skills in IP-Surveillance.

It’s good for your career and your company’s reputation as it verifies your proficiency, and speaks volumes of your company’s ability to deliver effective network video surveillance.

To achieve certification, you will need to pass an advanced level test covering the latest in network video surveillance technologies, solutions, products, and best-practice techniques. Once certified, you’ll have a stamp of endorsement from Axis, the global leader in network video.

Get ready for the new certification standard in network video. Axis offers both online- and classroom-based training to help you acquire the knowledge needed to pass the exam. Go to www.axis.com/certification to find our online certification center for more information.

Get certified at ISC West! www.axis.com/iscwest. Visit Axis Booth #18051 for more details. www.securitysales.com/freeinfo/13308

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Industry Pulse In Depth

What Alarm Firms Stand to Gain From Tax-Cut Extension “There was definitely an uptick toward the end of 2010 for people who wanted to get deals done prior to the end of the year so they wouldn’t get slammed with more capital gains tax,” say Ron Davis, president of Davis Mergers and Acquisitions Group Inc. “Since the extension I haven’t seen the sense of urgency to get deals done so quickly. I suspect at the beginning of the third quarter we will start seeing a lot more activity than we’re seeing now.” The act extends through 2012 the 0-percent and 15-percent long-term capital gains tax rates. While taxes should never be the sole motivating factor to sell a company, the difference between capital gains and ordinary income Installing security contractors are advised to discuss ramifications of the Bush-era tax cut extension with their financial could be 35- to 40-percent of the sale price, says Daadvisor or accountant. vis, who pens SSI’s “The Big Idea” column. two-year extension of certain tax cuts “If you are considering a sale it and temporary estate tax relief. should be done sometime before the SSI spoke with a pair of noted end of the year and really as soon as alarm industry professionals who spepossible in order to avoid competitive cialize in mergers and acquisitions pressures by other sellers,” he says. and accounting services, respectively, “[There is also added pressure on sellto highlight certain provisions of the ers] to make sure they take advantage act that directly affect installing secuof the potential buyers out there in rity and monitoring contractors. what may be a soft buying period. In One the most notable provisions exother words, some buyers are having tends a reduced rate on capital gains. trouble finding sellers.” The tax rate on long-term capital gains Also of significance that many busihas been 0 percent since 2008 for indiness operators are not likely aware viduals in the 10-percent and 15-perof, the estate tax has been temporaricent income tax brackets, and 15 perly reinstated at 35 percent with an excent for all others. The specter of the emption set at $5 million, says Mitch capital gains rate floating upward to 20 Reitman, principal of Ft. Worth, Texpercent (10 percent for taxpayers in the as-based SIC Consulting Inc. 15-percent tax bracket) in 2011 caused “If the company is worth less than a good deal of upheaval among alarm $5 million, which is probably 80 perand monitoring company owners.

©iStockphoto.com/Marcus Clackson

WASHINGTON — With a majority of installing security contractors electing to file a tax extension each year, scores of companies still have to time consider the Bush-era tax cuts that have been renewed for two years. Signed by President Obama in December, the “Tax Relief, Unemployment Insurance Reauthorization and Job Creation Act of 2010” provided a

cent of all alarm companies, there is no estate tax at least for this year. It is indexed for inflation after 2011,” he says. Critical to small businesses, the act created a 100-percent bonus depreciation through 2011 and 50-percent bonus depreciation through 2012. In a nutshell, if you’re thinking about making a major purchase for your business, 2011 may be the year to do it. “Let’s say you went out and bought a central station receiver for $50,000 this year. Instead of having to depreciate that over five years, you can write off the entire cost of it,” Reitman says. “You need to talk to your CPA about it, but even if you received a loan from a bank and financed it you can still write off the entire cost the first year.” Reitman points to an alternative minimum tax (AMT) “patch” as another important benefit to the alarm installation and monitoring community. The patch increases the exemption amounts for 2010 to $47,450 for individuals, $72,450 for joint filers, and $36,225 for married taxpayers filing separately. For 2011, the exemption amounts increase to $48,450, $74,450 and $37,225 respectively. Even employees, who may have noticed a few extra dollars in their paychecks as of late, can thank the tax relief act. The bill lowered Social Security payroll taxes by 2 percentage points from 6.2 percent to 4.2 percent for a year. Employers were given new withholding tables and a Jan. 31 deadline to implement the payroll tax changes. If an employer did not adjust its Industry Pulse AT A GLANCE withholdings in a timely manner, the Industry News..........13, 14 The Hot Seat ................. 16 IRS is providing DataBank ....................... 18 them until March In the Field..................... 20 31 to reimburse Suppliers Scene ............. 21 Bulletin Board ................ 22 the difference. securitysales.com • MARCH 2011 13

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Industry Pulse Industry News

Illinois Fire Districts Look to Provide Monitoring Services CHICAGO — A bill in the Illinois legislature would authorize fire protection districts to operate fire alarm monitoring facilities and exempt such districts from anti-trust liability.

Lawmakers in Illinois are considering a bill that would authorize fire protection districts to operate fire alarm monitoring facilities and charge fees. Above, the Illinois State Capitol.

Titled “Fire District Antitrust Exemption (HB1301),” the bill would give jurisdictions the authority to “acquire, maintain and mandate the use” of its own monitoring center or a dif-

ferent entity approved by the district. Language in the bill would also allow districts to operate “a wireless radio network or other network connected to a remote station ... and establish reasonable fees in relation thereto.” Proponents maintain the bill is necessary to improve fire department response times to alarm events, thus saving lives and property as well as promote firefighter safety. However, the Illinois Electronic Security Association (IESA) argues the bill would legitimize anti-competitive practices and threaten existing private monitoring businesses, IESA Executive Director Kevin Lehan tells SSI. “If this passes, the result will be that instead of 20 small businesses competing in a market, one company will be selected to do all service and installations while the government claims the monitoring revenue. As such, many businesses will close and private sector jobs will be lost,” says Lehan, who contributes to SSI’s “Monitoring Matters” column.

◗ Vector Adds 5,000 Accounts With Hammond Buy

PITTSBURGH — With the acquisition of Poughkeepsie, N.Y.-based Hammond Security, Vector Security marks its first entry into New York’s Hudson River Valley. Terms of the deal were not disclosed. “We had been speaking with the owner for awhile. They are located in a very good market. They have some very talented people and their customer base is very solid,” Vector Security President and CEO Pam Petrow tells SSI.

Founded in 1968 by industry veteran Malcolm “Mac” Hammond, Hammond Security is a full-service installing and monitoring provider with nearly 40 employees. Its accounts are 60-percent residential, 40-percent commercial. Hammond personnel will continue to work for the Poughkeepsie location, Petrow says. Hammond Vice President Kim Sears will be responsible for the branch.

FCC Selects LTE for Public Safety Network WASHINGTON — The nation’s wireless public safety network will rely on LTE (Long Term Evolution) technology to provide interoperable communication for first responders. The Federal Communications Commission (FCC) proclamation was cautiously applauded by law enforcement supporters of a national broadband network that would replace the web of disparate radio frequencies that often thwart communication between police, fire and EMS during incident response. Segments of the 700MHz D-Block spectrum set aside for such a network were auctioned to Verizon Wireless and AT&T in 2008. Since that auction, law enforcement and other responders have been lobbying the FCC for other 700MHz segments. Lou Fiore, chairman of the Alarm Industry Communications Committee (AICC), tells SSI he’s hopeful that once the D-Block allocation is made and funded, the electronic security industry will have access to a slice of the spectrum for alarm communications. “With public safety achieving its desired broadband capability, alarm data — such as video, floor plans, etc. — will be able to be transmitted from a central station through the PSAP [public service answering point] down to a responding vehicle, enhancing response to an incident,” he says.

APX Rebrands as Vivint PROVO, Utah — APX Alarm Security Solutions Inc. has rebranded under the name Vivint in an effort to reflect its growth from a residential security provider to include home automation services. Along with the rebranding, the company launched a new line of home automation products and services. The line will integrate with Vivint’s existing security and energy management systems, including automatic door locks, video surveillance, and lighting and small appliance control. Vivint is derived from the French word “vive” meaning “to live,” and the word “intelligent.” The idea behind the name change is to help families live intelligently by creating simple, affordable, home automation systems, according to the company.

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8OO. 558.7767 www.rrms.com AL: 440 AR: E 2004 0004 CA: ACO 5498 FL: EF0000964 IL: 127-001246 OK: 648 OR: 0183 RI: 5875 TN: 834 TX: B09590 TX Fire: ACR-2020 VA: 11-2850 www.securitysales.com/freeinfo/13105

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Industry Pulse

HOT SEAT: Stress Scalability and ROI real and measureable value for the end user, and integrators and manufacturers should focus their attention on demonstrating that value in order to show ROI.

Scott Harkins, president and general manager of Honeywell Systems, explains why integrators can expect to be increasingly called upon to design and install scalable access control solutions. He also comments on the IP-analog tug of war and how the Internet is changing traditional business models. Why should an integrator want to offer a scalable access control solution? System scalability is critical because one of the basic tenets of access control is that 50 percent of sales are for expansions to existing systems. We’re seeing systems that will approximately double in size in two to three years. Also, designing systems strictly to meet an existing requirement does not leave much room for an organization to grow, so it’s imperative that security systems offer scalability to account for future needs and expansion. Another key point is an access control system can be a significant investment for some organizations so it’s critical for the system to have sustainability and to not quickly become obsolete. For example, installing a single door solution that’s not capable of future expansion puts the investment at risk. Organizations must always plan ahead, even if future growth is uncertain. How has the Internet altered the traditional sales channel? The Internet has clearly allowed end users and integrators to become more educated using information that’s readily available at their fingertips. Industry sectors have been impacted differently as well. A price-buyer, for ex-

Scott Harkins President and General Manager Honeywell Systems

ample, is more likely to pressure an integrator to provide the lowest possible price and shrink margins. Conversely, a value-buyer is more likely to focus on technology solutions that result in the greatest ROI [return on investment]. As a result of this enhanced awareness, buyers are also more likely to be engaged with the integrator to design the system in order to meet buyers’ exact requirements. While the availability of Internet pricing is squeezing margins, the bigger challenge is that technology — particularly in video surveillance — is changing so rapidly that the data collected today may not be reliable or considered leading-edge tomorrow. Purely buying or selling technology for the sake of buying or selling technology isn’t a sustainable business model. Instead technology must drive

What are your expectations for IP to eventually make analog obsolete? The analog market is still as healthy as ever and while it’s not growing at nearly the same rate as the IP market, it’s growing. The transition to IP hasn’t happened at the rate the industry predicted several years ago and the reason is fairly apparent: IP video has not been able to consistently drive enough end-user value to overcome the clear price advantages of an analog solution. That said it appears we have passed the tipping point with the advent of HD [high definition] cameras. While these cameras control both bandwidth and storage, they’re becoming more competitive with high-quality analog cameras. We strongly believe that 720p and 1,080p technologies will drive the costs down, improve camera performance and ultimately become the primary solution in most markets. On the other hand, analog will continue to be a strong performer in segments where price is the primary concern. IP has clearly taken the lion’s share in larger markets where companies invest in their network infrastructure and view security as a fundamental business priority. FIND IT ON THE WEB F For more from our conversation, visit F securitysales.com/hotseat. se

. . . . . . . . . TRANSACTION Ticker . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . … Vector Security acquires Poughkeepsie, N.Y.-based Hammond Security (see page 14)… ASG Security closes on a new $230 million line of credit with CapitalSource … SafeTec Security of Columbus, Ga., a former Brinks/Broadview dealer, joins Guardian Protection Services’ authorized dealer program (see page 22).

16 securitysales.com • MARCH 2011

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NMC Has Two Locations

We Monitor the Nation

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

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/13314

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Industry Pulse DataBank

Service Offerings, Growth Projections The Electronic Security Association (ESA) polled its regular members to gauge their current business performance and growth expectations for the next two years. Among the results, the “Electronic Security Megatrends” survey revealed more than 66 percent of respondents expect the use of alternative alarm signal transmission to grow more than 10 percent, followed by mobile device control at 49 percent, and integration on IT/networks and IP-based security each at 46 percent. More results follow.

Current Nonsecurity Service Offering Comparison Product Category

All

Revenues $2.5 million and less

Revenues $2.5 million and greater

Sprinkler system monitoring

64%

56%

79%

Home automation and networking

47%

53%

40%

Residential A/V

46%

54%

40%

Energy management

33%

40%

24%

Building automation

30%

37%

21%

Installing security contractors with annual revenues of $2.5 million or less are more involved in nonsecurity-related projects compared to their larger counterparts. Sprinkler system monitoring is the only category where larger companies command by a significant margin. Source: ESA

Projected Service Offering Growth Comparison Product Category

All

Revenues $2.5 million and less

Revenues $2.5 million and greater

Energy information services

25%

32%

17%

Managed access control

26%

18%

33%

Video surveillance guard replacement

26%

19%

35%

Video surveillance for nonsecurity applications

34%

41%

24%

Video verification of alarms for enhanced response

26%

13%

47%

(e.g. sales floor monitoring)

Asked to project revenue growth rates derived from various service platforms in the next two years, smaller companies appear more bullish in newer categories such as energy information services. Larger companies see more growth in commercial applications like managed access control. Companies without a central station view nonsecurity applications positively, while companies with a central station expect growth in video verification. Source: ESA

◗SECURITY CIRCUIT March 22-23: The Security Network’s 8th annual Security Summit & Exhibition; San Diego; www.thesecuritynetwork. org; (619) 450-4600.

Did You Know?

March 22: Fire Alarm System Testing and Inspection Seminar; Buffalo, N.Y.; www.afaa.org; (678) 454-3473. April 5: SECURITY SALES & INTEGRATION’s 16th Annual ISC West 2011 will be held Sales and Marketing (SAMMY) Awards; Las Vegas; www. April 6-8 in Las Vegas. thesammyawards.com; (310) 533-2413. April 6-8: International Security Conference (ISC) West Expo; Las Vegas; www.iscwest.com; (800) 840-5602.

Organizers said last year’s event attracted more than 23,000 attendees.

April 19-20: Security Canada East; Sheraton Laval in Laval, Quebec; www.securitycanadaexpo.com; (800) 538-9919. V Visit securitysales.com/events for a complete industry calendar.

29%

The average gross profit margin for access control installations. Find more SecuritySTATS at securitysales.com/securitystats

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ideas for life

The new face of surveillance technology. Introducing i-PRO SmartHD. Panasonic i-PRO SmartHD™ cameras can instantly enhance and detect individuals’ faces the moment they step into your facility. Employing the latest innovations in HD face detection technology, i-PRO SmartHD cameras* seamlessly integrate with our NV200 NVR to match stored faces with real-time video, and alert you when unauthorized individuals come into view. They’re also ideal see more for visitor management applications and to identify frequent with your customers. Any way you view it, Panasonic i-PRO SmartHD smartphone cameras are changing the face of surveillance technology. * WV-SP306 supports face matching

Panasonic System Networks Company of America

Surveillance, Monitoring & Video Imaging panasonic.com/security

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Industry Pulse In the Field

BUSINESS Basics COMPANY NAME: Sentry Alarm Systems of America YEAR FOUNDED: 1971 HEADQUARTERS LOCATION: Monterey, Calif. BRANCH LOCATIONS: Monterey and Oakland, Calif. MONITORING FACILITY LOCATIONS: 1 MAIN CONTACT INFORMATION: Phone: (800) 424-7773 Web site: www.sentryalarm.com NUMBER OF EMPLOYEES: 37 PRESIDENT/CEO: William J. Hill

Sentry Alarm Systems of America Installation Director Dave Goupil, left, discusses project plans with Lead Technician Quinn Tomlinson.

Company Culture

F

ounded in 1971 in Florida, William “Bill” Hill set his Sentry Alarm Systems on a path for growth during the next 20 years, becoming one of the largest independently owned alarm dealers in the Sunshine State. Not bad for local cop who started out of his garage doing installs part time on his days off. Hill eventually traded one coast for another, selling his company in the late 1980s and relocating to the Monterey Peninsula in Central California. It wasn’t long before he returned to the alarm business, purchasing a small local dealer in the early 1990s. More acquisitions followed and soon Hill began construction on a new corporate headquarters in Monterey, Calif., that included a UL-certified central station. After a series of experimental attempts to open branch offices in several areas in Southern California and elsewhere around the nation, Hill would sell the operations to concentrate solely on his home territory along the Central Coast and San Francisco Bay Area. Today, the company’s $228,000 recurring monthly revenue is drawn from a varied client base that includes commercial and residential accounts, as well as a few government clients. To what does the company account for its longevity and success? “We strive to provide traditional, old-school customer service,” says John Hopper, vice president and chief administrative officer. “We try to do so with a modern image, but not steering to far away from what we perceive as great customer service.” Sentry Alarm staffs more than 35 employees across its various departments. Monitoring, accounting, sales, ser-

vice, human resources and other administrative functions are consolidated at the corporate office. A San Francisco Bay Area operations/sales office is located in Jack London Square in Oakland, Calif. From its legacy roots, the company is striving to specialize in emerging technologies including IP-based video surveillance and video verification. Some traditions at Sentry will not change, however, including the belief that every client’s phone call be answered by a live person. “We are a small enough company that we can provide more of a personable attitude and flavor, yet still able to be competitive with the bigger players,” says Hopper, who has been with Sentry Alarm for 13 years. “We want to instill confidence in people that we are technology-savvy and will do a great job for them.”

◗CUSTOMERS AND MARKETS No. of Installation/Service Accounts: 7,312 No. of Accounts Monitored In-House: 6,479 Selected Client List: Monterey Bay Aquarium, City of Monterey, County of Monterey, Oakland Housing Authority, City of Oakland Percentage of Revenues by Sector: 60 percent commercial 40 percent residential Products/Systems Offered: Fire/life safety, intrusion, video surveillance, access control Vertical Market Emphasis: Retail and commercial

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Industry Pulse Suppliers Scene ◗PEOPLE Honeywell appoints Franco P.L. van Heijningen general manager of its Vindicator Technologies business. van Heijningen has held senior-level electrical engineer and van Heijningen project management positions with consulting groups in Asia and the Netherlands. Inovonics promotes David Foth to senior product manager. Foth has been with Inovonics since 2008, previously serving as product manager. His responsibilities now Foth include overseeing go-to-market strategies for transmitters, transceivers and sensors for use in life safety and commercial security systems. Berk-Tek appoints Tom Buckley as market development manager responsible for analyzing and developing new marketing opportunities for both copper and Buckley optical fiber cabling products. Buckley has more than 15 years marketing experience within the structured cabling industry. Graybar promotes Andy Ciccone to district vice president for its Tampa, Fla., district, effective April 1. Ciccone started his career with Graybar in 1992, advancing through several customer service, sales and management roles. Ciccone

SECURITY PEOPLE NEWS

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

COMPANY NEWS Mobotix IP Cameras Help Community Reduce Analog Models Administrators in Berkeley County, W.Va., reduced the number of security cameras used across various municipal buildings by 75 percent after installing IP cameras. Until recently, about 250 analog cameras were utilized at various public areas. However, the perimeters of some historical buildings were not being monitored. Two IP models from Mobotix were selected to install at the structures, which included the courthouse. “We looked at how many analog cameras we would need compared to network cameras. Now, only six cameras are used to monitor the entire courthouse compared to 20,” Berkeley County Director of IT Gary Wine tells SSI.

Fire-Lite Training Keeps Pace With Increased Installation Demands Fire-Lite Alarms by Honeywell has released its 2011 training schedule, which features 116 intensive sessions scheduled throughout the nation. The free training comprises coursework that covers all aspects of fire alarm installation and maintenance. “There’s an evident need for more in-depth training on system design, programming and submittal calculations, which incorporates a variety of our software utilities,” says Tom Rosa, a Fire-Lite trainer and curriculum developer. “Fire-Lite systems are increasingly being specified by more sophisticated designers, so our training program was expanded to support a broader spectrum of applications.”

Winsted Changes Name of Division to Better Reflect Its Work Winsted, a provider of control room solutions, announces its Winsted Technical Interiors business has been renamed Winsted Custom Division. Winsted Vice President Wayne Cook says the name change reflects the company’s “focus on providing custom solutions to mission-critical facilities in an increasing number of industries.” “Given the division’s significant experience engineering consoles for special applications, Winsted Custom Division is uniquely qualified to offer design-oriented solutions for projects ranging from simulators to robotic control consoles,” he says.

OnSSI Integrates VMS Platform With License Plate Capture OnSSI has integrated its Ocularis IP video management platform with license plate recognition capabilities provided by INEX/Zamir. The system expands the capabilities of Ocularis with the addition of license plate capture despite bright headlights, direct sunlight or low light levels, according to the company. The INEX/Zamir system transforms the license plate image into data, which can be used by Ocularis to call up real-time video based on the license plate number or to provide instant notification/alarms for vehicles of interest.

New Fike Facility to Make Fire Protection Products Fike Corp. recently completed a pressure vessel manufacturing facility at its corporate headquarters in Blue Springs, Mo. Fueled in part by demand in the computer and Internet industries, the facility allows for the increased production of commercial clean agent fire protection cylinders. The facility features a state-of-the-art oven with nearly double the previous capacity, leading to a more balanced workflow and reduced material handling. The addition of the new manufacturing capability has also allowed an original welding facility to focus on the growing demand for the company’s line of explosion protection products and explosion testing equipment. securitysales.com • MARCH 2011 21

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Industry Pulse Bulletin Board ◗PEOPLE National Monitoring Center (NMC) appoints Chancy Pray as director of sales, Southern Region, based at the company’s Irving, Texas, central station. Pray Among his previous experience, he served with United Central Control (UCC). John Loud, president of Kennesaw, Ga.-based Loud Security, has been elected president of the Georgia Electronic Life Safety and Security Association (GELSSA). Loud Loud’s responsibilities will include leading GELSSA’s efforts in working with law enforcement agencies to help reduce false alarms throughout the state. Select Security appoints Matthew Kemp as residential program area sales manager. Kemp will work from the company’s Lancaster, Pa., corporate office and lead Kemp door-to-door sales efforts in Lancaster, York, Pa., and Harrisburg, Pa. He previously worked in door-to-door sales programs for Vision Security and APX Alarm. Kratos Defense & Security Solutions Inc. promotes Fred Thomas to vice president of operations for its Public Safety and Security (PSS) Division. Thomas joined Kratos in 2003 following the acquisition of Delmarva Systems Corp., a systems integration company he founded with his father in 1981.

SECURITY PEOPLE NEWS

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

INSTALLING/MONITORING COMPANY NEWS N.C. Integrator Awarded After Posting 240% Growth Rate Raleigh, N.C.-based Intelligent Access Systems (IAS) received the 2011 National Systems Contractors Association (NSCA) Excellence in Business award for growth strategies. In a three-year span, IAS experienced 240-percent growth after refocusing its traditional business on regulated sectors such as critical infrastructure and health care. “Prior to 2007, we were a very strong business,” IAS President Ron Oetjen tells SSI. “Most of the other integrators were doing commercial and property management type work. We really felt strongly that if we positioned our company right and focused on the regulatory side, we could win those types of jobs.”

Guardian Protection Adds Another Former Broadview Dealer Pittsburgh-based Guardian Protection Services announces it has signed on a second former Broadview Security dealer to its Authorized Dealer Program. Based in Columbus, Ga., SafeTec Security provides sales and installation services in the commercial and residential markets. SafeTec, which generates about 200 accounts each month, was regarded as the second-largest Broadview dealer. The company operates offices Atlanta, Albany., Ga., Macon, Ga., plus two locations in Alabama. Last summer, Guardian added the third-largest Broadview dealer to its dealer program, Southern Alarm of Richmond Hills, Ga. The company generates about 150-180 accounts per month. Broadview was acquired by ADT last year.

Kentucky Security Firms Ink Merger Agreement Advanced Security Koncepts, a Louisville, Ky.-based security and patrol services company, has merged into CARE Security & Monitoring, a full service security provider. The combined company will be renamed CARE Security and operate out of CARE’s current headquarters. With about $90,000 in recurring monthly revenue (RMR), the combined company provides roughly 3,700 residential and commercial accounts with intrusion alarms, IP video, access control, fire alarms, home theater and monitoring. The company also provides wholesale monitoring services for about 1,000 accounts.

Wholesale Monitoring Provider to Introduce New Dealer Program Monitoring America Alarm Co-Op of Tulsa, Okla., will unveil a new dividendpaying membership program at ISC West (April 6-8) in Las Vegas. The new account acquisition program allows dealers to continue receiving 15 percent of recurring revenue. Other benefits include a buy-back option that allows dealers to purchase their accounts back after 36 months for the same sell price.

Online Course Guide for PSA-TEC 2011 Now Available Online PSA Security Network has made available a digital edition of its Course Guide for the upcoming PSA-TEC 2011 in Westminster, Colo. Considered one of the industry’s premier education and training events, the weeklong conference offers systems integrators more than 400 hours of training opportunities, including hands-on sessions and certifications. The Course Guide provides a complete listing of course descriptions and pricing, networking events and related activities to be held May 16-20 during PSA-TEC. A copy of the publication can be downloaded at www.psatec.com. SSI will once again serve as the Elite Media Sponsor for the event.

To download a copy of the PSA-TEC 2011 Course Guide, visit www.psatec.com.

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Round up and control more openings.

Aperio™ provides an easy, affordable way to bring more openings online. With Aperio-enabled locks from ASSA ABLOY, including the SARGENT Profile Series v.N2, you can quickly upgrade the security level of your premises. Make use of the equipment you already have in place to secure openings that would otherwise go unprotected – quickly, easily and affordably. Aperio is a wireless solution that integrates effortlessly with existing access control systems. It offers a lower price per door, with the same real-time communication and management as traditional access control.

Visit us at ISC West Booth #11067, call 877-217-0897, or visit www.intelligentopenings.com/aperio for more details.

Copyright © 2011 Sargent Manufacturing Company, an ASSA ABLOY Group company. All rights reserved. www.securitysales.com/freeinfo/13207

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Convergence Channel

Storage Strategies, the Final Chapter The third in a three-part series on storing video data covers flash storage and how it is advancing security technology. Virtues like greater speed, smaller form factor and cooler operation are enabling new approaches to system design such as edge-based topology.

The most common use today in the security world for flash memory is exporting or archiving clips of video. The speed of writing video clips to flash memory is much faster than the optical disc process.

converg0111) and 2 (February issue and at securitysales.com/ converg0211) of this series took us through current storage technologies, looking at everything from the basics through the more advanced types of systems you might run into in large applications. Now let’s look at some of the newer concepts of digital storage, and at what the future might hold.

Flash Floods the Marketplace Flash memory chips were invented in the 1980s and first brought to the commercial market by Intel more than 20 years ago. Flash memory is a nonvolatile memory (it doesn’t lose its condition when the power goes out) that can deliver large storage capacities in a small form factor. It doesn’t have spinning platters (or any mechanical moving parts for that matter) like hard drives. It has very fast read/write times, and can come in all shapes and sizes. These chips have taken many forms through the years. Some of the earliest flash formats were CompactFlash cards, SD cards (including Micro and Mini), and even Sony’s Memory Stick. While these formats were somewhat proprietary in nature, flash really took off with the introduction of USB-based thumb drives. These drives are very small and their standard USB connectors mean they don’t need special readers. They can usually also be connected to multiple computers, even if they have different operating systems (assuming the storage file system the drive was formatted with is readable by all systems). The ubiquitous nature of flash memory has caused all kinds of changes in the computer industry, ©i St oc kp ho to. co m /O lek siy M ar k

O

ne of the biggest advances in storage technology has been the introduction of “flash” memory. How does flash memory affect the security industry and its markets? In several meaningful ways that will be detailed here as we wrap up a three-part series on storing video surveillance data. As a reminder, Parts 1 (January issue and at securitysales.com/

By Steve Payne steve@convergencewave.com

even eliminating the need for CD, DVD or other removable media drives on newer laptops and netbooks.

Rules of Thumb Drives The most common use today in the security world for flash memory is exporting or archiving clips of video. While many people use optical discs (CD, DVD, Blu-Ray) for archiving, the use of thumb drives is increasing in popularity. The speed of writing video clips to flash memory is much faster than the optical disc process. Better still, the capacity of newer flash drives is far greater than even the best optical disc right now. These benefits along with the small form factor of most USB thumb drives make them an appealing alternative to optical disc recording. Another use for flash storage devices is being found more and more inside the recording boxes themselves. In previous generations of equipment, the recording device’s operating system was stored on a portion of one of the hard drives. Sometimes it would be one of the same drives the video was stored on. This could cause issues if the operating system (OS) needed to access areas of the drive while the video was in the process of being written. Or at the very least it would use space on the drive that couldn’t then be used for video storage. There are a couple of solutions to this. One is to add a separate hard drive to the box, just to hold the OS. However, there are several drawbacks to this

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www.securitysales.com/freeinfo/13278

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Convergence Channel

©iStockphoto.com/Tony Colter

approach. An additional drive fails, all of those cameras could be takes up more space, uses more cut off from the recorder. That is a power and generates more heat. single point of failure. All of which are not good in a Of course, there are ways to high performance recording box. mitigate that danger with redunA more appealing solution dant devices at both the hardware uses flash drives to store the OS. and network levels, but that inMost storage array devices don’t creases the cost and complexity of need a lot of elaborate video and the project. data processing. They generally Having the recording in the only need a scaled down version Some manufacturers are pushing the centralized storage of camera eliminates that problem. traditional star topology (above) to the “edge.” The edge of the OS, with just enough info means the endpoints of the network where the user/client If the camera itself fails, or the for basic operations like index- PCs, or in the case of video systems cameras, are connected. network connection to that caming and cataloging video files. era fails, only that camera is lost. era system upgrades and retrofits. Such an OS fits perfectly onto a flash That’s a big deal in a critical infraGermany’s Dallmeier offers onboard drive. Combine this with low power structure type of project. storage in its DIS-2/M StreamerPro usage, almost no heat generation and Is edge recording the end all, be all? video encoders. fast startup times (no waiting for a Of course not. It’s simply a new tool in There are several benefits to the edge disk to spin and be read), and flash OS the arsenal of the integrator. Although recording philosophy, not the least of drives are hard to beat. I believe it is a tool that will only inwhich is cost. Having the storage built crease its share of the market as storinto the cameras drastically reduces age continues to improve. Living on the Edge the cost of having NVR devices cenTraditionally, video systems have tralized in a data center. Not only does consisted of cameras spread around a Solid State Ahead for Storage edge recording reduce the amount of facility with video being sent back to A technology worth watching for hardware that has to be purchased, it a central location (or even multiple, future adoption into security equipalso eliminates the power and HVAC centralized locations) for retention. ment is the SSD, or Solid State Drive. requirements necessary to support all Even in a distributed network archiA SSD uses a more advanced type of those heat-generating boxes. tecture, the storage boxes would be in flash chip with greater capacity than Another benefit to edge recording is a central data center or phone room. the thumb drives found today. In fact, network bandwidth conservation. In a Either way, the topology was a “home many newer laptops and netbook traditional distributed IP video system, run” or star, essentially. computers are taking advantage of the video files need to travel across the netNow, however, some video manubenefits of flash SSD storage already. work constantly in order to be recordfacturers are turning tradition on its They offer the benefits we’ve already ed. If live viewing streams are requesthead by taking that storage out of its mentioned, including low power draw, ed, that could also add to the amount centralized location and pushing it to low heat and fast boot-up times. of bandwidth used by each camera. the “edge.” In a standard network arIt’s only a matter of time before SSD With the storage built in, the recordchitecture, the edge means the endstorage gains the capacity and stabiling streams traveling across the netpoints of the network where the user/ ity needed in dedicated video recordwork are all but eliminated. The only client PCs are connected. In a video ing systems. time video from each camera uses the system, the concept is essentially the Storage is one of the most crucial network is for live viewing or playback. same, only the edge is where the camcomponents of any video security sysThe last benefit to edge recording is eras are connected. tem. The technology needs to be unnot always the most obvious one. That One example of this edge recording derstood, and the requirements need is the elimination of a single point of concept for cameras comes from Vidto be carefully calculated. Knowing failure. This is something all system eoIQ. The Massachusetts-based video what’s under the hood is half the batdesigners try to avoid as much as possystem manufacturer’s iCVR Line of tle to a successful installation and sible. With traditional recording soluIP cameras, both standard resolution happy customer. ■ tions, a DVR or NVR may be responand high definition, offer NVR-like MCSE- and CCNA-certified Steve Payne has more sible for up to 32 or even more camera storage capability inside the cameras. than 15 years of industry experience and heads Convergence Consulting, an IP and security solutions streams. If that device fails, or if the A similar approach to edge recordconsulting firm. Be sure to also read his Integrated Thoughts blog at securitysales.com/blog. network connection to that device ing can also be used for analog cam26 securitysales.com • MARCH 2011

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3/2/11 2:12:08 PM 12/18/09 1:02:42 PM

Tech Talk

Deadly Dust Alert Advancing technology is not limited to the security systems being installed today; it also extends to the tools used to accomplish such tasks. Find out how superior cordless power tools are making life easier and more productive for installers, and gain shopping advice.

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and heard them first in your local auto garage. They are noisy and very effective, and for many years worked off of air pressure. The exciting thing about these high torque devices is that they are now compact and electrical, and have made their way to the residential and commercial building site.

Courtesy Festool USA

ired of filling up your truck real estate with a generator? Are you looking for the tool to increase installation efficiency? Well look no further and get on the power drill and driver wagon. Yes, I know you may have had mixed results in the past with cordless pow-

By Bob Dolph bdolph.ssi@gmail.com

Carefully selecting professional cordless installation tools such as this driver/drill from Festool can increase installation efficiency.

er tools. Maybe it was battery memory or hardware quality. A lot has changed the past couple of years and we have now reached the “sweet spot” in cordless power tool technology. Cordless drills sound interesting, but what is all the fuss lately about cordless drivers? You may have seen

With these tools, you can now drive screws like you are in butter. They are excellent for getting that extra leverage when working on difficult material such as getting a quick bite in metal studs. Installers are raving about how much easier they make installation work. Let’s take a closer look.

Know Your Power Source What makes today’s cordless drills/ drivers especially exciting is the application of lithium-ion battery packs. These batteries provide strong but lightweight power, which makes for an enjoyable power tool for the tech. Actually, pioneering work on the lithium battery began in 1912, but it was not until the early 1970s when the first nonrechargeable lithium batteries became commercially available. Today we are reaping the rewards of this early R&D. As we have learned in the past, the only way you can truly realize the benefits of a new battery technology — in this case maximizing the performance of lithium-ion — is to fully understand how it works. So let’s take a moment to explore some of the particulars and peculiarities of this battery. Listed below are some of the advantages and disadvantages of lithium-ion batteries, according to Battery University (batteryuniversity.com): Advantages High energy density — potential for yet higher capacities Does not need prolonged priming when new; one regular charge is all that’s needed Relatively low self-discharge, less than half that of nickel-based batteries Low maintenance — no periodic discharge is needed; there is no memory Specialty cells can provide very high current to applications such as power tools

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Limitations Requires protection circuit to maintain voltage and current within safe limits Subject to aging, even if not in use — storage in a cool place at 40-percent charge reduces the aging effect Expensive to manufacture — about 40-percent higher in cost than nickel-cadmium Not fully mature — metals and chemicals are changing on a continuing basis

• • •

TECH TALK Tool Tip A cordless driver/drill is only as good as the bit and driver set you use for installations. The Snappy line from Pilot Point, Texas-based Poly-Tech Industries provides a large selection of industry-quality tools. This is especially important when hardware is under the stress of impact-type tools. Check out these offerings at snappytools.com.

Courtesy Polly-Tech Industries

•

optimum lithium battery charging and discharging

Look for These Features The most important qualities to look for in a drill/driver are professional power, proper balance and a comfortable feel in-use. Today’s latest trend is cordless drill/driver combination tools. When looking for such a tool you should consider the following: Drill / driver mode selector — should be conveniently located on the drill and have automatic clutch control when switching modes Motor speed selector — should allow for the changing of motor speed but not change the torque produced by the motor Forward / reverse selector — should be easy to access Electronically controlled clutch — superior to a mechanical clutch, it will reduce wear on motor and other movable parts Soft, ergonomic grip — very important for operation over extended periods of time Good ventilation — will help reduce premature battery and mechanical wear due to overheating Intelligent electronics — will help with the monitoring of overheating,

Bit storage — look for slots that provide convenient access to your favorite driver bits

Don’t Go Cheap; What Experts Say Be careful with the temptation of picking the cheapest drill on sale at your local tool supplier. Your drill will take a lot of punishment, especially when meeting the sometimes harsh demands of impact driver/drill action, so select carefully. Check warranties as many now provide three-year battery and normal wear coverage. With proper maintenance, dealers are reporting getting a good three years from lithium-ion batteries. A cordless power tool line that I’ve noticed is very popular with the professional trades comes from Festool (see photo). The company’s ‘T’ Series lithium-ion drill/drivers is sold with a nice interchangeable chuck kit, plus it has many enhanced electronic control features. I also like the electronic lowbattery warning system, which is important for lithium-ion powered tools. This tool line has a fairly substantial professional following. For more info, check out festoolownersgroup.com. In 2008, Popular Mechanics did extensive testing of cordless drills. Out of the 10 drills evaluated, the Makita BHP454 18V hammer-drill/driver was named as the best overall pick, and the Ryobi 18V P203 was selected as the best value pick. These tools were

pushed to the limit by drilling 24 holes with a 1-inch spade bit; driving 12 2-inch lag screws in a pressure-treated beam; and then counting the number of 3-inch drywall screws driven before the batteries quit. I recently heard from a seasoned security operations manager who said he really liked the value and performance of the Milwaukee four-tool combo kits. They include a hammer drill, cordless circular saw, 18V reciprocating saw and a work light. No more generators taking up space on his trucks. On the other hand, I have heard comments that some smaller Milwaukee cordless tools did not fair as well as expected. So be careful. Another testing group liked what DeWalt, Hitachi and Makita had to offer, with DeWalt clearly in the lead.

Post Favs at the ‘Tech Shack’ Blog Have you checked out my Tech Shack blog yet at securitysales.com? SSI readers and I would like to hear about your recent experiences with cordless drills/drivers. Be sure to leave a comment on your best and worst experiences to share with all. Also take a look at my “Robertson Revolution” blog post (securitysales. com/techshack120610). I have found these square-type drivers and screws to be the best, especially with cordless drivers/drills. What say you? ■ Bob Dolph has served in various technical management and advisory positions in the security industry for 30+ years. To share tips and installation questions, E-mail Bob at bdolph.ssi@gmail.com. Check out his Tech Shack blog at www.securitysales.com/blog.

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Fire Side Chat

Providing Protection They Can Bank On Proper fire detection is essential not only for life safety but also to avoid false alarms or system malfunctions that could cost the business a bundle. In particular, this holds true for financial institutions.

F

©iStockphoto.com/Nancy Louie

inancial institutions require quality, reliable fire protection and timely information in order to maintain a profitable operation. That’s why life-safety officers work to stay informed and to contract with reputable installation companies for code-compliant, false alarm-free fire detection systems. The evacuation of key personnel must be avoided if possible because the time lost can adversely affect bank operations, and hence profitability. This is true whether an alarm condition is related to an actual fire or a simple false alarm. Fire equipment manufacturers have worked to create a number of fire detection technologies that hinge on false alarm prevention. One of them involves the use of smoke detectors

By Al Colombo abc@alcolombo.us

that have the capability of detecting fires in their early incipient stage. This month, we’ll explore some of the ways fire alarm technicians can reduce the likelihood of evacuation while providing effective fire detection within banks.

Prevention Critical to Operations

A fire of any kind, even when it involves support services outside a bank’s own building, can adversely affect a financial institution’s profits. The communication and data transport infrastructure that carries transactions between banking locations is especially vulnerable when proper fire detection and suppression are not provided. For example, a fire in a cable vault under a Philadelphia street caused enormous problems for the branch location of Sovereign Bank. The fire, which took place in a manhole, damaged a grouping of AT&T fiberoptic cables. The outage lasted for more than 19 hours, causing wide scale service disruptions for the bank’s clientele. According to Linda Rosencrance of Network World Inc. in Southborough, Mass., the outage affected Sovereign’s personal online banking, BillPay and telephone banking services. “In addition, Because the evacuation of all banking personnel can mean some branch offices outhuge monetary losses, it’s important that bank officials receive early warning of a fire in its initial combustion stage. side the Philadelphia area

were affected [and] tellers in some branch offices were unable to provide customers with up-to-date account information,” she says. One way to reduce the likelihood of such an outage is for banks to incorporate a well thought-out backup communication plan and practice it on a regular basis. When the bank is large enough, a higher level of fire protection, including fire suppression, should be insisted upon where it involves one or more outlying communication hubs.

Importance of Early Fire Detection Because the evacuation of all banking personnel can mean huge monetary losses, it’s important that bank officials receive early warning of a fire in its initial combustion stage. This will give maintenance personnel time to deal with the developing situation while critical banking operations continue without unnecessary evacuation. “One of the areas they look at is very early warning. The reason is they don’t want a disruption to their facility because of fire,” says Jeff Klein, business line leader, System Sensor, St. Charles, Ill. “What they want is early warning of smoke so they can do something about it in time to prevent downtime.” Klein’s company incorporates a sophisticated system that has the ability to detect the mere hint of smoke. This, of course, is not an easy task using conventional fire detection equipment. “Very -early warning smoke detectors can detect a whiff of smoke, in which case the fire alarm system can notify

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Fire Side Chat

Systems Gain More Intelligence Early detection is also possible through the use of smoke detectors equipped with more than one sensor capable of detecting multiple signatures. Possibilities include smoke with temperature, even carbon monoxide (CO). Thanks to microprocessor power, when more than one detection technology is used, the result is “very-early” detection. “One of the most important developments the past couple of years is intelligent sensing. Intelligent sensing uses the various sensors, the detection algorithm, and the processor in the panel to make decisions in trending,” says Peter Ebersold, director of marketing with Notifier, Northford, Conn. “Trending technology enables the fire alarm panel to determine the presence of one or more elements that are commonly found in a fire situation. Carbon monoxide, for example, signals the presence of fire because where there is fire, there is usually traces of CO,” says Nick Markowitz, a fire professional from Verona, Pa. Even in the earliest incipient stages of a fire there will likely be CO present in the atmosphere. “When the level of smoke in an area rises slowly but steadily over a period of time, today’s intelligent analog addressable panels can detect that and respond in a variety of ways,” says Ebersold. The most common way to deal with a situation similar to that cited by Ebersold is for the panel to provide a

very-early supervisory signal. This will allow bank personnel to deal with the situation before it results in an open fire, which would cause a valid evacuation signal to occur.

©iStockphoto.com/Dr. Heinz Linke

someone that there’s a potential problem with the equipment in that space. This warning gives them the time they need to take action,” says Klein. The secret to very-early smoke detection hangs on the use of a laser instead of a LED (light emitting diode) in a photoelectric smoke detector’s smoke chamber. The use of laser light gives Klein’s very-early warning smoke detector the ability to achieve a sensitivity rating as low as 0.02 percent-perfoot and as high as 2 percent.

Installation, Code Key to Results Other areas of great concern to financial institutions are poor installation practices and a general lack of code compliance. This is where the proper placement of initiating devices comes into play. When a smoke detector is positioned in an area considered hostile to sensitive electronic gear, false or missed alarms can take place. Automatic smoke detectors in elevator pits, for example, can cause problems because of dust, dirt and oil found there. Boiler rooms can also prove hostile to ordinary smoke detectors where the ambient temperature exceeds the manufacturer’s specifications. Code allows for the substitution of smoke detectors in such instances, in which case heat detectors can be used. In Section 17.7.1.7, NFPA 72, 2010 Edition, it says, “The selection and placement of smoke detectors shall take into account both the performance characteristics of the detector and the areas into which the detectors are to be installed to prevent nuisance alarms or improper operation after installation.” The following offers a variety of settings where smoke detectors are not to be used: where the ambient tempera•Areas ture drops below 32º F where the temperature can •Areas rise to 100º F and above the relative humidity ex•Where ceeds 93 percent air velocity is greater than •Where 300 feet/minute “The location of smoke detectors shall be based on an evaluation of potential ambient sources of smoke, moisture, dust, or fumes, and elec-

The advent of new and exciting fire detection technologies combined with new and more stringent fire codes promise to reduce the number of false alarms and needless work stoppages in banking institutions.

trical or mechanical influences, to minimize nuisance alarms” (Section 17.7.1.9, NFPA 72, 2010 Edition). If maintenance, inspection and proper testing of fire alarm systems are not conducted in the manner prescribed by National Fire Alarm Code, also known as NFPA 72, problems can occur — problems that can cost banks a lot of cash. Thus the routine compliance with these practices helps ensure a banking client’s operations can continue smoothly without incident. “To ensure operational integrity, the system shall have an inspection, testing, and maintenance program. Inspection, testing, and maintenance programs shall satisfy the requirements of this Code and conform to the equipment manufacturer’s published instructions. Inspection, testing, and maintenance programs shall verify correct operation of the system.” (Sections 14.2.1.1, NFPA 72, 2010 Edition). The advent of new and exciting fire detection technologies combined with new and more stringent fire codes promise to reduce the number of false alarms and needless work stoppages in banking institutions. Not only will this help assure a bank’s financial viability, but also further the safety aspects associated with working and visiting our favorite banking institution. ■ Al Colombo is an award-winning writer who has covered electronic security and life safety since 1986. Visit his Web site at www.alcolombo.us, and check out his Security Sense blog at www.securitysales.com/blog.

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©iStockphoto.com/Dr. Heinz Linke

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Monitoring Matters

Taming ‘Runaway’ Alarm Signals

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Now consider if instead of sending one signal every 24 hours the panel sends 24 signals in one hour. In a typical runaway condition, the number of signals transmitted is much greater and can range from three to 10 signals per minute or more. This situation creates a number of problems and even with redundant alarm receivers, the panel can bomA runaway panel dialing in bard the receivers several times a minute can so heavily that these quickly run a phone bill into the runaway signals hundreds of dollars if it is not can delay or even serviced promptly. stop legitimate high priority alarm signals from being received. A system that is transmitting offers the other to pass, then follows runaway signals can jeopardize all of him through or takes one of the oththe other accounts that transmit to er open turnstiles. No fuss or commothat receiver. If the runaway account tion; just a momentary delay. is transmitting during the central staNow imagine its rush hour and 300 tion’s peak signal traffic hours, the passengers are all late for the same problem is only amplified. train. They are all trying to use the same three turnstiles within seconds of each other. Consider the pushing Recruiting Help From the Client and shoving as these 300 people atSince there is a danger of potentempt to squeeze through the turntially missing or delaying one of these stiles, all the while long delays ensue. emergency signals, runaway panels must be serviced as quickly as possible. Installing alarm contractors workWreaking Havoc on Receivers ing with contract central stations may This chaotic picture is analogous receive phone calls at all hours of the to what happens when an alarm day or night, alerting the dealer that panel goes into what is commontheir subscriber’s panel is in runaway ly known as “runaway condition.” A condition. Since these panels often runaway condition takes place when have to be powered down or reset at an alarm control panel, for whatever the location, it can be difficult conreason, transmits repeated, constant vincing the subscriber to take this acsignals to the monitoring station’s retion in the wee hours of the morning. ceiving equipment. et’s discuss a cautionary tale about alarm signals gone mad. Here’s the idea: Imagine three turnstiles in a subway. Every couple of minutes a passenger deposits a coin and passes through easily. Maybe two passengers converge simultaneously at the same the turnstile; one person courteously

By Mark Matlock mmatlock@teamucc.com

Regardless of the time of day, dealers should attempt to work with the subscribers over the phone and get them to take action to shut down the runaway dialer. Runaway conditions can also be addressed in the subscriber contract or service agreement. These agreements can indicate the subscriber is obligated to take action in the event of a runaway condition, assuming the system can’t be reset remotely by the dealer. This is particularly important if the subscriber’s system reports on a longdistance or toll-free number. A runaway panel dialing in several times a minute can quickly run a phone bill into the hundreds of dollars if it is not serviced promptly. Alternatively, depending on the amount of activity from the runaway panel, the monitoring station may be put in a position to “block” the subscriber’s phone number until someone takes action to rectify the situation. While the number is blocked, the central station will not receive signals from the panel. Sometimes this action is necessary to prevent turmoil akin to rush hour — all the other commuters have an opportunity to get to their train easily and on time. ■

Mark Matlock is Senior Vice President at United Central Control Inc. (UCC), a wholesale monitoring station based in San Antonio.

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SPECIAL REPORT

A peacemaker with AHJs, a champion of technologies and standards, a wizard of finance, a builder of the industry’s finest dealer program and a trade association luminary are elected into SSI’s Hall of Fame for lifetime achievement. Find out how they toppled challenges and maximized opportunity to excel where most fail.

D

By Scott Goldfine

edication, drive, perseverance, ingenuity, innovation, leadership. When we look at those who have achieved greatness in their chosen profession these are among the most prevalent qualities seen. While some are blessed with innate abilities like sheer talent or creativity, more is required to realize one’s full potential. It also takes that special spark to let nothing stand in the way of accomplishing a goal. For those unique individuals in the security industry, there’s the SECURITY SALES & INTEGRATION Hall of Fame. Established in 2004 to denote the ultimate recognition for exceptional performance, each year SSI’s Hall of Fame enshrines those uncommon

Lifetime Achievement In 2004, to commemorate its 25-year anniversary, SECURITY SALES & INTEGRATION launched the SSI Hall of Fame and selected 25 people as the first industry luminaries to be enshrined. The number of immortals grew to 51 in 2010, and this year’s group brings the Hall’s total to 56. All of the past inductees and their reasons for inclusion are listed below. The SSI HOF is a lifetime achievement award that annually recognizes those individuals whose distinguished careers have helped shape today’s electronic security industry. A panel of past inductees and other industry leaders determine election. For more information, visit securitysales.com/halloffame. Tom Auth (ITI)

Jim Covert (HSM, business success)

Bob Bargert (AID magazine)

Charlie Darsch (System Sensor,

Glenn Barnard (The Alert Centre) Michael Barnes (Barnes Associates)

Ron Davis (Security Associates Int’l)

Norma Beaubien (FARA)

Bart Didden (U.S.A. Central Station,

Bob Bonifas (Alarm Detection Systems, industry involvement) Roy Bowling (Labor Saving Devices) Top to bottom: Jay Hauhn, Ivan Scharer

association work)

NBFAA) Harvey Eisenstadt (Bosch, association work)

Ken Boyda (Interlogix, GE)

Ted Farrell (Linear)

Bill Bozeman (PSA Security Network)

Lou Fiore (alarm communications)

Rick Britton (DMP)

Alan Forman (Altronix, philanthropy)

Ben Cornett (Ademco, Honeywell)

Roger Fradin (Honeywell, founded ADI)

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people who have carved out a lasting impression within the industry, consistently maintained over the course of an entire career. Inductees are honored in an official ceremony held during the SAMMY Awards on the eve of ISC West (April 5) at the Venetian Hotel in Las Vegas. This year’s five-person honor roll includes a key liaison to alarm responders and authorities having jurisdiction (AHJs); a champion of industry technology and standards; a leading financial advisor and deal broker; a principal player in establishing the industry’s finest dealer program; and an industry activist and alarm company entrepreneur. SSI is delighted to unveil the Hall’s distinguished Class of 2011 (in alphabetical order): Steve Doyle, executive vice president and CEO, Central Station Alarm Association (CSAA); Jay Hauhn, CTO and vice president, Industry Relations, ADT North America; Bill Polk, managing director, CapitalSource Secu-rity Group; Ivan Scharer, former president, First Alert Professional; and Bud Wulforst, former CSAA president and ex-CEO of A-1 Security. As with the 51 remarkable professionals who preceded them into the Hall (see list below) and nominated them for inclusion, this year’s inductees boast prodigious credentials and their industry contributions are incontrovertible. The profiles that follow strikingly show how this quintet has overcome adversity, embraced hard work and placed the good of the industry ahead of their own.

Joe Freeman (J.P. Freeman & Co.)

Stan Martin (ADI, alarm management

Allen Fritts (Notifier)

issues)

Richard Ginsburg (Protection One)

David McDonald (Pelco)

Lessing Gold (Mitchell, Silberberg &

Peter Michel (Brink’s Home Security)

Knupp, industry involvement) George Gunning (industry involvement)

Dante Monteverde (Emergency 24) Bill Moody (false alarm issues) Wade Moose (Moose, The Systems

Leo Guthart (Ademco)

Depot)

John Hakanson (System Sensor)

John Moss (Software House)

King Harris (Pittway)

John Murphy (Vector Security)

Donald Horn (CCTV innovation)

Charlie Pierce (industry training)

Victor Houk (RCA, CCTV pioneer)

Steve Roth (ADI)

Sandra Jones (consulting, industry

Ralph Sevinor (Wayne Alarm Systems)

involvement) Ken Kirschenbaum (alarm industry law)

Ron Spiller (Morse, industry involvement)

Joel Konicek (Northern Computers)

Dick Soloway (NAPCO)

Mark Levy (Fire-Lite, Honeywell)

Roger Speyer (PSA Security Network)

George Lippert (SEIA/SIA and AID/

Larry Tracy (C&K, technology, global

SSI magazine)

expansion)

Top to bottom: Bud Wulforst (with wife and longtime business partner Laurie), Steve Doyle, Bill Polk

Bob Wimmer (industry training)

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SSI HALL OF FAME CLASS OF 2011

Steve Doyle Current Status Executive Vice President and CEO, Central Station Alarm Association (CSAA)

Keys to Success

Why He’s on the List • Nearly 20 years of executive leadership for CSAA • Led CSAA through financial hardships to new prosperity and success • Vital to success of CSAA’s Five Diamond, Online operator training, wiki and Webinar programs, and Electronic Security Expo (ESX) and Fall Operations Management seminars • Adoption of some of the above programs extended to worldwide organizations, Fortune 500 companies and government agencies • Played key role in improving working relationships with Electronic Security Association (ESA) and Security Industry Association (SIA) • Recognized voice of the industry to the public safety community • Work with International Association of Police Chiefs, International Association of Fire Chiefs, National Sherriff’s Association, Association of Public Communications Officials and others has raised the entire industry in their eyes

“I have tried to build CSAA methodically with due respect to maintaining budgets and adding to reserves. We look at programs to see if they are viable and useful for members. If so, we redouble our efforts to support them. If not, they are cut. A constant review assures every program carries its own weight. The greatest challenge was about 10 years ago when CSAA faced a difficult economic position. We dealt with it by bringing it right to the board of directors and saying it is your association and your job to help fix it. They all pitched in immediately because we were very frank with them. Every year since then CSAA has been solvent and has rebuilt itself into something its founding fathers would hardly recognize.”

Partnering With First Responders “Working with first responders has been a real joy for me. All of the AHJ executive directors, many of the leadership, officers and board members are personal friends. I have had the rare opportunity to work with them bringing the public and private sectors together. We approached the AHJs with our word that the trust would never be broken with them. If there were issues, we would work together to solve them, we would never ‘blindside’ them, we would support them when they needed our help and we would never ask them to support us on anything that was not in their best interest as well. This support is relatively small in terms of dollars but very large in terms of goodwill.”

How Things Have Changed “The greatest shift has been CSAA being mainly made up of ‘good old boys’ or ‘insiders’ to being on the leading edge of new technologies, emerging markets and devoted to education, not just at the CEO level but at many different levels. Also, an organization committed to reducing false dispatches and last, but not least, communicating issues and answers on what CSAA is doing today and tomorrow to expand our communications efforts as broadly as possible.”

Impact of Military Combat “Two generations of my family have served as officers in the U.S. Marine Corps in combat situations. Others in my family served in every conflict going back to and including the Civil War. These experiences change a person. You learn to subjugate your own personal desires for the good of the group, to put others first and self last. In combat I quickly learned ‘there are no atheists in foxholes,’ many heroes are just doing their jobs as best they can, and people lay down their lives for their fellows. We must all be willing to make uncomfortable sacrifices so our industry and country can survive and prosper. This is not fully understood by many these days who put their own needs and wants first. Many I have seen in this industry do put the welfare of the industry first and that is key.”

Biggest Wish for Industry Change “That companies understand that the old ‘80/20’ rule is alive and well. Twenty percent of companies are involved with trade organizations and 80 percent still let others do all the work and pay the dollars necessary to keep an industry viable. This is true for ESA as well as CSAA. The 80 percent has to understand we need their involvement and support. That means financial as well as getting involved. Pay your share and help lift the load. History is replete with examples of whole industries failing due to the complacency of the ‘Silent Majority.’”

The Doyle File • Born in Charleston, W. Va., in 1945 • Father was a trade association executive; mother a homemaker and schoolteacher • Married with one son and one daughter

• Graduated from Spring Hill College (Mobile, Ala.) with a degree in psychology • Served as second lieutenant in U.S. Marine Corps, piloting CH-53 “Jolly Green Giant” helicopters in 153 combat missions over South Vietnam and Laos

• Currently serves as board chairman of Foundation for International Meetings, a trade group that annually conducts 400 events • Other interests include travel, military history, and trap and skeet shooting

Steve Doyle has carried many life lessons gained during his 153 missions as a Marine Corps helicopter pilot during the Vietnam War into his professional life and security industry success.

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select your mode of perfection

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SSI HALL OF FAME CLASS OF 2011

Jay Hauhn Current Status Chief Technology Officer and Vice President of Industry Relations, ADT North America

Keys to Success “When a new industry issue is up for discussion, I spend a lot of time listening to the views of other firms, as well as internal subject matter experts. That allows me to put things in perspective. It is rare for ADT’s position on an issue to conflict with the good of the industry because in the end we all have the same goal of serving our customers’ needs the best we can. From a personal standpoint, I would not have achieved the success I have had without the support of my wife and family. I have also had several real mentors who had a significant impact on my career, the biggest being Mike Kennelly [former vice president at ADT].”

Why He’s on the List • A specialist in security technology for more than three decades, ran ADT’s corporate product management and engineering teams for several years • Pivotal role in ADT influencing manufacturer innovation and product enhancements

How Things Have Changed “The means we use to send alarm signals from protected premises to monitoring centers remained virtually the same for a hundred years. That changed in the early 1980s when digital dialers became mainstream. The rapidly advancing communications technology that sends high speed data to a device you hold in your hand is now driving performance expectation for security products. Consumers watch HD movies on handheld devices. It’s just natural that security directors expect that same level of technology for the video used in security applications. The industry is changing quickly. What was a ‘security device’ just three years ago is now often an ‘IT appliance.’ New entrants driven by that transition will continue to increase and accelerate the implementation of emerging technologies.”

Being Active in Trade Associations • As outspoken member of the boards of directors for CSAA, ESA and SIA, acts as a catalyst for positive alignment of the security and fire alarm professions • Chairman of the joint CSAA-IAFC committee on false fire alarms, and worked with UL to reduce bottlenecks for new technology • Frequent speaker on topics of interest to the entire industry, and recipient of SIA’s 2009 Statesman Award

“Even though the three primary industry associations — SIA, CSAA and ESA — have unique membership profiles, many issues are a concern to all three. When that happens, it is fun to work simultaneously with all three to meet a mutually agreed upon goal. I got to know most of the ‘movers and shakers’ in the industry as a result of managing ADT’s product and engineering teams. It was a natural fit for me to then lead our Industry Relations team that works closely with the associations. They all have talented staffs that do the heavy lifting, allowing membership to focus on their day jobs.”

Something People Might Not Know He spent six months as a runner for ADT, carrying a gun and keybox, investigating alarm events. During his first night on the job while investigating a burglar alarm, his trainer parked their ADT car under a spring-loaded fire exit ladder. The trainer pulled on the ladder, causing it to slam through the hood of the car.

Biggest Wish for the Industry “That all security firms would realize the value the Security Industry Alarm Coalition brings to the entire industry. SIAC does an incredible job working with municipalities when detrimental ordinances are proposed. SIAC is funded 100 percent by donations, and the economy has caused many firms to reduce or even eliminate their donations. Proverbially speaking, that is ‘penny wise and dollar foolish.’ All industry firms need to realize the value SIAC has to their businesses, and open up their checkbooks.”

The Hauhn File • Born 1956 in Baltimore • Father was a warehouse manager for Goodyear; mother was a schoolteacher • Married with four children and six grandchildren

• Oldest son Robert formerly worked for ADT and another integrator • Educational background is in electrical engineering • Security fascination began after seeing a

Doppler-based motion detector an ADT tech installed at a pharmacy where he worked • Other interests include woodworking and riding Harley Davidson motorcycles

Jay Hauhn has followed and helped shape security technology for decades. Above, he inspects the police control room for the I-95 tunnel under the Baltimore Harbor in 1984.

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SSI HALL OF FAME CLASS OF 2011

William (Bill) Polk Current Status Managing Director, CapitalSource Security Group

Keys to Success

Why He’s on the List • More than 20 years of security industry debt and equity investment experience; involved in more than $1 billion middle-market financing transactions • Leader in establishing standards, methods and systems for financial guidelines for independent alarm dealers seeking financial assistance • Co-founded SLP Capital, a fivetime Inc. 500 company and innovator in using recurring revenue contracts to structure senior and mezzanine debt financings • Worked with debt and equity investors and investment bankers to expand amount of capital available to the security sector • Co-founded the Homeland Security Investor Conference, and frequent industry speaker, presenter and panelist

“Someone told me good judgment comes from experience, and experience comes from bad judgment. Some of the key lessons I have learned over the years came the hard way. The most important lesson is that the character of the individuals doing business together plays the key role in the long-term success of the business relationship. A person is who he or she is, not what they say they are. Conduct defines character, and qualities like loyalty, honesty, and resilience can overcome the day-to-day challenges and difficulties of the marketplace.”

Most Memorable Moment “I have been exposed to some of the most interesting people and experiences I could have imagined. In particular I have had some fascinating experiences as CapitalSource has expanded into government security and corrections. For example, my day with the senior management team of Blackwater visiting their training facilities in rural North Carolina, my tour of the 10,000-inmate Philadelphia municipal jail, and getting acquainted with some of the senior officials of the Department of Homeland Security.”

How Things Have Changed “The most significant change has been the growth in the scale and scope of the industry, especially since 9/11 and Katrina. The security business is now a $250 billion global industry being shaped by very powerful market forces — technology, government legislation and regulation, outsourcing, the globalization of the battlefield, traditional and international criminal activity, terrorism, emergency management of natural and medical threats and disasters, and the global capital markets. In many ways, the industry today is almost unrecognizable from the one I entered more than 20 years ago. The developments that have taken place the past eight to 10 years have opened up immense opportunities for security companies large and small.”

What the Future Holds “I believe the valuations of security businesses will stay strong as more strategic buyers pursue a growing industry that held up well during recent economic turmoil. Convergence has been a catalyst for everyone to look at the industry in a much more expansive, creative way. I am confident we will continue to welcome into our ranks companies that would not necessarily be obvious players when thinking about the security. The ebb and flow of bull and bear markets will continue to inform financing and M&A trends, but maximizing customer retention while minimizing account creation and service costs will be continue to be timeless themes.”

Biggest Wish for the Industry “The entrepreneurial culture of the industry has made it highly innovative and dynamic, but also very fragmented. Many electronic security companies remain relatively misunderstood by financial analysts because certain accounting rules make them difficult to compare to standard financial measures. If there were more large and well-recognized leaders at the top of the industry, I believe more people would identify the tremendous opportunities available to invest in and lend to this space.”

The Polk File • Born in St. Louis in 1956 • Father was an insurance executive; mother was a homemaker • Married with two sons and one daughter • Earned undergraduate arts degree at University of Virginia, MBA from Harvard University

• Began finance career working for Chemical Bank, now part of JP Morgan

Hospital Development Board and the Colorado Outdoor Education Center

• Entered security after founding SLP Capital with business school classmate Henry Edmonds

• Other interests include travel, fly fishing, skiing, golf, coaching youth ice hockey and baseball, and collecting ceremonial military helmets and headgear

• Board member of the St. Louis Children’s

With more than 20 years of security industry debt and equity investment experience, Bill Polk (left) is known as a “go-to” financial expert. Here he is pictured with ASG Security’s leadership.

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SSI HALL OF FAME CLASS OF 2011

Ivan Scharer Current Status Consultant and Board Member, ADS Security (Nashville, Tenn.), Central Security Group (Tulsa, Okla.), Habitec Security (Toledo, Ohio)

Keys to Success

Why He’s on the List • Nearly five decades as an alarm company and dealer program executive, and dealer business owner • Spent 11 years as president of First Alert Professional (then Ademco, now Honeywell), building, growing and leading the first successful independent dealer network to a peak level of more than 500 companies • Influential in raising the bar for independent dealer excellence in the areas of sales, marketing, installation and customer service • Rose through ranks from accountant in the early 1960s to CEO in mid-1970s of Dictograph, significantly growing the firm while developing products, services and sales strategies at the time considered cutting edge • Worked with the National Crime Prevention Council Crime Stoppers Int’l

“I learned early on there are no shortcuts. Quality service and care and concern for customers unlock the keys to success. Developing successful programs requires attention to detail and, most importantly, follow-up. When I came to First Alert Professional I was the only one with actual dealer experience. It took time to develop the sales and marketing support that made First Alert unique. Fortunately, I had management’s full support. The challenge was creating a separate staff and coordinating it with the Ademco team. That combination was responsible for the program’s rapid growth.”

Most Memorable Moments “At Dictograph we hired a popular radio announcer for a fire safety video. He was so taken by the potential danger of fire that he asked if we would install a system in his home. We chased him for weeks to set up an appointment and he always claimed he was too busy. Ironically and unfortunately, there was a fire in his home and his wife died from smoke inhalation. “In the early years of Dictograph, Ademco sent a representative to see us to find out how we were selling so many systems. I gave him the history of Dictograph and explained the reasons for our success. That rep was Leo Guthart [who would become Ademco’s CEO and chairman, and a SSI Hall of Famer], and that was the beginning of our long and special personal relationship.”

Creating a Leading Dealer Program “Leo Guthart asked if I would look at a new concept Pittway/Ademco had to create a dealer group using Pittway’s First Alert brand. Based on my experience at Dictograph, which had a franchise dealer network, he and Roger Fradin [ADI founder, current CEO of Honeywell ACS and SSI Hall of Famer] asked if I would act as a consultant to their team. I quickly realized the tremendous potential of providing independent dealers overall support unavailable elsewhere. The challenge was to create a program of sales, product and business support to help dealers grow their business. After a few months, I was asked about becoming president of First Alert Professional. Why did I accept? At Dictograph, I always felt the industry needed a manufacturer willing to look at the needs of alarm installing companies as if it were a dealer.”

How Things Have Changed “One of the most significant changes has been the combining of companies and loss of many entrepreneurs. As a consequence, we have lost the individual initiative of many of our great early leaders. Changes for the good include the additional services available from sales and monitoring companies, and the technical advances that have moved our industry forward. I have lived through a number of business cycles, and after each down cycle the industry has rebounded and grown. I believe we are at the beginning of another significant growth period that will include an active period of acquisitions.”

Biggest Wish for the Industry “If I could change one thing it would be making it easier for startups to enter the industry. I would like to see new, young entrepreneurs able to start a dealership and bring new creative ideas to the industry. Also, I believe many companies have lost sight of the fact that our real job is saving lives. There are ways to weave that concept into today’s sales cycles.”

The Scharer File • Born in Newark, N.J. • Father was a liquor industry salesman; mother, manager of a ladies apparel shop • Married with two sons, one of whom works in the industry, and four granddaughters

• Served two years in U.S. Army • Earned undergraduate degree in accounting from Rutgers University

• Owner of HomeSafe Security, an independent alarm dealer • Other interests include tennis and golf

• Began career as a CPA in New Jersey

For 11 years as First Alert Professional president, Ivan Scharer (left) built, grew and led the first successful independent dealer network. Here, he gives an award to Moon Security’s Mike Miller.

44 securitysales.com • MARCH 2011

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SSI HALL OF FAME CLASS OF 2011

Bud Wulforst Current Status Consultant and Board Member, ESX, ADS Security, FBIVideo

Keys to Success

Why He’s on the List

“I had a real knack for the alarm business. I was good with electric devices and electronics, and was skilled in the art of foreseeing the methods of attack by burglars. I studied management techniques and business in general. I attended and participated in seminars in the industry and with other business organizations. By doing what I enjoyed and interacting with successful people in the industry, I was able to find solutions to my problems and ways to grow the business. It’s also critical to hire the right people and then motivate the team. I have always been loyal to my employees just as I would expect from them.”

• Nearly half-a-century in the electronic security industry

Most Memorable Moments

• Tremendous devotion of time and energy to industry associations and causes • Past president of Central Station Alarm Association (CSAA) and associated with more than a dozen industry-focused organizations • Participates in numerous industry committees, and sits on the board of Alarm Industry Expo, the ownership group for the ESX event jointly owned by CSAA and ESA • Built and sold five electronic security companies, most recently selling Nevada-based A-1 Security to Stanley Convergent Security Solutions • Helped many colleagues improve their operations and profitability, and assisted some in selling their businesses

“In 1977, my wife Laurie and I purchased an answering service and the home in which it was housed in Mount Kisco, N.Y., and moved into it. I bought a used McCulloh cabinet and registers from Automatic Burglar Alarm in New Haven, Conn., and we were in the central station alarm business! One evening I was servicing the account of a clothing retailer and the security director happened to be there. I had been trying to get him to give us more business from their other locations. He said he wanted to see our CS. I, of course, tried to dissuade him. When I took him in he exclaimed, ‘Who’d think of a CS operating out of a house?!’ Ultimately, we took over those other locations and their warehouse in the Bronx.”

Being Active in Trade Associations “I loved the industry and the people in it. I saw a personal benefit to network with successful people and companies. I was accused of being a brain-picker, to which I freely admit. I served as an officer with NYBFAA [New York Burglar and Fire Alarm Association], Nevada FBAA and on marketing, education/training and standards committees with NBFAA, now ESA, and CSAA. I was one of the first trainers for the NBFAA NTS [National Training School]. I have always felt a need to help newcomers and others in the industry when I could since I always received so much help from others.”

How Things Have Changed “Being a conservative old man, I long for the days we actually made a profit installing security systems and pondering how the attack on the premises would be made by the burglar. One word could describe how things have changed though — bigger! Everything has gotten humongous compared to when I started. Since the industry has become more sophisticated financially, customer service and account retention are major topics. Though, it seems, less focus is being put on protecting the assets of the customer.”

A Life With No Regrets “I have had a very rewarding life, both philosophically and monetarily. I have a great wife who not only provided me a wonderful family but also supported me all along the way; we are a great team. I can’t think of a single thing I would have done differently, except maybe that third race at Belmont.”

The Wulforst File • Born in Jamaica, N.Y., in 1943 • Father worked for New York’s Supreme Burglar Alarm Co.; mother was a homemaker

doing billing, collections, customer service and even central station calls while he did installations and service work

• Married 48 years, with three sons and one daughter

• Two sons work for Stanley Convergent Security Solutions, holdovers from the purchase of A-1 Security

• Wife Laurie has also been a business partner,

• As a teen spent summers constructing and

wiring wood dowel screens and painting bell boxes and control instruments for reuse by Supreme • After graduating high school, circa 1961, worked for Advance Burglar Alarm and then at age 18, started Knight Protection in Brewster, N.Y.

Bud Wulforst (front, center) is CSAA past president and associated with more than a dozen industry organizations. He’s shown here with several other Hall of Famers, including Bob Bonifas, Charlie Darsch, John Murphy, Mel Mahler, Lou Fiore and fellow 2011 inductee Steve Doyle.

46 securitysales.com • MARCH 2011

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What alarm dealers in the know, know

www.securitysales.com/freeinfo/13199

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EXCLUSIVE ROUNDTABLE

Young Lio

Lead T

Photos by Nicholas Koon

to

Pictured l to r: Richard Jimenez, Jim Keighley, Kerry Egan and Trevor McEnaney.

Four up-and-coming executives from a range of installing/monitoring contractors discuss the unique challenges they face in assuming leadership roles at their companies. Familial tensions, technological advances and pushing an industry to embrace a new generation of leaders are just some of their hurdles.

T

By Rodney Bosch

he vitality of most any industry relies on a steady succession of new leadership. How effectively an industry fosters and develops its leaders can mean the difference between stagnation or maintaining relevancy in an evermore complex business landscape. Despite its rich entrepreneurial history, the future of the electronic security industry can seem imperiled should it fail in passing the torch to a new generation of leaders who embrace cultural change and the technical advances revolutionizing the industry.

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o ns Ready

Tomorrow The urgency is all too real for some installing security contractors. A survey conducted by the Electronic Security Association (ESA) revealed many of its members between the ages of 25 and 45 worry their generation isn’t being properly educated nor encouraged enough to actively participate in the industry. The survey findings would result in ESA’s support in creating the Young Security Professionals (YSP) in 2009. The organization for young managers and executives is dedicated to developing new industry leaders through social, educational and best-practice forums. In an exclusive roundtable, SSI interviewed three founding YSP members, along with a young security executive who is not part of the group, during the recent California Alarm Association (CAA) Winter Convention in San Francisco. The participants included Richard Jimenez, general manger, Riverside, Calif.-based IE Alarm Systems; and YSP members: Ker-

ry Egan, vice president of operations, Lancaster, Pa.-based Security Partners; Trevor McEnaney, general manager, Katonah, N.Y.-based Knight Security Systems; and Jim Keighley, technical service manager, Lynn, Mass.-based Wayne Alarm Systems. Each of these individuals — see below for brief introductions — is uniquely positioned to ascend to not only a top leadership role in their company, but the industry as well. In the following Q&A, the group discusses their experiences and challenges in helping lead their companies, and the industry, into the future. What challenges do you confront that ownership may have not experienced prior? Richard Jimenez: Everything comes down to technology. For example, they are used to putting papers into folders and filing everything. I decided to go paperless and they were against it. ‘No, no. We have to have a file. We have to have a signed contract.’ And I explain

we don’t have to. ‘Well what happens if this is lost?’ They don’t understand we would be backing up all files. They can’t grasp that the technology is there and we can use it to our benefit. So I explained I would have someone scan all the files and begin using the electronic versions. We’d keep the paper files. Now after about four years that we’ve been scanning we have the files down to one paper — a signed contract. That’s all we have. They are still scared of technology. Especially since they are no longer running the business they don’t see the growth in technology taking place. Jim Keighley: One of the issues we run into is customers want whatever they want right now. They want a service call now. They want to be able to have their system code changed or shut off access to a door, 24/7. It’s growing that end of the business and bringing people in to meet those demands. For example, a programmer. We are a small company that has grown, but

◗ Meet the Young ‘Lions’ Kerry Egan — Egan is a familiar surname to many in the security industry. Kerry is the daughter of Patrick Egan, owner/founder of Select Security, among other ventures in his more than 40 years in the industry. The co-located Security Partners is a wholesale monitoring center.

Richard Jimenez —The founders of the 10-employee IE Alarm, Utana and George Del Valle, hired Jimenez as a helper when he was 17 years old. Today, 21 years later, he is entrusted with the direction of the company with an eye toward ownership. He serves on the executive committee of the California Alarm Association (CAA).

Jim Keighley — As an electrician, Keighley joined Wayne Alarm 17 years ago with zero security industry experience. Guided by founder/president Ralph Sevinor, an SSI Hall of Fame inductee, Keighley has set a goal to one day become general manager of Wayne Alarm.

Trevor McEnaney — A thirdgeneration security professional, McEnaney’s grandfather founded Knight Security along with Bud Wulforst (who is a 2011 SSI Hall of Fame inductee; see page 36). Although starting his professional life outside the family owned business, today McEnaney works alongside his father Thomas McEnaney and brother Sean McEnaney.

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A NEW GENERATION OF LEADERS

we are at a point where we need one particular person and that’s all they do is program panels, make code changes and such so we can do that quickly. Now we have one person handling those things. The business is evolving at a faster pace. In the past things were much

KEYS

as telecommuting, I find that productivity increases and the quality of work goes up. Employee loyalty is really big right now. We need to create that culture. People change jobs every three to five years and will have six or seven jobs in a ca-

Being a family member doesn’t mean you are going to be successful. And it doesn’t mean you are going to be able to recreate what your parents achieved or your predecessors achieved.

CODES

Trevor McEnaney, General Manager Knight Security

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slower, gradual. You talked about it for six months before you hired somebody. Now, we need this person today and it is tough to justify it. I would like to separate it so more individual people have a specific job. That’s not the traditional way at all. Technicians need to be more specialized nowadays. But you have technicians who’ve been in the field for 10 years and they’re afraid. They don’t want to get into the newer technologies, the networked equipment. Do you find yourself having to push the company along in that regard? Keighley: Not really. Ralph [Sevinor] has a good, strong hold on it. But there is a bit of a disconnect between senior management and the younger generation. The driving force can be difficult because we’re not really sure where that’s coming from. Ralph wants us to drive it and I think we’re looking for his leadership to drive it. It is a bit of a problem. It’s a hurdle we have to get over. Kerry Egan: I find it very difficult to manage consistently across the generation. I notice with myself I am more flexible, but I know which people can’t handle that sort of flexibility. It drives my parents crazy. They don’t get it. They think the quality of work diminishes with increased flexibility. I don’t believe that at all. The more flexible we can be in allowing flexible work schedules, such

reer versus the baby boomer generation. The employee was taught you were with this employer for life. As a manger, you really have to work at it over and over again. The employee needs to hear from us that we’re appreciative. We need to reward them by teaching them more. It’s not always about the money; I see it with my employees. It’s the acknowledgement and giving them the things that they want. Trevor McEnaney: The whole technology thing in my opinion drives a lot of the issues today. It’s not unique to our generation. It happened a lot to [the previous generation] and even what their predecessors were doing previously. What has changed from generation to generation is now there is more competition. There are thinner margins. This is the result of a few things, but I am focusing on the Internet. It has been instrumental in providing this on-demand accessibility to all this information. We have shifted from the industrial age and now we are in the knowledge worker age where you give them every resource available and you instill values and you let them run with it. This is what the previous generation doesn’t understand. The company I’m in needs to be cultivated and needs to break free of that industrial mentality. We are in this knowledge worker age and knowledge is king. The biggest challenge is how do you develop that roadmap? ➞

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Identify one aspect of the industry that needs to advance in order for it to remain robust. Jimenez: Training. Like Jim said, technicians who have been out in the field for 10 to 15 years are scared to work with IP. If you don’t get them trained, they will no longer be relevant. We are not going to have a need for them. You’ll have a kid coming in who knows IP and IT and they aren’t afraid of it. I have techs, like other companies, who have 10 years of experience and they think they know everything. There is nothing new you can teach them and it’s a big problem. Plus, they don’t want to train in front of someone younger who just arrived in the business, maybe they’ve only been there for a year, and they already know IP. It can be really uncomfortable for the veteran tech and consequently it can be hard to get them trained. Keighley: I see two big problems. First, there is a big disconnect between the senior leaders in this industry and the younger people. For whatever reason, the younger people don’t want to get involved. They are out there but they take a backseat. They feel, whether it’s intimidation, that they have nothing to offer when they have a tremendous amount to offer. Perhaps with the Young Security Professionals it will start to show that we need them to get involved. Even for those who are already in the industry their voices need to be heard. Especially with the technologies that are flying through the door, we need the younger generation to give us their opinion. The second part is we are getting away from truly securing people. RMR is the lifeline of our industry, but we are more concerned with getting a quick system put in, get the recurring revenue and move on. Are we truly securing our customers? That certainly needs to be looked at and in my opinion it needs to be changed. We have had competition knock on doors and take over our accounts and it is clear they have given the customer an inferior system. They are quick talkers and seem to get the homeowner to buy in to their propaganda. ➞

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A NEW GENERATION OF LEADERS

Egan: Adding to what Jim was saying about industry involvement, we need to encourage our senior executives — as in the baby boomer executives — to remember the value that they got when they were first traveled to an association meeting. We still see the majority

an alarm system goes nuts and the homeowner comes downstairs and tries to turn it off. I would like to see the public perception shift from [an alarm system being viewed as] a nuisance to something positive that will enhance the quality of life, give them peace of mind.

My biggest challenge over the next five years is being able to build that management team of nonfamily around us and not lose them. Kerry Egan, Vice President of Operations Security Partners

of attendance is going to be in the older groups. The associations could do a better job of getting out there and instilling that value and the fact that we need their support. In other words, we need them to write the check and to understand it’s not a vacation for younger people, for the knowledge seekers. I fear that a lot of the younger generation will miss out on opportunities to learn and gain knowledge because of that 40-year gap. I think it’s too easy for the 60- to 70-year-olds to judge the 20to 30-year-olds still as children. Their thinking is the ‘kids’ don’t need to travel to an association meeting and instead need to stay on the job and learn. I think the associations can do a better job educating the senior executives on the need for us to come to association gatherings. One of the primary focuses of starting the Young Security Professionals was actually to get the mentorship from the leaders that had put the time and energy into the ESA, so that we weren’t worried we wouldn’t have a trade association in 30 years or only a few people trying to carry the load. McEnaney: I see two issues. From the end-user side, I think we need to work toward improving public perception. The public’s perception needs to be more positive about these systems and the services, and ultimately how this impacts their quality of life. On television, every show has an episode where

As for the industry side, there is a disconnect between the older generation and the younger generation. It’s why we put the [YSP] group together. Otherwise we run the risk of having a gap in leadership, and without that influx of new volunteers the association will perish. It won’t have the longevity that it needs. Richard, you said choices you make sometimes create strains with the owners. What is your process to bring them onboard with your decisions? Jimenez: It’s all about implementing something slowly, one step at a time. If

plemented GPS on all of our vehicles. Getting the owners to buy into that was difficult. So I approached them like, ‘Let’s just test it out on one of the vehicles.’ Now I can’t live without it, not knowing where my techs are at all times. It keeps my employees a little more honest filling out their time cards. It’s the 15 minutes here and there that quickly adds up. Now the owners see the positives to it. They are starting to trust technology. It hit a point after about eight years of working with them; they saw how I worked and my work ethic that they pretty much have let me run the business. The owners are really good people and have given me the reins. I hope not to fail them because of the amount of trust they have put in me. Jim, do you experience tensions with senior management at your company? Keighley: Not necessarily. I still reach out to Ralph for his advice and his leadership. I think the tensions are more interdepartmental with the different managers and how they operate. Each person — it’s human nature — feels their department works the hardest, has the most strain. What we try to do is cross-train as much as possible. Everyone seems to think that it is easy to sell. So we allow the technicians an opportunity to upsell so they get a taste for selling. We haven’t yet had

Technicians who have been out in the field for 10 years are scared to work with IP. If you don’t get them trained, they will no longer be relevant. You’ll have a kid coming in who isn’t afraid of IP. Richard Jimenez, General Manager IE Alarm Systems

I just go in there and say, ‘We are going to shred all these files and scan everything’ — no way. That would only cause a knock-down, drag-out fight. Right now a lot of issues come down to money, especially the way the economy has been. A lot of the new technologies aren’t necessarily expensive. I im-

the sales department installing — I’m not sure we want to do that — but we bring central station people down into the service department and let them answer some phones and create some service work orders. That helps relieves some of the stress or tensions among the different department managers.

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There is a big disconnect between the senior leaders in this industry and the younger people. For whatever reason, the younger people don’t want to get involved. They are out there but they take a backseat. Jim Keighley, Technical Service Manager Wayne Alarm Systems

Kerry and Trevor, do you find it difficult balancing your professional lives working in a family business? Egan: There is Select Security, which my dad is the face of, and then Security Partners. Back in 2003 we were in about 6,000 square-feet of office space and the central station was about a 600-square-foot room within that. We later moved into a similar situation with the central station in the same building. Eventually we purchased a two-story building and the two businesses are now on separate floors. That was a definite change that made it easier not just for me but the employees of both companies. It was very important for my mom to continue to say how much the two companies are still the same company. And it was very important for me to say how much they are not the same company. I don’t know that I would still be in the industry working for my father. My father and my mother both still work in the business every day. I am at a point in my life where I am not trying to be defiant but I don’t really want to talk to either one of them about the business. They are great parents, but we have always had the business connection. They brought me up to love it as much as they do, but we have very few other things in common in our lives. Not that we can’t separate our personal relationship from business; we can have the high tension arguments and then go to dinner. It’s being able to put work aside long enough to allow a personal relationship to develop. That is my ultimate struggle. McEnaney: My father and I share a small office. Our desks are situated so that I’m facing one way and he is facing

me. My wife always says, ‘It’s so great. You get to go to work and see your father. I never get to see mine.’ She’s from New Hampshire. I say, ‘You don’t understand. When I am at work he can still pull the dad card like, ‘Why are you doing that? What are you thinking?’ That creates some tension. You start to develop a sixth sense for what to say and what not to say, which can be good and bad. You need to learn how to present ideas and solutions without offending them. What has been your biggest challenge maturing into the manager you are today? Keighley: Letting go. I felt like I was the best purchase orderer. I felt like I got the best pricing. I could schedule better than anybody. I was most efficient at scheduling jobs and making sure they were done right. So now I am giving that responsibility to others and it is hard to let go and feel confident they are going to do the same job. I think as you get a broader responsibility base you don’t feel as if you are good at one particular thing any longer. You were really good at this. You were really good at that. And now I’m just OK at everything. It’s been tough to let go. Jimenez: It is managing the employees. I am having kind of the same issue as Jim — trusting that my employees can do the work just like I did. I find myself calling the techs when it’s the service manager’s job to make sure they have the right parts. It’s letting go and trusting that I do have the right employee; that I did make the right decision in hiring that employee and giving them the responsibility. My employees want it. It’s me letting go and giving

them that responsibility. It is still a difficult process. I have a problem letting go. I know that I have to work at it. Egan: Parents. Dealing with dad and mom. It’s not just me dealing with both; it’s everybody in the office dealing with both. They have been married for almost 35 years, but they are on total opposite pages. One wants one thing, the other wants another thing. And I am constantly in the middle. I would never undermine my parents, but I do try to provide a little balance and direction for the other managers, which is really hard because you basically have to tell them not to listen to one of your parents at any given time. The reason that I try and balance between my mom and dad is they are essential for each other. They could not do it without one another. They are a team. But they operate like worst enemies at some points. But they are the best thing for each other and the business. As I have come up it is now three people fighting over this one torch. My biggest challenge over the next five years is being able to build that management team of nonfamily around us and not lose them. It is stressful. I am having a hard time getting the buy-in from my parents to actually make this a priority. McEnaney: I saw a quote one time from Abraham Lincoln, ‘You have to do your own growing no matter how tall your grandfather was.’ That defines everything we’re talking about. My biggest challenge has been chasing the success that others have accomplished. When I came in and saw what all these guys were able to achieve, and they made it look easy and it’s not. So my challenge is I have to do my own growing. From knowing so many people in the industry and being a family member doesn’t mean you are going to be successful. And it doesn’t mean you are going to be able to recreate what your parents achieved or your predecessors achieved. ■ FIND IT ON THE WEB F There’s more conversation from this roundT table online at securitysales.com/ysp ta

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EVENT PREVIEW

Your Best

Bets for

ISC WEST

©iStockphoto.com/Jamie Farrant

More than 23,000 participants and 900 exhibitors, a revamped education program and special events like the SAMMY Awards are why ISC West reigns as installing security contractors’ top tradeshow. With so much to digest, attendees seeking to get the most out of the expo must prepare ahead of time. The following preview is designed to help that cause.

A

By Ashley Willis

mid all of the bright lights, slot machines and roulette tables, there is something even more exciting going on in Las Vegas on April 5-8. Hosted by Reed Exhibitions at the Sands Expo & Convention Center, the International Security Conference (ISC) West is set to take the stage. With more than 23,000 security dealers, integrators, manufacturers, law enforcement community, military and other industry professionals expected to attend, ISC West, which is sponsored solely by the Security Industry Association (SIA), is the largest exhibition hall in North America dedicated to security.

And what would ISC West be without its special events, such as SSI’s SAMMY Awards (see box on page 58 for listing of finalists), the SIA Ride for Education and the Alarm Industry Research and Educational Foundation (AIREF) annual golf tournament that show-goers have come to enjoy? SIA will also host its annual New Product Showcase (NPS) on the show floor, honoring the most innovative products of the year. This year, 78 new products and technologies will compete for top honors in numerous categories. As anyone who has ever been to the show can attest, being at the event can be a tad overwhelming. With more than 900 exhibitors, many educational sessions and networking opportunities

available, it’s often difficult to determine what segments of the show will provide the most benefits. But this year, event planners have offered a few solutions to that problem.

Education Tracks Retooled Coordinators will launch ISC Mobile to help visitors organize their show schedules. The tool will allow attendees to build their personal ISC West agendas, view conference sessions, search for

SEE SSI AT ISC WEST! Be sure to visit

at Booth No. 2055

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2011 ISC WEST PREVIEW

◗ Industry’s Brightest Headline 2011 SAMMY Awards Held on the eve of ISC West, the SAMMY (Sales and Marketing) Awards ceremony has become a favorite event for attendees. Now in its 16th year, the 12-category awards program honors some of the industry’s top sales, marketing, business and installation practices. Stanley Convergent Security Solutions (CSS) is the top contender with six nominations, including Integrated Installation of the Year. Right on Stanley’s heels with five nods is Provident Security, including the Installer of the Year prize. SSI would like to thank the panel of judges who evaluated a multitude of entries. These individuals are among the industry’s top marketing and PR professionals. They are: Jon Daum (co-founder, Daum Weigle

Inc.), Jerry Lenander (president, Syncomm Management Group) and Leslie Stevens (president, Eclipse Marketing). Tom Brigham, principal of Brigham Scully Communications, and Richard Hahn of Richard Hahn & Associates, selected finalists for the best Web site design. Following are the finalists for the 2011 SAMMYs, along with each category’s associated sponsor. Winners will be revealed during a free, open-to-all ceremony April 5, 4:30 p.m., at the Venetian Resort Hotel Casino in Las Vegas. SSI will profile the 2011 SAMMY winners and finalists in the June issue, and the Installer of the Year and Integrated Installation of the Year case study will be featured in July.

Installation & Business Awards Installer of the Year

Best Broadcast Advertisement

Best Company Newsletter

(TV, radio or online) F.E. Moran Alarm and Monitoring TnT Security Services Vector Security

Atronic Alarms SecurTek Monitoring Solutions Urban Alarm

Sponsored by

(Small to midsize company — 150 or fewer employees) Act Now Alarm Services Atronic Alarms Safety Technologies (Large company — more than 150 employees) Johnson Controls Inc. Per Mar Security Services Provident Security Integrated Installation of the Year

Marketing Awards Best Overall Integrated Marketing Campaign Sponsored by

ADS Security Provident Security Stanley CSS

Sponsored by

Best Web Site Design Best Vehicle Graphics Design

Sponsored by

Best Sales Brochure

Sponsored by

Amherst Alarm Provident Security Stanley CSS

Intelligent Access The Protection Bureau Urban Alarm

Best Company Logo

Best Community Outreach Program

The Protection Bureau Stanley CSS Worldwide Security

APX Alarm ASG Security The Protection Bureau

Best Display Advertisement

ASG Security Provident Security Vector Security

Sponsored by

Sponsored by

Sponsored by

Johnson Controls Inc. Security Management Systems Stanley CSS

Sponsored by

Sponsored by

Protection One Provident Security Stanley CSS

Best Promotional Giveaway Item Sponsored by

Sponsored p byy

ASG Security SecurTek Monitoring Solutions Stanley CSS exhibitors and receive show alerts from their Web-enabled cell phones. The application will also offer a floor plan with point-to-point routing to help show-goers maneuver around the exhibit hall. Also, each day of the ISC Premier Education Series, held April 5-7, has been divided into tracks to help attendees choose sessions that will provide them with the best value. On the first day of the ISC Premier Education Series, PSA Security Network will present “PSA-TEC @ ISC West.” Officially endorsed by SSI, the track will feature three sessions focusing on remote video surveillance, working with security consultants and general sales training.

ISC’s Security Executive Forum will also take place that day and is designed to provide targeted education for high level end users. During this segment, RSI Video Technologies President Keith Jentoft will host “Priority Response: More Arrests, Efficiency, Safety.” “In this seminar, we’re focusing on identifying that there is a value when police respond better to alarms and how to make that a reality for dealers,” Jentoft says. “It’s a way for dealers to make service more valuable by building relationships with local law enforcement.” Jentoft believes video alarms are important to the industry because police give higher priority to alarms

in progress confirmed through video. He realizes that a policy needs to be formalized in order to implement the technology in public safety an-

In excess of 900 exhibitors, including OnSSI seen here during last year’s show, will vie for attendees’ attention during ISC West 2011.

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swering points (PSAPs), or 911 dispatch centers. The session will provide case studies of three alarm technologies that are already in use. Attendees will learn the new code used in dispatch centers for video alarms, as well as the E-mail address central stations should use to send video clips to PSAPs. Other classes available in this track include, “Master Security Program: Security Technology Does Not Equal Security”; “Dataveillance: Increasing Enterprise Video Productivity through Datamining and Video Correlation”; “Effective, Affordable and Innovative Security Training”; and “Spill-Over Threat: Workplace Violence.”

Business & Technology Covered The following day, two education tracks will be available for dealers and installers — Business and Technology. The business courses will focus on sales, marketing and ways to increase revenue. One of the highlighted sessions in the Business track will be presented by SSI columnist and blogger Bob Grossman, president of R. Grossman and Associates Inc., a consulting group specializing in electronic security products and

◗ 5 Industry Vets Join HOF S Sharing the stage during the SA SAMMYs is the eighth annu SSI Industry Hall of Fame nual i induction ceremony. This year f individuals will join 51 five n noteworthy peers who have made innovative and lasting contributions to the industry and in their communities. In alphabetical order, the inductees are: Steve Doyle, executive vice president and CEO, Central Station Alarm Association (CSAA); Jay Hauhn, CTO and vice president, Industry Relations, ADT North America; Bill Polk, managing director, CapitalSource Security Group; Ivan Scharer, former president, First Alert Professional; and Bud Wulforst, former CSAA president and ex-CEO of A-1 Security. Original SSI Hall of Fame class member Ron Davis will once again serve as emcee. For a detailed look at the Hall’s distinguished Class of 2011, check out page 36.

◗ PDQ Award Winner to Be Named at ESX For the second consecutive year, the Police Dispatch Quality (PDQ) Award will be presented at the Electronic Security Expo (ESX) in Charlotte, N.C., June 6-10. Notably, one deserving company will receive the honor during the ESX Industry IceBreaker Luncheon on June 7. Formerly held during SSI’s SAMMY Awards program, the PDQ Award was created by the Security Industry Alarm Coalition (SIAC), False Alarm Reduction Association (FARA) and SSI. The accolade honors alarm installing and monitoring businesses for employing best practices that help thwart false alarm dispatches. This year’s chosen company will receive $1,000 courtesy of Honeywell. SSI will also profile the winner in the August issue, detailing the company’s successful efforts. Past recipients include Broadview Security (now ADT), Atronic Alarms, Alarm Detection Systems Inc. (ADS) and Vector Security. PDQ Award judges are now reviewing entries. Keep an eye on securitysales.com for the 2011 finalists to be announced.

projects. On April 6, 10:15-11:15 a.m., he will host “Developing, Influencing and Responding to Request for Proposals (RFPs),” where he will discuss how to effectively issue and respond to an RFP. “This is a tricks and tips class,” says Grossman. “There is a lot of mystery behind the RFP. Some people who write them struggle with the best way to get good competitive responses. Integrators are wondering how they can respond to show their value to the person issuing the RFP.” The course will tackle prominent points for end users in developing and issuing RFPs and supervising the bidding and request for information process. Integrators will also learn how to respond to an RFP and how end users assess bids to choose the most deserving firm for the job. In the Technology track, dealers and installers will review strategies for effectively implementing the industry’s newest technologies. Topics discussed include cloud computing, IP and mobile video and key control. In addition, the Central Station track for monitoring station operators will feature sessions that focus on new legislation, technology, training, fire alarms and more.

Daylong Series Includes IP, RFPs For the first time in the show’s history, ISC West will offer the Technology Panel on the last day of the Education Series. Event planners have divided five of the industry’s most prevalent technologies and created cours-

es for each discipline. Individual sessions will be led by a member of ISC West’s Education Advisory Board to ensure unbiased presentations. Topics include: access control/biometrics, hosted security, municipal surveillance, physical security information management (PSIM), and video. Seminars will range from one to two hours in length. SSI has endorsed the Video technology track, which will include “Leveraging High Resolution Video to Improve Safety, Security and Surveil-

Stay updated with breaking news from the show floor with SSI’s eShow Daily newsletter during the 43rd annual ISC West! lance”; “Image Quality Panel II: Standards and Image Quality”; and “Image Quality Panel III: Analog to IP Boot Camp” panels. Additionally, SSI Editor-in-Chief Scott Goldfine will moderate “Video Analytics and Content Analysis: Use Cases Explored, RFPs Developed,” on April 7, 11:30 a.m. to 12:45 p.m. An expert panel will present eight-minute demonstrations on how to effectively deploy video analytic technology. Attendees will also learn how to write an RFP that frames a manageable process for improvement of the video analytic deployment. For more event information, visit www.iscwest.com. ■ Ashley Willis is Associate Editor for SECURITY SALES & INTEGRATION. She can be reached at (310) 5332419 or ashley.willis@securitysales.com.

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ORIGINAL RESEARCH

Installers Shell Out

$25K a Month

for Products

A

By Scott Goldfine

ccelerated technological advancement and efficiencies throughout the supply chain have resulted in widespread commoditization and margin erosion for a great deal of products sold and installed by electronic security contractors. And yet, despite increased focus on “solutions” and services to offset those shrinking returns, the industry’s foundation revolves around devices and systems. So how much are installing companies spending today on the equipment that lies at the core of their business? ➞

©iStockphoto.com/Alexander Kalina

For the first time the Security Spending Survey reveals how much installing companies are paying each month for equipment — overall as well as by specific product categories. Top buyer listings are presented along with purchasing patterns associated with different business characteristics.

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2011 SECURITY SPENDING SURVEY

In attempt to answer that question, SSI and Bobit Business Media Research conducted the first Security Spending Survey. The survey was initiated Nov. 3, 2010, being sent via E-mail notification to nearly 11,000 subscribers. Three subsequent reminders were sent to those who did not respond to the initial correspondence. In total, 272 respondents participated by a margin of error of +/-5.9 percent. The objective was to determine how much installing companies are spending on equipment each month in total as well as by specific product categories. The compiled data is presented here in the form of “top” listings for companies’ overall spending as well as access control, fire/life-safety, intrusion and video surveillance purchasing. Those companies appear in alphabetical, as opposed to ranking, order. In addition, product expen-

Top 20 Spenders: All Equipment & Systems • ADS Security; Nashville, Tenn. • ADT; Boca Raton, Fla. • American Digital Security LLC; Liberty, Mo. • APi Systems Integrators; Casper, Wyo. • Carter Brothers Fire & Life Safety; Livermore, Calif. • Day Automation Systems; Victor, N.Y. • Electronic Security and Communications Corp. (ESCC); • • • • • • • • • • • • •

New York Faith Technologies; Pewaukee, Wis. ICS Communications; Piscataway, N.J. Linx; Denver MidCo; Burr Ridge, Ill. Midstate Security; Grandville, Mich. Protex Central; Urbandale, Iowa Siemens Building Technologies; Canton, Mass. Signet Technologies; Cary, N.C. SimplexGrinnell; Westminster, Mass. Stanley Convergent Security Solutions; Naperville, Ill. Surveillance Systems Integration; Roseville, Calif. The Protection Bureau; Exton, Pa. Verizon Federal Network Systems; Fairfax, Va.

Median Monthly Amounts Spent by Each Company Product Category

Amount Spent

Total All Equipment/Systems ____________________ $25,000 Access Control Equipment/Systems _______________ $5,500 Fire/Life-Safety Equipment/Systems _______________ $5,000 Intrusion Equipment/Systems_____________________ $3,250 Video Surveillance Equipment/Systems ____________ $9,000 Miscellaneous Devices, Accessories, Cabling _______ $4,000

ditures are shown according to company characteristics such as revenues, customer base, number of employees and number of locations. Some disclaimers are in order. The results are not scientific as they appear as reported by the respondents. Furthermore, the findings are not comprehensive as only those firms voluntarily participating could be considered (companies wishing to be included in future surveys can E-mail interest to info@securitysales.com). Some graphs include notations indicating small sample sizes in those particular categories. In the interest of presenting conservative estimates, all dollar amounts are shown as medians rather than averages. The aim is to make future iterations of the Security Spending Survey more definitive. In the meantime, at the very least it is a conversation starter.

Top 10 Spenders: Access Control Equipment & Systems • ADT; Boca Raton, Fla. • Electronic Security and Communications Corp. (ESCC); New York

• • • • • • •

MidCo; Burr Ridge, Ill. Midstate Security; Grandville, Mich. Security Management Systems; Great Neck, N.Y. Siemens Building Technologies; Canton, Mass. Signet Technologies; Cary, N.C. SimplexGrinnell; Westminster, Mass. Stanley Convergent Security Solutions; Naperville, Ill.

• Verizon Federal Network Systems; Fairfax, Va. Total Median Monthly Amounts Spent by Company Revenue 2010 Gross Revenue

Amount Spent on All Equipment/Systems

Less than $100,000 ___________________________$2,000 $100,000-$499,000 ___________________________$6,500 $500,000-$999,999 __________________________$21,250 $1M - $4.9M ________________________________$50,000 $5M - $9.9M ________________________________$95,000 $10M - $25.9M ___________________________ $212,500 $26M - $49.9M ___________________________ $250,000 $50M - $99.9M ________________________________ N/A $100M+_________________________________$1,000,000

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Top 10 Spenders: Fire/Life-Safety Equipment & Systems • ADT; Boca Raton, Fla. • Building Systems Technology; Madison, Ala. • Carter Brothers Fire & Life Safety; Livermore, Calif. • Faith Technologies, Pewaukee, Wis. • Midstate Security; Grandville, Mich. • Protex Central; Urbandale, Iowa • SimplexGrinnell; Westminster, Mass. • Stanley Convergent Security Solutions; Naperville, Ill. • Unitech Electrical Contracting; Calgary, Alberta,

Top 10 Spenders: Intrusion Equipment & Systems • ADS Security; Nashville, Tenn. • ADT; Boca Raton, Fla. • CastleRock Security; Arlington Heights, Ill. • Doyle Security; Rochester, N.Y. • Electronic Security and Communications Corp. (ESCC); New York

• Verizon Federal Network Systems; Fairfax, Va.

• • • • •

Total Median Monthly Amounts Spent by Customer Base

Top 10 Spenders: Video Surveillance Equipment/Systems

Customer Base Size

• • • • • • • • • •

Canada

Amount Spent on All Equipment/Systems

1-99 ________________________________________ $5,250 100-499 ____________________________________$12,000 500-999 ____________________________________$20,000 1,000-1,499 ________________________________$26,000 1,500-1,999 ________________________________$34,500 *2,000-2,499_________________________________$8,000 *2,500-2,999________________________________$33,000 *3,000-3,499________________________________$65,000 3,500-3,999 ___________________________________ N/A *4,000-4,499________________________________$85,000 *4,500-4,999________________________________$41,500 5,000-9,999 ________________________________$65,000 10,000-49,999 ______________________________$50,000 *50,000 - 99,999 ____________________________$55,000 *100,000-499,999 ____________________________$8,000 *500,000-999,999 _________________________ $283,894 *1,000,000 or more _______________________$1,000,000 * - Small sample size

MidCo; Burr Ridge, Ill. Midstate Security; Grandville, Mich. SimplexGrinnell; Westminster, Mass. Stanley Convergent Security Solutions; Naperville, Ill. Verizon Federal Network Systems; Fairfax, Va.

ADT; Boca Raton, Fla. American Digital Security LLC; Liberty, Mo. ICS Communications; Piscataway, N.J. Mako Systems; Sun Valley, Calif. Midstate Security; Grandville, Mich. Siemens Building Technologies; Canton, Mass. Signet Technologies; Cary, N.C. SimplexGrinnell; Westminster, Mass. Surveillance Systems Integration; Roseville, Calif. Verizon Federal Network Systems; Fairfax, Va.

Total Median Monthly Amount Spent by Number of Employees Number of Employees

Total Median Monthly Amount Spent by Number of Locations Number of Locations

Amount Spent on All Equipment/Systems

One _______________________________________$11,000 Two________________________________________$50,000 Three ____________________________________ $115,000 Four _______________________________________$87,500 *Five_____________________________________ $100,000 *Six ________________________________________$50,000 *Seven ___________________________________ $100,000 Eight _________________________________________ N/A Nine __________________________________________ N/A 10 or more locations _______________________ $350,000

Amount Spent on All Equipment/Systems

1-4 _________________________________________$3,450 5-9 ________________________________________$17,500 10-19 ______________________________________$35,000 20-39 ______________________________________$54,000 40-59 ____________________________________ $152,500 60-99 ____________________________________ $100,000 100-149 __________________________________ $100,000 150-499 _______________________________________ N/A 500+ ____________________________________ $300,000 FIND IT ON THE WEB F For more industry research, visit SSI’s SecuritySTATS at security F ssales.com/securitystats.

* - Small sample size

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Photo courtesy ScanSource Security

SUPPLY CHAIN STRATEGIES

D

ISTRIBUTORS PUSH PAST MARGINS

The wholesale distribution channel essentially serves as a frontline in the dynamic electronic security industry. Executives from leading distributors discuss market conditions and their role in providing value-add services to their integrator partners.

T

By Rodney Bosch

alk about tradition. The connection between the installing security contractor and the wholesale distributor is steeped in the things that foster long-standing, mutually beneficial business partnerships. To curry an integrator’s loyal business, many distributors offer a familiar banquet of value-add services such as product and solutions training, systems design support, flexible credit terms, Web-based ordering and account management, marketing collateral, purchasing rewards, and the list goes on. More than a convenient products depot, installing security contractors can leverage a wholesale distributor partnership to gain a competitive edge in a fast-evolving marketplace.

Long a venue for training on legacy equipment and related systems, many dealers and integrators can thank their distributor for helping them transition to IP-based solutions. Yet to paint a picture of nothing but happy campers would be more than misleading. Installing contractors must select among local, regional and national distributers to find a partner that meets their select needs and expectations. Moreover, on the national level especially, some distributors are drawing strong rebukes from the integrator community because of increasing efforts to sell directly to end users. To gain an updated view on current market conditions, SSI interviewed executives from four providers of wholesale

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THE STATE OF WHOLESALE DISTRIBUTION

distribution services. Learn which product categories are selling briskly, tips on how you can achieve a fulfilling partnership, upcoming training opportunities and more.

Top Product Sellers and Laggards

Photo courtesy ADI

Ask wholesale distributors about which product and technology catego-

worked environments are also doing very well, including routers, switches, PoE products, Cat-6 wire and more.” PSA Security Network, which operates a wholesale distribution arm with more than 200 vendor partners, lately is experiencing increased sales in megapixel cameras, video management system (VMS) software and even

ADI’s expansive warehouse hub in Feura Bush, N.Y., supports branch locations throughout the Northeast region. It features an advanced radio frequency (RF) picking and packing process intended to reduce order times.

ries are pacing sales — or are lagging — and a bird’s-eye view of the marketplace comes into focus. For example, IP-based video surveillance products and solutions have become a growth leader for distributors across the board to varying degrees. An increased focus on safety and security, lower total cost of ownership (TCO), along with the need for central control and management are making networked surveillance systems a more sought-after option, according to Michael Flink, vice president and general manager, ADI North America. “Users are getting a better understanding of the benefits of this technology and it’s really driving the transition from analog to digital,” he says. “The IP infrastructure solutions that build net-

video analytics, says Bill Bozeman, president and CEO of the physical security systems integrator cooperative. While many installing contractors can be rightly accused for not jumping on the IP bandwagon sooner, Bozeman says, networked solutions and the various software products that operate on them are becoming more accessible to a greater number of integrators. “The kinks are out, the prices have dropped, the demand is there and deployment is easier and achievable by the traditional integrator,” he says. That’s not to say distributors are banging an analog is dead drumbeat. Not by a long shot. For example, the vast installed base of legacy systems across a range of market niches remain ripe for integrators to help end-

user customers migrate to IP with hybrid solutions. “Retrofit solutions continue to do well because they offer the flexibility of updating legacy systems without having to make a major investment,” says Flink. While some analog peripherals and coaxial cable has a place in modifying a legacy solution, one time-honored device in particular is indeed suffering from IP envy: “Traditional standalone DVRs are cooling off,” Bozeman says. Distributors also cited access control as a product category that continues to post sustained growth as end users are increasingly mindful of security needs in a post-9/11 world. And thanks to technological advances, projects that call for integrating video surveillance and access control are becoming more accessible to smaller installing contractors. “Video surveillance and access control products are growing segments due to the increased need for security solutions in government, education, retail and other verticals,” says Tony Sorrentino, vice president of sales, ScanSource Security. In the residential space, home networks and home control solutions are being looked to as a future growth category as users increasingly want an integrated solution that can perform multiple functions, Flink says. “Dealers are offering complete solutions for security, temperature controls, lighting controls, home automation, whole-house audio and more,” he says. “Remote control and access from smartphones or mobile devices are making this technology more desirable.” Although installed A/V product sales have been flat, Flink reports, rising consumer confidence is expected to fuel new growth. “New media and technology, such as streaming video and music, will open up opportunity for dealers to call on their previous customers to offer these solutions,” he says.

A Recipe for Partnership Educational offerings and value-add services comprise the foundation on which distributors build and maintain

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a relationship with reseller clients. The underpinnings an integrator can expect from a distribution partnership can include prompt delivery, same-day or next-day shipping, systems design consultation, warehousing, flexible credit financing, affinity programs and more. “Installers and resellers can get the most out of their relationship by leveraging all of the value-added services provided through their distributor partner,” says James Rothstein, executive vice president of sales and marketing, Tri-Ed/Northern Video Distribution. Training offerings that help keep integrators ahead of the technology curve are key, he says. To help its clientele keep pace with networking applications, for example, Tri-Ed/Northern Video Distribution is once again hosting its North American IP Video Technology Tour. This year the series will feature a Level II, Electronic Security Association [ESA]-certified training class. Here, dealers and integrators can learn about the Open System Interconnect (OSI) reference model, IP naming structure, network design best practices and switch basics. Level I classes, which focus more on networking basics, are being offered upon request.

Photo courtesy Security Equipment Supply (SES)

THE STATE OF WHOLESALE DISTRIBUTION

Online ordering and account management is rising in popularity with dealers and integrators. However, doing business at a local wholesale distributor branch will continue to provide installing contractors traditional one-on-one customer service benefits.

ADI also offers numerous educational opportunities at its branches across North America with a focus on helping its clients discover new growth opportunities. The company’s Expo Training Series and other education initiatives at the branch level trained more than 16,000 dealers in 2010, Flink says. “As a free event, the ADI Expo provides dealers with the opportunity to see and test the latest products, participate in interactive displays and training seminars, receive hands-on experience and spend time with leading manufacturers,” he says.

◗ Training Coursework on Tap A staple offering of valueadd services from wholesale distributors is a range of training sessions and educational curriculum. Following is an example of approaching opportunities across North America. ADI’s (www.adilink.com) Expo series offers a full roster of training courses dedicated to electronic security, IP, A/V and more. Dealers can participate in CEU accredited courses, among other opportunities. Upcoming: • April 19: Nashville, Tenn. • April 21: Phoenix • April 26: Cleveland • April 28: Baltimore • May 3: New Orleans

ScanSource Security (www. scansourcesecurity.com) offers a one-day IP Workshop & Expo that features the basics of IP networking. Participants can up to 6 BICSI credits for attending all training sessions. Upcoming: • April 19: Philadelphia • May 3: Jersey City, N.J. • May 18: Boston • June 8: Salt Lake City • August 10: Minneapolis PSA Security Network’s (www.psasecuritynetwork.com) PSA Education makes available educational offerings for all systems integrators in business, service, system design, installation and deployment. Included are Webinars and

other online curriculum. Upcoming: • May 16-20: PSA-TEC in Westminster, Colo.; an intensive conference focusing on business optimization, physical security, IT and managed services. Tri-Ed/Northern Video Distribution’s IP Video Technology Tour offers a Level II training class, focusing on the OSI reference model, IP naming structure, network design best practices and more. Upcoming: • April 5: Las Vegas • April 19: Winnipeg, Manitoba, Canada • April 20: Plainview, N.Y. • April 21: Westchester, N.Y., and Calgary, Alberta, Canada • April 26: Minneapolis

ADI also teams up with vendors and industry associations to host a variety of educational opportunities each week at its more than 100 branch locations, all of which include a dedicated training room. Among its assorted value-added services, ADI provides a Systems Sales & Support Team to help design installations and quote projects. A project registration program allows dealers to gain exclusive discounts from more than 50 industry-leading suppliers. A noteworthy benefit dealers can receive through a distributor is improved cash flow. Because some dealers often operate from project to project, a distributor may allow dealers same-day pick-up or next-day shipping. “If you couple that with credit terms, partnering with a distributor can help dealers better invest in their long-term growth strategy,” Flink says. The assumption may be that most dealers and integrators take full advantage of what all training and other value-add service opportunities exist through their distribution partner. Not so, according to Bozeman. “In many cases, for instance, the integrator does not take the time or make the effort to get properly trained. This is a huge mistake that the good integrators do not make,” he says. PSA supports its more than 200 systems integrator members with assorted educational opportunities, including occasional Webinars and other online

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THE STATE OF WHOLESALE DISTRIBUTION

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ue-added distributor is able to fully understand the reseller’s unique needs and provide the value-added services and support that are the best fit, such as custom configuration, design support, networks assessments, marketing assistance and training, among others.” As an example of its touring educational curriculum, ScanSource’s training workshops and events focus on the benefits of selling IP and the technology in general. The company continues to bring new custom configuration and network assessment offerings to its customers based on end-user customer needs, including services such as configuration, labeling, video assessment, site surveys and more. (For a sampling of upcoming distributor-sponsored training sessions, see page 68.)

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When asked about the use of the Web as a convenient tool for ordering products, sources interviewed for this story shared a common viewpoint. While the channel can certainly expect surging growth in online sales activity, the types of products will largely be for those that require limited support and training. Hence, distributors will continue to stress their role in providing intensive training, education and design support for networked and more sophisticated solutions. “Online product ordering becomes more and more important every day, but we feel that human interaction through our branches in concert with e-commerce is a winning combination,” Rothstein says. Maintaining a close connection to the integrator is a clear objective; however, Web-based ordering is forcing distributors to meet integrator expectations for doing business at the counter and online on their terms. “Our goal is to do business with our customers in the way they want to do business, whether it’s making purchases online and seeing real-time inventory or working with a knowledgeable sales rep,” Sorrentino says. “Overall, the centralized distribution model on which we have based our business is changing the channel, as resellers see the

coursework, vendor product training, and its annual PSA-TEC weeklong conference. All of these offerings are open to nonmember systems integrators as well and cover everything from manufacturer certifications and general IT to managed services and financials. Further emphasizing a team-minded philosophy, Sorrentino suggests integra-

tors should look to foster a distributor relationship in areas of their business they may have not considered prior. “Resellers should allow their distributor to handle the back-office functions so they can focus on what makes them money, which is finding new business,” he says. “By sharing as much information upfront about their business, a val-

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benefits of that model versus having to drive to a branch for their products.” As online ordering and account management becomes essential across the channel, many distributors have been ramping up the infrastructure necessary to support new online e-commerce capabilities. For example, PSA Security, which only offers online purchasing, recently deployed a database powered by a custom Web-based business software suite. And ADI has formed a dedicated e-commerce team that is working to launch a new and more robust customer Web site. The platform will offer a user interface that addresses customer needs and enhances the company’s online shopping experience. Can a mobile app to make product purchases be far off? It’s in the works at ADI and Tri-Ed/Northern Video. Other organizations continue to evaluate client expectations for on-the-go ordering and other functionality with mobile devices. “There has been little demand for that service; however, we are continuously adding new ways of doing business based on the needs of our customers,” Sorrentino says. Convenience is only one way the Internet has altered the distribution sales channel. The proliferation of online product resellers during the past several years has proven to be highly disruptive for distributors, integrators and end users alike. “On certain commodity products the margin is so low we cannot make a profit after overhead is allocated,” Bozeman says. “It is that tough out there. The noncommodity space is the place to be for integrators and distributors.” The Internet is credited for helping end users become more much more tech savvy and learned about marketplace dynamics (i.e., increased access to product information, specs and pricing). The result is users are expecting a higher return on their investment. However, the Internet can also provide end users with uneducated and misleading information, as it is opinion driven, and anyone can post information even if they are not an industry expert. “The Internet has also opened up the door for unauthorized dealers. Users who

are purchasing through them lose out because they are only getting a product and not the support and benefits that go along with the full solution,” Flink says. Moreover, the Internet has caused manufacturers to evaluate their channel programs to ensure they are protecting the dealers who are adding value to the solution sale, Sorrentino says. Likewise,

it has caused dealers to focus on selling everything that surrounds the product, including design services, installation, training, support, monitoring and more. “It’s our job to help maintain the integrity of the manufacturer’s channel program, as well as provide the needed education and training to the dealer as they sell their value-added offerings,” Sorrentino says.

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THE STATE OF WHOLESALE DISTRIBUTION

Infringing on Integrator Turf

Photo courtesy PSA Security Network

it,” Bozeman says. “It’s becoming more common and it is obviThe din caused by the encroachously not good for the integrator ment of distributors and manufaccommunity. One of the reasons turers into the traditional dealer/inthe large distributors get by with tegrator channel seems only to be this is they claim they create the increasing in magnitude. business; this makes the integraSuppliers maintain working tors no more than a hired installdirectly with end users is neceser who gets the crumbs.” sary to gain a keen understanding Flink says selling to residential of customer needs and expectaand commercial end users is certions, which ultimately can only tainly not ADI’s standard busihelp drive product development ness model. In the residential and sales. What is more, suppli- PSA Security Network training and education offerings, including online curriculum, are open to all systems integramarket, for instance, he says the ers suggest, an increasingly price- tors. Above, installing contractors participate in a product company sees no benefit to sellcompetitive and crowded mar- certification course held at PSA-TEC. ing directly to consumers since ketplace affords end users more itive market has created an environ- it would require a great deal of supchoices for products and solutions, ofport and offer a lower return on investtentimes creating bid challenges for ment in which they are no longer able ment (ROI). traditional dealers and integrators. The to fulfill all the needs and expectations “In the commercial space, users typof today’s savvy end user. Hence, a progist: razor-thin margins on a project ically need a complete solution that reverbial line is drawn in the sand. for a large end user don’t pose a com“We see more and more distributors quires design, installation and support. petitive threat for dealers and integragoing direct to the end user. They claim They usually don’t have the qualified tors anyhow. staff to execute this,” Flink says. “OcInstalling security contractors are they do not but the integrators always find out. I have no idea why they deny casionally, some of the larger commerloathe to concede that a hyper-compet-

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Quiet Duo™ ELR Kit cial end users do have licensed and qualified staff to perform these functions.â€? Dealers and integrators that are creative and focus on marketing a complete solution rather than specific products will continue to have numerous growth opportunities, Flink says. “If a dealer can sell themselves as a service and provide their customers with peace of mind they should have no problem winning new jobs,â€? he says. “Dealers, manufacturers and distributors all need to focus on identifying market opportunities and end user needs, and create solutions to meet those needs.â€? To make it clear, Rothstein and Sorrentino say their companies are not among the distributors selling to end users but that the practice is becoming more widespread. “Dealers should not have to compete with distributors for end-user business,â€? Sorrentino says. “Ultimately, the manufacturers need to stop it from happening. They can do this through their channel programs.â€? â–

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Rodney Bosch is Managing Editor for SECURITY SALES & INTEGRATION. He can be reached at (310) 533-2426 or rodney.bosch@securitysales.com.

â—— Select Wholesale Distributor Directory ADI 263 Old Country Road Melville, NY 11747 (800) 233-6261 www.adilink.com Akron Hardware 1100 Killian Road Akron, OH 44312 (800) 321-9602 www.akronhardware.com Anixter Inc. 2301 Patriot Blvd. Glenview, IL 60026 (800) 264-9837 www.anixter.com Boyle & Chase Inc. 72 Sharp St. Hingham, MA 02043 (800) 325-2530 www.boyleandchase.com Central Security Distribution (CSD) 3800 Camden Road, #13 Pine Bluff, AR 71603 (870) 879-2400 www.buycsd.com Contractors Wire & Cable 6611 Preston Ave., Ste. A Livermore, CA 94551 (800) 444-8816 www.contractorswire.com DWG Distribution 1812 Merrick Road Merrick, NY 11566 (866) 340-2288 www.dwgsecurity.com

KJB Security Products Inc. 841-B Fesslers Pkwy. Nashville, TN 37210 (800) 590-4272 www.kjbsecurity.com

Supercircuits Inc. 11000 N MoPac Expy., Bldg. 300 Austin, TX 78759 (800) 335-9777 www.supercircuits.com

PSA Security Network 10170 Church Ranch Way #150 Westminster, CO 80021 (800) 525-9422 www.buypsa.com

Systems Depot 1510 Tate Blvd. SE Hickory, NC 28602 (877) 254-2172 www.sdepot.com

ScanSource Security 6 Logue Ct. Greenville, SC 29615 (800) 964-8994 www.scansource security.com Security General Int’l. Ltd. 12500 San Pedro #475 San Antonio, TX 78216 (800) 292-5390 www.securitygeneral.com Security Lock Distributors 25 Dartmouth St. P.O. Box 95 Westwood, MA 02090 (800) 847-5625 www.seclock.com SES Inc. 3435 Rider Tr. S Earth City, MO 63045 (800) 325-0221 www.sesonline.com

Systems Distributors Inc. (SDI) 2881 Amwiler Road Atlanta, GA 30360 (800) 452-8588 www.sdilink.com

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LEGAL CASE STUDY

Can Your Company Afford a

$2.5M

JUDGMENT?

©iStockphoto.com/Yanik Chauvin

A panic alarm system’s failure during the brutal attack of a hotel clerk exposes the installing company’s negligence. The case reinforces the importance of following established and best practices to deliver true security/ life safety while minimizing liability.

A

By Scott Goldfine and Jeff Zwirn

proper security survey and needs analysis, along with having all the proper policies and procedures in place, is crucial before you design and install any potentially lifesaving system. Doing so will help minimize your liability, and better protect your clients and others who regularly rely on these systems for their protection during an emergency. There are many critical questions you must address. When your company designs, installs and monitors a silent panic alarm system in a commer-

cial premises, what security purpose does it serve? What degree of reliability does your security system provide? How have you technically quantified its reliability and how important is system reliability? What electronic safeguards are in place to mitigate an impairment that might render all or part of the alarm system nonfunctional? What action occurs once you and/or your central station receive information of a system problem? What type of training and/or supervision do you provide your technicians and what standards do they follow when pro-

viding this particular type of security alarm service? The following actual legal case study concerning a panic alarm system illustrates why the aforementioned is extremely important for you and your company to focus on for each and every installation. To that end, if you fail to prepare against this egregious course of conduct, the consequences can be catastrophic.

Attack Injures, Traumatizes Clerk For the purposes of this article, the alarm company featured in this case will

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$2.5M PANIC ALARM CASE

Front desk area of the Hampton Inn where a clerk was brutally attacked by a mentally ill guest while working the overnight shift.

be fictitiously referred to as ZXZ Alarm Systems. This company was contracted by the Hampton Inn to design, install and monitor an emergency silent panic button alarm system. It consisted of two hardwired momentary panic buttons, a control panel set, a system keypad, backup battery and a system transformer. One of the panic buttons was located by the front desk. The other initiating device was installed and placed between the general manager’s office and the bathroom entranceway. One day at about 4 a.m., the hotel’s front desk clerk was suddenly and without warning brutally attacked by a male guest who had jumped through the store window. The assault went on for approximately 30 minutes. The woman repeatedly fought off the attacker and began to push the emergency panic button within the first two minutes of the attack. The panic button she activated was later found to be soaked in blood due to her finger being bitten by the assailant. The victim wound up escaping from her captor by running down a hallway and desperately banging on doors for help. Finally, a guest let her into their room where they called 911. The perpetrator was then captured at the scene by the responding police. If the system had been fully functional, the police department would have been immediately dispatched to the premises. Despite the installation of a

panic alarm system, the central monitoring station never received any signals and the police department was not dispatched to the premises. During the investigation it was quantified that if a signal had been sent to the central station, in all likelihood, the police would have arrived within about two minutes after the system was activated. The victim suffered both serious and permanent physical and emotional injuries, including damage to her finger. Legal action ensued with a suit being filed against the alarm company. The foundation of the case was predicated on some additional key facts.

A woman pushed this emergency panic button within the first two minutes of being attacked. It was later found soaked in blood due to her finger being bitten in the attack.

The alarm company had the duty to properly design, recommend, select, program, install, service, maintain and monitor the emergency silent panic button alarm system at the Hampton Inn. It also had the duty to comply with manufacturer specifications, UL standards, the National Electrical Code (NEC), recognized industry standards and practices, and state requirements for licensed alarm contractors. The central station had the duty to immediately notify and dispatch police when it received a panic alarm signal from the Hampton Inn. It also had the duty to notify the hotel of any system impairment, such as a timer test failure. The central station should have communicated the criticality of this identified system failure to the end user/owner. This is especially true given the prolonged period of time it was aware of the system failure prior to the brutal attack.

Probe Reveals Why System Failed The subsequent forensic investigation uncovered serious defects and irregularities in the system’s design, recommendations, application, equipment selection, programming, installation and central station monitoring. These are highlighted in the following list. 1. The control panel was found to be UL Listed for household use only. Therefore, the control panel selected by the alarm company was not listed or suitable for its intended purpose. 2. The overall installation was in gross deviation to equipment manufacturer specifications, UL standards, the NEC, recognized industry standards and practices, and Chapter 31A of the Fire Alarm, Burglar Alarm and Locksmith Licensees and Businesses Act of New Jersey. 3. The control panel was not found to be electrically grounded, a violation of manufacturer specifications, UL, NEC and industry standards. 4. The control panel was improperly programmed. The alarm company repeatedly concealed this from the Hampton Inn, and it made the entire system dangerous, defective and unreliable for anyone reasonably relying on it for their protection. 5. All supervisory end of line resistors (EOLR) were improperly terminated within the control panel set. This bypassed inherent safeguards of the alarm system and violated manufacturer specifications, UL, NEC and industry standards. 6. The system keypad was mounted on the control panel set, but was not in an area where it was likely to be heard if it detected any system impairment. Improperly placing the system keypad inside the phone room meant system trouble conditions could not be audibly and/or visually identified. 7. No RJ-31X telephone jack and coupler cord was connected to the phone lines of the alarm system. Connecting a digital alarm communicator transmitter (DACT) to any phone line without an RJ-31X jack and coupler

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$2.5M PANIC ALARM CASE

8.

9.

10.

11.

12.

cord makes the connection unidentified to anyone who may be working on the multitude of phone lines in the area. Furthermore, it is in violation of FCC requirements. Each of the hardwired emergency silent panic buttons was configured as a normally closed circuit and was improperly supervised. The EOLR was improperly terminated by the installer within the control panel set. The loop response time on the panic buttons was improperly programmed and set at 750 milliseconds (ms) instead of the required 40ms. This made both of the momentary panic buttons dangerous, unreliable and extremely difficult to activate, especially when someone is being attacked. The system evidenced that it was in trouble upon arrival to the premises without any audible warning indication from the system keypad. The system’s built-in telephone line fault monitor was not enabled on the control panel set, so that a faulted and/or disconnected phone line could be audibly annunciated for onsite warnings at the Hampton Inn. Central station records revealed that for 109 days prior to the attack the system was completely unsuccessful in digitally transmitting weekly test signals from the Hampton Inn to the central station. In addition, the central station never notified the hotel of this dangerous and serious condition.

Expert Testimony Exposes Firm The panic alarm system in this case was installed in 2002. The alarm company’s president was new to the security business at that time and had never received any training. Notably, at the time of his deposition, he was produced as the person with the “most knowledge” of the burglar and panic alarm system for the subject premises. He also testified he bore responsibility for its operations. The alarm company’s technician produced as the person with the “most knowledge” of the maintenance and monitoring agreement for the sub-

The system evidenced that it was in trouble upon arrival to the premises without any audible warning indication from the system keypad.

ject premises testified he had never inspected the panic alarm system nor ever seen panic buttons installed, maintained or serviced by his employer. There was no evidence this individual had ever been provided alarm training, and he testified he had never heard of an inspection being done on a panic button. In addition, prior to working in the alarm industry this same individual worked for National Wholesale Liquidators and Taco Bell. The alarm company testified it programmed the system to transmit a weekly test timer signal to the monitoring station. Further, the company might have answered a call from the central station prior to the attack regarding a “test fail” condition from the Hampton Inn’s panic alarm system. However, there was no evidence the company had ever responded to and/or notified the hotel. Interestingly, the alarm company testified it was its responsibility to contact the subscriber when receiving any notice of a “test fail” condition. Astonishingly, central station records revealed that for 16 consecutive weeks prior to the attack the central station had repeatedly notified the alarm company of the panic alarm system’s “test fail” condition. Yet the Hampton Inn had never received any notice of the system impairment from the alarm company. Importantly, the alarm company did not dispute this contention. Another alarm company technician testified he also had no prior industry experience before working for the firm. He had previously worked at a dental lab making plaster of people’s dentures, and at the time of his deposition

The keypad was mounted on the control panel set in an unlocked phone room. This improper placement made it unlikely to be heard if it detected any system impairment.

was still doing so part-time. Once hired by the alarm company, he stated he received about three months’ of training for fire alarm systems. The technician also testified it was he who responded to see why the panic alarm system did not work on the day of the attack. He found it had to be held in for at least one second, and also discovered a dead battery on the system. Furthermore, this technician testified that a momentary panic button is a “toggle switch” and that the switch will not make contact if it is pushed in for less than a second. Technically, this is not how this switch was designed to function, ever. Additional deposition testimony from the company’s employees revealed they had never examined the panic button. They were also not aware of any instructions or any literature that was ever given to the Hampton Inn for the panic alarm system. There was also testimony from the alarm company that if the panic button was not pressed the “correct way,” it was never going to trip the panel. Also stated was that the “technician” had tried pressing the panic button in a couple of different ways until he could get it to work. It is also important to note that the technician who visited the Hampton

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$2.5M PANIC ALARM CASE

Of particular significance was that after the attack, the alarm company defendant placed the decals shown above on both of the hardwired panic button covers.

All supervisory end of line resistors (EOLR) were improperly terminated within the control panel set. This bypassed inherent safeguards of the alarm system and violated manufacturer specifications, UL, NEC and industry standards.

Inn to check the panic alarm system admitted that he had no expertise in using, installing or testing a panic button before this service call. Of particular significance is that after the attack, the alarm company placed decals on both of the hardwired panic button covers that stated: PANIC BUTTON - HOLD DOWN AT LEAST 2 SECONDS TO ACTIVATE

Defendant Settles, Leaves Lesson In its defense, ZXZ Alarm argued that the plaintiff must not have pressed the panic button properly, even though it was found to be soaked in blood.

Furthermore, the company maintained that the person who committed the crime should be fully responsible. This even though the attack could have been interrupted by the police within approximately two minutes, versus the time the attack proceeded unimpeded for 25-30 minutes. Finally, the company argued the contract limited its liability. However, the plaintiff was not a party of the contract. After opening arguments and expert testimony at trial in a New Jersey superior court, the alarm company abandoned that defense and agreed to pay the plaintiff $2.5 million to settle the

lawsuit. The attacker, who was charged with aggravated sexual assault in the case, was found not guilty by reason of insanity and placed in an institution. There are many lessons for the security industry to take away from this case. Most importantly, company owners and operators must proactively take the necessary steps to ensure these types of failures are eliminated. Providers must be sure the systems they sell, install, service and monitor actually meet all known and established standards of care of which customers/users can reasonably expect to reliably operate under. â– Jeffrey D. Zwirn (jeffzwirn@alarmexpert.com), CPP, CFPS, CFE, DABFET, CHS-III, SET, RI, is President of Teaneck, N.J.-based IDS Research and Development Inc., a forensic alarm and security expert witness and training authority.

â—— 9 Tips for Designing Panic Alarms

1.

Perform a proper security survey and needs analysis of the property being electronically protected.

likely to be heard and enable all audible trouble beeps so that if a test fail condition occurs the keypad will sound.

2.

4.

Select the proper equipment, and understand all manufacturer specifications, UL and other requirements. For example, a programmed response time on a protective loop zone of 750ms is never acceptable for a holdup/ panic button initiating device versus properly being set at being 40ms.

3.

Install the system keypad in a location where it is

Ensure employees and technicians are properly trained and supervised so they know how to properly design, recommend, program, install, test and inspect panic alarm systems.

5.

Program the security system to transmit an automated (DACT) test signal to the central station and require this signal to be supervised. Advise the central station to respond to all test fail

conditions. In such instances, notify the subscriber immediately and advise not only has the signal not been received but that it means the security system is nonfunctional. Servicing needs to be scheduled in the event the problem cannot be rectified by other means.

6.

The phone line connection to the control panel set shall be connected to a reliable phone line (not VoIP) and contain at least one RJ-31X jack and coupler cord with line seizure for interconnection to the security system.

7.

Alarm contractors need to understand and apply the standards related to panic and holdup alarm systems, such as nationally recognized industry standards and practices and UL 636 - Holdup Alarm Units and Systems.

8.

Utilize approved alarm contracts and have them executed with each of your subscribers.

9.

All commercial holdup and panic alarm systems need to be designed so that they are on a 24-hour zone, easily accessible, covert when activating and completely silent.

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DIGITAL VIDEO SYSTEMS DESIGN FOR

DUMIES

DEALERS / USERS / MANAGERS / INSTALLERS / ENGINEERS / SALESPEOPLE

Planning Camera Coverage Areas

© 2011 Video Security Consultants

Continuing Education Sponsored by PELCO Part 1 of 4 Brought to You by

Presented by

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DIGITAL VIDEO SYSTEMS DESIGN FOR

DUMIES

Part 1 of 4

Putting Camera Specs

Illustration by Jerry King

TEXT INTO CONTEXT So you’ve been tasked with designing a commercial video surveillance system. Your first step is determining the required degree of security and then tailoring it to the specific application type. This guide walks you through the process and explains how to decipher camera specs. BY BOB WIMMER

W

elcome to Part I of the latest in SECURITY SALES & INTEGRATION’s acclaimed “D.U.M.I.E.S.” series: “Digital Video Systems Design for D.U.M.I.E.S.” Brought to you by Pelco, this four-part series has been designed to educate readers about recent advances in technology and systems that are likely to shape this decade’s progression of the video surveillance industry. “D.U.M.I.E.S.” stands for dealers, users, managers, installers, engineers and salespeople. The 2011 series will explore areas of concern for using equipment that meshes today’s surveillance system

parameters and needs/expectations, with particular attention to hybrid approaches. The first installment covers analog output equipment and IP, including megapixel cameras. As procedures and products for video surveillance systems continuously advance, the overall designs and many of the applications remain the same. Video surveillance systems can be divided into three basic avenues: provide safety for property and personnel; enable remote viewing; and provide high quality permanent records. Surveillance systems can provide safety for property and personnel by just the presence of cameras, which in many cases offer a deterrent to would-be bur-

glars or physical attacks. The incorporation of networked cameras offers greater coverage by remote viewing of these areas. The development of intelligent cameras and software also lessens the need for constant viewing by individuals of these scenes, as well as adding greater efficiency against missed activity.

What Designing Minds Must Know How many cameras are enough? What type of camera configurations should be considered? Shall fixed or pan/tilt/zoom (p/t/z) cameras be implemented or would a virtual p/t/z work just as well for my application? There are a few key areas to examine that will help determine the number, type

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Degrees of Coverage Pan/tilt/zoom camera = 20% coverage

Megapixel camera virtual p/t/z = 50% coverage

Integration with other systems = 90% coverage

and configuration of cameras that will work best for your application. The first step to consider is the degree of security. Usually the people selling equipment recommend that the more cameras the better, but in most cases this is not true. Let’s explore the different degrees of security protection. A single p/t/z camera can only view a limited area at any given time. In automatic mode a p/t/z device can move in excess of 250° per second; however, there will be a loss of visible information as the device moves from one location to another. What about a virtual p/t/z? Many security professionals have seen where a single camera and super wide-angle lens can operate as a virtual p/t/z system. These systems incorporate megapixel cameras, special software and must have the capability to provide a recording system that can handle megapixel information. In addition to megapixel technology with very wide-angle lenses, there are new technologies that can stream multiple images from either multiple cameras and lenses or cameras into a single lens that can cover a 360° view of the area. The next step to increase the degree of security of your system can be ob-

tained by using multiple fixed cameras. This method greatly increases the number of cameras and associated equipment, and is often limited by the overall costs. So usually a balanced combination of fixed position cameras backed by p/t/z cameras is the best method to offer a high degree of security to any application. However, the system is still not complete. To obtain a complete surveillance package, cameras cannot be the only ingredient. Integration with other technologies will be required to enhance the performance. Tying into systems such as card access, e-fields, fence protection and analytic software will all play an important part in a successful video security package. The result will be an almost 100-percent coverage system.

Indoor Vs. Outdoor Applications Whether to incorporate IP cameras, megapixel cameras or analog output cameras usually depends on the application. (Note: Many printed articles state that analog cameras are obsolete. However, today’s surveillance cameras are NOT analog, they are digitally processed. The sensor is digital, the circuitry for the video processing is digital. The major difference between IP networked cameras is the method the camera uses to transmit the signal. One type uses coaxial cable, the other a

Category-5e or Cat-6 networked cable. There are other differences that could be discussed, but this article will only cover requirements needed for indoor or outdoor system applications, and determining the proper camera equipment for each of these applications.) When designing a surveillance system the first question should be: Is the application indoors, outdoors or both? For the most part, indoor applications require less preparation. The amount of light available is usually well within the parameters of all high quality cameras. The need for special housing consideration is limited. Yet there are some areas for concern, such as cosmetics, vandals and angles of view. The cabling distances and layout of the cables can also be minimized by the close proximity of the equipment. Indoor applications would be a perfect place to start with IP/network camera deployment. The use of power over Ethernet (PoE) and proper positioning of wiring closets can make this type of installation even more appealing. Since camera selection is based on sensitivity, resolution and special camera features, indoor camera selection is fairly straightforward. Whether the cameras selected are analog output devices or networked models, all quality cameras will produce an image that will be acceptable in enabling satisfactory system performance. ➞

Indoor Vs. Outdoor Applications

Indoor Considerations • Cosmetics? • Lens angles?

Outdoor Considerations • Camera sensitivity? • Lens angles? • Housing? securitysales.com • MARCH 2011 A3

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DIGITAL VIDEO SYSTEMS DESIGN FOR

How low can the surrounding lighting conditions go before the cameras no longer produce a useable image? This challenging low light condition is what we face when we turn to outdoor applications. Outdoor applications therefore can and will become very frustrating for many first-time system designers. The main considerations for any outdoor or low light application will be: the amount of light available, other environmental conditions, and the overall operating distance requirements for both the video signal and camera power. These variables apply to all cameras whether they are analog output, IP/networked cameras or even megapixel. For most of us, indoor applications usually become old hat — placement of cameras, lens angles and cosmetics are your main concerns. However, when turning to the low light world these applications become more difficult. The video surveillance industry has no standards pertaining to camera sensitivity specifications. This makes it very difficult to determine if the camera selected for an outdoor application is the right choice or if it even will produce an image the end user deems acceptable. Outdoor applications require more information in order to select the proper camera or to ensure quality video images.

Understanding Camera Specs Following is a guide on how to read and understand today’s camera minimum sensitivity specifications by major manufacturers. Three sets of examples will be presented and analyzed. They will serve as launching pads to investigate and explain various data as it pertains to imaging devices. These sample specifications are from three major manufacturers and appear here unaltered. Camera Specifications Example 1 • Imaging device 1⁄3-inch imager • Horizontal resolution 480 TV lines • Iris control electronic/passive • Minimum illumination 0.5 lux, 40 IRE, f/1.2, AGC on, 75% reflectance

DUMIES

• ESC 1⁄60 - 1⁄100,000 second • Signal-to-noise ratio 52dB (AGC off) • Backlight compensation selectable by DIP switch setting • Auto iris lens type DC/video control, selectable by DIP switch

Outdoor Light Levels Illumination Direct sunlight Full daylight Overcast day Dusk Twilight Deep twilight Full moon Quarter moon Moonless night Overcast night

LUX 100,000 10,000 1,000 100 10 1 .1 .01 .001 .0001

It is, at first glance, apparent that this camera was designed for low light application, but how low? Referring to the “Outdoor Lighting Level Chart,” it appears this camera should produce a video image during low light levels equal to a deep twilight condition. The question now arises, will the quality of the image be acceptable? Let’s find out. The data sheet gives the amount of light required, but how was that number calculated? This is where things change between manufacturers. Since there are no standards, each manufacturer has its own idea on the method to determine and list the sensitivity of cameras. Using Example 1, it states a light level of 0.5 lux will produce a video image. However, what are the test parameters to obtain that number?

Demystifying the I.R.E. Unit An I.R.E. unit is a measurement designed by the Institute of Radio Engineers that has integrated with the IEEE, the Institute of Electrical and Electronic Engineers. The measurement indicates the amount of output signal strength generated by a camera. Or in the case of an IP camera, it’s the signal strength of input required by the compression circuitry and Ethernet interface in order to process the video image.

Part 1 of 4

Typically, there are 140 IRE units associated with a 1V peak-to-peak full strength video signal (1 IRE = .00714V). The introduction of the IRE unit makes luminance level values much easier to understand and communicate. The greater the listed IRE value, the greater the image output quality of that camera for the given light level. A video signal is divided into two sections. The first section is the vertical and horizontal synchronization signals. This unit is used in the ITUR BT.470 that defines PAL, NTSC and SECAM EIA-170A standards. It is used to lock up the video equipment in order to produce a stable image. The standard level that supports a full sync signal is listed as 40 IRE units. The second section of the measurement is the actual video signal strength from the camera. The reason IRE is a relative measurement is because a video signal may be any amplitude. A value of 100 IRE is defined to be the range from black to white in a video signal producing a high quality full video signal. A lesser value corresponds to a poorer image quality. A value of 50 IRE is usually a minimum requirement for most inputs to digital equipment for proper operation. With all of that stated, the simple fact is that since the video strength measured in IRE units is linear, the greater the IRE level the stronger the video signal. Let’s return to the camera Example 1. With a given rating of 0.5 lux @ 40 IRE for minimum illumination in order to produce the higher quality image (100 IRE), more than 1.2 lux of light would be required and not the 0.5 lux posted on the datasheet. Some of you might be thinking, “So what? The video image is still acceptable, so what is all of the concern?” However, it is not just the reduced quality of the video but also what this loss of IRE units will do to the overall scheme of things. First, for the systems that incorporate individual encoders, each encoder must convert the analog video sig-

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Camera Sensitivity Testing Setup Lux

Reflectance F-stop

nal into digital. This is accomplished using an A/D converter (analog to digital). Each encoder has a set of input parameters and many of them require a minimum of 50 IRE units in order to function properly. Secondly, in the case of an integrated IP camera, the encoder circuitry may try to amplify the video signal up to the 100 IRE level. This can cause a grainy or noisy image and increase the transfer file size on a network.

Lenses and F-Stop Ratings Defined The camera specification sheet also lists the minimum f-stop rating of the test lens used in producing the camera performance specifications. For our sample a test lens rated at f1.2 was used in order to obtain the minimum illumination figure. Typically, outdoor scene illumination measured in lux can vary from 100,000 (sunny) to 0.00001 (overcast, moonless night). To handle this, light range lenses with adjustable irises are incorporated. However, all lenses have a rating to specify their ability to pass light at low light levels. The term indicating the lens’ performances is known as the minimum f-stop rating of the lens. Let’s look at the human eye as an example illustrating the f-stop concept. As light becomes brighter, the iris of your eyes closes to allow only the proper amount of light that causes your ret-

ina to react and produce a quality image. It is the same with the lenses used in cameras. However, a growing concern in lens selection is the minimum f-stop rating of the lens or how well it operates at low light levels. With the increased use of cameras for outdoor applications this has become a very real issue. To start, the f-stop rating of any lens is determined by the ratio of the focal length of the lens divided by the actual mechanical diameter of the iris opening of that lens: F-stop rating = F (focal length in mm) / D (iris opening in mm) The lower a lens’ f-stop rating, the greater its light-gathering capability or speed. The normal minimum fstop rating of a typical lens is between f0.75 to f1.8.

Since every camera requires a lens to produce an image, the specification sheet will list the f-rating of lenses used in the testing phase of the camera. In this case a fixed lens was selected with an f-stop rating of f1.2. If an integrator selects a different lens compared to the specification sheet, he/she must ensure that the minimum f-stop rating of the lenses is equal to or less than that on the datasheet. If not, the video output strength from the camera will suffer. The end results could mean poor low light video images. Another fact worth noting is that the f-stop rating of lenses is logarithmic. This means that for every single f-stop increase in a lens, the amount of light passed through that lens will decrease by 50 percent In addition, the test lens used for the specification is a fixed f-stop rated lens. The incorporation of a zoom lens can add an additional one to two f-stops to that specification when in the zoomed position. This can reduce the amount of light to the camera sensor by a factor of two to four times. Summary to this point, the selected camera in Example 1 will produce only a 40-percent video output signal when using an f1.2 fixed iris lens with an available light source of 0.5 lux (deep twilight).

Cost of Automatic Gain Control For those who are unfamiliar with the function of automatic gain control (AGC), a quick update is in order. The purpose of AGC is to increase the

How Lower F-Stop Ratings Impact Light Gathering Speed (F-stops) =

F 0.75

Focal length (mm) Diameter of iris opening (mm)

F 1.0

F 1.4

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DIGITAL VIDEO SYSTEMS DESIGN FOR

sensitivity of the camera during low light level applications. This feature is a compromise because it will amplify the video signal to improve image strength, but at the same time it also amplifies the random noise generated by the circuitry within the camera. This amplification of noise causes a grainy image that randomly moves about the scene and will increase the bandwidth requirement for networked cameras. AGC is incorporated to improve camera sensitivity but it requires a tradeoff. Without AGC the camera used in Example 1 would require more than 5 lux of light to produce a 40 IRE signal output.

How Reflectance Factors In The last factor associated with the parameters for minimum illumination is reflectance. Some manufacturers publish the exact procedures and criteria they use to provide their cameras’ sensitivities while others assume everyone is already knowledgeable on how specifications are determined. Well there is a little known fact about camera specification that packs a wallop. Camera manufacturers list the direct amount of light that the camera requires to produce an image. Many give you the f-stop rating of the lens that is used, the output signal strength (measured in IRE units) and whether the AGC is incorporated to produce the numbers listed on the datasheet. However, there is one test parameter item missing. What is the reflectance factor of the test pattern used in the procedure?

Reflectance Factors Scene Reflectance Empty asphalt parking lot 5% Parkland, trees, grass 20% Red bricks 35% Unpainted concrete 40% Parking lot with cars 40% Aluminum building 65% Glass windows and hallways 70% Snow-covered landscape 85%

DUMIES

Reflected light in the real-world set of parameters, especially in the low light surveillance arena, varies from 5 percent to 95 percent depending on the viewed scene. The test reflectance percentage used by most manufacturers is either 75 percent or 89.9 percent and is determined by the test pattern used when testing the camera’s sensitivity. After reviewing a reflectance chart, it does not take long for most people to realize that real-world surveillance operates with a great deal less reflectance than that offered by a camera’s specifications. This difference between the actual and specification reflectance indicates that the minimum light level printed on the datasheet will actually be much greater when used in normal surveillance applications. Example 1 was based on a 75-pecent reflective test pattern. Locating this camera in an outdoor asphalt parking scene (5-10 percent) the camera would require at least 2 to 3 lux of light to perform within the limits set by the datasheet. In summary, for Example 1, the specification sheet lists are the parameters used in the test procedure. Understanding this information is a must for anyone to properly design and select the optimal camera for low light outdoor applications. The “Camera Application Guide” (see next page, top left) shows the amount of light required for the camera specification in Example 1. However, when applying the parameters for an outdoor parking lot scene you can see that the amount of light required by the camera to produce an image is 15 times greater. Trying to outperform the marketplace, manufacturers have added features to their cameras in order to make them more sensitive for low light applications. This leads us to Camera Specification Example 2 that follows. Camera Specification Example 2 • Imaging device 1⁄3-inch vertical double density interline CCD

Part 1 of 4

• Horizontal resolution 580 TV lines • Iris control electronic/passive • Minimum illumination 0.0006 lux, 50 IRE, f/1.2, sens-up x256 • Dynamic range 52dB • Backlight compensation BLC/HLC/ Off • Auto iris lens type DC/video control, selectable by DIP switch In Example 1, we discussed all of the normal parameters governing the listed minimum illumination figure for cameras. In Example 2, we are going to add an additional parameter called sens-up. This is a technology that provides higher camera sensitivity in low light conditions. It is also referred to as sensup or digital slow shutter (DSS). To well-established CCTV professionals or photography pros, this definition makes perfect sense. However, most of you are probably wondering what this definition means in plain English. Let’s take a closer look to make sense of sensup and review the pros and cons of this technology when used in practical, realworld surveillance applications.

Getting Up on Sens-Up Pros/Cons The main purpose of sens-up is to provide a camera with the ability to see in very low light conditions. Security cameras equipped with this technology use a circuitry that automatically adjusts the integration timing circuit of the camera’s sensor in order to vary the sensitivity. (The integration timing circuit adjusts the charge and discharge rate of the sensor in order to increase or decrease the sensitivity.) Normal integration rate is 60 times a second for interlaced cameras and 30 times a second for progressive scan cameras. By changing this rate, the camera can be made more or less sensitive. FIND IT ON THE WEB F Visit the Special Reports section at V securitysales.com/dumies to access more se than six years’ of “D.U.M.I.E.S.” archives.

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Camera Application Guide: Datasheet Vs. Actual Datasheet Information

Actual Scene Information

Datasheet test lens Reflectance factor Minimum illumination

Lens f 1.2 zoom 16x Reflectance factor 5% asphalt parking lot Minimum illumination 15.0 lux 40IRE 37.5 lux 100IRE

f 1.2 fixed 75% test pattern 0.5 lux 40IRE 1.25 lux 100IRE

Let’s review images per second. The words real-time video, real-motion video and time-lapse video now come into play. These are old-school terms; however, they still apply to today’s applications. Real-time video is described as 60 fields or 30 frames being reproduced per second while real-motion video is listed as only 15 images per second. Of course, time-lapse video was anything less than 15 images per second. Realtime is preferred for its high quality and no loss of video information. This is especially true when movement is involved such as moving vehicles, poker games or people running. Real-motion is a compromise producing acceptable video at reduced image rates to save hard drive space or meet bandwidth requirements on a network. Time-lapse only provided minimum video coverage for simple applications. In short, as the sens-up value increases to produce an image at low light levels the number of images displayed will decrease. At the extreme limit of sensup listed in Example 2 (x256) only 0.5 to one images of video will be displayed per second. This limited number of images per second is one the problems when sens-up is incorporated. The two variables that affect this sens-up related “blurriness” are the speed at which the object moves (the faster the movement the blurrier the video) and the maximum sens-up limit of the camera settings (the higher the limit, the blurrier the image). Many applications such as license plate capture cameras, p/t/z cameras or other high movement areas will become streaky and unreadable. That’s not the video image people are looking for especially after reviewing video for evidence of a robbery or other is-

sue. The tradeoff, if the lighting is low, but adequate, a low sens-up limit and a high resolution camera can capture excellent images without blur or distortion. The trick is setting the camera up correctly and taking advantage of whatever ambient light does exist. The final camera specification example is very similar to that of sensup; however, it is presented in a different manner. Camera Specification Example 3 • Imaging device 1⁄3-inch (effective) • Imager type CMOS • Imager readout progressive scan • Maximum resolution 2,048 X 1,536 • Signal-to-noise ratio 50dB • Auto iris lens type DC drive • Electronic shutter range 1 ~ 1⁄100,000 second • Wide dynamic range 60dB • White balance range 2,000° to 10,000° K • Sensitivity f/1.2; 2,850° K; SNR >24dB • Color (33 ms) 0.50 lux • Color SENS (500 ms) 0.12 lux • Mono (33 ms) 0.25 lux • Mono SENS (500 ms) 0.03 lux Sens-up in Example 2 listed the sensitivity of the camera in the integration of the sensor or how many images per second would be reproduced. This integration factor can also be listed in time. The longer the integration time, the fewer images per second the camera will display. Example 3 lists the sensitivity of the camera at 0.50 lux @ 33ms. The following is a very helpful conversion to determine the number of images per second at listed light levels: ips (images per second) = 1/time (seconds)

Using this example, let’s place some values into the formula. Image per second is what we want to find. The camera with 0.50 lux of scene illumination will require the camera to set its time integration circuitry to 33ms or .033 seconds in order to produce video. ips (images per second) = 1/.033 ips = 30 Thirty images per second, which in old terms is known as real-time video and therefore the image quality will be blurry or jumpy. Now reduce the sensitivity to 0.12 lux and recalculate: ips (images per second) = 1/.500 ips = 2 In this case the video image will appear blurry or choppy with any movement within the scene at a light level of 0.12 lux and is equal ~ to a 32x sensup setting. In closing, as more and more video surveillance applications are expanding to the outdoors and low light environments, more information is required in order to select the proper camera. Whether the camera is an analog output or IP, all require sufficient amounts of light to produce an image that is acceptable to the end user. ■ Robert (Bob) Wimmer is president of Video Security Consultants and has 38+ years of CCTV experience. His firm provides technical training, system design, technical support and system troubleshooting. Wimmer is a member of SSI’s Hall of Fame.

NEXT UP FOR ‘D.U.M.I.E.S.’: VIDEO SURVEILLANCE IMAGE RESOLUTION Be sure to check out the June issue of SSI for Part 2 of 2011’s “Digital Video Systems Design for D.U.M.I.E.S.” series. The second installment will explore video surveillance image resolution. Also included will be megapixel camera design as well as the lenses required to make it all work as seamlessly as possible — plus much more! securitysales.com • MARCH 2011 A7

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INSTALLATION CASE STUDY

MODERN SECURITY TAMES

OLD WEST TO For decades, British Columbia, Canadabased Fort Steele Heritage Town’s outdated security system relied on faulty equipment, sporadic alarm communications and costly on-foot guards. With the help of integrator JSL Forum, the popular tourist destination is now protected by wireless network technology.

O

By the Editors of SECURITY SALES & INTEGRATION

ver the course of more than a century, Fort Steele Heritage Town has gone from established Victorian settlement to abandoned ghost town to modernday tourist attraction. Much like the progression of this site, the town’s security measures have seen their share of transformations. Nestled in British Columbia’s Kootenay Rocky Mountains, Fort Steele is currently one of the most widely visited historical sites of its kind in Canada. Once a booming gold-rush town in the late 1800s, more than 60 percent of the original Fort Steele settlement buildings have been resurrected and restored within the past few decades. While Fort Steele’s outdated qualities provide a charming environment, the existing security solution’s aging characteristics were anything but endearing. From the time the area was revived as a tourist site, the legacy security system had relied on faulty equipment, sporadic alarm communications and costly on-foot guards to monitor and protect against outdoor/indoor intrusion and theft. Enter Cranbrook, B.C.-based JSL Forum Ltd., an installing company specializing in communication technology, including telephone systems, voice over IP (VoIP) and data networks. Founded in 1994, when company owner and President Wolfgang Brunnbauer relocated from Germany, JSL Forum provides access control, CCTV solutions and intrusion alarm systems for a mix of roughly 60-percent commercial and 40-percent residential accounts.

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alarm communications and streamlined remote system management.

Freezing Temps Cause Problems

WN The company relies on several ULListed central stations throughout the Cranbrook area to provide monitoring to its customers. “When we got to it, the system had so much of its equipment being added, taken away and repaired,” says Brunnbauer. “Occasionally, it even dropped off of the network grid because it wouldn’t work anymore. The technology within the existing system just didn’t function effectively together.” The company had its work cut out for it. It had to provide the most extensive security makeover the 80-building site had ever seen while implementing technology that would offer effective security well into the future. Working alongside Fort Steele personnel, JSL Forum created a solution based on the latest in wireless sensor technology, dependable

With more than 80,000 annual visitors, the present-day Fort Steele is host to old-time historical displays and activities such as ice-cream making, horse-drawn wagon tours and gold panning. A recent federal government grant program — the Friends of Fort Steele Society — led the way for a complete security system overhaul. The society is under long-term contract to manage and maintain the operation. One of the greatest obstacles JSL Forum had to overcome was the location of the heritage town, explains Brunnbauer. Because Fort Steele is in an isolated, rocky, mountainous area of the site, the network received sporadic signals, which were unreliable for alarm communications. Adding to the problem, antiquated outdoor sensing equipment wouldn’t function in unheated buildings in subzero temperatures, which is critical to motion sensing and monitoring. In fact, during the harsh winter season, the Fort Steele staff went through more than 60 batteries each week. As a result, overnight security guards and caretakers were added during the heavy-trafficked summer months and the off-season winter period. The added expense, along with the approximate 100-person summer staff, was too much for the nonprofit to take on. “At a minimum, we had to have a caretaker who would stay onsite nightly to monitor for any alarm triggers or event notifications after-hours,” says Fort Steele CEO Laura Williams. “Low transmission strength and cold temperatures drained battery life, so we didn’t have much notification of activities taking place during nonbusiness hours, even with someone present onsite.” While freezing temperatures proved to be a challenge, it was also important to get a system that didn’t require any cabling. Fort Steele officials didn’t want cables or wires running through the heritage town’s historic buildings, explains Brunnbauer.

“We had to check with a few manufacturers to see where we could get the best advanced IP panels,” he says. “We wanted to do everything over an IP network that would give Fort Steele the most direct system control over their site without disturbing historic infrastructure.”

Leveraging Communications JSL Forum began the security upgrade in October 2009 by rolling out updated alarm communications and 16 Honeywell Vista 21iPcontrol panels for the 80 buildings within the heritage town. For the first time, all Fort Steele employees would have security system access and remote capabilities for each access point. The main design incorporated remote-management capabilities to give each staffer a code to access the master system. Previous equipment could only hold a few codes and with a large seasonal staff in the summer Fort Steele needed to have as much control over external and internal entry and activity as it could. Fort Steele staff could then use the Internet, smart phones or other Webenabled devices to remotely control and monitor any part of the security system and receive video notification of activity or alarm. Since deployment of the solution, at the end of every night and the beginning of each morning the staff receives a detailed report outlining system statuses and activities. Gordon Hope, general manager of Honeywell’s AlarmNet, says offering services that allow customers to remotely monitor specific areas by use of cell phone is extremely important to integrators in today’s market. “In the commercial market, if someone has multiple offices, he can just log in and see what’s going on in any of the systems and perform the necessary changes without having to go to the site,” he says. “It’s pretty powerful in terms of reducing operational costs. If your customer has a portable device, he knows he is carrying around the keypad to his security system. The future is going to be bright for these services.” ➞ securitysales.com • MARCH 2011 91

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OLD WEST TOWN PROJECT

Fort Steele Heritage Town in British Columbia, Canada, was a booming gold-rush center in the late 1800s. Now a modern-day tourist attraction, Fort Steele’s stakeholders sought to upgrade its antiquated, faulty security system with a more reliable one.

Supported by Honeywell’s AlarmNet communications network, Fort Steele’s system includes remote access management via Honeywell’s Total Connect service. The system enables control of intrusion and surveillance remotely via computer or smartphone. The solution includes wired or wireless IP cameras that feature a compact, portable design, allowing customers to move them whenever they choose. The system provides Fort Steele staff with monitoring capabilities for theft prevention in critical areas like buildings featuring firearms as part of a law enforcement display. The multipartitioned system includes asset protection (Honeywell’s 5870 API) technology, providing indoor sensor detection against theft. Each gun rack is equipped with a wireless sensor and any disturbance, such as a visitor picking up a display rifle, triggers an alarm to call a monitoring facility or sends a notice to the staff. Motion detectors are also placed around key retail operations in the gift store, general store and several restaurants. This helps detect motion around cash registers during nonbusiness hours. At another key display area, JSL Forum installed Honeywell’s 5800PIROD motion detection to safeguard archived documents and valuable historic artifacts against tampering. Sensing capabilities on the Fort Steele grounds aren’t limited to theft.

The system also operates environmental sensors to detect smoke and heat in high-risk fire areas. In buildings with heavy traffic and high heritage value, JSL Forum installed Honeywell’s 5809 wireless fixed heat and temperature sensors. These devices help link event and alarm notification together with Total Connect services. “The great thing about the Total Connect system is that we can upgrade with other additions and tools pretty effortlessly,” says Williams.

Addressing System Challenges Deploying the Total Connect system did present some initial problems,

however, because it wasn’t available in Canada at the time, according to Brunnbauer. As a result, many of the Canadian monitoring stations did not want to support the system because of costs. “We had to find the right monitoring station that would be willing to support the systems,” says Brunnbauer. “We had to bring the Honeywell team out to negotiate with our monitoring station. We didn’t want to deploy Total Connect for only one or two accounts because it was going to be really expensive.” Luckily, a Honeywell First Alert Professional (the manufacturer’s authorized dealer network) representative and JSL Forum were able to convince A.P.I. Alarm Monitoring, a UL-Listed central station in Burnaby, B.C., to support the system. JSL Forum now handles 14 Total Connect accounts. Hope notes that many central stations throughout North America are getting up to speed about the types of service programs like Total Connect offer. “It’s a fair observation to say central stations are not fully up to speed about all the aspects of these types of services,” he explains. “Even though there is a real excitement from the installing dealer base, some traditional wholesale monitoring stations are still learning about remote monitoring services. It’s a continual process of

Because Fort Steele officials didn’t want cables or wires running through the heritage town’s historic buildings, Cranbrook, B.C.-based JSL Forum installed a wireless security system on the premises.

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OLD WEST TOWN PROJECT

Since employing Honeywell’s Total Connect to remotely arm/disarm alarms, Fort Steele staff has shaved a half-hour off the 45 minutes it previously required to secure the site.

educating on the benefits and how the system works.” Hope adds that within a year, the industry will see continued improvements in the remote monitoring services market from most manufacturers. It took the four-member team five months to complete the project because of the legacy system that was already in place when the job began. Brunnbauer says it was not an option to rip out the old system and place a new one because of the size of the project. Instead, the team installed the system based on zones to make sure everything was running effectively with the fire system.

JSL Forum installed Honeywell’s 5800PIR-OD motion detection to safeguard archived documents and valuable historic artifacts against tampering.

“This was a really interesting project because there were some limitations that we had to stay inside,” he says. “With 16 IP alarm panels, this was a far bigger set than what we’re used to. We couldn’t just use whatever we were accustomed to. Some of the buildings here were so far out that we had to use a GSM radio to connect everything.”

Streamlining Site Management

Even though Fort Steele was in the market for a security makeover on everything from motion detection to remote alarm communications, the project offered other unexpected benefits. From an operations standpoint, the daily resources and people needed to open and close the 888,000-squarefoot town was time-consuming. Using Total Connect to remotely arm/disarm, Fort Steele significantly cut down on time needed to secure the site, according to Williams. “It used to take roughly 45 minutes to close and arm,” she says. “Now our staff is able to With the outdated security system, Fort Steele staff cut that down by 15 minutes.” went through more than 60 batteries each week during Streamlining management the harsh winter season. As a result, overnight security helped eliminate manual proguards and caretakers were added to monitor during the summer months and off-season winter period. cesses, and the improved ef-

ficiency instilled staff with a greater sense of confidence. “Our crucial day-to-day caretaking duties are simplified and we have additional peace of mind,” Williams says. “By utilizing one portal to access all alarm panels, we see what type of alarm has been triggered before we go out to the site, giving us the option to call the police if there is a potential threat.” With the extra insight and awareness of what’s happening onsite, Fort Steele staff feels more in control of operations than ever was initially expected. Williams says she didn’t think this level of system control was even possible. Looking to further capabilities, Fort Steele will begin to implement the Total Connect app for the RIM BlackBerry, integrating live, streaming video with event notification. “We didn’t know what remote management could mean to our business,” she says. “When we started, we initially wanted to secure the site and protect the heritage assets to the best of our ability. Now, we’ve completely eliminated any guesswork when it comes to safeguarding our facility and its history.” ■ FIND IT ON THE WEB F The online version of this story includes a T photo gallery as well as an equipment list. p Visit securitysales.com/FortSteele.

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Industrial Ethernet

Serial Connectivity and Networking

Industrial Wireless

Embedded Computing

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VIDEO SURVEILLANCE

You Say You Want an

©iStockphoto.com/Erik Reis

HD Resolution?

The drive to enhance and improve video image quality has achieved some impressive results. Yet it has also twisted the definition of high definition. Sort out what HD, HDTV, megapixel and HDcctv means today for video surveillance.

M

By Steve Surfaro

egapixel, HD, HDTV, HDcctv … everything about image quality language has changed in just the past few years. Unfortunately, many of these terms have been leveraged as marketing buzzwords to make products sound stronger and more appealing to potential customers. In their wake, integrators are left with an extremely confused and seemingly overcomplicated marketplace. Something as simple as an image should not be this complicated. The experts agree that higher-resolution demand will drive the surveillance market as users benefit from better image quality. But before security directors can take ad-

vantage of imaging innovations, integrators must be armed with enough knowledge to explain and then implement new cameras. First, system designers must define the four key high-resolution terms before deciding how each option benefits the end user. Armed with that knowledge, they must then select the best

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HIGH DEFINITION VIDEO SURVEILLANCE

solution for the specific application, while also taking into account cost factors and optimizing variables such as video management systems (VMS) and infrastructure.

Why HD May Not Mean HDTV High definition, or HD, is a very loose term that was actually born from the analog market. For something to be considered HD, it simply must be greater than the 480 TV lines (TVL) found in standard definition resolution. The term’s popularity in the consumer market has unfortunately opened the door for misleading surveillance marketing that has confused both the integrator and end user. If a home viewer is tuned into a network HD station or watching a Blu-ray movie, they have a certain expectation for the video quality. This is because broadcast stations and entertainment vehicles all follow the Society of Motion Picture and Television Engineers (SMPTE) standardized definition of HDTV (more on this shortly). In the surveillance market, however, some marketers have taken advantage of the familiar HD buzzword and misled customers into thinking that the “HD” surveillance camera will produce the same quality as their flatscreen at home. Instead, the video is choppy, the colors are washed out and the aspect ratio is not widescreen. Since HD in surveillance can be used to describe any resolution greater than 480TVL, users should ask, “Is my HD HDTV?”

HDTV is being used prominently today in different industries for not only image clarity, but also for other standardized attributes. Note here that the 16:9 scene shows crucial information including more of the baggage area and start of checkout lane. A 4:3 scene would show more of the floor and ceiling.

4 Standards Ensure True HDTV As mentioned, HDTV is an SMPTEcreated industry standard. It’s a type of multi-megapixel imaging and not the other way around. If a manufacturer says its product is HDTV, it should 100 percent guarantee four specific parameters of video quality — the same ones consumers experience with broadcast TV and Blu-ray movies: Aspect ratio — All HDTV broadcasts, including those in video surveillance, must have a 16:9 aspect ratio without stretching or morphing the image. This

Lens Vs. Sensor Size Comparison

1/3"

1/4" lens

1/3"

1/3" lens

1/3"

1/2" lens

For any high-resolution camera to work, make sure that the lens size rating is as big or bigger than the sensor size in the camera. If it isn’t, you’ll get pixilation much earlier than expected.

is an improvement upon the 4:3 scene offered in the analog world, which focused much of the scene in the sky or on the floor instead of in the wide scene where critical action happens. Resolution — There are three primary resolutions in HDTV, namely 720p, 1,080p (progressive scan) and 1,080i (interlaced). A 720p resolution produces 1,280 X 720 pixels, while 1,080i/p equates to 1,920 X 1,080. Full frame rate — Any surveillance camera said to be operating in HDTV must be running at a minimum of 30 frames per second (fps). In the consumer electronics world, the frame rate number is referenced in hertz (Hz). This is a major differentiator from megapixel and the reason that, on some spec sheets, the HDTV option in the camera runs at 30 fps, while the megapixel (MP) option runs at 12 fps. Color fidelity — The HDTV standard provides guidance for color fidelity so that reds in the scene are shown as true reds on the screen, blues are true blues, and so on. An example of poor

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color fidelity would be the colorized version of “The Three Stooges” or “The Wizard of Oz.” Imaging technologies here are used to boost and create color in the scene, but it does not look natural to the human eye.

Higher Megapixel = Fewer Frames While the SMPTE standards designated for HDTV have to do with resolution, image format and frames per second, megapixel technology merely refers to the number of pixels within a field of view and is not governed by any standards. The term megapixel is used predominantly for point-andshoot digital cameras because they deal mostly in still imagery. But it has seen a significant rise in surveillance as vendors seem to be in a race to produce the highest megapixel camera. Regardless of the number of pixels within a megapixel image sensor, the delivery of that video stream to the viewing monitor may not produce the same overall video quality delivered by HDTV. Obviously the more pixels you have on a scene, the higher the picture resolution, especially when zooming in after-the-fact. However, it’s important to note that, typically, the higher the pixel count the lower maximum frame rate the camera can produce.

HDcctv Aims to Convert Analog With the previous three terms already in the mix, a fourth high-resolution category came onto the scene that gave the market a whole new technology to understand: High-Definition Closed Circuit Television or HDcctv. A little more than a year ago, HDcctv was developed from technology pioneered for broadcast television. Previously referred to as “analog megapixel,” HDcctv’s claim is that it’s transmitted uncompressed and without being encapsulated in TCP/IP since data is sent over coax. The result of this is a theoretical system in which a camera can be plugged into a receiving device and video can be displayed without latency. As a point-to-point system, HDcctv was designed to be a drop-in replacement for existing analog CCTV, and claims to not require any additional infrastructure to deploy. However, this is not true if the user wants full frame rate video or has older, poor quality cable. In addition, new DVRs are also required to accommodate the HDcctv cameras. These HDcctv-compliant DVRs are scarce today and, therefore, likely expensive due to low volumes. Overall, according to the association’s Web site (highdefcctv.org), HD-

cctv was designed to be forward- and backward-compatible, meaning early adopters will be able to continue to use HDcctv equipment as more features are added to the specification.

What’s Optimal for Surveillance? Even once resolution technology definitions are understood deciding what option is right for each individual use case can take more time. Obviously, anything claiming to be “HD” without further explanation should be ignored because the remaining three of the high-resolution technologies fall into this category. But what about HDTV vs. megapixel? Or HDTV vs. HDcctv? Or HDcctv vs. IP? Higher resolution video obviously creates large amounts of image data. Therefore, to reduce bandwidth consumption and storage requirements, megapixel users have the option to transmit at a much lower frame rate. The problem with this decision is that, depending on the type of industry, users could be left with too few frames to make the video usable if and when split-second images from a video clip are needed. Also, an essential part of the overall event may have been missed because it was outside the field of view as it relates to the image aspect ratio (4:3 vs. 16:9). ➞

◗ Does Better Resolution Mean Better Analytics? Designing your video analyticequipped solution starts with the best practice of getting the most pixels on target, generating the most accurate colors and then resolving objects or object behavior in software. Megapixel cameras can get more pixels in play, but HDTV provides a standards-based image capture and display process that will improve the chances of a video analytic’s success. So is high-definition a game changer for analytics? It’s true that image quality is one of the three main factors to creating a successful video analytic (camera processing power and a strong algorithm being the other two). Obviously, poor resolution can lead to many false positives, but the camera resolution is not the only

factor at play for analytic success. Think about the common uses of video analytics — motion detection, spotting an object being removed, people or vehicle counting, automatic license plate recognition, etc. Not only do these require premium image clarity in order to be successful, the field of view (or aspect ratio), light sensitivity, wide dynamic range, color representation and camera’s frame rate each play a role in accuracy. Additionally, for the highest accuracy rate, the analytic should run “at the edge” (in the camera) because here the algorithm can access uncompressed video, which has more video information. But there’s one more piece of the accuracy puzzle that’s

not determined by the camera’s performance: the human element. Even with the best image quality, false alarms can still happen if installation and integration aren’t properly considered. Here’s a quick list of seven best practices for setting appropriate expectations and deploying analytics to raise accuracy and reduce false alarms: 1. Lighting — Will the activity happen in day or night? Will shadows play a role? 2. Pick a strategic field of view (FOV) — Is a widescreen or 4:3 view better? How about portrait format? 3. Choose the correct camera — Will HDTV or megapixel be

best? How about WDR? Can the camera run the analytics at the edge? 4. Be conscious of the scene — Is it a high-traffic area? Are there drastic weather changes? Will that bare tree in the FOV be covered in leaves come spring? 5. Receive proper training from the analytic/camera vendor — What can it do? What can’t it do? Who can do the integration? 6. New technologies — Will a network thermal camera be better here for detection? Does the camera need P-Iris for better resolution? Is SD-card storage necessary? 7. Test! — Test the solution in a wide variety of site conditions before final deployment.

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HIGH DEFINITION VIDEO SURVEILLANCE

users can strengthen identification and even improve analytic accuracy. Airports, casinos, city surveillance projects and passport control areas are perfect applications for HDTV streams. The beauty of IP cameras rated for HDTV video is that the stream is versatile. The cameras with HDTV should not only come with a megapixel option, but the user can also operate the camera equally well at lower frame rates and at a lower resolution if desired. They can then set motion- or audiobased triggers for HDTV or megapixel recording on an alarm event. Even some megachurches are leWith multistreaming technology in HDTV and veraging megapixel and specificalmegapixel cameras, one camera can be used to create multiple virtual cameras by identifying a ly HDTV technology to decrease scene area and then cropping out that separate the total number of cameras on video stream. site while increasing storage efficiency by up to 80 percent. With HDcctv, recording and display Still, if the user requires superfine resolution is dependent on a number detail — especially for forensics — and of factors that also follow the SMPTE is comfortable with the lower frame standard, so it too falls under the rate, then choosing the megapixel opHDTV umbrella. Overall, HDcctv systion will be the right one. These aptems are progressive, which is meant plications could include overview surveillance of a bank lobby, trans- to eliminate the flicker and blurring associated with conventional analog portation station or mall foyer. Addivideo surveillance systems. However, tionally, some megapixel cameras offer multi-view streaming, meaning even though using existing analog infrastructure is the cost-saving selling that just one megapixel camera can point, there may be hidden costs and isolate different video streams and, in possible field qualifiers that need to essence, create several virtual camerhappen prior to deployment. as. This solution has been used in reThe process of adding one HDcctv tail outlets to have one camera monicamera to an existing surveillance intoring several registers. stallation can be more complex than In contrast, HDTV’s standardized approach will likely make it more adding one megapixel or HDTV netpleasing to the eye at first glance than a work camera to a video surveillance higher megapixel camera. Since many installation. With an IP-based camindustries require that the most accu- era, an Ethernet cable and network rate representation of the scene be cap- switch is required to connect to a PCbased head-end. With HDcctv, the tured — including any movement of cameras may require a specialized individuals, objects and backgrounds DVR as well as video capture cards to — the four factors that make up HDTV accommodate the video sources’ inare very valuable in security. With full frame rates, users can more creased resolution. This does not take precisely investigate and evaluate an into account the variable nature of coaxial infrastructure, which also may incident that encompasses fast moving objects; with widescreen view, us- need replacement. The biggest obstacle with HDcctv toers can receive more pixels on target; day, however, is adoption rate by manand, with true color representation,

ufacturers. IP-based HDTV and megapixel solutions are now adopted and manufactured by companies holding the largest market share of standards-based IP video. Those large vendors that have already made significant R&D investments in IP video will be unlikely to manufacture a second line of HDcctv-compliant products, so options could be limited.

VMS, Infrastructure Also Play Role According to a recent report released by IMS Research, more than 50 percent of network IP cameras sold around the world will be HDTV or megapixel resolution by 2014. But based on current sales, it’s likely that high-resolution IP cameras will make up half the market before that. The report also acknowledges the potential HDcctv trend, but notes that sales are unlikely to affect the IP market because of the current install base, popularity and projected future uses of IP-based cameras. Still, the HDcctv Alliance promises to bring all of the benefits of IP cameras to the CCTV market. It will be an uphill battle as many users are waiting for more real-world success stories before considering the technology move. When optimizing a surveillance installation, it’s critical to take the whole system — not just the camera — into account. The VMS, storage and frame rate requirements, as well as infrastructure each play a major role in what camera technology to select. Integrators need to educate themselves on the imaging market in order to understand what the customer needs. Even standard definition cameras have a role in this day of the HD marketing push (low light conditions, optical zoom needs, super high frame rates, etc.). While the customer is always right and may demand one technology over the other, integrators and end users alike need to understand the technology differences so the installation matches customers’ high expectations. ■ Steve Surfaro is Strategic Channel Manager for Axis Communications. He can be reached at (978) 614-2000 or steve.surfaro@axis.com.

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One number to order. One unit to install. One complete EasyKit. Exclusively from Detex, the Automatic Operated Door EasyKit™ is the ideal choice for handicap access to your healthcare facility. This EasyKit includes the new AO19 low-energy door opener with Advantex Latch Retraction. Mounted and pre-wired in one unit, it’s simple to install, wire and service. A workhorse on the job, the reliable AO19 offers all the features you expect in an automatic door operator, like adjustable time delay, push and go, reverse on obstruction, and sequencing for vestibule doors. Its more robust motor operates light or heavy doors day in and day out. And now it comes to you turnkey in a Detex EasyKit, complete with everything needed to get it up and running without a complicated installation job. Order your Automatic Operated Door (AOD) EasyKit with one intuitive catalog number. One price. No problems. Just call 1-800-729-3839 or visit www.detex.com. 800-729-3839 830-629-2900 www.detex.com www.securitysales.com/freeinfo/13205

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SALES STRATEGIES

ItoNTEGRATE GO

From to

©iStockphoto.com/Godfried Edelman

GOOD

GREAT

Today you can make a compelling case — and more dollars — convincing customers about the added benefits of an integrated solution. Learn creative ways to blend together security systems for a greater whole, and how to make the sales pitch.

O

By Steve Payne

ne of the unfortunate side effects of human nature is tunnel vision. In our effort to do well at one task or another, we get so focused we fail to see other opportunities around or even right in front of us. As sales and technical professionals in an incredibly varied industry like security, there’s no real reason we shouldn’t be able to pull together multiple technologies and principles to increase our offerings, and therefore value, to our customer. How do you approach a sales opportunity? Do you see a video surveillance customer? Do you see an access control customer? Do you let that customer decide what you are going to sell them? Or do you see a business owner or manager

with multiple problems that you can help them solve, regardless of the particular product or technology required? Increasing your value through integration is a skill worth learning. Whether it’s understanding the technology, searching out different applications or simply modifying your sales approach, opening your eyes to new opportunities and coming up with creative solutions to solve your clients’ problems is paramount to staying ahead in these tight economic conditions.

Look Through Your Customers’ Eyes Despite advances in electronic security systems being able to “talk” to each other, a majority of sales are predicated on a client seeking or interested in a single type of system — be it intrusion, fire, access control, video, etc. They know they have a problem (vandalism, break-in, internal theft) and they think they know what can fix it. They know they need a few cameras or they need access control. They call you with that very request, and you happily comply, providing just what they said they needed. Here’s the problem: Your customer is also suffering from the same tunnel vision discussed at the outset of this article. They see one problem, and the need to fix it. They don’t have time to look at the big picture. That’s where you can step in and help. ➞

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p

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©iStockphoto.com/kryczka

SELLING INTEGRATED SOLUTIONS

When designing systems, consider how integration could add value for your customer. How about cameras automatically covering an alarmed door? Or that video popping up on someone’s screen? Integration allows a variety of responses to be generated from many inputs.

Build Bridges With Stakeholders Another way for salespeople to miss out on opportunities is to align themselves with only one department. In our case, that’s usually security. This is a dangerous policy, according to Paul Boucherle, owner of Matterhorn Consulting and a recognized expert in selling security and integration solutions. “The successful salesperson will build ‘convergence bridges’ between various departments within a company,” he says. With the continuing adoption of IP-based systems and devices residing on the network, the IT department often takes more control and it may not always have a close relationship with security. The need for bridges doesn’t always only apply to the security-IT relation-

ship, however. In many companies a procurement division will have final say on a purchase, and for large capital projects, the CFO will have something to say. “It is the ability to develop a macro view of a company while dealing at a micro level,” adds Boucherle. This will produce the most opportunity for integrated upselling. Being able to have a dialog with upper management and presenting yourself as a business partner and not simply an equipment salesperson will open up doors that will, in turn, open up opportunities. The bottom line in all this: If you go in as a CCTV salesperson that’s all you will sell. If you want to sell multiple solutions, solve your customer’s multiple problems.

Understand Technology Options Once you establish yourself as the solution provider for your customer, it’s time to take a look at the many technological options available for building a completely converged solution. Let’s construct a test case around a commercial manufacturing plant. Starting with the basics, we would consider an intrusion/alarm system, video security and access control, at a minimum. Of course, the intrusion system would monitor at least every perimeter door and probably some high-dollar areas internally. The access control system would be configured similar-

©iStockphoto.com/tomas kraus

In order to offer that assistance, however, you need to be able to see your customer’s business as they do. You need to see the forest for the trees that they may be too close to or otherwise too engaged to recognize. Sure, you can go in focused on selling a single solution to solve a single problem. But going in with that narrow a vision will leave a lot of opportunities — and money — on the table. Do your homework and understand your customer’s entire business and needs.

ly. On the video side, cameras around the perimeter of the building looking out at parking and shipping/receiving areas, as well as coverage of outside doors would be the norm. All of these systems would tie back into a security room of some kind, possibly with a guard looking on. In many cases, each system would have its own monitoring software and possibly each might even have its own computer. It is exactly at this point where looking with an eye toward integration can add a great deal of value for your customer. If an alarm occurs, wouldn’t it be nice if cameras automatically moved to cover the alarmed door? How about for that video to pop up on someone’s screen? When systems are properly integrated, any number of responses can be generated from any number of inputs. What can we see, though, as we broaden our view beyond the tunnel to take in the bigger picture? Outside of our standard offerings, what other solutions can we provide? There are some logical steps we can take to find integration possibilities all around us. For instance, almost every access control solution can have a use for an intercom system. Whether it’s a shipping dock or after-hours door, hav-

Integrators must see customers’ businesses as they do. They must see the forest for the trees where clients may be too close or otherwise engaged to recognize. They must do the homework to meet those needs.

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ing the ability to remotely see or hear who’s at the door is a great value proposition for some clients. This should be an automatic consideration if you do access projects. Sometimes integration possibilities aren’t as obvious. License plate recognition (LPR) systems have become a valuable tool for law enforcement agencies and other vehicle-related industries. Consider this example of an LPR technology application: The license plates of vehicles approaching a facility’s entrance gate are checked against a current list of registered employees. If the license plate matches, they receive a green light to proceed. If the vehicle plate doesn’t match one on the list, they get a red light and have to stop for further screening. Using a technology like that in a different way can save manpower resources and relieve traffic issues at a client’s front gate. While still related to security, benefits can be had beyond traditional use. Other nontraditional uses for our usual technology are all around. Let’s take a manufacturing plant, for example. As such, they most likely have some sort of assembly line or conveyor system. In many cases, a person is assigned to watch the line or conveyor to make sure there isn’t a jam-up of any kind. Video can be successfully used in this situation to free up that person to take a more productive position somewhere else in the company. Another project serves as an example of using technology in just this way. A liquor distributor needed to see each and every bottle that left its facility. Cameras were placed directly above each belt for overhead viewing. With a very powerful video system able to record high resolution images at 30 images per second, each case of bottles was recorded in high quality. This allowed the auditors to go back and see exactly how much of each kind of liquor went down the belt by looking at the bottle tops. Video with access control, intercom with video, access control with intrusion — these are all low-hanging fruit for integration possibilities.

◗ Strange Integration Bedfellows So what do you do if your video system is from one manufacturer, access control from another and intrusion from yet another? Hope is not lost. Another beneficial side effect of IP convergence with the security market is it forced manufacturers that had not previously played nice with others to realize they needed to open up their architecture and protocols or face obsolescence. The result of this newfound openness is the availability of application

programming interfaces (APIs) from various manufacturers. The API is the programming code “hooks” that allow information to pass between systems. In the early years of DVRs and IP cameras, the API was a closely guarded secret for some companies, if it existed at all. Now that open architecture has become the new way of doing things, some of these same companies are falling over themselves to sign integration agreements with as many others as possible.

Increasingly, equipment manufacturers are realizing integration is highly sought after in the market. Adding intelligence to a system reduces the need for manpower to respond to each and every event, allowing redeployment or even reduction of valuable resources. This level of intelligence is only possible when all systems are communicating together, even if they come from different manufacturers.

Varying Degrees of Integration Suppose in our application above we wanted to link the video security system with access control, so that an invalid card read or other condition on the access side triggered a response on the video side. There are a few options available to us. In the analog days, this could be accomplished via ASCII text commands being passed back and forth over a serial cable. Now things are being handled more at the software level. At a minimum, most digital recording devices (DVR, NVR, hybrid) have hardware alarm inputs that can trigger events. This is probably the simplest form of integration. While it’s not the intelligent system we are talking about, it is a start nonetheless. If both systems come from the same manufacturer, the desired integration path may already be included or come through optional add-on modules.

As a result, partnerships have formed between companies that in some cases were previously serious competitors. What this all means is that the Lenel OnGuard management system can view and control video from Pelco’s Endura system, or an Exacq NVR can pull video from an Arecont IP camera, or the Genetec system can store video using Pivot3 storage, and so on and so forth. This is a big win for you and your customer, as it gives you unending possibilities for system integration.

An excellent example of this is Genetec’s Security Center core software package. It allows the addition of the company’s Synergis access control software and Omnicast video management platform. This gives you a single user interface for controlling multiple systems, all working together. On top of video and access control, Genetec also offers an integrated LPR system with the AutoVu module. Another product line with similar integration capabilities is Onguard from Lenel. It also allows the combination of video, intrusion, access control and asset tracking in a single user interface. Both of these products take information from all the different systems and combine it so that one or more users have access to all the information they need. And it’s presented in the way they need to see it. The bottom line is every system we provide has value for our customer. But limiting yourself to the same applications over and over leaves a lot on the table. Gaining the trust of your customers as their advocate and being a technology expert and solution provider will open up doors. But it’s your ability to see opportunities where others don’t that will give you the best shot at increasing the revenue from a project. ■ MCSE- and CCNA-certified Steve Payne has more than 15 years of industry experience and heads Convergence Consulting, an IP and security solutions consulting firm. Be sure to also read his Integrated Thoughts blog at securitysales.com/blog.

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VERTICAL MARKETS

Getting Hospitals to BITE ON YOUR BID A new fire protection system was one of the many things Phoenix Children’s Hospital required when it decided to expand and renovate its campus. Detection Logic Arizona was able to win the bid because of its experience and clever system design.

T

By Roopa Shortt

he importance of fire/life safety in health-care facilities is paramount given the vulnerability and diversity of their occupants. With that in mind, hospital administrators have the daunting task of not only providing the proper health care to patients, but they must also be compliant with the numerous health safety and building regulations to keep patients, staff and visitors safe. Proper planning must also be considered if the facility is undergoing construction or renovations. With such a major responsibility, it’s no wonder they take the task of finding the right integrator to install the appropriate systems in the hospital so seriously. Although a low bid may look appealing, especially as the economy struggles to get itself back on track, in most cases that simply isn’t enough for a hospital to take you up on your offer. So how can you get a hospital to bite on your bid? A

case history of Phoenix Children’s Hospital (PCH) illustrates how one company was able to make it happen.

Renovation Requires Fire System As one of the 10 largest children’s hospitals in the nation, PCH covers more than 40 pediatric specialties and has one of the most important duties of providing health care to ailing children across Arizona. In 2008, the 26-year-old hospital began a $588 million expansion and renovation of its facility to meet the pediatric bed needs and health services requirements in order to respond to the demands of the rapidly increasing metro Phoenix population base. With 345 licensed beds, the facility hopes to increase the number to 626 by 2012.

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HEALTH-CARE PROJECTS

resent approved manufacturer NOTIFIER by Honeywell.

It’s All in the System Design

As part of the new expansion and renovation to Phoenix Children’s Hospital, an 18-unit Ronald McDonald House was added to provide housing for patients’ families.

As part of the renovation, the campus plans will feature a new 685,000-squarefoot, 11-story patient tower, three new parking structures with roughly 1,750 additional parking spaces, a covered playground for patients and their siblings and an 18-unit Ronald McDonald House to provide housing for patients’ families. In addition, the entire build-out will be supported by a new 30,000-square-foot, two-level central energy plant and logistics building. PCH will be the largest freestanding children’s hospital in the nation once all the renovations are completed. Of course, with such a large project, installing the latest, most advanced fire protection for the renovated and new structures is a must. It’s not an easy feat given the new technology has to be integrated with the hospital’s current systems in order to create a single, cohesive solution.

project schedule, to several vendors representing each of the three fire system manufacturers approved for the project. Key information in the RFQ included company size, engineering/staff qualifications, completed hospital and/ or similar projects, and a project backlog through the proposed PCH project schedule. The project management team then winnowed the list down to three vendors based on the candidates’ responses to the RFQ. Each of the vendors represented one of the approved manufacturers. With its extensive experience in installing fire systems for large applications, including hospitals, PCH chose Detection Logic Arizona of Phoenix, a UTC Fire & Security company, to rep-

But experience wasn’t the only factor that helped Detection Logic earn the contract; rather, the company’s system design proposal was the key differentiator. The winning submittal had to demonstrate that the design and product selection could best meet all the challenging technology and performance requirements of PCH while keeping the system, installation and ongoing operational costs down. Detection Logic was required to integrate any proposed NOTIFIER technology with the hospital’s existing Edwards System Technology (EST) fire system. To blend the systems, the company proposed connecting each panel through San Jose, Calif.-based Echelon Corp.’s fiber-optic network to a NOTIFIER ONYXWorks workstation in a UL864-Listed configuration. “ONYXWorks was the only system available capable of integrating all of Phoenix Children’s Hospital legacy and proposed systems,” says Fred Lovato, engineering manager at Detection Logic. For PCH, these systems include fire alarm, security, card access, video surveillance, central station receivers for outlying buildings with no connectivity and any other systems with dry contacts that must be monitored.

Experience Helps Win the Bid Fittingly, the process for choosing the fire system supplier was very demanding. For a company to win the job, it needed to provide the proper credentials, the right product offering and the ability to support the system should problems arise in the future. With that in mind, hospital officials sought out the best candidate for the job. In March 2008, the hospital sent out the fire alarm request for qualifications (RFQ), which consisted of a general overview of the project and a proposed

As one of the 10 largest children’s hospitals in the nation, PCH has the important duty of providing health care to sick children. It covers more than 40 pediatric specialties, including a neonatal intensive care unit (NICU).

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Along with the Echelon backbone and ONYXWorks, the proposal included NOTIFIER network panels and detection and notification devices from St. Charles, Ill.-based System Sensor, a Honeywell company. They included intelligent photoelectric smoke detectors, SpectrAlert Advance chimes and strobes, and speakers and speaker strobes for voice evacuation. The design called for more than 1,200 speaker strobes, and System Sensor offered the only speakers and speaker strobes featuring plug-in designs, according to the integrator. Additionally, the manufacturer’s products were chosen because of their ability to communicate clear, intelligible messages that meet updated National Fire Protection Association (NFPA) requirements. Detection Logic says that all proposed products were selected because of their ability to be quickly and easily installed and maintained.

Solid Support During and After In addition to the system design portion of the proposal, the integrator also explained how it would provide initial and ongoing support — from customer service, technical and training perspectives. “No matter how good the installation of the system, the overall effectiveness is dependent upon the knowledge passed on to the end user,” explains Tim Snow, general manager, Detection Logic. Maintaining high-performing, cost-effective dayto-day operations of the system would be dependent on hospital personnel. As a result, the company proposed a range of approaches to enable PCH to operate and maintain the system effectively. This included providing constant training throughout the installation of the system, labeling devices based on hospital personnel input and designing a user-friendly system interface. Furthermore, if a problem should arise, Detection Logic has a fully

staffed customer service department to provide support after completion of the installation, including 24/7 emergency service response, Web-based inspections and service reports, prescheduled inspections, and ongoing end-user training. These and other services are expected to help the facility keep its fire system performing optimally, manage costs, and provide the highest level of protection available for patients and staff. With all the time and effort Detection Logic put in, PCH and others associated with the project could not be happier. “The fire alarm system has been reviewed and accepted without complaints,” says Terry Manning of Rolf Jensen & Associates Inc., the consulting engineer overseeing the entire project. “It is one of the best packages I have seen in a long time.” ■ Roopa Shortt is Senior Product Marketing Manager of System Sensor. She can be reached at roopa.shortt@ systemsensor.com.

For integrators, undererstanding detection and nts suppression requirements is essential to show potential customers your services are capable of helping them protect patients, staff and d facilities. Being knowledgeable with recent fire/life-safety codes will help you to leverage the proper solutions, which can ultimately lead to gaining a new customer. When it comes to regulating the fire/life-safety systems of hospitals and other health-care facilities, the authority having jurisdiction (AHJ) must review the facility in accordance with numerous life-safety and fire protection standards developed by the National Fire Protection Association (NFPA). Among those codes and standards are NFPA 72, National Fire Alarm Code; NFPA 101: Life Safety Code; and NFPA 99, Health Care Facilities. The U.S. Department of Health and Human Service’s Centers for Medicare and Medicaid Services

oversees the accreditation process for U.S.-b U.S.-based health-care faci facilities. The acc creditation agency for the federal government is th the Joint Commisi on Accreditation A sion of Healthcare Organizations (JCAHO). Both require compliance with the NFPA Life Safety Code, 2000 edition. The Life Safety Code is a set of fire protection requirements designed to provide a reasonable degree of safety from fire. It includes construction, protection and operational features intended to provide safety from fire, smoke and panic. The code specifies when, where and what type of automatic smoke detection is required. On the other hand, the JCAHO statement of conditions explains how a facility must meet the requirements of the Life Safety Code. This answers whether the facility has the proper alarm system in place, and if not, how

it will meet that deficiency. The requirements also include specific procedures and plans, drills, proper equipment installation and inspection, and testing and maintenance of fire alarm and fire protection systems. Although a Life Safety Code chapter was added to the JCAHO Statement of Conditions last year, health-care facilities will notice similarities to standards already in practice. At first glance, there appears to be a huge increase in requirements, but the new chapter is simply the NFPA Life Safety Code translated into the Joint Commission (JC) standards language. The requirements were written to be consistent with those issued by the Centers for Medicare and Medicaid Services and those published in the NFPA Life Safety Code (101-2000). Hospitals are currently required to comply with the 2000 edition of the Life Safety Code. The new chapter has minimal impact because facilities are already

required to comply with the NFPA 101 Life Safety section. The true transition is the standardization of the overlapping requirements into one common document with consistent language. Health-care facilities must also comply with NFPA 99, Health Care Facilities Code. Although NFPA standards administration has extended the cycle to five years for the rewrite, the emergency management section was completely rewritten and expanded for 2010 to include the JC standards as a basis for plan evaluation. Furthermore, two categories of risk were identified: 1) in-patient expected to be operable and 2) in-patient and outpatient that augment the critical mission, but do not receive in-patients. In addition, a new chapter on security was included, which is based on NFPA 730, Guide for Premises Security. It now mandates that facilities conduct a security vulnerability assessment (SVA) with an assigned person in charge of evaluation.

©iStockphoto.com/Nick M. Do

◗ Do You Know the Health-Care Facilities Codes?

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INTRUSION INNOVATION

in

Alarm Switches

©iStockphoto.com/erwol

A Breakthrough

FFor the h ffirst i time i iin ddecades, d iinnovation i iis rocking ki the h world ld off iintrusion i contacts. D Discover i how new alarm switch technology may make established drawbacks like fragile construction, global activation, fusion susceptibility and magnetic manipulation a thing of the past.

I

By the Editors of SECURITY SALES & INTEGRATION

t’s doubtful Walter Ellwood had any idea his invention in 1936 would be the most commonly used component of a security system. It was 75 years ago when this Bell Telephone employee patented what we all refer to as the reed switch. While this device has become an industry staple, it has a number of shortcomings when used for intrusion alarm applications. These issues have the potential to create liability for security dealers and risks for customers. When a reed switch fails, because it is wired in a normally closed configuration, the alarm control sees that zone as normal. That door or window may allow an intruder access

to your client’s home or business undetected. Regardless of your insurance and contract protection, an undetected break-in is a public relations nightmare. Fortunately, following an extended period without much in the way of change, improvement or innovation, a new approach to alarm contact design has emerged. Following is a look at the development of the alarm switch, from its beginnings to present day and its apparent future.

A Historical Perspective Let’s begin by reviewing what a reed switch is, how it operates and the origins of its technology.

The reed switch is an electrical switch operated by an applied magnetic field. It consists of a pair of contacts on ferrous metal reeds in a hermetically sealed glass envelope. The contacts may be normally open, closing when a magnetic field is present, or normally closed and opening when a magnetic field is applied. In the alarm industry, the reed switch is used in door and window contacts and is operated by bringing a magnet near to the switch. Once the magnet is pulled away from the switch, the reed switch will go back to its original position. It was not the first technology used for detecting door and window contacts,

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ALARM SWITCH ADVANCEMENT

not by a long shot. In fact, you will hold closed and be inoperInert Gas Contact Plating have to go back to 1852 when able when the door or window Glass Capsule Contact Gap is opened Augustus Pope filed U.S. patent No. 9802. In William Greer’s “A History of Alarm Security,” he In more recent times, an alwrites that to protect doors and ternative has surfaced that ofwindows, “Pope designed simfers the promise of eliminatReed Blade Overlap Reed Blade ple magnetic contacts. They ing many of the trappings of consisted of a metal plate, attraditional reed switches while Reed switch in “open” position Reed switch in “closed” position tached to the door or window bringing alarm contacts more frame, and a spring and pin inline with present-day techthat was secured to the winnology. The breakthrough Magnet dows and doors themselves. came from a curious and ingeHe wired the contacts in a senious man named Dr. Randall Magnet ries circuit, running the wire Woods, who studied electrical around a U-shaped metal bar to engineering before eventually form an electromagnet.” becoming an ophthalmologist. Numerous contact patents have been filed since Pope’s. Inventor Gets an Idea The most significant impact The reed switch has long been the primary technology used for Having bought an alarm alarm contacts. It contains magnetizable, flexible, metal reeds whose these patents made on the system following a burglary, end portions are separated by a small gap when the switch is open. alarm industry began in the The reeds are hermetically sealed in opposite ends of glass tubing. Woods experimented with late 1970s. Until then, the faways to defeat it. He took a vored security contact was the meated an ever-expanding line of contacts basic compass to his door frame and chanical magnetic contact switch — that were smaller, more specific to door found the contact. By introducing an primarily plunger style or the roller and window styles and in multiple col- external magnet, he was able to hold plunger recessed into door frames and ors. This continued for some 30 years. the reed switch closed, open his door a larger, surface mount style. These meWhile the reed switch remained virtu- and not set off the alarm. chanical switches would make a “snap” ally unchanged, much of the industry’s “It didn’t take me long to realize that sound when activated by the magnet technology surrounding it continued a magnet placed on the exterior surface or when depressed by the door closing. to evolve. For example, the time-lapse of the door frame would serve to hold The current traveling through this cirVCR was invented and replaced by a the reed switch closed as I opened the cuit kept the contact points clean as the DVR. The DVR then lost market share door,” says Woods. “The system could door opened and closed. to the NVR and now, network cloud easily be defeated with a simple magA typical problem of the contact in computing looms to make even the net. An intruder could enter my home this mechanical switch era was the de- NVR a thing of the past. In 1980, the ul- without detection! Since I turn off the vice sticking or freezing in the closed trasonic detector was state of the art be- interior PIRs at night I was completely position. This was especially common fore being replaced by the photoelectric unprotected once again. I felt the least in doors and windows that were not of- beam, the passive infrared (PIR), dual protected when I was the most vulnerten used. The door contact would not technology and pet immunity. able, when I was asleep.” be exercised and the contact points All that while millions of reed switchThis experience inspired him to emwould stick. This entry point would re- based contacts were installed. And it bark on a quest to invent something main inoperable until it was discovered has done so despite some well known better. In 2002, Woods developed a poby the system owner or when an in- and accepted shortcomings: tential replacement of the reed switch spection was performed. A simple tap under the brand name Magnasphere. of a screw driver was often all it took to When a reed switch is exposed to The Magnasphere switch senses the get the door functioning again. position of the door magnet, not simply voltage, it will fuse and fail When a door swells from temper- the presence of a magnet anywhere in ature changes, the recessed reed the vicinity of the contact. The switch Reed Switch Rules the Roost differentiates between the door magnet switch can be squeezed and fail As the 1970s drew to a close, the alarm industry saw the emergence of solid Since a reed switch is enclosed in and a defeating magnet. More recently after buying a new state-based control panels. This allowed glass, improper handling in transpora smaller reed switch to be used as the tation or in installation will break the home, Woods had another personal experience indicative of the vulnerabilibasis for the magnetic contact. The race glass and cause the reed switch to fail was on as an increasing number of manWhen an additional magnet is pre- ties inherent in traditional alarm switch ufacturers utilizing the reed switch cresented near the reed switch, the reed technology. The house had a pre-existing

• • • •

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alarm system featuring reed contacts on the doors and windows. “Before I had an opportunity to upgrade the contacts, I checked them by exercising each opening,” he says. “Two of the 35 reed contacts were welded closed, I assumed as the result of recent lightning storms. Had I not opened each window and door, I would have thought the system was functioning properly as the reed switches were welded in the safe state.”

New Design Less Prone to Defeat

and a movable ball. It is the first switch designed, engineered and constructed specifically for security applications.”

Device Dazzles, Lays Dormant Woods’ patented Magnasphere device was an instant head-turner upon its introduction, capturing awards for Best Intrusion Sensor and Best of Show in the Security Industry Association’s (SIA) New Product Showcase at ISC East 2002. However, being an engineering mind, Woods lacked the marketing acumen to really get the product out into the marketplace. So aside from some business with the U.S. government, the product languished. However, nearly a decade later, that is changing as the company has been revamped and its innovative technology is at last seeing significant traction. Since 2010, two alarm industry veterans with a combined 46 years of experience have been leading the charge. As former security systems sales professionals and alarm company owners, Chris Utter and Mike Keegan are bringing their unique perspectives to the manufacturing realm. Utter formerly owned Sentra Protective Systems and is past president of the Wisconsin Burglar and Fire Alarm Association (WBFAA). Keegan formerly owned Jackson Hole, Wyo.-based Watchguard Security Systems, served as chairman of the Pennsylvania Burglar and Fire Alarm Association’s (PBFAA) False Alarm Committee and was one of three industry professionals selected to develop “The Model Cities” program.

While reed switch-based alarm contacts

have become an industry staple, they have a The basis of the Magnasphere number of shortcomings. These issues have switch, as the name implies, is a magthe potential to create liability for security netic ball. This sphere is housed in a dealers and risks for customers. metal enclosure. At rest, when a door “He [Utter] showed me the demo at or window is open, the magnetized ball ESX in Pittsburgh and I was hooked,” will attract to the top, or cap, of the ensays Keegan. “We brought instant credclosure and an electrode that closes the ibility to the product. We are not mancircuit. When the magnet is presented, ufacturer reps. We are alarm guys sellthe ball pulls way from the top and is ing a product we believe will help our held in a normally open position. peers sell more alarm systems and proThis is where the contact has strayed vide a higher level of security to their from “the norm” and the normally closed customers.” reed switch. As an open loop device, the Magnasphere contact will show as a violated zone on the system keypad. In adIndustry Is Taking Notice dition, this open configuration creates a History may be repeating itself. For defeat-resistant quality. As most industry the first time in 30 years, an improveprofessionals are aware, it doesn’t take ment is available in a product that has much to defeat a globally activated reed turned into a commodity. As the reed switch-based contact. By contrast, being switch made the mechanical switch a directionally activated resists defeat. thing of the past in the early 1980s, the In addition, the newer switch’s design Magnasphere innovation may cause makes it resistant to contact welding. dealers and their customers to considFurthermore, if the magnetic ball should er putting security back into the secuhappen to adhere to the side of the enrity contact. closure, by opening and closing the door According to Keegan, several promior window, the ball will be torqued back nent installation companies are enaminto place. This self-healing ored with the device. capability prevents service “Keith Fisher of Keyth calls or replacing the contact. Security placed an order “Unlike reed switches that immediately after our prerely on fragile glass enclosentation,” he says. “Mike sures, the Magnasphere is Miller [Moon Security] was constructed of metal and is also very impressed, saying resistant to rough installasomething to the effect, ‘It’s Magnet Magnet tion handling and wood coninnovative technology at its traction that damage reed finest. Inventing this deswitches,” says Woods. “It vice has created a win-win does not employ thin spring solution.’” blades, as does the reed This diagram shows how a new contact design resists magnet defeat. Are we about to see the fall Left, the ball is pulled to the bottom of a metal enclosure and out of switch, but instead uses sol- contact with the electrode contact. Right, a defeat magnet directs the of the reed switch? Only time id rigid rod contact points ball to make contact with the electrode to trigger an alarm. will tell. ■ securitysales.com • MARCH 2011 113

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◗The Essentials◗ SPECIAL SHOWCASE: HIGH DEFINITION (HD) VIDEO PRODUCTS Bosch HD 200 Series IP Cameras

The NBC-265-P camera and the NDC-265-P dome camera are the latest high definition (HD) cameras added to Fairport, N.Y.-based Bosch Security Systems’ 200 Series. Each camera offers 720p HD video and comes with a Secure Digital (SD) flash memory card for storing days of recorded video without a connected PC. The ONVIF-compliant products include Bosch Video Client software, which allows users to remotely view recorded video from up to 16 HD or standard definition cameras on a single PC monitor. www.securitysales.com/ FREEInfo/13400

Pelco Spectra HD Megapixel P/T/Z Camera

The Spectra HD by Clovis, Calif.-based Pelco by Schneider Electric features the company’s Sarix technology platform and 960p maximum resolution (20 images per second). The camera offers 18x optical zoom, built-in analytics and expansion ports and continuous 360° pan rotation. The product, which is also available at 720p (30 ips), comes equipped with either two H.264 video streams or one H.264 and one M-JPEG video stream.

IQinVision Alliance Series Outdoor Dome Camera

The Alliance-mx all-weather day/night dome camera by San Juan Capistrano, Calif.-based IQinVision uses Main Profile H.264 to deliver high-definition clarity at up to 30 frames per second (fps). The camera features a varifocal megapixel lens, vandal-resistant IP66 exterior enclosure, and low power consumption. It complies with both PSIA and ONVIF standards, providing the flexibility to ensure compatibility with most video management software (VMS) platforms. www.securitysales.com/FREEInfo/13403

www.securitysales.com/FREEInfo/13401

Speco Technologies HD DVR

Vitek HDcctv Dome Camera

Vitek of Valencia, Calif., releases its HDcctv product line. It features the VTCHD713A, a 1.3-megapixel standard box camera, theVTD-MVHD2812 1.3-megapixel Mighty dome camera with 2.8-12mm varifocal lens and the MEG Series HD-DVR, which offers 30 frames per second (fps). The company says the products can deliver high-definition images using existing coax cable in a standard analog CCTV installation setting. www.securitysales.com/FREEInfo/13402

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

Speco Technologies of Amityville, N.Y., releases the DVR4HD, a high-definition DVR that complements the company’s HDcctv camera lineup. Featuring 720p recording and H.264 compression, the DVR has a recording rate up to 120 frames per second (fps) with real-time live display. The device offers a four-channel input and one-channel output. Hard disk drive sizes are available from 1TB to 8TB. www.securitysales.com/FREEInfo/13404

Mobotix Q24 Hemispheric Camera Mobotix of NYC releases its Q24M hemispheric camera, an ultra-compact IP network dome camera with a special hemispheric lens. The product’s high image quality is achieved through a 3.1-megapixel sensor. The camera can provide a complete a 360° allaround view when mounted on the ceiling. When placed on the wall the Q24 offers a 180° panorama, which delivers a widescreen, high-resolution view. An integrated Micro SD/SD card provides up to 80 hours of continuous recording with audio. www.securitysales.com/FREEInfo/13405

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◗The Essentials◗ SPECIAL SHOWCASE: HIGH DEFINITION (HD) VIDEO PRODUCTS CNB Technology HD Standalone DVR

The HDS4848DV from CNB Technology of Long Beach, Calif., is a high-definition standalone DVR featuring real-time recording of 480 frames per second (fps). The DVR supports high definition display (HDD) archiving and mirroring. It also offers dynamic recoding schedule functions, an emergency recording key, 16-channel video loop back, 16-channel audio input and one-channel output. www.securitysales.com/ FREEInfo/13412

Vicon Surveyor HD P/T/Z Dome Camera

The Surveyor HD by Vicon Industries Inc. of Hauppauge, N.Y., is t 1.3-megapixel dome camera that is equipped with 18x optical zoom and 12x digital zoom. Available in indoor, outdoor, pressurized and maximum-security models, the ONVIFconformant camera offers 360˚ continuous rotation, a wide range of programmable features, including privacy masking. The camera provides a choice of H.264, MPEG-4 and M-JPEG encoding options, and features a 4.7-84.6mm varifocal lens. Digital noise reduction minimizes video interference and triggering of false alarms, the company says. www.securitysales.com/FREEInfo/13415

Sentry 360 FullSight Pro Series

Sentry 360 of Naperville, Ill., releases the FS-IP10K Pro Series, which utilizes 10-megapixel resolution from its 360° field of view. The camera has no blind spots, the company says. The camera offers H.264 and MJPEG compression. Additional features include power over Ethernet (PoE), mechanical infrared (IR) cut filter and on-camera motion detection with parameter selection. The company maintains that the product can handle multiple corrected perspective angles from its omni-directional vantage point. www.securitysales.com/FREEInfo/13413 www.securitysales.com/freeinfo/13303

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◗The Essentials◗ SPECIAL SHOWCASE: HIGH DEFINITION (HD) VIDEO PRODUCTS Verint Nextiva HD S5000 Indoor IP Dome Camera Verint Systems of Melville, N.Y., presents the S5000 indoor IP dome camera. The camera features dual-stream H.264, MJPEG and/or MPEG-4 video compression. Built for easy installation and management, the product offers high-definition 2-megapixel resolutions to provide crisp detail in any video application, the company says. Additionally, the camera is compatible with Nextiva video management software (VMS) and the Nextiva EdgeVR NVR. Power over Ethernet (PoE) comes standard with most models. www.securitysales.com/FREEInfo/13407

VideoIQ iCVR-HD HighDefinition Camera

The iCVR-HD camera by VideoIQ of Bedford, Mass., delivers full 1,080p resolution and frame rate, zero bandwidth recording and full megapixel analytics. iCVR-HD analytics deliver more than two times the range of D1 analytics, according to VideoIQ. Additionally, the camera’s real-time threat detection relies on the company’s adaptive analytics, which are said to self-calibrate in minutes. The product can store up to 500GB of onboard NVR storage for months’ worth of recording.

Sony SNCCH110/SNetwork 720p HD Fixed Camera

Sony Electronics of Park Ridge, N.J., releases a new addition to it HD camera lineup, the X-Series SNC-CH110/S. Supporting H.264/MPEG-4/JPEG compression formats, the 1.3-megapixel camera delivers picture quality in HD 720p resolution at 30 frames per second (fps) with dual stream capability. The ONVIF-compliant product features the company’s Exmor CMOS image sensor. A stream squared function is designed to optimize bandwidth and storage capacity. www.securitysales.com/FREEInfo/13408

www.securitysales.com/FREEInfo/13406

Infinova V1771 HD Dome Camera

Infinova on Monmouth Junction, N.J., introduces the V1771 high-definition dome camera, part of the company’s new M-Series. The ONVIF-compatible camera features 360˚ continuous rotation megapixel IP pan/tilt/zoom (p/t/z) with 1.3-megapixel resolution. It delivers 30 frames per second (fps) with an 18x optical zoom and a 12x digital zoom. Providing low-light performance at 0.02 lux, the product offers both MPEG-4 and M-JPEG compression. www.securitysales.com/FREEInfo/13409

Honeywell HD Indoor/Outdoor Mini Dome Camera Honeywell of Melville, N.Y., releases the HD4MDIP, a rugged, high-definition indoor/outdoor mini-dome IP camera that provides three times the image resolution of standard analog cameras, according to the company. The true day/night, vandal-resistant, fixed mini-dome provides 720p resolution at full frame rate. It features an externally accessible Web-based menu that lets operators view and control cameras from virtually anywhere. Additionally, the camera is equipped with built-in motion detection capabilities and camera tamper detection features that notify users when the camera’s field-of-view is altered, obstructed or blurred. www.securitysales.com/FREEInfo/13410

Axis 3-Megapixel Dome Camera

Chelmsford, Mass.-based Axis Communications’ P3346 dome camera offers full image rates at 1,080 pixels or 3-megapixel resolution. The ONVIF-compliant product also has virtual pan/tilt/zoom-like control with remote focus and zoom. Different sections of the image can be zoomed in on and run as a separate stream. Multiple H.264 as well as MJPEG streams can run simultaneously. The new P-Iris technology makes precise adjustments to the iris improving color, contrast and depth of field to provide better image quality from megapixel and HD cameras, according to the company. www.securitysales.com/FREEInfo/13411

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Ad Index

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

PAGE FREEInfo#

PAGE FREEInfo#

PAGE FREEInfo#

AAXEON TECHNOLOGIES ...................72 13285

GAI-Tronics ..............................................71 13114

Samsung ...................................................33 13304

ADI ............................................................79 13104

HID Global ...............................................41 13234

Schlage .....................................................50 13153

AES Corporation ..................................... 47 13199

HIKVISION ..............................................69 13233

Schlage .....................................................51 13187

Affiliated Central, Inc. ............................. C2 13272

Honeywell Security ................................ C4 13103

Schlage ........................................Bellyband 13153

Aiphone Corporation ...............................77 13169

INTRANSA .............................................. 70 13318

SECO-LARM ..........................................127 13282

All American Monitoring ...........................7 13204

ISC West .................................................137 13163

Security Central .....................................119 13171

Altronix .....................................................52 13245

Kirshenbaum & Kirshenbaum, PC .......120 13253

Security Door Controls ............................73 13198

Arecont Vision ..........................................39 13276

KOWA Optimed, Inc. .............................117 13206

Speco Technologies....................................1 13142

ASSA ABLOY-Sargent Division ...............23 13207

Middle Atlantic Products .......................103 13319

Speco Technologies.......................C1A-C1B 13182

Axis Communications..............................12 13308

Milestone Systems ...................................61 13162

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

Basler Vision Technologies ......................93 13283

Minuteman Power Technologies.............25 13278

Sperry West, Inc. ....................................129 13286

Bolide Technology Group ..........................9 13193

Monitronics ..............................................35 13332

SSI -eControl Panel................................120

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Chamberlain Group, Inc..........................27 13194

Moog Quick Set........................................45 13154

SSI -Hall of Fame .....................................89

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ComNet...................................................116 13303

Moxa Americas, Inc. ................................95 13247

STI - Safety Technology Int’l., Inc. ............8 13188

Cooper Notification .................................31 13186

National Monitoring Center (NMC) .......17 13314

Tamron USA, Inc......................................65 13176

Corbin Russwin........................................43 13331

Nissan Commercial Vehicles .....................5 13109

Tri-Ed/Northern Video Distribution .......75 13107

DETEX ...................................................101 13205

NVT .............................................................3 13184

Tyco Security Products ..........................130 13120

DSX Access Systems, Inc.........................11 13231

Optex America, Inc. .................................67 13219

UL - Underwriters Laboratories..............57 13183

EasyLobby, Inc. ........................................53 13185

Panasonic System Solutions Company ..19

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United Central Control, Inc. ..................111 13244

EMERgency24 ........................................ C3 13136

Pelco .................................................A8 (88) 13167

Video Insight ..........................................107 13192

ESX - Electronic Security Expo ............139 13327

PROTECH ..............................................115 13223

FLIR Commercial Systems, Inc. .............97 13220

Rapid Response Monitoring ...................15 13105

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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 general g contract actor or..................... r ........................$20 $2 0.00 Sub-Contractor Agreement contractor.......................................$200.00 letio tionn Cert C ertifi ificat cate e........................... ...................... . ............ ..... .......................................$ ..$40.00 Completion Certifi cate...............................................................................................$40.00 mmer mercia ciall & Re Resident tial ial-- use use aft after e instal talla tal lation & eve lat ev ry se servic ce call Commercial Residentialinstallation every service ploy oymen mentt Agre A greeme em ntt Wit W h Rest estric r tivve Coven C nantt............................................. .. ..... $2 200.00 Employment Agreement With Restrictive Covenant.............................................. $200.00 C-1 For Form FFinancial in nci ina ncial a Statement Statemennt .............................................................................. ......................................................................... ..... ...... . . $50.00 $50.0 $50.0 0 0 UCC-1 ntra ral Sta ation ion Co Contr raccts ........................................................................................ ..................................................................................... .. ...... ...... .. . $3 375. 5.00 00 Central Station Contracts $375.00 wayy con ntra ract bet be weenn c/o wee /o ins stalleer & sub bscrib ber, sseparate eparaate for form m wher w heere 3-way contract between installer subscriber, where /o is ssue UL ce ert rtificcate forr inst tallerr c/o issue certificate installer nstal ta lerr Co C ntrrac act............... ...... ................ . ............ . ...... . .......... .. .............................. . ..............$ $375 375.00 00 Installer Contract.....................................................................................................$375.00 Sta atio t nar aryy Guar ua d ““Rent-A-Cop”..............................................................................$375.00 Re ent-A -A-Co -Cop”...... ................... .............................. . ...................... ...... .. ... ...... .......$37 375.0 00 Stationary Guard Tel eleph ephone on Sa 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

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◗The Essentials◗ SPECIAL SHOWCASE: HIGH DEFINITION (HD) VIDEO PRODUCTS Panasonic i-PRO SmartHD Network Disk Recorder

Panasonic Systems Networks of Secaucus, N.J., presents the i-PRO WJ-NV200 SmartHD network disk recorder. It records up to 16 Panasonic network cameras and provides a realtime face matching function to match registered face images with live video. Face matching alarms include E-mail, notification, Panasonic system alarm output, a terminal output, buzzer or indicator. Additionally, the unit employs H.264, MPEG-4 and JPEG compression to simultaneously display live and recorded images. www.securitysales.com/FREEInfo/13414

Basler IP Fixed Dome Camera With Audio Functionality

Basler Vision Technologies of Exton, Pa., releases the IP fixed dome camera, which is equipped with an audio function and a new multimedia video processor. With resolutions up to 1.3 megapixels, the BIP2-D1300cdn high-definition model provides real-time video at up to 30 frames per second (fps). The product also features MJPEG, MPEG-4 and H.264 compression. The camera provides vandal-resistant aluminum housings and an operating temperature range from -31°F to +122°F. All functions can be powered using standard power over Ethernet (PoE). www.securitysales.com/FREEInfo/13417

Toshiba 2MP Network Dome Camera

The IK-WR12A 2-megapixel network dome camera from Toshiba Surveillance & IP Video of Irvine, Calif., features an IP66-rated allsteel housing combined with a built-in heater/blower. Supported for 802.3af power over Ethernet (PoE), the camera outputs 1,600 X 1,200 color video and offers dual streaming in MPEG4 and MJPEG at up to 30 frames per second (fps). Featuring a varifocal lens of 3mm to 9mm, the camera’s true infrared (IR) day/ night cut filter and its long-range IR illuminators are designed to allow it to capture detailed video in dimly lit environments or even in complete darkness.

JVC VandalResistant Megapixel Network Dome Camera

Located in Wayne, N.J., JVC Professional Products introduces the VN-X235VPU vandal-resistant megapixel network dome camera. Featuring a 1.3-megapixel JPEG stream, the camera offers built-in motion detection, power over Ethernet (PoE)/24VAC power supply and an optional heater unit for use in low temperatures down to -30° C. A varifocal lens is available for accurate viewing angles, and progressive scan CCD is used for precise clear images, the company says. www.securitysales.com/ FREEInfo/13416

www.securitysales.com/FREEInfo/13418

◗The Essentials◗ GENERAL NEW PRODUCTS GVI videoPLUS DVR

GVI Security of Carrollton, Texas, releases the videoPLUS product line, featuring analog CCTV products. Among the products available is the videoPLUS camera line, which offers box, dome, bullet and pan/tilt/zoom (p/t/z) cameras featuring 650TVL resolution, true wide dynamic range, day/night performance, and 3D noise reduction. The videoPLUS DVR provides H.264 compression, full real-time recording performance and an HDMI output for high resolution display.

It also offers a built-in Web viewer, iPhone support and video management software (VMS). www.securitysales.com/FREEInfo/13419

Code Blue IP5000 Full Duplex Emergency Speakerphone

The IP5000 full is an ADA-compliant duplex emergency speakerphone by Holland, Mich.-based Code Blue. Designed to be compatible with the company’s Blue Alert mass notification system, the speakerphone is weather-resistant and integrates with CCTV, alarm systems, and other security equipment features. The product comes with an auxiliary power supply and battery back-up. Multiple programming options include: programmable ring time, silent monitoring from a remote location, unique numeric identifier via ANI and multiple password protection levels. www.securitysales.com/FREEInfo/13420

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◗The Essentials◗ GENERAL NEW PRODUCTS Comtrol Corp. RocketLinx ES7528

New Brighton, Minn.-based Comtrol’s RocketLinx ES7528 is a fully 802.3at compliant, PoE Plus rack-mount switch featuring 24 10/100 Base-TX Ethernet ports and 4GB uplink/SFP combo ports. All power over Ethernet (PoE) injector ports can deliver 15.4W by IEEE 802.3af. To ensure traffic switching without data loss and blocking, the switch provides a 12.8G backplane with integrated nonblocking switching function. The product is designed for PoE applications such as real-time IP video surveillance and wireless communications systems. www.securitysales.com/FREEInfo/13422

System Sensor CO1224TR CO Detector

System Sensor of St. Charles, Ill., releases its CO1224TR carbon monoxide (CO) detector with RealTest, a field functional CO test fully compliant with NFPA 720: 2009, the company says. The detector provides multiple mounting options and is quick and easy to install, test, and maintain, according to System Sensor. With a low current draw, the latest electrochemical sensing cell, and a sixyear, end-of-life timer, the CO1224TR is designed to offer reliable protection.

Norton Door Controls 5900 Series X-in Door Operator

Norton Door Controls of Monroe, N.C., an ASSA ABLOY company, introduces the 5900 Series X-in low-energy door operator. The UL325-certified operator combines onetouch programming with the ability to calibrate door weight, latch and sweep speeds and positioning based on ADA and ANSI standards. Featuring a lock circuit retry, the product will reverse 10˚ and try again if the door fails to close initially. It also offers a power handle for increased latching power. www.securitysales.com/FREEInfo/13423

www.securitysales.com/FREEInfo/13421

Winsted WELS 3D Design Tool

Minneapolis-based Winsted Corp. releases its latest equipment layout software (WELS), version 3.7.1. The latest version allows users to incorporate new product lines, work surfaces and monitor mounts into designs. Winsted has added its new Insight console series, which features a compact profile suited for high-density command/control environments, to the software. Additionally, WELS allows users to create console designs and room layouts using Winsted’s product lines. The tool provides full 3D design, parts lists, design specification sheets, and can export AutoCAD DWG files for 2D and 3D application. www.securitysales.com/FREEInfo/13424

Moog QuickSet CR Pan and Tilt Positioner

Moog QuickSet of Northbrook, Ill., announces the QPT-20 ICMS CR pan and tilt positioner camera mount. Featuring cast aluminum housing, the product utilizes the company’s Stepper Sentry motor for wide, dynamic speed control, quick target acquisition and slow speed tracking. It can handle payloads up to 20 pounds/foot at specified rotation speeds. The digital serial/Ethernet control units communicate via a network interface. The product also provides 360˚ continuous pan rotation.

Visonic Wireless Smoke and Heat Detector

The MCT-427 wireless smoke and heat detector by Visonic 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 an alarm when the temperature reaches 122° F and starts increasing 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/13425

www.securitysales.com/FREEInfo/13426

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

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

SK-1123-SQ Mullion-Style Outdoor Illuminated Keypad

Sealed Environment Outdoor Illuminated Keypad

Slim, rugged aluminum design, 1,010 users and two relay outputs.

Rugged outdoor aluminum design, 1,010 users and two relay outputs.

SK-2323-SDQ

SK-1323-SDQ

Same as the above, but with a built-in proximity reader.

Same as the above, but with a built-in proximity reader.

SK-2323-SPQ

SK-1323-SPQ

Flush-Mount Outdoor Illuminated Keypad

Indoor Entry Level Keypad

Indoor Illuminated Keypad

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

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

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

SK-1123-FQ

SK-1011-SQ

SK-1311-SQ

Phone

949.261.2999 (CA & Int'l) 800.662.0800

e-mail Website

sales@seco-larm.com www.seco-larm.com

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◗The Essentials◗ GENERAL NEW PRODUCTS Supercircuits Widescreen LCD Security Monitors Austin, Texas-based Supercircuits’ LCD22W-7 LCD widescreen monitor offers a 22-inch viewable area. Delivering a maximum resolution of up to 1,280 X 1,024 pixels, a 600:1 contrast ratio helps the monitor generate sharp, crisp lines and images, the company says. Along with widescreen, the monitor offers a wider viewing angle, which allows an operator to view the screen from different positions without compromising image quality. The product provides multiple inputs, including BNC, S-Video, VGA, DVI and audio. www.securitysales.com/FREEInfo/13427

NLSS Gateway Micro Network Security Platform

The NLSS Gateway Micro by Next Level Security Systems of Carlsbad, Calif., is a networked solution combining physical security system elements into a single platform. It supports up to 16 streams of networked video in various resolutions and formats, and handles access control panels and readers for multiple doors. Featuring a wide range of video analytics, the product can scale from a standalone unit to an enterprise-class system. www.securitysales.com/FREEInfo/13429

HAI OmniTouch 5.7e Touch Screen Intercom

The OmniTouch 5.7e touch screen is a VoIP intercom by New Orleans-based Home Automation Inc. (HAI). Featuring a 5.7-inch color, touchsensitive LCD screen with TFT technology, the product offers manual accept/reject options and the ability to auto-answer, according to the company. Allowing for the display of multiple languages, the OmniTouch 5.7e comes standard with HAI’s OmniTouch Pro. The product’s VoIP intercom allows users to communicate with other door stations that are part of the company’s connectivity partners program. www.securitysales.com/FREEInfo/13431

UTC MASterMind EX Monitoring Software

Salto Systems GEO Electronic Cylinder Lock

Based in Atlanta, Salto Systems introduces its global electronic opening (GEO) electronic cylinder lock. Fully integrated with the company’s XS4 platform, the GEO can be used whenever a cylinder is required with ANSI mortise locks, RIM locks or with a padlock. The product offers virtual network capability, according to the company. www.securitysales.com/FREEInfo/13428

The MASterMind EX monitoring software platform by UTC Fire & Security of Bradenton, Fla., offers service-oriented architecture (SOA) to allow better control of data flow from the database to the end user. Its comprehensive suite of product offerings includes monitoring, billing and receivables, sales and service management as well as integrated Web solutions, video, access, telephony, GPS tracking and reporting. www.securitysales.com/FREEInfo/13430

Zenitel Stentofon AlphaCom XE Audio Servers

Zenitel USA of Kansas City, Mo., offers its Stentofon AlphaCom XE Series audio servers. The critical communication over IP (CCoIP) processor boards provide increased audio bandwidth, the company says. Utilizing true IP audio edge devices, such as IP masters, IP substations and SIP stations, the products provide high definition voice, active noise cancellation, adaptive jitter buffering, and an integrated managed switch with advanced networking and security functions (VLAN, IEEE 802.1X). www.securitysales.com/FREEInfo/13432

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

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Building Your Business

5 Steps to Make the IP Migration Cost-effective equipment and increasing customer demand continues to drive IP video. Legacy-minded installers can migrate successfully to IP if they are willing to make the necessary commitments.

A

few years ago it was difficult for integrators to transition to IP video primarily because the return on investment (ROI) calculation of converting from analog to a networked system was based heavily on the cost of cameras. IPbased high definition (HD) and megapixel cameras were 30- to 60-percent more expensive than analog models. Consequently, these cameras offered a compelling value proposition only when replacing multiple analog cameras with a single HD/megapixel unit. Exacerbating the transition, the incumbent analog video surveillance suppliers told the installation community that IP was too expensive and too complicated. Fast forward to today. Many IP cameras are now close to the same price as analog cameras, while most of the incumbents are starting to promote new IP wares. What changed? The market has repeatedly demonstrated that an IP video system offers higher quality, more flexibility and scalability, a wealth of additional features and functionality, and is easier to use than an analog system.

Comparing the Pros and Cons Let’s evaluate an analog video system compared to its IP counterpart. At its most basic, the analog system is

©iStockphoto.com/oytun karadayi

By Paul Bodell

comprised of a camera connected by a cable to a box that performs switching/multiplexing/routing, compression, storage and management. That box includes multiple hard disks and is connected by another cable to a network that allows users to access the video from nearby or far away. An IP system is made up of a camera with compression technology built in, connected by a cable to a box that performs switching/multiplexing/routing, and is connected by a cable to another box that provides multi-hard disk storage and management. That box is connected by a cable to a network that allows users to access the video from anywhere on that network. One big difference between the two systems is the cable. One system typically uses a coaxial cable and the other uses a data networking cable. Similarly, both use a dedicated cable and both consume a lot of bandwidth on their respective cables. Another difference is the analog system lumps all the functions into a single box, the DVR. These boxes are preconfigured with the number of cameras (or channels) you can use, typically 8, 16 or 32 channels. On the plus side, DVRs can simplify installa-

tion since you only have to learn to install one piece of equipment. Among its drawbacks, the box is a single point of failure, is often proprietary, and if you have only six or 17 cameras you have unused ports that you paid for. An IP system separates the boxes by functionality. Switching/multiplexing/ routing is handled by a switch or router. Storage consists of, well, storage. There have been many comparisons made and most confirm the estimate that IP video storage is about 60- to 80-percent less expensive than built-in analog DVR storage. Having multiple boxes means more things to connect; however, there are a few key advantages. First, it is easy and inexpensive to build in redundancy. Next, you can expand or update the system without taking it out of service. What’s more, because of separate hardware performing specific tasks, you can select the best-in-class for each function and not be locked into a system that’s billed to be a jack-of-alltrades but masters none. An analog system for the most part requires you to run separate power cables to the cameras. Some of the incumbent suppliers made boxes that allowed you to run power over the co-

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axial cable but there were no accepted standards. Doing so typically locked you into buying that company’s brand of camera. With IP cameras, there is a worldwide standard on how power is sent over the cable (Power over Ethernet, or PoE), so in most cases you can achieve significant installation savings.

System ROI Recommendations So which system offers the better ROI? For the smaller retrofit applica-

For any system larger than those described above, IP is the only way to go. Infrastructure and maintenance costs will be substantially less even if you don’t utilize existing infrastructure. IP system hardware is COTS (commercial, off-the-shelf) and much of it is backed by world-class support organizations. IP systems are fully scalable, eliminating upfront decisions whether to purchase a 16-, 32- or 64-camera system. The end user adds channels as the need arises or budget allows. While the ROI calculations will vary by application, IP will still consistently come out as the better solution.

©iStockphoto.com/ryasick

Securing Future IP Business

Prospering in IP-based video surveillance will entail requisite training for technicians. If you have to hire an IT specialist to maintain your office’s data network, that’s a clue your company needs some new skills in its portfolio.

tion where the customer is satisfied with their analog video, and doesn’t require more cameras or increased storage, analog systems are the lowest cost option. By some estimates, cost savings can be up to 30 percent. For new, smaller installations of fewer than eight cameras where the end user requires only a few days of event recording, analog and IP are about even. That’s because the 20- to 30-percent premium spent on higher resolution cameras will be offset by the lower cabling costs. Additional savings are realized given the cost of network storage is less than what you pay for storage with an analog DVR. The IP system cost can be further offset since many manufacturers now give video management software (VMS) for free for smaller systems needing only a few days of recording.

As with any business, you must change with the times and the times have changed to IP. Because IP uses open, defined and globally deployed standards the integration opportunities are plentiful. For example, multitasking a video surveillance system as a video intercom and tying it into your access control system while being remotely monitored is just a few clicks away. Bandwidth is increasing exponentially, which is opening up a whole new world of hosted or recurring revenue services. What is the overriding message here? Don’t miss out. If you have not taken concrete steps toward joining the IP world, following are some suggestions to get started: 1. Train your staff in IP networking. Many integrators have long been connecting DVRs to networks and staff IP savvy technicians. However, if you have to hire someone to maintain your office’s data network, that’s an ominous clue your company needs some new skills in its portfolio. 2. Identify the necessary components. Talk to an IT distributor for this. You will need to have a preferred network switch manufacturer, a preferred storage manufacturer, and a preferred server manufacturer.

3. Choose an IP video recording manufacturer wisely. It is vital you select products and technologies that meet the needs of your customer base. Don’t select a manufacturer simply because its products are less expensive. There is usually a reason they are cheap. 4. Select system partners, both large and small, judiciously. If on-camera recording isn’t enough, there is a growing number of companies that offer IP video recording appliances. These are similar to a DVR in that everything plugs into one box and they’re great for small- to medium-sized installations of 20 cameras or less. For larger installations look for a partner with a scalable solution that has been in business for at least five years. Don’t lock yourself into one manufacturer, but don’t spread yourself too thin either. 5. Research a vendor’s support offerings prior to becoming an integrator partner. Talk to other integration partners and ascertain if the vendor has, at minimum, live help during business hours in your time zone. Also, make sure they offer you a hands-on training/certification program. This will limit the number of competitors selling the same products. Not to mention, end users don’t want to hear that an integrator can’t fix a problem and instead needs to get the manufacturer involved. It’s vital you be the expert in the eyes of your customers. For the traditional-minded installing security contractor, a migration to IP video can seem burdensome. Yet a careful evaluation of market trends may be all the convincing you need. With IP projected to overtake analog before long, new opportunities await those integrators with the installation skill sets and business acumen to win projects. ■ Paul Bodell is Executive Vice President, Global Business Development, for IQinVision, a San Juan Capistrano, Calif.-based provider of megapixel cameras. He can be contacted at paul.bodell@iqeye.com or (717) 572-4307.

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As I See It

Guest Commentary by Deanne Guardino-Frazier

Communicating a Critical Message

T

here was a time if you asked me what effect the AMPS cellular sunset would have on my world or what 3G or 4G cell service was, I couldn’t have told you. However, since joining the security industry five years ago I’ve learned a lot

Deanne GuardinoFrazier is Marketing Communications Director for AES Corp., a Peabody, Mass.-based provider of wireless alarm communications products.

what if she didn’t have a landline like so many of us go withmore than I ever imagined possible about alarm commuout today? What if her alarm communications system’s cell nications. This includes the reliability, cost and availability service would have failed her? Or what if her cellular-based of alarm communications over plain old telephone service alarm communications hadn’t kept pace with changing stan(POTS), cellular and private mesh radio networks. dards due to the changeover/upgrade cost factor? Listening to customers and becoming a student of the industry has helped me truly appreciate how the reliability and availability of alarm communications relate to matA High Regard for Signal Transmission ters of life and death. As a professional woman who tends For years our customers have experienced firsthand what to work late into the evening on most nights, I rely heavihappens to GSM cellular devices and POTS under certain ly on my cell phone for communications. It makes me feel conditions. In the aftermath of Hurricane Rita in 2005, for safe knowing that if I am ever example, one of our customers restranded late at night, all I ported their GSM went down in the Listening to customers and storm’s first strong wind gusts. have to do is dial 911. becoming a student of the I used to never give much Cell towers are also susceptible to industry has helped me truly the elements including hurricanes, thought about driving alone appreciate how the reliability wild fires, earthquake damage, ice at night and what could hapand availability of alarm storms, and longer term power outpen if I weren’t able to call for communications relate to ages to name a few. More commonhelp. Then my boss showed matters of life and death. ly, however, they can have coverme a newspaper article about a pregnant woman in Bangor, age holes and even for areas that do Maine, who was involved in a car accident during a snowhave coverage it is far from uncommon to have temporary storm. Unfortunately for her, using a cell phone to call for coverage lapses for various reasons. To add to that, conhelp was not an option — she was in a dead coverage area! sider all the additional traffic from smart phones and other The article made me wonder about fire alarm or burglar Web-enabled devices, not to mention the growing trend for alarm signals that can’t get through to the central station, streaming movies. I wonder if the overcrowded lines will especially now that many alarm owners no longer use landmake reliability a thing of the past when it comes to GSM lines and instead rely solely on cell service. and IP alarm communications. This also brought to mind my friend Kim and her frightMost people are understandably unaware about alarm ening experience about 20 years ago. One day while at communications, and that’s why it is so critical security inhome she heard burglars breaking into the house. Kim stallers and monitoring providers understand all the options grabbed the cordless phone and ran upstairs, hid under her to deliver the best solution to their customers. That includes bed and called 911. Scared to death, she stayed on the line thinking twice about deploying technologies that could drop with the 911 dispatcher as the robbers trampled around the signals or take longer to transmit during peak usage, and if it’s very bedroom where she was hiding. fair to the customer if they have to absorb the cost of replacThe thieves were caught and arrested that day because ing their system because it’s no longer supported. For their Kim was able to contact the 911 center, which dispatched sake, I hope you have learned as I have that there are highpolice to the home. In hindsight, I can’t help but wonder quality alternatives available. ■

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The Big Idea

The Industry Is Calling … Are You Going to Answer? 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 Jerry Tester, owner of Security Alert Inc. in Winterville, N.C.

Tester’s great idea: No matter how much or how little amount of money you’re making, spend some of it to support your local and national associations.

T

his month I am presenting the second installment of a great idea presented to me by Jerry Tester, owner of Security Alert Inc. in Winterville, N.C. First addressed in my January column, this theme is so vital to the well-being of our industry that I felt compelled to indulge the topic further. The imperative is for all electronic security professionals to actively participate in efforts that advance the best interests of our customers and our industry. To secure our future, installing security contractors can look no further than to begin contributing their time and financial support to causes advocated by the various local, state and national associations. Tester’s great idea led me to start thinking about all of the changes that are altering the security industry landscape. What are the financial impacts of those changes on the independent alarm dealer? For example, a veteran direct marketer I’m familiar with has in excess of 100,000 monitored accounts, not to mention one of the lowest attrition rates around. The company probably maintains as happy a customer base

as I have ever seen. The founder of this company is a real pro, and since no one told him he couldn’t do it, he just went out and did it. There is a group down in Texas that is selling do-it-yourself (DIY) systems, as I understand, in the tens of thousands. If they had asked some of the industry’s leading experts if this could be done they would have been told, unequivocally, you cannot sell alarm systems on the Internet or to the DIY market. Fortunately for them, they didn’t ask any “experts” and just went out and did it themselves. Other companies are jumping on the bandwagon and changing their strategies to incorporate direct marketing approaches as well. The impact to you is rather dramatic. It’s dramatic enough because if someone buys an account from a direct marketer, it is more than likely an account that a “traditional” alarm company is not getting. Consider if some of these direct marketers start charging $9.95 per month for monitoring or less, all of a sudden the financial dynamics of the industry have changed — radically. It will be very similar in effect to the bottom dropping out of the financial

By Ron Davis rdavis@graybeardsrus.com

markets when people discovered the real estate bubble was about to burst and property values plummeted. Many individuals are quite amazed to learn about the margins in monitoring. They think that you can sell monitoring at half or two-thirds the price we’re now charging and still make money. Whether that’s true or not is immaterial, but it does raise the question of what happens to the industry if this potential game-changer materializes. Business model dynamics aside, there is much you can positively influence in this industry. So let’s get back to Tester’s great idea about contributing time and money and participating in industry events. Providing financial support to associations can help fund state and national lobbying efforts to ward off burdensome regulations. Another example is helping fund law enforcement liaison efforts to ward off nonresponse policies. I want to conclude with special emphasis on the participation aspect. Association events and meetings provide you a royal opportunity to network with your industry peers. You get the chance to ask others how the industry’s changing landscape is affecting their businesses. Seek the advice and ideas from noncompeting companies in other regions of the country. You might find a brand new opportunity awaits you, one that can help reinvigorate both you and your business. ■ Ron Davis is President of Davis Mergers and Acquisitions Group Inc., formerly Davis Marketing Group. Also known as The Graybeards, the company is active in acquisitions and mergers exclusively in the alarm business.

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Taking on the Telecoms

S

By Ken Kirschenbaum home between 9 a.m. to 5 p.m. Mono word is out that Veken@kirschenbaumesq.com day through Friday?” rizon is going into the When offering phone or Interhome security businet service these telecom companies ness. We’ve seen this bemay have faced little competition, but fore, of course, when telecommunicabe too eager to waive those contracts that’s going to change when they get tion companies decided they had the and permit them to switch to a teleinto the security business. heads-up and the means to provide com provider. Enforcing your existing My guess is that, at least initialthe service. So why not? alarm contracts is going to be essential. ly, the telecoms will have to team up Verizon reportedly has 93 million I recently received the following with local dealers and perhaps wholesubscribers. That’s a pretty good start E-mail from Bill Cereske that helps sale central stations to provide the serfor marketing its new security servicmake my point: vice. So the telecom company will be es. Bundle the packages and get teleright back to where it is today — prophone [or what used to be telephone], For many years, I had the oldest viding the communication link, either Internet, TV and now security syschurch in San Francisco as my client. through POTS, cable or FIOS. Howevtem monitoring. And if Verizon realWe had the contract for their security ly wants to compete, instaland fire detection. One day, lation will become part of it their fire panel communicaNot only do the telecoms lack the tion went out. The Archbishas well. personnel to install and service op of the entire region folNo doubt Verizon and othalarm systems, these companies lowed me around (we alarm ers like it can cause serious have no sense of customer service, people do tend to get followed competition. The telecom at least not in the way every alarm around). I tracked the troucompanies are larger, better company is used to providing ble to a building 300 feet financed and have a lock on customer service. away. A 100-year-old phone communication. What they don’t have is a history of proand telegraph board faced viding security services, and me. I found my proper coner, if the telecoms hold on to the conthat’s why you have less to worry nections in a few moments. The Archtracts and subcontract the work out, about than you think. bishop proclaimed my feats a “Miracle.” they will grow their recurring monthly Not only do the telecoms lack the Months later, they dropped my acrevenue (RMR) and equity rather than personnel to install and service alarm counts because they could save $1 per the alarm companies doing the actual systems, these companies have no month each. I guess miracles are pretinstallation, service and monitoring. sense of customer service — at least ty cheap. Telecom companies will fast discovnot in the way every alarm company er their new security business is going is used to providing customer service. That may end up being the bottom to open a floodgate of claims and litigaHow many alarm companies put their line — can the telecoms really comtion for losses customers will attribute customers through endless voicepete? I don’t think so, not if they have to failure of the alarm system. Whethmail prompts before finally putting a to subcontract out installation, service er the telecoms are smart enough to live person on the phone? How many and monitoring. Time will tell. ■ use proper contracts to protect against alarm companies schedule repair serKen Kirschenbaum is a partner with his daughter, Jennifer, in the law firm Kirschenbaum & Kirschenbaum. such claims remains to be seen. vice days, sometimes weeks, after the The opinions expressed in this column are not necesIn the meantime, alarm companies request for service? And customers sarily those of SSI, and the content is informational and with contracted subscribers should not are going to love the “will someone be not legal advice.

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

Legal Briefing

140 securitysales.com • MARCH 2011

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Fire & Burg

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