October 2011 Vol.l 33 No. o. 100
Inside Calgary’s Networked 494-Camera Projecct
How Dealer Programs Can Help EXCLUSIVE!
WTC Security Director Explains Plan to Deploy Situational Awareness PLUS: • Basics of Selling IP Video • Wireless Fire/Life Safety • Central Station Communications
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October 2011 Vol. 33 No. 10
HD Video Makes Transit a Harder Target Inside Calgary’s Networked 494-Camera Project
More Business, Branding & Bucks How Dealer Programs Can Help EXCLUSIVE!
WTC Security Director Explains Plan to Deploy Situational Awareness
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October 2011 CONTENTS Vol. 33, No. 10
Systems integrator CONTAVA exhibits outstanding project management, engineering and enterprise IT capabilities in deploying a new video surveillance system for Calgary’s light rail transit (LRT).
— See page 52
a Fresh Look at Dealer Programs 36 Taking Installing contractor support programs have been around for decades but are they keeping pace with changing times? Learn how some programs are continuing to provide dealers with the support, branding and other assistance to succeed in an era of harsh economics, fierce competition, and emerging technologies and services. By Rodney Bosch
Video Pulls Into the Station 52 HD Ensuring the safe passage of commuters has gained urgency as a focal point for transit bureaus throughout the world. Calgary’s light rail demonstrates how advanced high definition video surveillance enables agencies to better manage and secure their lines. By Scott Goldfine
Security Director Details Site’s New Security Plan 60 WTC Louis Barani is shaping one of the world’s most unique and challenging security strate-
60
gies at the new World Trade Center. Facilitated by multitudes of stakeholders, Barani is working to provide real-time situational awareness by connecting disparate security and building control systems across the 16-acre site. By Rodney Bosch
the Angles of Selling IP Video 64 Know Integrators need a well-managed and organized sales structure to successfully transition to an IP-based video business model. Learn the fundamentals to sell prospects and existing customers on the many benefits and value of networked video in order to compete in this burgeoning market. By Bill Taylor
Intelligent Approach to Intelligibility 70 An NFPA 72-2010 includes a section outlining important new requirements for voice evacuation systems. Better understand the concept of intelligibility, learn about the code changes and how they apply to notification systems. By Christa Poss
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Protection Preserves Pieces of History 76 Wireless McDaniel Fire Suppression, Fire Alarm & Security takes on installing a fire/intrusion detection system for an Indiana-based history museum. The challenge? Providing an efficient system without compromising the multimillion-dollar historical building’s structural integrity. By Ashley Willis
❮❮ Special Pullout Section
Digital Video Systems Design for D.U.M.I.E.S., Part 4 of 4 A1 Data Transmission By Bob Wimmer 2
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securitysales.com Peggy Onstad Publisher, ext. 477 Rodney Bosch Managing Editor, ext. 426
Part 4 of the “Digital Video Systems Design for D.U.M.I.E.S.” series educates readers about this decade’s progression of the video surveillance industry.
Al Colombo, Ron Davis, Bob Dolph, Steven Gibbs, Steve Payne, Bob Wimmer, Jeffrey Zwirn Contributing Writers
Scott Goldfine Editor-in-Chief 114 Chatworth Lane Mooresville, NC 28117 (704) 663-7125 Fax: (704) 663-7145 Ashley Willis Associate Editor, ext. 419
Sr. Production Manager Sarah Paredes, ext. 497 Art Director Margery Young Audience Marketing Manager Katie Fillingame Staff E-mail addresses are firstname.lastname@security sales.com (e.g. scott.goldfine@securitysales.com) Contributors‘ E-mail addresses are secsales@bobit.com. HOW TO CONTACT ADVERTISING & MARKETING
■ West
Dynise Plaisance 3520 Challenger St. Torrance, CA 90503 (760) 519-5541 Fax: (310) 533-2502
■ East
Peggy Onstad 3520 Challenger St. Torrance, CA 90503 (310) 533-2477 Fax: (310) 533-2502
ADVERTISING SALES TERRITORIES
— See page A1
◗ COLUMNS 12 Between Us Pros With Scott Goldfine
The network camera celebrates its 15th anniversary.
14 Advisory Board Forum Companies with the best business fitness persevere tough times.
26 Convergence Channel With Paul Boucherle
‘Think, adapt and solve problems,’ plus other training insights.
30 Tech Talk With Bob Dolph
34 Monitoring Matters With Peter Giacalone
The realities of redundancy.
94 In the Know With Jay Hauhn The drivers behind the industry’s technological paradigm shift.
96 The Big Idea With Ron Davis What’s honesty got to do with it?
100 Legal Briefing With Ken Kirschenbaum
What you need to know about the exculpatory clause.
Wireless communications and municipal monitoring. Understanding the commissioning process.
FOR SUBSCRIPTION INQUIRIES (888) 239-2455 BOBIT BUSINESS MEDIA Edward J. Bobit, Chairman Ty F. Bobit, President & CEO (310) 533-2400
◗ DEPARTMENTS
4
Security Exchange Industry Pulse The Essentials Building Your Business Ad Index MarketPlace
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
32 FireSide Chat With Shane Clary
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Sounding Off
Security Exchange Web Watch
RIGHT
NOW ON
securitysales.com ACCESS CONTROL CHANNEL
www.securitysales.com/ accesscontrol One of seven targeted channels (others are Business Management, Video Surveillance, Fire/Life Safety, Intrusion, Systems Integration, Vertical Markets), this section is dedicated to everything related to access control. The channel includes industry and business news, trends and technology features, installation case studies, application
articles, product notices, expert columns, blogs and much more. Whether it’s smart cards, proximity card readers, keypads, control panels, ID badging, IP-based products, biometrics, electromechanical locks, software, wireless systems, integration, open platforms, federal government and other standards, codes etc. — you’ll have all the info you need at the click of a mouse. Join others who are equally serious
about this in-demand market by making the Access Control Channel one of your primary online destinations.
WEB-O-METER
5 most-viewed news stories during August
Verizon, Bright House Make Moves to Enter Home Control, Monitoring Business
Detroit Alarm Verification Policy Catches Industry Off-Guard
City Places Blame on Integrator for Ineffective Cameras
Report: 30% of U.S. Homes Will Have Monitored Services by 2020
Ackerman Security Systems Opens Expanded Headquarters
SECURITY SCANNER®
Security Scanner® Web Poll Question: To what extent will telecom companies offering security-related
services eat into security companies’ residential business? BIG TIME, COULD BE BEGINNING OF THE END
SIGNIFICANTLY, 25% OR MORE OF MARKETPLACE
MODERATELY, 10% OR MORE OF MARKETPLACE
SLIGHTLY, LESS THAN 10% OF MARKETPLACE
ZERO, TELECOMS CAN’T DO SECURITY!
11% 35% 23% 18% 13% The fact that a story about Verizon’s monitoring interests topped August’s news stories (listed higher on this page) indicates what a hot topic this month’s Web poll was. That’s why it generated a very high response rate and some comments featured in this issue’s “Sounding Off” section. Nearly seven in 10 (69 percent) are taking the telecom companies’ move into security very seriously, believing they may soon command at least 10 percent and as much as 25 percent or more of the residential marketplace. Log onto securitysales.com to view SSI’s Security Scanner archives as well as cast your vote for the October question: Which of the following residential security value-add services will take off in 2012? BLOGS
www.securitysales.com/blog
Some of the things we’re talking about …
For the latest news as it happens, sign up for SSI’s eControl Panel at www.securitysales.com
• Analysts Assess the New Face of UTC Fire & Security • Addressing Network Cabling Challenges • Law Enforcement Explains How to Improve Intrusion Detection • CCTV Captures Pediatrician’s Illegal Activity • Q&A: How Detroit’s Alarm Verification Policy Affects Dealers, Customers Engage in the conversation!
6
Industry’s Take on Telecom Takeover EDITOR’S NOTE: The following comments are a sampling of those in response to SSI’s August Web poll question: Will telecoms take over the security industry? Results of the survey can be seen in this issue’s Security Scanner in the “Web Watch” section.
They [telecoms] have enough trouble servicing their own infrastructure. [Verizon is] just another large telecom company with pie-in-the-sky ambitions and a few extra engineers around that are looking at creating new/better positions for themselves because they are bored with what they are doing now. The security and life-safety industry requires experienced people who are responsive to individual and corporate needs, and provide cost-effective solutions. Not some entity that only works within PSC [public service commission] approval. JOHN HAYNES, Owner Surdyne Security Inc. Huntington, W.Va.
I think they [telecoms] will compete. Rogers is entering the home alarm industry in Canada; Verizon and Sprint have both publicly recognized the potential of converting home PERS customers from their landline to a mobile connection. Security relationships are best kept when a person-to-person relationship exists. For some time we have advised our resellers to recognize and capitalize upon the market’s move away from landlines and offer personal services anchored by a cellular connection. RIK WARREN, Managing Partner LifeProtekt New York
This is the [telecoms’] third or fourth try at this market. Each time they have more success. The advantage for the security industry’s existing players is that when the financial results weaken for the large telecoms they dump nonperforming business units. This is their past. Once they have profitable revenue streams they will be in for the longterm. In short, the economy may be the deciding factor in the next 12 months. GEORGE ROBINSON, Lead Consultant CL2G Consulting Vancouver, British Columbia, Canada
➞
securitysales.com • OCTOBER 2011
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Security Exchange Sounding Off
theplusfactor
The telephone companies do a marginal job in conducting their core business. Security is a “customer service intensive” business where customers expect and demand timely response to alarm signals, timely response to service requests, etc. Telephone companies’ penchant for call trees, automated attendants, etc. cannot/will not provide customers with the level of service for “peace of mind.”
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With wireless technologies they [telecoms] can now easily install systems and service them. They could do well in the commodity market of simple systems for 80 percent of the buying market. If they want to concentrate their efforts they could build a simple RMR organization. Get out of their way and seek the custom market!
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Butting Heads Over Contacts
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It is fulfilling when a well-respected manufacturer like Tane Alarm Products endorses your product that directly competes with its line of security contacts (see “Rallying to the Defense of the Reed Switch” by Tab Hauser in June’s “As I See It” department). The fact that Mr. Hauser sees our contact technology as a higher level of security further validates our position — alarm system buyers deserve a higher level of protection. Especially that, as Mr. Hauser rightfully states, contacts are “the first line of defense in an alarm application.” This is particularly important because the location and orientation of a magnetic contact can be easily located using a compass and defeated with a strong magnet without opening the door. In addition, we are finding buyers believe the additional $2 to $3 per opening is an insignificant cost for this increased protection and durability. New technologies are often viewed with skepticism. We are grateful Magnasphere’s has been widely accepted, even by our competitors! MICHAEL KEEGAN, V.P. - Security Products Magnasphere Corp. Jackson, Wyo.
securitysales.com • OCTOBER 2011
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Between Us Pros
IP Video at 15
T
he beginning of a revolution is seldom perceptible. Heck, if it was a lot more of us would get in on the ground floor of a lot more “next best things” (and find early retirement to be a viable possibility in the process). While there is some truth to the “right place, right time” axiom,
By Scott Goldfine scott.goldfine@ securitysales.com
al, grassroots manner. Of course, the big security manufacit’s usually not quite so simple. Those associated with change turers were initially dismissive of IP video technology, but or something radically different tend to be free thinkers and so too were veteran dealers who for the most part scoffed risk takers with skin thick enough to endure skepticism, ridand bristled at the very concept. Undeterred by the industry icule or even being ostracized. Although it may be hard to establishment’s icy reception, Nilsson and Axis focused on fathom given the technology’s prominence in the security ineducating whoever they could get to lend an ear about how dustry today, one such innovation that required imagination IP video worked, how it could benefit integrators and end and perseverance was IP video, which recently reached a 15users, and how the future year milestone. pointed toward networked Back in 1996, the world’s Not even a blip on the radar at systems. first centralized IP camera was that first trade show, by the end Steadily, bolstered by released by Lund, Swedenof the decade — after countless leaps and bounds in network headquartered Axis Commucompetitors joined the IP camera connectivity improvements, nications. Invented by Martin fray, integrators realized enormous Nilsson and Axis made maGren and Carl-Axel Alm, the opportunities and the technology jor strides in the surveilAXIS NetEye 200 used a cusset the stage for a future of lance business. Not even a tom Web server internal to the network-based solutions — the blip on the radar at that first camera to enable access to one company was top dog. trade show, by the end of low-resolution image per secthe decade — after countond or four frames per minute less competitors joined the IP camera fray, integrators reat full resolution via any Web browser. In late 1999, the comalized enormous opportunities and the technology set the pany started using embedded Linux to operate its cameras. stage for a future of network-based solutions — the compaTo encourage third parties to develop compatible manageny was top dog in the estimated $2.5 billion segment. Now ment and recording software, Axis released documentation that is what I call revolutionary. for VAPIX, a basic API based on HTTP standards. It was not, To commemorate the network camera’s 15-year annihowever, until early in the 21st century and after further versary, Axis hosted a special reception at its exhibit booth networking advancements that the company began produring last month’s ASIS show in Orlando, Fla. It was there moting its IP camera for security surveillance. where I caught up once again with Nilsson and Gren. I will never forget ISC West 2002 when I first checked out Although IP video’s meteoric march to overtake and eventuAxis’ then-curious offering. Although it had been foundally all but eliminate analog surveillance systems has hit some ed in the early 1980s and built itself into a global leader in bumps of late, Nilsson and Gren remain as committed as ever mainframe printer interfaces and servers, the firm was litto educating the market. They believe wholeheartedly that erally a foreign name for North American security prothose who have all the facts can’t help but choose IP. Gren prefessionals. Consequently, it had the most modest of booth dicts a 98-percent penetration rate within 10 years, and Nilsspaces and just a single IP camera on display. son points to smaller systems (16 cameras and less) as being What it did have though was the man who would become analog’s final stronghold. Meanwhile, the company continues and remains to this day the industry’s best-known advocate to further enhance imaging quality and functionality. and promoter of IP video, Fredrik Nilsson. Although I had no So let us celebrate IP video’s 15th birthday — an occaway of knowing then, there was a good reason why Nilsson, sion bearing the gifts of promise, opportunity and revenue, now Axis’ general manager, had an assured, Cheshire Cat-like both realized and yet to come, for us all, grin on his face that still greets me whenever we meet. ■ Nilsson and Axis had an unconventional product and Editor-in-Chief Scott Goldfine has spent more than 13 years with SECURITY SALES & INlikewise approached the marketplace in an unconventionTEGRATION. He can be reached at (704) 663-7125 or scott.goldfine@securitysales.com.
12 securitysales.com • OCTOBER 2011
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Tech Talk Board Forum Advisory
Survival of the Fittest By John Jennings jrjennings@safeguard.us
F Change is the only constant. The difference between the men and the boys, between those who survive and those who disappear, becomes most evident when change occurs quickly. John Jennings is CEO of Scottsdale, Ariz.-based Safeguard.
rom a personal perspective I don’t subscribe to the theories of evolution as they apply to animals or the human species. I do, however, believe that the concept of “survival of the fittest” has merit in the business world. If you think about it, species that disappeared (without the intervention of man) didn’t do so because they were not suited to their environment but rather because the environment around them changed quickly and they were unable to adapt. I submit that the key to survival has less to do with where you came from and more with your ability to adapt to your current surroundings (your reality). It would be irresponsible to go any further without admitting that some people and businesses are better suited than others to adapt to a changing environment. But it boils down to a simple mindset: the willingness to embrace and benefit from change. Change is the only constant. It’s always been with us and will always proceed us. Most of us have at least some capacity to change. Let’s take a closer look by examining three different business types. Business Type #1 (Can we survive?) — Many companies, maybe even yours, will be fortunate if they even survive the next two years. Many have already closed their doors, simply because they didn’t build their businesses during the past few years around a culture that embraced and adapted to change. They had no protection against uncertain times, sharp downturns in the economy and unexpected regulation. They just assumed the good times would last forever and they bought in to the illusion that our economy was bulletproof. Lack of cash flow will be the single most common cause of business failure during the current recession. Failure to make quick and sometimes deep cuts in overhead, while assuming things will get better soon, will be the second most
common cause of failure. Can we even survive? This is the question being asked by companies that were ill prepared for the current recession. Business Type #2 (Can we sustain?) — This is the question healthy businesses, properly situated to handle a recession, are allowed to consider. Can we maintain profitability? Can we maintain revenues? Even, can we maintain growth? Companies looking to sustain current revenues, market share and profits have healthy backlogs. They know how to accurately forecast revenues and profits. They know how to manage the overhead of the business to meet current conditions. They will do whatever it takes to be profitable every quarter. They will pay close attention to receivables and do an excellent job collecting what is owed. Business Type #3 (Can we prosper?) — There will be companies that prosper during the recession and will be poised to dominate when it’s over. If you’re a Type 2 business, you have the option to become a Type 3 business if you have the vision and courage. Type 3 businesses will position themselves to take market share from competitors, ramp up marketing and sales efforts when everyone else is cutting back, and they will seriously dominate their market when things improve. In other words, healthy companies have options. They can choose to hunker down, becoming very protective of what they have and simply survive or sustain during the next couple years. Or they can go on the offensive by using this opportunity to trim the fat and ramp up marketing and sales efforts. They can even consider strategic mergers or acquisitions designed to capture meaningful market share and build momentum. The lessons of past recessions and even the “great depression” tell us when handled wisely great opportunities can be identified and exploited. ■
14 securitysales.com • OCTOBER 2011
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www.dsc.com Š 2011 Tyco International Ltd. and its Respective Companies. All Rights Reserved. www.securitysales.com/freeinfo/20120
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Industry Pulse In Depth
Tyco’s Break-up Expected to Create Takeover Targets nancing debt as well as reBOCA RATON, Fla. — Tyco structuring and separation, Int’l plans to split into three Tyco said. publicly traded companies “We have now reached that will likely prove more atthe point where the futractive to potential acquirers ture growth potential of our on their own than as pieces of businesses can best be rea conglomerate, analysts say. alized through the creation The separation, guided by of three independent standCEO Ed Breen, will create alone companies,” Breen standalone companies from said on a conference call ADT’s North American resiwith analysts and investors dential security business, a following the announcecommercial security and firement. “These businesses systems business, and a flow operate with very distinct control products business. business models, each with Previously, under former Tyco Int’l plans to split into three publicly traded companies, including ADT North America residential, commercial fire and security, and different capital investment CEO Dennis Kozlowski, a similar break-up was consid- flow control. The move is seen by analysts as a precursor to selling off needs and growth profiles.” one or more of the divisions. Above, Tyco offices in Boca Raton, Fla. The new companies may ered and nearly implementreach a break-up value as high as $70 “A challenge for the private equied. The move was motivated in part by a share, Stamford, Conn.-based Vertity side will be financing given the acthe “conglomerate discount,” which cal Research Partners Co-Founder Jeff counting and capital intensity of the suggests all assets in a conglomerate Sprague wrote in a note to clients folbusiness,” Bailey says. “Discussions trade at or about the lowest multiple lowing Tyco’s announcement. have often occurred about these platof the lowest valued business, Walter Along with Stanley Black & Decker, forms and it will be a test of markets Bailey, CEO and senior managing diSprague says the ADT business could and strategies as to whether a deal ocrector of New York-based Focus Conbe attractive to AT&T, Verizon, Comcurs before the [spin-offs] take place.” sulting Partners LLC, tells SSI. “I becast or to a private equity buyer. PossiThe break-up would be the seclieve there is truth to this paradigm ble buyers for the commercial fire and ond for Tyco in less than 10 years. and, therefore, a fundamental piece security business include Schneider The company split into three pubis to unlock shareholder value by alElectric, Siemens, UTC, Honeywell lic companies in 2007 when it spun lowing the businesses to trade sepaand JCI, he speculated. off its medical and electrical units. rately. This strategic action taken by Tyco itself was the object of advancSince that break-up, Tyco has focused the current Tyco implies there is a for es from Schneider in April. on strengthening its core business sale sign out, whether the sale goes to “We doubt Tyco has engaged in any units with acquisitions, particularly the public holders or to private hands. prior negotiations to sell a single piece its ADT home security business. Last Certainly competitors are watching because it would have been tax disadmonth, the company paid $100 milthis closely as a real gem is poised to vantaged to sell,” Sprague says. “Perlion in cash for Visonic Ltd., a providshake loose.” haps Schneider is tainted if there was a er of wireless home security and safeBailey surmises that United Technegotiation to buy ty systems and components, in a deal nology Corp. (UTC), Stanley Black & Industry Pulse the whole compato strengthen its position in the intruDecker, Johnson Controls (JCI) and AT A GLANCE ny, but we believe sion security market. Bosch, among others, will be lookothers will be able Tyco said it expects to complete the ing at the prospect of acquiring eiIndustry News..........17, 18 to move on these latest separation in about 12 months. ther the ADT residential business or The Hot Seat ................ 20 assets immediately DataBank ....................... 22 The transaction will likely have onethe commercial security and fire-sysif they choose.” time costs of $700 million from refitems division. Company News ............. 24 securitysales.com • OCTOBER 2011 17
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Industry Pulse Industry News
Siemens Merges Fire, Security Units IRVING, Texas — At the request of its customers for more integrated and intelligent solutions, Siemens has launched a new Fire Safety and Security (FSS) unit after merging its fire and security businesses. “[Our customers] compelled us to bring our technologies together and create a new way to approach risk management, security and life-safety issues,” Siemens Media Relations Manager Steve Kuehn tells SSI. “They wanted us to combine the efficiencies and operational benefits of those technologies in a more closely integrated offering.”
Led by Bob Suermann, vice president and business unit head, FSS consists of two segments: Life Cycle Solutions and Services (LCSS) and Enterprise Solutions and Services (ESS). The LCSS segment will offer solutions for access control, CCTV, extinguishing, fire alarm monitoring, fire detection and intrusion. It will also provide design assistance, migration lifecycle solutions and service contracts. Senior Director Rob Hile will head the ESS segment, which combines technical security integration, mass notification and managed security
Colleges Struggle to Administer Access Control Systems
Stanley Seals $1.2B Buy of Sweden’s Niscayah NEW BRITAIN, Conn. — Stanley Black & Decker Inc. completed its $1.2 billion acquisition of Swedish commercial security and monitoring company Niscayah Group AB, beating out rival Securitas AB. The purchase gives Stanley more products and a wider geographic footprint under its Stanley Convergent Security
Solutions systems integration business. Niscayah’s projected annual revenue for this year is $1 billion. Sweden-based Securitas AB also made a push for Niscayah, but Stanley won the acquisition after getting the backing of Niscayah’s board of directors, U.S. antitrust clearance and the European Union’s green light.
Obama Jobs Bill Would Allocate D Block to Public Safety Ingersoll Rand
CARMEL, Ind. — More than 80 percent of public, private and two-year specialized colleges and universities believe they are not very effective at managing safe and secure openings or identities, according to a new report by Ingersoll Rand Security Technologies (IR). Only 18 percent believe they are very effective at granting or denying access to appropriate individuals or knowing who goes where. IR surveyed more than 140 colleges and universities for the report, “Effective Management of Safe & Secure Openings & Identities.” “We found there are very differing mentalities on how access control systems are designed and managed,” reports Beverly Vigue, vice president of education markets at IR. “Facilities and Public Safety, the key stakeOnly 18 percent of colleges and holders in 57 percent of col- universities believe they are very effecleges, are more traditional in tive at granting or denying access to their approach while IT, one- appropriate individuals, according to a card and housing departnew report. ments are more customer-/ student-oriented. The focus is evolving from the former to the latter.” According to Vigue, if the IT, one-card or housing departments are the key stakeholders, the solutions are more innovative. For instance, the one-card department considers convenience, customer service, improving customer experiences and including the students’ perceptions in the access control decision as primary concerns. IT’s major focus is measuring the return on investment to the higher education institution to improve options for upgrading.
services for global and national accounts customers. The realigned Siemens will focus on several vertical markets, including airports, chemical companies, data centers, education, government, food and beverage, healthcare and municipalities. “We’re working with our existing and new customers to help them understand how the solutions can work to bring them a higher level of effectiveness,” Kuehn says. “It may seem like a relatively broad range, but this is what the market is asking for.”
WASHINGTON — President Obama’s $474 billion jobs bill would set aside the 700Mhz D Block spectrum for a dedicated broadband public safety network and provide funding to build and operate it. The American Jobs Act of 2011, which was submitted to Congress in September, includes the proposal, which would also require a public-safety wireless licensee to hold the spectrum. The nonprofit Public Safety Broadband Corp. would promote construction of the network. The feds would provide up to $50 million up front to the National Telecommunications and Information Administration (NTIA) to transfer to the corporation for expenses before proceeds from spectrum auctions authorized in this bill are realized. The corporation would charge user fees to public-safety agencies or commercial users, who could gain access on a secondary basis.
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Industry Pulse
HOT SEAT: Achieving Alarm Signal Automation Automated Secure Alarm Protocol (ASAP) is seen as a cost-effective means of sending alarm signals directly to police and fire dispatchers without the need for a telephone call from an alarm monitoring station. Developed by the Central Station Alarm Association (CSAA) and the Association of Public Safety Communications Officials Int’l (APCO), the protocol is in use in Houston, and York County and Richmond, Va., and will be available in Illinois by the end of the year. Ed Bonifas, vice president of Aurora, Ill.-based Alarm Detection Systems, helped spearhead the creation of ASAP as president of CSAA. He joins the Hot Seat to discuss the protocol. Why is ASAP needed? If you dial 911 from your home, the PSAP [Public Safety Answering Point] populates its dispatch screen with your name and address. All they need to do is figure out what kind of emergency you’re having so they can send a police car, fire truck or ambulance. When a central station calls on a 10-digit number, the PSAP has to start with a blank screen and fill out all the information, including how to get back to us. Transposing any numeral could result in sending first responders to the wrong residence or building. So it’s been a longstanding dream of the industry to automate the connection to public safety. It also eliminates a lot of time and work in the PSAP where they have public employees try-
It’s been in the past year-and-ahalf that we removed a lot of the big hurdles from the ASAP program. We found a secure transport that’s trusted by the PSAPs to get the signals into them in a secure way. We now have a strategic partnership with our transport carrier, a group called Nlets [National Law Enforcement Telecommunications System] that allows the entire UL-Listed central station industry to make connection this way.
Ed Bonifas President Central Station Alarm Association (CSAA)
ing to handle lots of emergencies, being tied up answering the phone with us. If we can automate this process, they would have our information and do a quick dispatch. Is this the industry’s first attempt at this? No. There was a program some years ago where we had created a form of communication that used an IBM PC in the PSAP and dial-up telephone lines into it. It was a little slow, cumbersome and it had a lot of hardware deployed in the field. What really happened is technology finally caught up with us. IP communications is so much different from dial-up communications because it can be fast and accurate and error-checked.
How fast will ASAP roll out across the nation? I spoke to the general membership of the 50 states’ switch-holders at the Nlets conference six weeks ago. Since then, we’ve gotten approval for the software modification necessary in 19 states. So, we have 31 more states to go and we have people working with the state switch-holders, and that just says the messages can get into the state. It still takes an update to the automation vendor of the PSAP to be able to receive this stuff and display it to their people and handle the signals properly. We currently have a list of 100 PSAPs that are interested and have been talking to us. It’s just a matter of which one gets to the dance first and which one ends up with the budget to replace their software or to buy the upgrade necessary to do this. FIND IT ON THE WEB F For much more from our conversation, visit F the Hot Seat at securitysales.com/hotseat. th
. . . . . . . . . TRANSACTION Ticker . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . … Tyco Int’l acquires Visonic Ltd. … Stanley Black & Decker acquires Niscayah and First National AlarmCap Income Fund of Edmonton, Alberta … Protection 1 purchases nearly 3,000 residential accounts from Provo, Utahbased ICON Home Security … VideoIQ raises $7.5 million in a Series C funding from four firms, including Cisco.
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INTRODUCING
DIGIOP™ Control Cloud-Based Management ▸ Centralized Configuration of Systems, Devices, Users ▸ IP Device Auto-Discover and Auto-Configure ▸ Enterprise Deployment Fail-Over
DIGIOP™ Connect Unified Dashboard ▸ Store Conversion Rates ▸ People Counting Metrics ▸ POS Data Integration ▸ Data Mining Filter Queries
Purpose-Built Solutions DIGIOP ELEMENTS™ is available as software-only or as purpose-built hybrid DVR and NVR solutions.
™
800.968.3606
www.DIGIOP.com
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Industry Pulse DataBank
An Odorless Killer by the Numbers Carbon monoxide (CO) is a leading cause of unintentional poisoning deaths in the United States. Each year, nonfire-related CO poisoning is responsible for about 15,000 emergency department visits and nearly 500 deaths, according to Centers for Disease Control and Prevention (CDC). There were more than 68,000 CO exposures reported to poison centers during 2000-2009. The following charts include related CO data during the same period from the National Poison Data System (NPDS).
School 2,016
(3%)
◗SECURITY CIRCUIT
Other 2,498
(4%)
Public area 2,593
Residence 53,039
(4%)
(77%)
Workplace 8,170
ASIS Int’l will conduct a “Video Surveillance: Applications and Advances” course in Seattle, Oct 24-27.
©iStockphoto.com/vm
CO Exposure sites
Oct. 24-26: Environment of Care (EC) Summit; Las Vegas; decisionhealth.com/environment_of_care_ management/home.htm; (855) 225-5341.
(12%)
Oct 24-27: ASIS Int’l, Video Surveillance: Applications and Advances Course; Seattle; asisonline.org; (800) 775-7654.
CO Regions
Oct. 26-28: Texas Burglar & Fire Alarm Association (TBFAA) Annual Convention; Galveston, Texas; tbfaa.org; (877) 908-2322.
Midwest 20,527
South 11,366
Nov. 2-3: ISC Solutions; New York City; see page 25; iscsolutions.com; (800) 840-5602.
(30%)
(17%)
Did You Know?
West 13,510
(20%)
Northeast 20,030
Excludes responses listed as unknown; therefore, sums do not total 100%.
(29%)
%
58
CO Exposures by Age 18,896
(28%) 23,100
(21%)
Excludes responses listed as unknown; therefore, sums do not total 100%.
7,806
(12%) 2,287
(4%) <17 years
18-44
45-64
of installing security contractors say their company is financially better off than it was three years ago. Find more SecuritySTATS at www.securitysales.com
>65
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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/20314 Lic # CA ACO 5633 TX B13486
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Industry Pulse Company News ◗PEOPLE Bosch Security Systems appoints Sheree Usiatynski to manage the company’s training academy. Usiatynski will lead a team of technical trainers and instrucUsiatynski tional designers to expand Bosch’s online training and product certification offerings. ScanSource Inc. appoints Mary Gentry as director of investor relations. Gentry will implement a global strategy for strengthening relationships with the Gentry financial community. She most recently served as executive vice president, investor relations, The South Financial Group. Smarter Security Systems appoints Ralph Spagnola as vice president of sales. Spagnola will contribute to the company’s strategic direction and will lead all sales Spagnola efforts to drive growth in the Americas. He served in upper management positions previously with Motion Computing and Dell. Provident Security appoints Bob Stevenson as lead developer, responsible for all software systems that enable the company to guarantee a five-minute Stevenson alarm response. Stevenson will manage Provident’s software development team and is responsible for the company’s IT infrastructure.
SECURITY PEOPLE NEWS
For updates on new hires, promotions and more, sign up for SSI’s Security People News enewsletter at securitysales.com
NAV Provides CCTV Maintenance to 330 Retail Stores North American Video (NAV) will service and maintain video surveillance systems in more than 330 retail stores across seven states. The facilities fall under The Great Atlantic and Pacific Tea Co. (A&P) family of supermarkets. NAV service technicians will carry inventory of critical components to ensure timely service and maintenance response. “Industry-wide, loss prevention executives struggle to find a video and security technology service provider with reasonable rates,” A&P Director of Asset Protection Jim D’Arcy says. “It’s also hard to find qualified technicians that make decisions with the customer’s best interest in mind.”
Bayou Security Signs Up With Pelican Security Network Bayou Security Systems in Shreveport, La., has joined the Pelican Security Network (PSN) in an effort to remain an independent alarm company. For 30 years, Bayou Security has provided security and life-safety systems to its several thousand customers. However, when founder Richard W. Norton III died in January, his family elected to join the nationwide network of independent security dealers to help expand com- Shreveport, La.-based Bayou Security pany operations in the Southeast, Bayou Security says it will expand into Florida, Mississippi and Texas after joining the Pelican Business Administrator Brenda Revils tells SSI. Security Network.
NAVCO Releases Cloud-Based Video-on-Demand Service Anaheim, Calif.-based systems integrator NAVCO recently released a new cloudbased, video-on-demand service called “VideoMetriXs” that allows live and recorded viewing for one monthly fee. Users can remotely monitor multiple locations via smartphones and other Web-enabled devices. The service provides customers “an enterprise-grade security system” for a monthly fee of about $30 per camera. “Instead of spending $6,000 to $10,000 on surveillance equipment and hours onsite reviewing video, business owners now have a plug-and-play system option that uses the cloud to store their video at a fixed monthly operational cost,” says Jim Kauker, executive vice president of sales and marketing, NAVCO.
HID Global Introduces Mobile Access Control Solution Originally previewed at ISC West in April, HID Global has officially unveiled its iCLASS SIO-Enabled (SE) access control platform, which offers a portable identity model for advanced security, increased mobility and enhanced performance. The platform enables digital keys and portable identity credentials to be carried on smartphones, microprocessor-based cards, USB tokens, computer disk drives and many other formats. It will also facilitate the access control industry’s first Near Field Communication (NFC)-enabled mobile identity solutions that are based on open standards to support a wide array of smartcard technologies, including iCLASS, MIFARE DESFire, Indala and others.
Verint to Provide IP Video Solutions at WTC Transportation Hub Verint announces it has been awarded a contract by Port Authority of New York and New Jersey (PANYNJ) to provide IP video solutions to the World Trade Center (WTC) Port Authority Trans-Hudson (PATH) Transportation Hub. The Verint Nextiva security solution across entrances, exits, platforms, and electrical and telecommunications rooms. The goal of the system’s implementation is to increase situational awareness, improve preparedness, and enhance passenger safety and the security of facilities. To read more about the WTC, see page 60.
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Industry Pulse Event News
ISC Solutions to Showcase Integrator Case Studies NEW YORK — Billed as an interactive conference and tradeshow designed specially for Northeastern installing security contractors, specifiers and end users, ISC Solutions will return to the Jacob Javits Convention Center Nov. 2-3. Many new programs have been added to this year’s event to appeal to the
ISC Solutions, geared toward Northeastern installing security contractors and other industry stakeholders, will be held Nov. 2-3 at Jacob Javits Convention Center in New York City.
entire security distribution channel, says Ed Several, senior vice president and general manager, ISC Events. Specially themed areas on the show floor include the Tools of the Trade Pavilion, featuring the tools used everyday to install a security system. The Business of Security area will present administrative sourcing such as insurance, legal, billing, marketing, accounting and labor management services. The Security Connection area is a private environment where security end-users can meet and network with new and prospective installing security contractors and specifiers. Among specialty education programs conducted throughout the conference, integrator case studies will be presented by PSA Security Network. Featured are detailed explanations and
demonstrations of how multiple products from various manufacturers are combined to create fully-functional security systems. SSI is the official media partner for this offering; the case studies will be featured in subsequent issues of the magazine. The educational program will include four concurrent sessions for a total of 12 presentation hours on topics of significance formulated by SecuritySpecifiers.com. These include Design Technology with an emphasis on building information modeling (BIM), Product Technology (including PSIM, video analytics, 3D/HD/megapixel video and biometrics) and Network Technology (design, storage and bandwidth management). To learn more about the event and register for educational programming, visit iscsolutions.com.
www.securitysales.com/freeinfo/20149
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Convergence Channel
Time to Train Our Trainers “Training and education are two different things. Training gives you a skill set to perform a specific task. Education provides you with academic theory for problem-solving issues.” — Master Sgt. Juan Lopez, USMC
T
he above quote is just what you would expect from a Marine: simple and to the point. I trained hard during my four years in the U.S. Marine Corps. They educated me to think, adapt and solve problems. Are there some lessons to be learned from the best trainers in the world regarding convergence training and education that apply to our business challenges today? I would say: “Sir, yes, sir!” Once a Marine, always a Marine.
IT Certification Processes Set Pace Since those early days, I have designed customized training and education programs in security, business, sales, marketing, convergence technology and coaching. Delivering business value is about understanding people’s needs, operations, capabilities, behaviors and peeves. So how has training for the convergence market changed in the past five years? The obvious way is how it is delivered with streaming multimedia, Internet access and powerful mobility hardware. In this regard, everyone has done a pretty good job of keeping up with change and the Joneses. The more challenging aspect of designing scalable content is accomplishing both training and educating. We don’t have to look too far for some relevant examples from which we can learn. The IT world provides many examples. Cisco can be credited with taking the concept mainstream, a leading example being its certification process. Train and
By Paul Boucherle paul@matterhornconsulting.com
educate. Task and solve. The company teaches technicians how to perform critical network “tasks” to accomplish the “mission” of keeping a network uptime in the 5 nines, a standard in the IT
So what can we look forward to in the future? Let’s first look at training from a traditional vantage point, and then consider some new perspectives, guidelines and suggestions.
◗ Targeted Training Varieties TRAINING TYPE
TARGET
Technical training
Technicians, designers, installers & service
Application training
Project managers & leaders, sales engineering
Sales training
Sales, customer service, account managers
Compliance training
Administration, controllers, auditors
Management and leadership training
Owners, management, supervisors
System operational training
Your customer and the end user
world. Cisco educates people to understand the big picture and solve problems designing a network that is sustainable and can survive a variety of potential operational threats. This may be all well and good, but how does this apply to our world? Convergence makes this both relevant and urgent. During the past few years, industry pundits have stressed that in order to survive, security system integrators must train all their technicians, designers and even some salespeople to the IT standards currently in place. This is easier said than done, as we all now know. Many different companies have committed to having key personnel undergo extensive training in networks, as it should be, to fuel the growth of network-centric system solutions. To be sure, this is not a cheap date and requires a serious financial commitment.
The 3 Distinct Areas of Training So what are the two common denominators for the vast majority of traditional training approaches and methodologies? The first factor is the audience. Historically, training has been narrowly targeted to the general or specific needs of efficiently performing a task based on the trainee’s work role. The second factor is perspective. From whose perspective is the training content developed? Manufacturer, distributor, company training department or an outside resource all bring different perspectives to their training roles. Are there built-in biases to training from audience or trainer perspectives, and does this affect results? You bet it does, and sometimes not positively. If an audience has experienced marginal training in the past, they may actively or passively resist “wasting”
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Convergence Channel
©iStockphoto.com/mbbirdy
here to that strategy. But can this be time in the future. Trainers may bemental skills. Start by understandsaid for broader small to mid marcome jaded or stale with certain auing what markets you currently serkets that serve the majority of securidiences. Past experiences may lead vice and, more importantly, the ones ty customers today? trainers to believe the audiences just you want to service. While this step don’t “get it.” This can result in no sounds easy, it is not. It requires “quiHeight of training — At what level of appreciable increase in task perforet time” to think outside the rigorous performance and skill enhancement mance or skill development. It may demands of your day-to-day business. do people need to be trained? The IT also drain valuable resources during Make the time! tough economic times, like today, or give a false sense of Content — Make sure you confidence to owners or seunderstand the relevance, nior management. credibility and appropriateCan this situation be imness of the training content. proved upon? I think so. Take the extra step to ask Training costs impact the enhow the training will meatire food chain in the security surably improve your team’s market. We have all been cusperformance. Who else has tomers and suppliers. How experienced the training prohave the expectations of congram, and last, but certainly vergence customers changed not least, what will you need how we should think about to do to make sure its sticks? training? From my experience During the past few years, industry pundits have stressed that in with suppliers, dealers/inteTiming — In my experience, order to survive, security system integrators must train all their techgrators and end users, I can this is the most important elnicians, designers and even some salespeople to the IT standards identify three distinct areas. currently in place. This is easier said than done, as we all now know. ement. Recognize that skill development takes time and world has consistently addressed cerWidth of training — Responsibilities should be viewed as a process, not a tifications and levels of training, and and expectations have widened, which one-time event. A foundational apfor good reason. The network world means network-centric solutions enproach means you ensure each stop understands clearly delineated entry-, compass a broader perspective of will build skills, confidence and expermid- and advanced-level training that what your role may include. Technitise on the job. is required to apply the right resourccians are routinely expected to proes to the right situation in order to devide “customer service,” while sales Measurement — You can’t manage liver reliable system performance. teams can rightfully be expected to what you can’t measure is a favorite have “network knowledge.” After readstatement of mine and applies particuing one of my articles, Ed Meltzer, di4 Ways to Leverage Opportunities larly well to your training investments. rector of Cloud Hosting Programs at Start with establishing some baselines To the credit of many innovators Niscayah, was kind enough to share for your team around business meaacross industry segments, these issues 16 separate areas of technical expersurements you currently use. You need are being addressed in a variety of tise in which salespeople must be to know where you are today before blended processes. The convergence competent in order to sell in this conyou can evaluate your future progress. of technology has played an important verged market. To begin with, keep it simple. role in delivering new width, depth and height in training options for sysDepth of training — Individuals, reMarine Corps training speaks for tems integrators. So the real question gardless of job description, are exitself in the results it delivers on any is, how should you effectively leverage pected to know more about lots of difgiven mission. Make sure your trainnew training opportunities for your ferent subject matter. Specialization ing delivers as well! Semper Fi. business? Keep the following four ele■ of knowledge is great when the econments top of mind. omy and business margins can afford Paul Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is principal it. In some vertical markets, this is Planning — Plan to build your comof Canfield, Ohio-based Matterhorn Consulting (www. matterhornconsulting.com). He has more than 30 years still the case and a distinct competipetitive advantage by first analyzing of diverse security and safety industry experience and can be contacted at paul@matterhornconsulting.com. tive advantage for companies that adwhere you may have gaps in depart28 securitysales.com • OCTOBER 2011
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What alarm dealers in the know, know Fastest signal transmission
Highest reliability
Universal alarm panel compatibility
MOST profitable RMR
RMR
$ $
recurring GSM fee + $ recurring POTS costs
AES-IntelliNet mesh radio
www.securitysales.com/freeinfo/20199
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Tech Talk
Overcoming Monitoring Changes, Competitors Alarm monitoring is in the midst of sweeping changes in communications trends and technologies. Two of the top priorities for providers is understanding wireless alternatives and the municipal monitoring environment.
T
here are many factors combining to push the present boundaries of central station alarm monitoring communications. These include shared use of landlines for other communications such as VoIP and DSL; the move away from landlines altogether and new wireless transmission methods; responder
By Bob Dolph bdolph.ssi@gmail.com
Enter Communication Alternatives
issues with verified response and municipal monitoring; changing codes and standards; and new challenges and revenue opportunities from innovations like video and GPS monitoring. This week we turn our attention to this exciting and critical area, with special attention to wireless communications and municipal monitoring.
Summary Chart of Radio Communication Applications Business Needs
Technical Needs
Regulatory Needs
Alarm Dealers
• Reduce costs • Maximize RMR
• Reliability • Redundancy • Network mgt.
• UL 1610, 827, 864, 2050 certification • NFPA 72 fire compliant
Military Bases
• Cheaper method • GSA listed • No recurring telco costs
• • • •
No wiring problems No dial tone needed Supervise radios 2-way data on 1 freq.
• • • •
Universities
• • • •
Cheaper method Reduce dept. budget Reduce inter-dept. issues No recurring telco costs
• • • • • • •
No wiring problems No dial tone needed Supervise radios Transmission summary Receive premise info. Transceiver as repeater 2-way data on 1 freq.
• UL 864 certification • NFPA 72 fire compliant
Corporate Campuses
• • • •
Cheaper method Reduce dept. budget Reduce inter-dept. issues No recurring telco costs
• • • • • •
No wiring problems No dial tone needed Uniquely identify bldgs. Addressable info. avail. Opening/closing reports 2-way data on 1 freq.
• UL 864 Listed • NFPA 72 fire compliant
Municipalities
• Generate new revenue • Offset expenses • High reliability communication needs • Reduce maintenance costs and requirements • Offer additional services to community
• Transceivers interfaced by zone input for DPW • Water towers preferred repeater sites • No wiring problems • No dial tone needed
• UL 864 & 1610 Listed • NFPA 72 fire compliant
Features of wireless monitoring networks have proven to be robust and versatile while still meeting regulatory requirements.
Courtesy AES-IntelliNet
UL 2050 certification NFPA 72 fire compliant Narrowband compliant HERO certified
As I write this column Hurricane Irene has wreaked havoc on a major area of the United States. Many plain old telephone service (POTS) phone and power lines are down, and will be for a considerable period of time. There is obviously a big concern for reliable central station communications during these emergency periods. This is one of the best times in our industry to be selling and implementing wireless central station communications. No single wireless technology is perfect; however, by mixing wireless technologies and providing configuration strategies, performance reliability can be considerably enhanced. One example of central station wireless communications comes from Honeywell and its AlarmNet service, a mixture of wireless communication paths to improve reliability. These communication paths can be via the popular Global System for Mobile Communications (GSM) cellular system; General Packet Radio Service (GPRS) that provides alarm reporting and data transmission; and Short Message Service (SMS) text messaging as a backup of alarm reporting should GPRS become unavailable. When these services are provided around today’s IP connectivity, a very reliable alarm monitoring foundation is formed. These types of systems can also meet our industry regulatory needs as well. Another example is the popular IntelliNet long-range “meshed” wire-
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less network systems from AES Corp. In a meshed communications network, each alarm panel has a transceiver that relays monitoring data to other networked receivers. If monitoring data cannot be relayed by one path due to storm damage, it is sent another alternative route. This provides for high reliability during major storms or fires (see summary table).
Municipal Monitoring Challenges Some of you who are as, ahem, young as I am can remember when it was a common sight to walk into a police station and find a wall full of directwire alarm modules called Modularms. I can also remember many of these municipalities getting out of the alarm monitoring business and having to remove these modular alarm banks. As with all history, the times are returning. You may recall that recently fire chiefs and municipalities in Illinois had attempted to enter the alarm monitoring business. In this case the fire department just simply notified fire alarm customers that they must have their alarms monitored by the city fire department. This was purportedly in the interest of faster response to the fire alarms rather than generating additional revenue. The battle lines are now being drawn and the central station has again become the battle front for recurring revenue streams.
TECH TALK Tool Tip In keeping with this month’s central station communications theme, I wanted to pass on something that recently caught my attention — the latest cellular unit from Telular Corp. (telular.com) to hit the market. It is the Telguard TG-1 Express module, which has a patent pending approach to supporting two-way voice communications directly over GSM on the Telguard cellular network. The TG-1 interfaces with most alarm panels; has PoE from panel power; transmits formats such as CID, SIA, DMP, Modem IIe, etc.; includes input and output trip circuits; and has programmable auto self-test. It also has free apps for iPhone, Android and BlackBerry platforms.
Central stations and municipalities have always realized one of the inefficient areas of alarm dispatch is the relaying of alarm information via a voice phone call from an operator to a 911 emergency center. A new communications standard, APCO/CSAA ANS 2.101-2008, has been jointly created by the Association of Public-Safety Communications Officials and Central Station Alarm Association. “Alarm Monitoring Company to Public Safety Answering Point (PSAP) ComputerAided (CAD) External Alarm Interface Exchange,” also known as Alarm 3.0, was designed to provide a standardized data exchange for the electronically transmitted alarm information between a monitoring company and a
The TG-1 Express dial capture cellular alarm communicator is specifically designed and UL Listed to leverage the power and backup battery that already exists in an alarm panel. Courtesy Telular Corp.
PSAP. More information can be found at apcointl.org. Probably one of the biggest muni commitments to the PSAP is the Houston Emergency Center. The system went live April 28 and is the fourth-largest 911/PSAP in the U.S. It utilizes an interface called the Web Alarm Reporting Mechanism (WebARM) from Houston’s CAD provider Northrop Grumman. Houston officials estimate the system will save $1 to $2 million annually. Look for more of this technology in future central station operations. ■ 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.
◗ AICC Busy Behind the Scenes On the surface it may appear that the control for sanity in alarm communications has become a losing battle. However, many in the industry may not be aware that behind the scenes one organization is fighting for the alarm trade. This organization is the Alarm Industry Communications Committee (AICC). AICC (www.csaaul.org/aicccommittee.htm) is a subcommittee of the Central Station Alarm Association (CSAA) that also includes the Electronic Security Association (ESA), Security Industry Association (SIA), and major
alarm companies and manufacturers. AICC began in the late 1960s and provides coordination in a variety of areas between the alarm industry and the FCC, other regulatory agencies and members of Congress. I can recall the famous industry battles by AICC in 1996 prohibiting the “baby bells” from entering the alarm industry for five years. The group was also involved in the AMPS Cellular Sunset battle that affected many in our industry. AICC Chairman Lou Fiore recently commented, “AICC stands as the only organized group to handle
the communications needs, both wired and wireless, of our industry.” The alarm industry has been frustrated with how poorly customers are informed about their transfer to Voice over Internet Protocol (VoIP) service. As many in our industry already know, haphazard switching from plain old telephone service (POTS) to VoIP can cause unreliable alarm communications and compromised phone line seizure. AICC is attempting to add a federal legislative provision requiring disclosure by a VoIP provider for the need to
test the alarm system immediately after the VoIP installation. Some other recent AICC projects include the recognition of priority restoration of dedicated telephone lines after emergency or disasters per the Department of Homeland Security program called Telecommunications Service Priority (TSP). Recently, AICC began fighting for industry exemption from the FCC’s desire to add FM radio broadcasts to cell phones. This would mean that GSM modules used in alarm signaling would be required to receive FM broadcasts — not very practical. securitysales.com • OCTOBER 2011 31
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Fire Side Chat
Commissioning Considerations Becoming More Critical Commissioning is a process of documentation, adjustment, testing, verification and training, performed to ensure the facility operates in accordance with the owner’s documented project requirements and construction documents. As a fire systems integrator, knowing commissioning fundamentals helps meet expectations for your aspect of the project. This month, SSI is pleased to introduce Shane Clary, Ph.D., as “Fire Side Chat” columnist. Clary, who is one of the industry’s foremost fire/life-safety experts, succeeds longtime contributor Al Colombo. We wish Al well, and welcome Shane.—Ed.
By Shane Clary smclary@bayalarm.com
I
these two documents as compliance project closeout; and then throughout n August, the NFPA Standards may begin to be a requirement found the facility’s operations phase. Council approved the release of in project specifications. NFPA 3 defines commissioning as, the first edition of NFPA 3, “Rec“A systematic process that provides ommended Practice on Commisdocumented confirmation that specific sioning and Integrated Testing of Fire The 5 Goals of Commissioning and interconnected fire and life safety Protection and Life Safety Systems.” Commissioning is a process of docsystems function according to the inDuring the same meeting, the counumentation, adjustment, testing, veritended design criteria set forth in the cil also approved work to begin on a fication and training, performed speproject documents and satisfy the ownnew document, NFPA 4, “Standard cifically to ensure that the finished er’s operational needs, including comfor Integrated Testing of Fire Protecfacility operates in accordance with pliance requirements of any applicable tion Systems.” the owner’s documented project relaws, regulations, codes and standards What is commissioning and intequirements and construction docurequiring fire and life safety systems.” grated testing? Many within the sements. It begins in predesign and conWhile this definition centers on lifecurity and fire alarm industry would tinues through design, construction safety systems, commissioning can be state that commissioning is verifyand the life of the facility. The comused for other types of projects as well, ing that the installed system is free missioning process varies from the and began in part within the HVAC of ground and shorts, and will work traditional concept of testing and trade. Prior to the release of NFPA 3, as it was designed. Integrated testing start-up in that commissioning begins the American Society of Heating, Rewould be a component of this, or perat the project inception and continfrigeration and Air-Conditioning Engihaps one in the same. ues through design, construction and neers (ASHRAE) published Guideline The NFPA Technical Committee 1-200X, “HVAC&R Requirements for that was formed several years ago to The Commissioning Process.” write NFPA 3 debated this question at The National Institute of Building length. At the end of the debate, inSciences (NIBS) issued Guideline tegrated testing is but one compo3-2005, “Exterior Enclosure Technent of commissioning. For the nical Requirements for the Comtypical project a security integramissioning Process.” NIBS has tor may design and install, comalso released a number of othmissioning as specified within er guidelines related to the comNFPA 3 may never be considered. missioning of structure, electrical, Integrated testing, on the other lus nge la lighting, interiors, plumbing and hand, will, especially if the integrae ich m/m .co so forth. These organizations retor is working on a life-safety syso t o kph toc leased the combined document, tem. The system integrator should ©iS Commissioning varies from the traditional concept of test“The Commissioning Process.” have an understanding of both. ing and start-up as it begins at project inception and continThere are five goals commisIt is important the system inues through design, construction and project closeout; and sioning should achieve: tegrator is informed regarding then throughout the facility’s operations phase.
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Commissioning is not required by any building or fire code at this time. NFPA 3 is a recommended practice, in that there are no mandatory requirements. However, a building owner may elect to have NFPA 3 used for a project. Commissioning should not be confused with construction management, contracting or engineering. The Commissioning Agent (CxA) will work with these professions, but is independent and reports directly to the owner. NFPA 3 goes one step deeper in the process with a Fire Commissioning Agent (FCxA). A building owner may elect to only have an FCxA for the fire protection systems that are to be designed and installed, or if the project is large, have both a CxA and FCxA.
4 Steps to the Process Commissioning can begin before the first brick is laid, the first wire is pulled or even a design is completed. The basic steps of commissioning are: 1) predesign; 2) design; 3) construction; and 4) occupancy and operation. The predesign, or planning, phase is where the building owner develops the owner’s project requirements, or OPR. The OPR specifies what the building owner wishes to achieve when the
building or project is complete. Even for a project that will not be using all of the aspects of commissioning, understanding what the owner’s objectives are at the beginning can eliminate problems at the end. From the OPR, the basis of design or BOD is formed. This is a document that shows the concepts and decisions that are to be used to meet the owner’s project requirements. With these two documents, Commissioning can begin before the first brick is laid, the final design will be acthe first wire is pulled or even a design is completed. complished, the building or The basic steps of commissioning are: 1) predesign; 2) project completed, and final design; 3) construction; and 4) occupancy and operation. occupancy and use. Throughout these phases, the CxA or FCxA will focus on making certain the quired for a CxA or FCxA, they will completed building or project meets principally come from the engineerthe OPR and BOD. To achieve this, the ing community. There is also a growCxA will schedule testing and inspecing Commissioning Industry (Cx) that tions of the systems being installed has been in place prior to the develthroughout the construction process. opment of NFPA 3. Additional inforFor a fire protection system, the mation on this industry can be found FCxA will look for such items as the through the Building Commissioning correct slope and size of the supply Association (bcxa.org). line to a fire sprinkler system; the correct type and gauge of circuit wire; the Must Know to Meet Expectations correct use of fire stopping; the corIf your business leads you to a large rect specified equipment; the correct building project, you may expect to type of sprinkler; and so forth. find there is a CxA associated with the One important aspect of commisproject within the next several years. sioning is documentation of all aspects As a security and fire systems integraof the construction and of the final systor, having a firm grasp of the fundatems that are installed. This includes mentals of commissioning will aid closeout documentations such as a you in knowing what will be expectcompiled list of all deficiencies and resed of your aspect of the project. Know olutions, operations and maintenance what the OPR and BOD are so your manuals, test results, spare parts list, system or systems will achieve those sequence of operations, and as-built goals. You should expect more testing drawings. Documentation provides a and inspections of the systems you inmeans for the owner to be able to verstall during the course of the project. ify that the OPR and BOD were folThe second part of NFPA 3 is Intelowed, and to be able to maintain all of grated Testing. What this is and how the systems that were installed. it may affect your projects will be disThe CxA or FCxA cannot have any cussed in my next column. ■ other involvement with the project, Shane Clary, Ph.D., has more than 37 years of security as this could be a possible conflict and fire alarm industry experience. He serves on a number of NFPA technical committees, and is Vice of interest. While a contractor could President of Codes and Standards Compliance for Pacheco, Calif.-headquartered Bay Alarm Co. possibly perform the functions re-
©iStockphoto.com/bucky_za
1. Provide a safe and healthy facility for employees and the public in a facility. 2. Reduce operating cost. Improper operation usually induces more frequent maintenance and results in shorter life expectancy for the equipment. 3. Improve the orientation and training of the staff that will operate and maintain the systems and equipment. Without design documentation, explicit diagrams and operating procedures, and opportunities for effective training, operations and maintenance staff will have difficulties 4. Provide improved documentation. Include all information needed for operation, troubleshooting and renovation of the facility 5. Meet the owner’s needs.
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Monitoring Matters
The Imperatives of Redundancy
T
Let’s begin with what may be considered the central station redundancy “premium.” This would be a structure large enough and with enough subscriber scale to maintain two or more hot redundant central stations in various parts of the country. Maintaining the facilities in different time zones also lends some additional value to this proposition. The central stations would be built and structured with identical systems (although the sizes could vary). Most importantly, the automation and telecommunications for each monitoring center would be structured so that the redundant network would work off the same systems and be self-sensing and self-healing. What I mean by this is that at any given time if the systems or communications are in trouble or are in failure, Certain developers have the traffic would auassembled catastrophe, backup tomatically be rediand network operation centers rected to the backup for their central station clients to systems or telecomutilize in the event monitoring munications path in operations are compromised. an alternative location. This should be seamless and would still allow the opdancy means and why it’s essential to erators to process from any of the lotake a hard look at the details when cations. This ultimate structure offers considering redundancy. redundancy on a variety of the levels Defining What Is True Redundancy mentioned. In a worst-case scenario, such as during a hurricane or earthAs we all know a central station is the quake, signal processing and operator composition of three major elements: interaction is redirected without the human resources (the operators), comloss of any signals. puter automation (monitoring software In other cases where complete reand computers) and telecommunicadundancy is not structured, some tions (telephone lines and other comcentral stations configure offsite remunications). It is my belief that when dundancy of essential servers and a central station claims to have redunsometimes backup central station redancy, the redundancy must take into ceivers. Although this does not offer consideration each of these three maall the redundancy of complete backjor elements. he topic of central station redundancy and its significance is always a popular subject. This is especially so in the wake of Hurricane Irene’s wrath along the East Coast. I spearheaded one of the original, if not the first, redundant and nationwide wholesale central stations in the mid 1990s. It was at a time when we had no real historic information or precedence in which to compare our vision for the capabilities of the facility. Looking back now I realize we did a really good job of accomplishing all of our goals, especially when considering the limited technology that was available in comparison to today. Well enough on my past; I want to discuss what central station redun-
By Peter Giacalone peter@petergiacalone.com
up, it does allow for the preservation of data and sometimes processing. This structure may not allow for offsite operators, although it should allow for remote operators to process from a remote location. This structure is beneficial when the main central station loses telephone service or some other local catastrophe. Some automation developers are starting to offer their central station clients this option. Certain developers have assembled catastrophe, backup and network operation centers for their clients to utilize in the event when monitoring operations are compromised. This is a valuable service for central stations that otherwise can’t justify constructing their own backup center or redundant operation because they may not be large enough to absorb the financial commitment. Keep in mind while UL does require internal redundancy, offsite redundancy is not mandatory to maintain a UL Listing. It is important that you ask specific questions regarding your central station redundancy capabilities. Most central stations that offer true redundancy are proud to explain the specifics of what they offer. Not only are these specifics imperative to monitoring operators, they are also important to subscribers. This should be a part of your presentation when you are marketing and selling security systems to your clients. ■ Peter Giacalone is President of Giacalone Associates, an independent security consulting firm.
To read more about fast-evolving alarm communications trends and technologies, see “Tech Talk” on page 30.
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YOUR DEALER PROGRAM
that’s cool
works for us
that’s cool, too!
Choice is a powerful thing. At Monitronics, you choose your own identity, whether it’s under our brand or as your own man. Learn about the rest of our advantages by calling 800-490-0333 or visit Monitronics.net. Together, we have the know-how and energy to win. www.securitysales.com/freeinfo/20332
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OPERATIONS MANAGEMENT
Taking a Fres
Dealer Programs Installing contractor support programs have been around for decades but are they keeping pace with changing times? Learn how some programs are continuing to provide dealers with the support, branding and other assistance to succeed in an era of harsh economics, fierce competition, and emerging technologies and services.
D
By Rodney Bosch
o you belong to a dealer program that truly services your business needs to the fullest? Are you taking full advantage of the training and marketing assistance available to you to maintain competiveness? As technological advances and economics have altered the marketplace to create new opportunities — as well as pitfalls — partnering with the right dealer program can be an especially significant alliance. For installing security contractors who are members of a dealer program, it might be high time to gauge whether or not it has kept pace, for instance, with emerging technologies and services that are becoming hot commodities with end-user customers. Other installation pros looking to join a dealer program will need to understand the importance of evaluating the various
offerings of training and educational coursework, lead generation tools, marketing and sales materials, product discounts, and numerous other program features. What follows is an overview of dealer programs, highlighting the array of services and benefits they can offer, as well as expectations providers may have of participating member companies. Included are examples of leading programs from manufacturers, national and regional systems integrators, and wholesale central monitoring stations.
Summing Up Dealer Programs Let’s begin by taking a broad-brush look at the variety of support features common to dealer programs. The breadth of a particular program’s offerings may comprise all of the following elements or only a subset:
• Account acquisitions • Billing and collections • Brand name use (through affiliation or licensing) • Contracts • Installations • Sales training • Sales and marketing collateral materials • Service Familiar national security companies that operate dealer programs usually provide most if not all of the above offerings. While these can be robust, well-rounded programs, they may not necessarily make for the right partner. Many installing security contractors prefer to maintain their independence in order to build their own name brand, while keeping as much recurring revenue as possible instead of selling their subscribers to a program sponsor.
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Courtesy Monitronics
h Look at
Members of the Monitronics’ authorized dealer program take part in an educational seminar hosted by the third-party central station.
Hence, a more stripped down dealer program can oftentimes be tailored to better meet specific needs and expectations of an individual dealer. “When a security installer asks me to recommend a dealer program, I have to respond with many questions before sharing my professional opinion. Not all dealer programs offer the same opportunities,” says Peter Giacalone, president of Giacalone Associates LLC, an independent security consulting firm serving central stations, manufacturers and dealers. “Programs offer such diversity, and answering what is the best program for a dealer really depends on what a dealer is seeking to accomplish.” To that end, and to identify the ideal partnership, copious elbow grease will need to be committed to research and conducting inquiries. Be prepared to ask questions in order to uncover the
fine print that spells out all your membership obligations. Also, seek out current and previous members of the program you are investigating and ask about their experiences. One of the more common elements that exist in most programs is a financial mechanism that will offer lending against the collateral of monitoring account contracts or the acquisition of the accounts. Although this is a broad category, many differences exist here as well. For example, some programs require dealers to sell all new accounts created under the brand of the sponsoring dealer program. This may be an acceptable provision for some dealers, but not for others. Programs such as this typically offer a structure where the dealer is essentially a sales and marketing machine. Although they may generate additional revenue from upgrades and nonmoni-
tored services, the structure is almost a pure retail operation without the ability to build RMR and the equity that RMR brings to a company. Other programs with a finance option may offer the flexibility to fund or sell accounts at the dealer’s discretion. Although most programs with this structure do not offer any brand recognition, it does give the independent dealer options, says Giacalone, who is a featured contributor to SSI’s “Monitoring Matters” column. “I have found that a well structured program, managed by organizations with depth in management and capital, usually brings great benefits to the dealers,” he says. “Understand that even with these quality programs, it takes a well rounded management team and capital for the independent dealer to succeed within these programs.” ➞ securitysales.com • OCTOBER 2011 37
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DEALER SUPPORT PROGRAMS
Monitoring service programs presented by third-party central stations offer an assortment of benefits such as leads and sales training. Among these programs, some have a recognized consumer brand that serves as the compelling factor to enroll dealers. For the most part, however, monitoring programs center on purchasing monitoring contracts to provide dealers additional capital to grow their businesses. There are different flavors to contract purchasing: Some programs mandate that dealers sell all of their contracts, while other programs offer the option to keep ownership of some contracts or provide the option to buy them back at a later date. While monitoring programs can readily make available needed capital to reinvest in a dealer’s business, participants will want to shop for the best multiple being offered. “To determine multiples paid for accounts, the variables that define the quality of the account include credit scores, the number of customers a dealer has signed up for automatic electronic payments, customer installation price and length of customer agreement,” says Muawia Bishr, director of national accounts, for Dallas-based Monitronics, a wholesale monitoring provider.
Courtesy Dynamark
Third-Party Monitoring Partners
Hagerstown, Md.-based Dynamark Monitoring Inc. opened its new UL-Listed monitoring center last month. A sister company to First Action Security Team, which supplies security products, training, marketing assistance and other support services to its customers, the monitoring center is the foundation of the Dynamark Dealer Program.
For its part, the comprehensive authorized dealer program operated by Monitronics is about providing choice, Bishr says. Dealers choose Monitronics primarily for flexibility and stability. “A few examples, as a Monitronics’ dealer you have the option to market your own name, co-brand, or both,” he says. “You’re not required to sell all your accounts; you can house accounts at your discretion. You’re also
◗ 15 Questions to Reveal the Details of a Dealer Program The task of comparing and contrasting the wide array of authorized dealer programs can begin online as most company Web sites offer essential information to at least begin your research. From there you’ll want to speak to the contracting company directly for further, more detailed inquiry. To do that, the following list of questions will help elicit the answers you’ll need to base a final decision on your chosen dealer program partner.
1. 2. 3. 4. 5. 6. 7. 8. 9.
What are the program’s main benefits? Do I turn my customers over to you? Do I use your branded products? What are the requirements to participate? What are my margins? Do you provide leads? What rep support can I expect? Can you help me evaluate your program against others? What are your stock rotations?
10. 11. 12. 13. 14. 15.
What is the stability and reliability of the product? What is the average number of years key employees stay with your company? What is your process for dispute settlement, such as miss-shipments? What technical support do you offer me? What technical support would you offer my customers? Can you provide referrals from other dealers and suppliers?
not restricted to use certain recurring revenues. Dealers have the flexibility to create their own service packages, including several interactive services offered.” The newest player on the third-party central station landscape has a familiar name to many in the electronic security industry. Hagerstown, Md.-based Dynamark Monitoring Inc. officially opened its new UL-Listed monitoring center last month. A sister company to First Action Security Team, which supplies security products, training, marketing assistance and other support services to its customers, the monitoring center is the foundation of the Dynamark Dealer Program. Both firms are Dynamark Security Centers Affiliated Companies, owned by Dynamark Founder Wayne Alter. Alter, who grew Dynamark Security Centers into the nation’s fifth-largest security company through the 1970s, ’80s and ’90s, purchased First Action Security Team upon his return to the security industry in 2009 and reacquired the Dynamark brand. According to the company’s Vice President of Sales & Marketing Tom Piston, flexibility will also be a cornerstone to the services offered by the continued on page 48
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DUMIES DIGITAL VIDEO SYSTEMS DESIGN FOR
DEALERS / USERS / MANAGERS / INSTALLERS / ENGINEERS / SALESPEOPLE
Data Transmission
© 2011 Video Security Consultants
Continuing Education Sponsored by PELCO Part 4 of 4 Brought to You by
Presented by
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DIGITAL VIDEO SYSTEMS DESIGN FOR
DUMIES
Part 4 of 4
Becoming More
Illustration by Jerry King
CABLE CAPABLE Much the same way a clogged artery can shut down the human body, overloaded or inadequate cabling can undermine even the most advanced video surveillance system. Matching the application and system components to the transmission medium is critical to achieve desired performance. Learn how to make the best choices. BY BOB WIMMER
W
elcome to Part IV 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 explores areas of concern for using equipment that meshes today’s surveillance system parameters and needs/expectations, with particular attention to hybrid approaches that account for the migration from analog- to IP-based systems. This fourth and final installment covers the transmission of all required data. Whether it is analog video or a digital stream of information, the transmitting media is the lifeline of the en-
tire system. Prominent in the discussion will be coaxial, unshielded twisted pair and fiber-optic cable, as well as Ethernet.
Networked cameras are a logical choice for indoor applications. Inadequate lighting and operating distance are usually not problematic. The main concern is the location of the wiring closets due to the distances set by the EIA/TIA standard for network cabling (328 feet).
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Looking at a Cabling Case in Point A typical security application can consist of many cameras, both for indoors or outdoors, and multiple locations for viewing this information, whether it is live or stored. Using a typ-
ical application example, let’s consider our options for a good design. DESIGN EXAMPLE — The facility requires about 48 cameras. Both indoor and outdoor cameras will be incorporat-
Start With a Basic Worksheet Remarks
System Application
12 VDC 24 VAC 120 VAC PoE
Indoor Outdoor Both
Camera Locations
Camera Type
Lighting
Lens
Remarks
Camera Power
Interior Parking Lot Perimeter Hallways Exit/Entrance Analog Output IP Megapixel Fluorescent LED Metal Halide Sodium Vapor Tungsten Manual Auto-Iris Zoom
Housing
Recording Device
Monitors
Control System
Transmission Method
Operating Distance ft/meters Coaxial Cable UTP Fiber Wireless
Misc.
Indoor Outdoor IP Rating Heater Blower
None DVR Megapixel Size Type Location Work Stations Hard-Wired Over the Coax Digital Training Programming Repair
A typical security application can consist of many cameras, both for indoors or outdoors, and multiple locations for viewing this information, be it live or stored. A simple worksheet can define the parameters as well as problems associated with any application.
First Design Step: Floor Plan Loading Docks Legend Cameras Wiring Closet
DESKS & WORKSTATIONS
Entrance DESKS & WORKSTATIONS
Security Storage
When designing a structured cabling project, the first step is to obtain an accurate floor plan. The floor plan allows the technician to identify possible wiring closet locations with adequate outlets to support the electrical requirements.
ed in the overall system design. A simple worksheet can help in underlining all of the parameters as well as the problems associated with any application. Let’s start with the indoor application. In most cases networked cameras will be the logical choice. The problems of inadequate lighting and operating distance are usually not problematic. The main concern will be the location of the wiring closets due to the distances set by the EIA/TIA standard for network cabling, which are limited to a maximum recommended run rate of 100 meters (328 feet). When designing a structured cabling project, the first step is to obtain an accurate floor plan. The floor plan allows the technician to identify possible wiring closet locations with adequate outlets to support the electrical requirements. If local power is a problem the incorporation of power over Ethernet (PoE) may be the answer. PoE is a technology that integrates power into a standard local area network (LAN) infrastructure. It enables power to be provided to the network device using the same cable as that used for network connection. It eliminates the need for power outlets at the camera locations and enables easier application of uninterruptible power supplies (UPS) to ensure operation without interruption 24/7. PoE technology is regulated in a standard called IEEE 802.3af and is designed in a way that does not degrade the network data communication performance or decrease the operating distance. The power delivered over the LAN infrastructure is automatically activated when a compatible terminal is identified, and blocked to non-PoE devices that are not compatible. The 802.3af standard provides power up to 15.4W on the switch, which translates to a maximum power consumption of 12.9W on the device/camera side, making it suitable for indoor camera applications. Outdoor cameras as well as pan/tilt/zoom (p/t/z) and dome securitysales.com • OCTOBER 2011 A3
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DIGITAL VIDEO SYSTEMS DESIGN FOR
cameras have a power consumption that normally exceeds this, making PoE 802.3af functionality less suitable. Being limited to small, discrete power supply levels of 4W, 7W and a maximum of 15.4W can be a nuisance if you need to power devices such as p/t/z cameras. The updated IEEE 802.3at (2009) PoE standard, also known as PoE+ or PoE plus, now provides up to 25.5W of power. At the moment, 802.3at limits the
Outdoor applications are usually the most difficult. This is due to the amount of light required to produce a quality image in dimly lit conditions, environmental protection required by the camera equipment, as well as operating distances.
number of pairs that may carry power to two (350mA of maximum current). A current limit of 720mA (four pairs) is being considered allowing 29.5W per pair; however, Draft 3.0 of 802.3at is looking to reduce this to 600mA giving 25W per pair, or 50W per device. In addition, standard setters of 802.3at are also looking at Category-5 cables and above in order to fix the specification and not have to worry about supporting Cat-3 cabling. Now let’s move on to the outdoor application. Outdoor applications are usually the most difficult. This is due to the amount of light required to produce a quality image in dimly lit conditions, environmental protection required by the camera equipment, as well as operating distances. Detailed information for outdoor camera design and selection can be found in Part I of this series (securitysales.com/dumies). Today’s concern is how can I get all of that detailed information back to my control center? Methods or avenues available for connecting digital applica-
DUMIES
tions include coaxial cable, unshielded twisted pair (UTP) and fiber optics.
Coax: King of Analog, Aiming for IP Coaxial cable is considered by most an old-school transmission media. Coaxial cable has served the CCTV industry very well for many years. In fact, coaxial cable served the computer networking industry as well … remember 10Base-2? Coax is still being incorporated for many system applications using analog output cameras. The recommendations for cable used for video transmission was that the cable was constructed with a copper center conductor and a 95-percent or better copper braided shield. The impedance of the cable had to be 75 ohms. The overall operating distances are governed by the DC resistance loss of the cable. Is there still a place for coaxial cable in IP and megapixel camera systems? Yes. IP cameras offer many benefits compared to analog equipment, including megapixel resolution and increased intelligence and accessibility. However, a major hurdle of IP for upgrading existing sites is the necessity of new cabling. The installation of new Cat-5e or Cat-6 cable for network devices can be costly, plus the cable length limitations of Ethernet can be restrictive.
Part 4 of 4
Many large CCTV industry leaders are now providing equipment for implementing IP cameras over standard coax. With built-in PoE (802.3af) functions, cameras can be installed at distances of up to 1,150 to 1,640 feet while effectively eliminating the expenses associated with localized camera power supplies. Non-PoE cameras can be installed at extended distances of up to 6,561 feet. The ability to deploy IP cameras over standard coaxial cable allows users a cost-effective means to add IP or megapixel cameras to an existing cabling infrastructure. Coax supports 10 to 100Mbps and is relatively inexpensive, although it is more costly than UTP on a per-foot basis. However, coaxial cable can be cheaper for a physical bus topology because less cable will be needed. Coax can be installed across longer distances than networked twisted pair cable. For example, Ethernet can run approximately 100 meters (328 feet) using twisted-pair cabling. Using coaxial cable increases this distance to 500m (1,640 feet). On the other side, coax can be thick and hard to bend and move. This poses a major disadvantage when trying to wire a structure because the cable has to be pulled through walls and pre-existing conduits that are usually limited
Cable Transmission Mediums Coaxial
Category-5, -5e, -6
Fiber optics
A top video surveillance system design concern is how to get detailed information back to the control center. Methods or avenues available for connecting digital applications include coaxial cable, unshielded twisted pair (UTP) and fiber optics. All have pros and cons.
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CCTV suppliers offer equipment for implementing IP cameras over standard coax. It’s a cost-effective way to add IP or megapixel cameras to existing infrastructure.
in diameter. This all adds to the difficulty and expense of installation. In addition, because of the electrically conductive nature of coaxial cable it can make electronic equipment vulnerable to surge and lightning damage, causing further impairment and expense.
UTP Easy on Budget and Installing UTP is a popular type of cable that consists of four pairs of two unshielded wires twisted around each other. Due to its low cost, UTP cabling is used extensively for LANs, wide area networks (WANs) and telephone connections. UTP does not offer as high a bandwidth as fiber optics or as good of protection against interference as either coax or fiber, but it is less expensive and much easier to install. Twisted pair cable comes in two main varieties, solid and stranded. Solid cable supports longer runs and works best in fixed wiring configurations like office buildings. Stranded cable, on the other hand, is more pliable and better suited for shorter-distance, movable cabling such as patch cables.
Most networks are designed around structured cabling installed per EIA/ TIA 568 standards. This standard calls for 100 meters (328 feet) of permanently installed UTP cable. But suppose you need to connect two buildings or more. These distances often exceed the 100 meters and where do you install the switch or hub? In an industrial environment, electromagnetic interference (EMI) is often a big problem. Motors, relays, welders and other industrial equipment generate a tremendous amount of electrical noise that can cause major problems with copper cabling, especially the UTP used in most major networking systems. In order to run copper cable in an industrial environment, it is often necessary to pull it through conduit to provide adequate shielding. With fiber optics, you have complete immunity to EMI, radio frequency interference (RFI) and high voltage power sources. Simply stated, fiber optics is a method of sending signals down small strands of glass fiber. The light is guided down the center of the fiber called the
Fiber Optics in an IP World IP Cameras Megapixel Cameras Cat-6 Fiber-optic switch
Cat-6 Fiber media converters
Fiber optics (FO)
Cat-6
Cat-6
Hurdles Aside, Sky Limit for Fiber What about using fiber optics for networks? Some say fiber optics is too expensive, too difficult to install or too fragile given it’s made out of glass. If fiber is more expensive, why have all the telephone networks been converted to it? And why are all the large megapixel camera systems converting to fiber as well? The reason is fiber has thousands of times the bandwidth of copper wire and can carry signals hundreds of times further before needing a repeater.
core. The core is surrounded by an optical material called cladding that traps the light within the core. The core and cladding are usually made of ultra-pure glass, although some fibers are all plastic or a glass core and plastic cladding. The fiber is surrounded by protective covering called the buffer that protects it from moisture and other damage. The buffer comes in two basic designs, loose and tight. Loose buffer protects the glass fiber from temperature changes and is used in all outdoor applications or where there are extreme temperature changes. Tight, on the other hand, is for indoor applications where the surrounding temperature remains constant. More protection is provided by the cable, which usually has multiple fibers and a strength element such as Kevlar or epoxy rods. This entire assembly is then placed inside an outer covering called a jacket. Multimode and single mode are two types of fiber commonly used. Both are 125 microns in outside diameter. A micron is one one-millionth of a meter
FO FO Client Fiber-optic switch
FO Cat-6 Fiber media converters
Cat-6 FO Client
Cat-6
Why are large megapixel camera systems converting to fiber optics? Because fiber has thousands of times the bandwidth of copper wire and can carry signals hundreds of times further without a repeater. Plus it’s immune to EMI, RFI and power interference. securitysales.com • OCTOBER 2011 A5
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DIGITAL VIDEO SYSTEMS DESIGN FOR
and 125 microns is 0.005 inches — a bit thicker than a strand of human hair. Multimode fiber has light traveling in the core in many rays, called modes. It has a bigger core (almost always 62.5 microns, but sometimes 50 microns) and is used with LED sources at wavelengths of 850 and 1,300nm for slower LANs and lasers at 850 and 1,310nm for networks running at gigabits per second or more. Single mode fiber has a much smaller core, only about 9 microns, so that the light travels in only one ray. It is used for telephony and cable television with laser sources at 1,300 and 1,550 nm. Plastic optical fiber (POF) is large core (about 1mm) fiber that can only be used for short, low speed networks. Multimode fibers originally came in several sizes, optimized for various networks and sources, but the data industry standardized on 62.5 core fiber in the mid-1980s (62.5/125 fiber has a 62.5-micron core and a 125-micron cladding). Recently, as gigabit and 10-gigabit networks have become widely used, an old fiber has been revived. The 50/125 fiber was used beginning in the late 1970s with lasers for telecom applications before single mode fiber became available. It offers higher bandwidth with the laser sources used in the gigabit LANs and can go longer distances. While it still represents a smaller volume than 62.5/125, it is growing.
DUMIES
tion through space. A network is a system of interrelated buildings, offices, stations, etc., especially across a large area or throughout a country, territory, region, etc. The terms were combined into the word Ethernet, which has been adopted throughout the world. This method of connecting IP and megapixel cameras to a network is very popular. Most IT people live and breathe some form of Ethernet wiring. Systems communicating over Ethernet divide a stream of data into individual packets called frames. Each frame contains source and destination addresses, and error-checking data so damaged data can be detected and retransmitted. Ethernet is now an IEEE standard and has several different flavors, with the original Ethernet designed with 10Base-5. The “10” stands for 10 megabytes per second (Mbps). Base is the baseband communications it uses. The “5” stands for a maximum communication distance of 500 meters. Original Ethernet used coaxial wiring, while newer versions use UTP.
What Ethernet Categories Mean Ethernet cabling is defined according to Category types (abbreviated as Cat) that determine appropriate application and electrical performance. Following is a summary of the different Category ratings (TIA-568 only recognizes cables rated Cat-3 or above):
Part 4 of 4
Category-1 (Level 1) — This category consists of basic telecommunications and power-limited circuit cables. There are no electrical performance test or bandwidth requirements for this classification. Level 1 cabling may not be used in horizontal cabling systems. Just for a reference, this cable type never existed by that name but was understood as a basic standard for voice-only telephone cable. Category-2 — This was a grade of UTP cable capable of transmitting data at up to 4Mbps and was the preferred cable for IBM token ring and Datapoint’s ArcNet. It is also used in telephone networks but is no longer commonly used. Category-3 — This cable is standardized by the EIA (Electronic Industries Association/TIA (Telecommunications Industry Association)-568-B specification and was the common cabling of 10BaseT. Cat-3 is currently still in use in two-line telephone systems. It may be used for 10BASE-T Ethernet, token ring or ATM25 networks. Cat-3 is compatible with the original PoE specification, though it does not support the new 802.1at Type 2 high-power variation. Category-5 — This is an Ethernet cable standard defined by EIA/TIA. Cat-5 is the fifth generation of twisted pair Ethernet cabling. It consists of cables and
Ethernet Enables Communications Ethernet is a network standard of communication using either coaxial, twisted pair cable or fiber optics. Robert M. “Bob” Metcalfe invented the LAN networking standard we call Ethernet on May 22, 1973, at the Xerox Palo Alto Research Center (PARC) in California. In 1979, DEC and Intel joined forces with Xerox to standardize the Ethernet system for everyone to use. But why use the term Ethernet? Answer: Ether is defined as a hypothetical substance supposed to occupy all space, postulated to account for the propagation of electromagnetic radia-
Category Cabling Classifications Category
Bandwidth
Speed
Use
3
16MHz
10Mbps
10BaseT Ethernet
5
100MHz
100Mbps
100BaseT Ethernet
5e
100MHz
100/1,000Mbps
Gigabit Ethernet
6
250MHz
1,000/10,000Mbps
10GBaseT Ethernet
6a
500MHz
1,000/10,000Mbps
10GBaseT Ethernet
7
600MHz
1,000/10,000Mbps
100GBaseT Ethernet
7a
1,000MHz
not defined
not defined
Ethernet cabling is defined according to Category types (abbreviated as Cat) that determine appropriate application and electrical performance. Cat-6 supports gigabit (1,000Mbps) Ethernet and communications at more than twice the speed of Cat-5e.
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connectors specified up to 100MHz and data rates of 100Mbps, providing optimal performance for IP cameras, data and phone systems. Is Cat-5 cable faster than coax? The answer is no. Cat-5 cable was originally designed to handle data transmission speeds of 10Mbps, the same speed at which coaxial operates. Improvements in the construction of Cat-5 and the development of twisted pair cabling (Cat-5e, -6, -7) has enabled much higher transmission speeds than coax. Cat-5 has other specific advantages as well. The cost of twisted pair cabling is much cheaper in most cases than coax. Cat-5 cable also weighs much less than coax, and is therefore easier to use in certain installation applications. But what happens when connecting Ethernet with megapixel camera systems? This is where the acronym NESS (never enough system speed) comes in. As an example, connecting a standard 3-megapixel camera at an image rate of 30ips using MJPEG compression, the system would require 50.4Mbps. Increasing the number of cameras to six, the network would require a minimum of 302.1Mbps, which is a little out of range for a Cat-5 system. That’s where the big guns of networking step up: Cat-5e, -6 and -7. Category-5e — This is an evolved Cat-5 type cabling with enhanced specification as defined by TIA/EIA568B.2-2001. 1000BaseT is designed for operability with Cat-5e cable, which is used for data/computer networking, high-speed Internet applications and new home telephone installations. Cat5e can be used for computer networks up to 100MHz and limited 1,000Mbps transmission speeds. Category-6 — In 2002, the Cat-6 standard was finalized by ANSI (American National Standards Institute)/TIA/ EIA-568-B.2-1. Cat-6 supports gigabit (1,000Mbps) Ethernet and communications at more than twice the speed
of Cat-5e, the other popular standard for gigabit Ethernet cabling. Cat-6 cables come with four twisted copper wire pairs and each twisted pair is built of larger 23-gauge copper. The earlier model, Cat-5e, used 24-gauge copper wires. This reduction of wire size lowers the overall DC resistance loss of the cable, which can benefit PoE performance. Cat-6 comes at a significantly higher price tag than Cat-5 or -5e, but with the introduction of megapixel networked cameras and today’s demanding applications one can take advantage of Cat6’s better performance. Category-7, Class F — A cable standard for Ultra-Fast Ethernet, Cat-7 features even more stringent specifications for crosstalk and system noise than Cat6. To achieve this, shielding has been added for individual wire pairs and the cable as a whole. The Cat-7 cable standard has been created to allow performance to 10Gbps with a bandwidth of 600MHz and crosstalk isolation >20dB more than Class D cables (Cat-5e). Cat7a has now been introduced stating a bandwidth of 1,000MHz; however, it is not recognized in TIA/EIA-568.
Installation Tips and Takeaways Remember the success of any surveillance system is only as good as its lifeline. In CCTV the lifelines are coaxial cable, UTP or fiber optics. So let’s wind up this “D.U.M.I.E.S.” session with some installation tips. The following are guidelines (many organizations such as EIA/TIA, BISCI, ICEA, NEC and cable manufacturers may have other recommendations) for proper cable handling. Pulling tension — Defined as the maximum allowable pulling force that can be applied without causing damage to a cable. • 4-pair UTP cable not to exceed 25 pounds • RG6 coaxial cable not to exceed 40 pounds
• Fiber-optic backbone cable not to exceed 600 pounds
Bend Radius Reference Chart Cable
Radius diameter of cable
Average Radius Coaxial cable = 8 to 12 times diameter UTP (Cat-5e) = 8 times diameter Fiber cable (stressed) = 20 times diameter
Bend radius — The minimum radius one can bend a coaxial cable, unshielded twisted pair or fiber optics without kinking it, damaging it or shortening its life expectancy. This parameter varies depending on the cable application. The normal bend radius for coax (RG59, RG6) is 10 times the outside diameter of the cable. The normal recommendation for fiber is 20 times the diameter of the cable. When not under tension, the minimum recommended long-term bend radius is 10 times the cable diameter. Isolation and fastening — When installing coax or UTP the cable should be a minimum of 12 inches from AC power lines, including florescent light fixtures, and four feet from motors or transformers. And, finally, don’t use standard staples to support cable as they may crush the cable. Velcro is now recommended for supporting cable; however, if you are using these types of ties they should not be overly tight. ■ Robert (Bob) Wimmer is president of Video Security Consultants (www.cctvbob.com) and has more than 38 years of experience in CCTV. His consulting firm provides technical training, system design, technical support and system troubleshooting. Originator of the D.U.M.I.E.S. series (www.dumies.us.com), Wimmer was inducted into SSI’s Industry Hall of Fame in 2006.
FIND IT ON THE WEB F Visit the securitysales.com/dumies to acV cess eight years’ of “D.U.M.I.E.S.” archives. ce securitysales.com • OCTOBER 2011 A7
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Š 2011 Pelco Incorporated. All trademarks are owned by Schneider Electric Industries SAS, Pelco Incorporated. Image simulated for demonstration purposes.
Challenging lighting scene with standard camera.
SureVision automatically delivers the best image possible.
Sarix: A New Era of Image Quality Introducing SureVision real-time imaging technology Video security cameras can overcome some lighting challenges, but when a single scene contains bright areas, shaded areas and intense shining lights, image quality falls flat. Thatâ&#x20AC;&#x2122;s why Pelco by Schneider Electric engineers created the ultimate solution, Sarix Cameras with SureVision technology. SureVision is a new, state-of-the-art imaging science that combines Wide Dynamic Range, Low Light and Anti-Bloom capabilities into one highly intelligent technology. The result is a camera that handles light nearly as well as the human eye - automatically adjusting to deliver exceptional detail and the best possible image in even the most challenging lighting conditions. Available in Sarix IX Series IP Cameras and Sarix IM Series Mini Domes, SureVision sets a new standard for image quality. See the difference at www.pelco.com.
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Honoring security dealers/integrators that exemplify professionalism in their sales, marketing, business and installation efforts.
Entries are now being accepted. For more information,
www.thesammyawards.com or email: secsales@bobit.com
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DEALER SUPPORT PROGRAMS
new dealer program entrant. â&#x20AC;&#x153;The Dynamark Dealer Program is not about getting business because we have a contract. Itâ&#x20AC;&#x2122;s about providing the value-added services that dealers need and want. Dynamark earns their business by providing what they need to grow,â&#x20AC;? he says. Dynamarkâ&#x20AC;&#x2122;s marketing support includes Web site development, brochure and direct mail design, sales training, trade show and home show assistance, and more. â&#x20AC;&#x153;We take into account the vertical markets the dealer sells to, along with local concerns, and the vision they have for their own business,â&#x20AC;? Piston says.
Vendors and Value-Add Services Installing security contractors looking to immediately bolster their operations in a local or regional market may want to consider a full-service dealer program that offers national brand cachet or help with expanding a services portfolio.
Here, manufacturers as well other systems integrators allow the dealer to brand or co-brand with their company name. These programs can offer some of the best marketing and sales tools available, while providing hardware and systems that may have competitive advantages over the basic products that are available from their local distributors. Beyond strong brand recognition, additional perks for dealers can include being assigned a protected territory, product discounts, strong organizational support and entry into new portfolio offerings such as interactive and managed services. Comprising about 400 members, Honeywellâ&#x20AC;&#x2122;s First Alert Professional authorized dealer program is one such option to consider. Geared toward small to large residential and small to midsize commercial companies, dealers must be well-established in their territory to gain entry into the First
Alert brand partnership. Among its highlights, members have access to the programâ&#x20AC;&#x2122;s Dealer Development Group (DDG), whose instructors travel to security dealer locations to provide customized training programs as well as train on new technologies. Camaraderie among First Alert members â&#x20AC;&#x201D; each year the program hosts a well-attended national training convention â&#x20AC;&#x201D; is also a strongpoint. â&#x20AC;&#x153;One of the greatest benefits that we enjoy is the fact that there are hundreds of other independent First Alert dealers out there that we can call for ideas and support,â&#x20AC;? says Russ Ackerman, a district sales director for Jacksonville, Fla.based Certified Security Systems, a Vector Security company. â&#x20AC;&#x153;Within the dealer network we have some of the most creative alarm companies in the country that are willing to share their ideas with other members. Some of the best marketing ideas that I have ever used came from other First Alert dealers.â&#x20AC;?
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TEL. 800-223-0020
www.securitysales.com/freeinfo/20216
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Courtesy Monitronics
Some dealer programs offer installing security contractors the option to co-brand or use their own branding exclusively on security products such as alarm keypads.
Guardian Protection Services, which operates one of the oldest active dealer programs in the nation, is well established in the Mid-Atlantic States, the Chicago area, Florida and Texas. As of late, however, the Warrendale, Pa.-based super regional integrator has been making a concerted effort to increase its national footprint, supported in part by implementing new digital features to its dealer program. For example, in June, Guardian launched a unique Web-based service that allows members of its authorized dealer network to upload all sales contracts electronically, as well as realize other business efficiencies. Known as Dealer Automated Real Time (DART), the service was created based on feedback from Guardian’s dealer network. The upshot is a money- and time-saving service for both the company and its dealers, says Guardian Sr. Vice President of Information Technology Eric Aulbach. “Instead of physically mailing all of the paper documents to the company, dealers upload them electronically. We can begin processing them more quickly and ultimately pay the dealers more quickly,” he says.
Dealers will appreciate a newfound transparency to the paperwork process, according to Aulbach. “If any problems are found while Guardian’s dealer department is auditing the contracts, they can notify the dealer of the problem. The dealer can easily see the contract on his or her PC, review it and automatically make corrections on the spot.” DART also provides access to the company’s training information and marketing collateral, which can be customized with the dealer’s logo and contact information. In an example of the growing proliferation of hosted security services, a recent entrant to the dealer program arena is helping even the traditional-minded installing security contractor transition to a service-based business model. Westminster, Colo.-based Integrator Support, a PSA Security Network affiliate partner, features a dealer program centered on providing managed services. The extensive offering includes a sales and marketing program with brochures, prospecting packages and prototype contracts. It also has a price book that simplifies the process of estimating and quoting customers for www.securitysales.com/freeinfo/20108
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DEALER SUPPORT PROGRAMS
video monitoring, video verification, hosted access control and centrallymanaged access control services offered by Integrator Support. “We also have a reference manual that integrators can use to evaluate revenue potential and exit valuation, an implementation roadmap for transitioning to managed services, industry white papers and hardware specifications for “preferred” products,” says Sharon Shaw, vice president of Integrator Support. “Commission structures are also available for integrators to use to incentivize their sales professionals to sell RMR-generating services.” The criteria for admission into the program and participation are fairly straightforward. Dealers must sign an umbrella agreement and then for each project all they need to do is submit a purchase order; the site documentation will then be provided to them. “We do not sell to the end user directly, which makes us different to most
other models,” says Shaw. “Additionally, we can assist the integrators with the necessary training and introduce them to the appropriate providers to support their effort.”
More Advanced Hosted Services One would only need to have walked the show floor at last month’s ASIS tradeshow in Orlando, Fla., to recognize the extent to which managed services has come of age in the security industry. Exhibiting video surveillance and access control vendors, as well as systems integrators, focused heavily on how integrated solutions and open platforms are providing the capability to offer end users enhanced services like never before. For the independent systems integrator, this development is introducing a significant business model dilemma. In order to provide managed services, the question is to invest significantly in new infrastructure and additional
staff, or leverage the infrastructure and personnel of a partner organization. Diebold and Niscayah each arrived at ASIS 2011 to present a strong case in support of the latter alternative by way of specialized dealer programs. Niscayah highlighted its Nimbus 24/7 Secure Video Hosting service, which leverages cloud-based video storage technology from EMC Corp. and a network attached storage (NAS) device from Iomega for local, onsite storage. As billed, the managed service will allow end users to improve their security program while reducing overall costs. The solution is built around Axis Communications’ Axis Video Hosting System (AVHS) server software and surveillance cameras. Niscayah will take the video hosting service to market through a national dealer program. Dealers will receive discounts on a wide range of security products, plus the program will offer a range of mar-
www.securitysales.com/freeinfo/20175
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©iStockphoto.com/Bojan Kontrec
One of the more common elements that exist in most dealer programs is a financial mechanism that will offer lending against the collateral of monitoring account contracts or the acquisition of the accounts.
keting collateral, client activation assistance, IP training, technical support, and the ability to rebrand the video hosting service as their own. “Down the road we are looking at POS [point-of-sale] integration as another feature to offer, and we are looking at video analytics to be able to offer in a menu or buffet style,” Ed Meltzer, director of cloud hosting programs at Niscayah, explained during an ASIS presentation. “The ultimate goal of that technology add is so that the client can ad hoc go to their Web site, click on one of a number of video analytics, implement it on a specific camera or a group of cameras and be charged accordingly.” The Diebold Advanced Dealer Program is structured to enable leading, pre-certified installing security contractors to leverage the company’s advanced monitoring services, including remote video monitoring and remote video storage, managed access control, and energy management. They’ll also have access to Diebold’s DVR health check, weather detection notification and other features. “We are looking for somebody that is IP savvy. Somebody who understands the value of the services model versus a product or hardware model,” says Steve Ipson, Diebold’s director of advanced dealer program development. “Someone
with the skills to understand IP surveillance and managed access control; the cloud-computing model that everybody is talking about.” Diebold says its advanced program allows dealers to take solutions to their customers to which heretofore they were unable. This is not necessarily because the dealer lacked IP/IT savvy, but rather the end user may not have had the capital to invest in installing an access control or video management system, let alone manage them. “It’s not just the money you put upfront, it’s all the stuff you have to do to support the servers and whatnot,” says Jacky Grimm, vice president of security solutions and business development, Diebold. “That’s what we see as a great advantage for our dealers because now a dealer’s customer, which can be anybody from 100 sites to one site, can have a similar access control or IP video experience and the functionality that they couldn’t have before.” ■ Rodney Bosch is Managing Editor of SECURITY SALES & INTEGRATION. He can be contacted at (310) 533-2426 or rodney.bosch@securitysales.com.
FIND IT ON THE WEB F The online version of this story includes T a listing of dealer programs with contact information. Visit securitysales.com/ dealerprograms. www.securitysales.com/freeinfo/20281
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VERTICAL MARKETS: TRANSIT SECURITY
HD Video Pulls the Station Ensuring the safe passage of commuters has gained urgency as a focal point for transit bureaus throughout the world. Calgary’s light rail demonstrates how advanced high definition video surveillance enables agencies to better manage and secure their lines.
S
By Scott Goldfine
purred by the March 2004 terrorist attacks of Madrid, Spain’s commuter train system that left 191 dead and 1,800 wounded, and the July 2005 bombings of London’s underground trains that killed 52 and injured more than 700, Transport Canada has made transit security and safety a higher priority than ever before. In Calgary, with ridership swelling on the public transit network to more than 94 million by 2010, an upgrade of its early 1980s CCTV system was required to enhance the safety of both customers and Calgary Light Rail Transit (LRT) staff. This resulted in the issuance of a request for proposal for a comprehensive video surveillance upgrade. The project called for replacing cameras with high definition (HD) models and supporting infrastructure at 27 CTrain stations and Calgary LRT’s security monitoring center, known as PS100. “The primary objective of this project was to replace the aging CCTV system with current technology. The original system’s image quality had becomes poor and there was the potential for failure of older components,” says Stephen Hansen, Calgary Transit man-
ager of safety and security. “In addition, with the changing nature of public transit there was a need to enhance the CCTV system to provide a higher level of customer safety and security while using the CTrain system.” Aided by funding via multiple federal, regional and local grants and initiatives, the agency asked vendors to bid on an integrated CCTV system incorporating field stations and central systems, hardware, software, accessories, incidental work, and additional services. The $6.2 million project was awarded to Edmonton, Albertaheadquartered integrator CONTAVA in April 2010 and would take a year to be realized.
Integrator Has IT Factor Incorporated in 2004, CONTAVA has grown its business by bringing a high level of IT expertise to the realm of physical security. With offices in Calgary, Fort McMurray (Alberta), and Vancouver, the firm serves more than 850 commercial and industrial client sites across Canada. “What sets us apart are not our products but rather our ability to deliver and ensure product performance,” says
company President Curtis Nikel. “CONTAVA sets an expectation or standard and then delivers on time and on budget. By executing consistently, we enhance our reputation and maintain a clear advantage over our competitors.” The firm designs, evaluates, sells, installs, supports and services IT-based solutions for video surveillance; access control; intercom and sound; mass notification; networking; structured cabling; and intrusion and perimeter detection. Its widespread market niches include aerospace and defense; agriculture and food services; banking; casinos; forestry; government; law enforcement; manufacturing; pharmaceuticals; retail; transportation; and utilities. To capture the Calgary LRT project, CONTAVA prepared a preliminary plan including risk assessment, schedule, organizational chart, change management plan and high level design. The city of Calgary had already engaged consulting firm IBI Group to gather requirements and generate specifications, so CONTAVA was chosen to handle the security engineering portion. The integrator dug into the project in May 2010 and completed it on time and on budget by March 31, 2011. CONTAVA then began the service, maintenance and administration support portion of the contact, which is in place for the next six years.
Meeting Spectacular Specs To maximize public welfare and limit liability, Calgary Transit required endto-end video surveillance to enable control center personnel to visually verify
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Into safe operations of the LRT platforms 24/7. The solution needed to provide full HD coverage of all public spaces to ensure subjects could be easily identified and support the offenders’ conviction process. Additional key requirements included: simultaneous viewing and management of a large number of live video streams; strict retention and disposition of archived video; access to, searching of and export of archived video; designed to recover seamlessly from known system failure risks due to environmental issues; able to support a wide range of management and communication technologies with defined QoS (quality of service). The following features of the ultimate solution are particularly noteworthy: designed to support 1,000+ HD camera streams; distributed architecture able to scale beyond current security requirements and applications; 31-station deployment, including conduit, electrical, network, server and application deployment; legacy system decommissioning and cutover minimizing downtime to a small subset of a single station’s cameras at a time; full overhaul of the control center during operations. “CONTAVA worked closely with numerous manufacturers, including Genetec, Panasonic, Jupiter, Dell and Cisco,” says Carl Enright, the integrator’s vice president of sales and marketing. “The solution includes a 10Gbps IP Cisco backbone network extending to 27 LRT stations, Calgary City Hall and Victoria Park Operations Control Center. It archives and manages nearly 500 cameras op- With ridership swelling on the public transit network to more than 94 million by 2010, an upgrade of its early 1980s CCTV system was required to enhance the safety of both customers and Calgary erating in full HD, and will scale into Transit staff. Above, a Calgary Light Rail Transit train services Crowfoot Station. the thousands.” ➞ securitysales.com • OCTOBER 2011 53
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CALGARY LIGHT RAIL SURVEILLANCE
Managing Storage & Bandwidth Breaking down the solution more specifically, Genetec’s Omnicast unified security platform includes 471 Panasonic WV-NW502S megapixel H.264-enabled cameras with vandalproof domes, and another 23 Panasonic WV-NW964 outdoor-rated pan/ tilt/zoom (p/t/z) models. Panasonic WJ-GXE500 IP encoders are also used where needed to permit the retention and incorporation of select existing analog cameras. The system is hosted on Dell R510 and R410 servers. “The image quality from the HD IP cameras is excellent in comparison to the previous analog cameras,” says Hansen. “The Genetec software is relatively easy for operators to use with the availability of digital zoom and changing camera angles to improve views. The software has lots of functionality and features.” The command center features a 33foot (W) X 4-foot (H) video wall comprised of bezel-less commercial LCDs.
A Jupiter processor provides seamless video monitoring in myriad configurations. More than 45 servers were deployed running archivers, failover archivers, a directory server, a failover directory server, and a domain controller. In excess of one-half petabyte (1,000TBs) of storage was deployed in a RAID-1 and RAID-5 combination. Cameras were mounted in three general configurations: standard building surface mounts using off-the-shelf Panasonic and Pelco adapters and brackets; custom-engineered and manufactured poles for “yellow line” cameras; and custom-engineered and manufactured mounts for unique camera positioning (e.g. tunnels). “Video analytics were enabled on all cameras, but kept to basic motion functionality in order to better manage long-term storage and reduce bandwidth demands,” says CONTAVA Director of Operations David Sime. “With HD video streams peaking at nearly
The project called for replacing cameras with high definition (HD) models and supporting infrastructure at 27 CTrain stations and Calgary LRT’s security monitoring center, known as PS100.
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7Mbps on large amounts of motion, and limited storage capacity, the system reduces bitrates during times of low or no motion.” Omnicast was also integrated with escalators, elevators and assistance phones on the station platforms. This fulfilled the life-safety requirement that operators view live video of the scene before mechanical devices are activated. “The integration was achieved via bidirectional R232 to IP conversion of the control protocols on the SCADA system, followed by parsing of the data stream and custom developed code to react to various events received,” adds Sime. Two further interesting aspects of the project: the 10Gbps IP backbone included data backhaul for station messaging systems, ticket vending machines and other services; while single mode fiber was available between most of the stations across Calgary, CONTAVA supplemented it to support the network installation and 200+ cameras.
Setting Standards Straight The nature and scope of the Calgary LRT project — which called for CONTAVA to log some 9,410 man-hours — necessitated adhering to numerous policies and ensuring compliance was met all along the way. Following is a sampling of the requirements to which the integrator had to comply, plus some notes of explanation: • City of Calgary Information Technology standards (adhered to through design and consultation with the city’s IT department) • City of Calgary Recording Requirements • Canada Privacy Act (adhered to by securing network, operating system and VMS access; operator account ability to export video was disabled) • Transport Canada Closed Circuit Television Reference Manual for Security Applications ➞
The solution includes a 10Gbps IP Cisco backbone network extending to 27 LRT stations, Calgary City Hall and Victoria Park Operations Control Center. Above, a CONTAVA technician configures a Cisco switch.
that surrounds you.
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CALGARY LIGHT RAIL SURVEILLANCE
• Guide to Using Surveillance Cameras in Public Areas (Alberta Government) • Canadian Standards Association (CSA) • City of Calgary LRT Design Guidelines • UL • Institute of Electrical & Electronic Engineers (IEEE) • International Standards Organization (ISO) • National Electrical Manufacturers Association (NEMA)
Project Kept on Track, Time Given that shutting down commuter rail service was not a viable option, from the end user’s vantage point the project was especially vexing. The undertaking presented Calgary LRT with some logistical obstacles that summoned creative maneuvering. “Coordinating all of the work was challenging as there were over 30 sites where conduit and wiring had to be run, cameras replaced and new cameras installed,” says Hansen. “Most of the installation work occurred while CTrain service continued to operate, which presented safety challenges. There were also some security concerns due to potential camera outages during the replacement project, but
Cameras were mounted in three general configurations: standard building surface mounts using off-the-shelf Panasonic and Pelco adapters and brackets; custom-engineered and manufactured poles for “yellow line” cameras; and custom-engineered and manufactured mounts for unique camera positioning (e.g. tunnels). Above, three HD dome cameras mounted on a custom-fabricated pole and installed at a train station platform.
they were largely mitigated by working closely with CONTAVA staff.” From CONTAVA’s side of the proceedings, access to install cameras and structured cable in a live transit environment was fraught with hurdles interfering with effective deployment. Enright details several measures the integrator put into action to mitigate safety risks for its employees and the public.
“At all times, CONTAVA employed both a flagman for the trains and a spotter when accessing or nearing the tracks,” he says. “Barriers and watchmen were employed to keep public access from overhead or dangerous work. And off-peak hours and afterhours deployment of our resources and subcontractors reduced delays ➞ and risks.”
To maximize public welfare and limit liability, Calgary Transit required end-to-end video surveillance to enable control center personnel to visually verify safe operations of the LRT platforms 24/7. The solution needed to provide full HD coverage of all public spaces to ensure subjects could be easily identified and support the offenders’ conviction process. Above, the Operations Centre’s 33-foot X 4-foot video wall. 56 securitysales.com • OCTOBER 2011
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CALGARY LIGHT RAIL SURVEILLANCE
Since CONTAVA did not have the luxury of dealing with new construction, issues arose regarding documentation and existing infrastructure. Some of the stations are 30 years old and as a result drawings showing locations of key items were not always available. Furthermore, some of the station infrastructure needed to be reviewed to determine if it would support the new cameras, communications and power requirements. The need to actively stream and decode in excess of 100 HD camera video streams at any given moment served up yet more daunting technology challenges. As Sime describes, while using a multicast configuration was key to economize network infrastructure, it introduced some unexpected phenomena. “The problem was dubbed the ‘predator effect,’” he says. “After deep analysis of the data traffic, our network specialist was able to identify a problem with how the software and network interacted, and thus deployed an alternate network configuration to compensate.” Sime adds that decoding HD H.264 video streams on a PC was highly CPU and graphics intensive. “The requirement to decode upwards of 14 streams on a given PC was achieved by massive upgrades to the PC’s CPU and GPU [graphics processing unit], followed by significant tuning.”
Incorporated in 2004, CONTAVA has grown its business by bringing a high level of IT expertise to the realm of physical security. With offices in Calgary, Fort McMurray (Alberta), and Vancouver, the firm serves more than 850 commercial and industrial client sites across Canada. Above, the company executive team pictured left to right: Morris Chynoweth, David Sime, Curtis Nikel, Carl Enright and Rob Salmon.
Better Security Down the Line Calgary Transit has been extremely pleased with the final result of the project and its coordinated efforts with CONTAVA. LRT personnel, the Calgary Police Service and visitors alike have praised the solutions’ image clarity and ease of use. As Hansen elaborates, those qualities have reaped dividends for the agency by allowing successful intervention across a multitude of circumstances. “There have been a number of incidents that the new system has been helpful in identifying the potential individuals involved. JPEG images of potential suspects can be taken from the
Top 10 North American Light Rail Systems (ridership figures in thousands)
Illustration ©iStockphoto.com/patrimonio designs limited
System
1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
Largest City Served
Daily Riders
Annual Riders
Sistema de Transporte Colectivo Metrorrey
Monterrey
418.7
136,620
Toronto Transit Commission
Toronto
310.8
86,849
Calgary Transit System
Calgary
252.6
77,059
Massachusetts Bay Transit Authority
Boston
215.4
74,092
Sistema de Tren Eléctrico Urbano
Guadalajara
195.1
74,850
Los Angeles County MTA
Los Angeles
156.6
45,087
San Francisco Municipal Railway
San Francisco
153.9
52,163
Tri-County Metro Transportation District
Portland
127.9
36,002
Southeastern Penn Transit Authority
Philadelphia
94.4
28,766
Edmonton Transit System
Edmonton
93.6
20,605
Source: American Public Transportation Association
system and emailed to field personnel to assist in apprehension. “Individuals involved in one incident were identified within an hour based on the images produced by the new system,” he says. “Staff are able to use it to identify unattended packages such as suitcases or backpacks, as well as individuals sleeping in stations. In addition, the system has been used for vandalism and graffiti identification, and staff can disrupt activities by making a PA announcement. The system has led to faster response times.” Looking at the integrator’s relationship with Calgary LRT moving forward, CONTAVA will be involved in a station refurbishment program and upgrading CTrain platforms to accommodate fourcar trains. Work also awaits the firm to integrate the surveillance system into a new transit leg under development known as the West LRT Project. “We are very satisfied with the work of CONTAVA, and have engaged them to provide ongoing maintenance and support for the CCTV system,” says Hansen, who hopes to realize even more benefits from the solution as time goes on. “We hope to be able to push camera images out to field devices issued to our peace officers to assist them in doing their work.” ■ Editor-in-Chief Scott Goldfine has spent more than 12 years with SECURITY SALES & INTEGRATION. He can be reached at (704) 663-7125 or scott.goldfine@ securitysales.com.
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www.securitysales.com/freeinfo/20169
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EXCLUSIVE! EXECUTIVE INTERVIEW
WTC Security Director Details Site’s New Security Plan Louis Barani is shaping one of the world’s most unique and challenging security strategies at the new World Trade Center. Facilitated by multitudes of stakeholders, Barani is working to provide real-time situational awareness by connecting disparate security and building control systems across the 16-acre site.
L
By Rodney Bosch
ouis Barani is quick on the draw to assert that the unprecedented efforts to secure the World Trade Center (WTC) could not succeed without the work and solidarity of legions of stakeholders. Yet it is Barani, in his role as WTC security director, who is credited with the vision and supervisory wherewithal in bringing to fruition the immensely complex security integration capabilities at the 16-acre site. Prior to assuming the lead security role for the WTC in 2008, Barani was general manager for security programs at the Port Authority of New York & New Jersey’s Office of Emergency Management. Along with 25 years of government and private-sector experience in security-risk management and critical-infrastructure protection, he served four deployments to Iraq after 9/11 as a Navy reservist. Today, Barani remains laser-focused on carrying out the development and implementation of a first-of-its-kind security software solution he calls situational awareness platform software [SAPS]. The idea for SAPS was born from Barani’s objective to tie together the disparate electronic security and building control systems throughout the site. In short, SAPS is a hybrid solution that combines phys-
ical security information management [PSIM] and physical identity and access management [PIAM] tools. The SAPS platform made its first shining achievement when it went live for the first time during the 10th anniversary observances of 9/11 at Ground Zero. Much work lies ahead in the years-long project. When reconstruction is finally completed, the WTC will comprise six towers, the National September 11 Memorial & Museum, a performing arts center, retail shopping, a large transportation hub, a subterranean vehicle security center and more. ➞
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WTC SECURITY STRATEGY
In an exclusive conversation with SECURITY SALES & INTEGRATION, Barani details the work behind a comprehensive security strategy that will balance critical infrastructure protection, emergency operations and business continuity requirements of the WTC with the economic viability of this unique commercial enterprise. What were the expectations given to you when you took on the WTC security director position? Louis Barani: Nobody really had a good idea of how the site was going to operate security-wise. They put a lot of time and effort into the design, which took into account design-based threats developed in conjunction with the NYPD and many other factors, such as lessons learned from 9/11. I had to come up with the concept of operations on how the site would work, how we would integrate the different stakeholders and then how we would communicate information. Everybody needs to understand what is going on in the site in case of a negative event or an event that could lead to problems. I developed a task order-driven program. We started with concept of operation. We took a look at SAPS and the network that was available. We looked at how we were going to get connectivity and communication between all the different components, since each one of them was basically built in a silo. Towers 1, 2, 3 and 4, the memorial, the performing arts center and the vehicle security center were all different silos. There was no communication connectivity around it. We had to figure out how to get communications and situational awareness throughout the site. What are the components behind SAPS? Barani: SAPS is really two software pieces. It’s the VidSys [PSIM] software and the Quantum Secure [PIAM] software. They are both powerful tools, but in my mind situational awareness is an event FIND IT ON THE WEB F For much more from this conversation, see F the online version at securitysales.com/Barani th
Prior to becoming security director for the WTC in 2008, Louis Barani served as general manager for security programs at the Port Authority of New York & New Jersey’s Office of Emergency Management.
and an identity. Things just don’t happen without someone doing it. So I had to make sure that with 50,000 tenants and more than 1 million visitors annually, and other similar aspects, I had to make sure we could figure out a way to correlate events with identities. I asked VidSys and Quantum Secure to engineer a single-rules engine between them. How does the single-rules engine work? Barani: To correlate between event alarms with the VidSys software and ID alarms with Quantum, there has to be a single-rules engine so that they are seamless. It has to act as if it’s a single system. Otherwise you have somebody looking at one system, another person looking at another and then you have human intervention. I wanted to take out as much human intervention as possible. The software is there to do it, but we had to get it together and be able to write single rules. For example, if someone were to light a fire in one of the buildings, the event would be captured from alarms from the VidSys system and the identity — how the person got up there, identifying that person, and figuring out where he came from and how he got into the building — would come from Quantum. Describe in general terms the disparate systems SAPS will merge. Barani: Because of the multiple stakeholders, SAPS goes into multiple sys-
tems. Let’s take something easy like CCTV. Right now, we have four different video management systems on the site: Pelco, Genetec, Verint and Avigilon. Normally, these cameras and these VMSs don’t talk to each other. With SAPS I can pull geolocated cameras from each system so I have the best possible situational awareness picture. That’s the same with the access control system. We’re also going to use the fire alarm systems. Normally, the VidSys system goes into the traditional security system — access control, CCTV and alarm. But I’ve asked them to exercise their capabilities and pull in fire, which has never been done, pull in building management systems, HVAC, elevator control and a couple of others. We want to correlate all these alarms into a single dashboard and fuse the information into a single situation. Does your emergency risk assessment plans include how people in buildings adjacent to the WTC are supposed to react during an event? Barani: SAPS is a Web-based system, but it’s basically a closed intranet. What we’ll do is give access to the system based on need. There are different levels. There is administrative, which has access to all the alarms, all the rules and all that. There is the operational stuff, which we use in the sitewide operation coordination center, which will be manned by security people, operations people, NYPD, PAPD [Port Authority Police Department] and FDNY. They get the benefit of all the cameras and systems. Then, there are our neighbors, who will get a limited view, but they can understand what’s going on. It’s kind of like a scrolling news ticker. You have a picture of what’s going on and then you have some sort of narrative about the details of what’s going on. That’s how I envision it. We haven’t finished developing it yet, but that’s how I envision getting information out to our neighbors so we won’t have to make 1,000 phone calls and they can understand what’s going on immediately. The first responders
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that are working within the sitewide operations coordination center can provide information to them so that if there is a situation, they can either evacuate or shelter in place, depending on what the first responders, police and the fire department think best applies to the situation. Have property managers and site tenants been key players at the planning table? Barani: Absolutely. I have to try to balance commercial viability with security. That’s a hard thing when you have a stakeholder that wants to lease space and you have all this security to deal with. I’ve been through this with a couple of the tenants we have now that we’ve signed up. They want to be sure that they’re safe, but they also want to be sure their operations are going to run effectively and, for example, that there aren’t going to be any delays in deliveries. A lot of businesses have “just in time” inventories or deadlines and things that have to be brought in. We can’t have a security strategy that delays people from getting into the site. Security in an American city should be effective for the threats, but also seamless so that people don’t feel like they have to go through East German checkpoints to get onto the site. They feel safe and secure. They see the police; they know that there is security and they know that there are people watching over them, but they don’t feel like it’s overbearing. SAPS was operational for the first time for the 9/11 anniversary. Was that a learning experience? Barani: Yes, it was up and running. We had perimeter cameras and security cameras on the site. We also had the rudimentary access control system for construction at all the gates. Now that we’re done with the 9/11 anniversary, we’re going to start bringing in [other systems as they come online]. It’s a learning process every day. The critical thing for me is going to be once we bring in the other systems and we start conducting [operational] workshops [with first responders], that’s
when we’ll really know the power of the system. That’s when people will really get it. Everything that we’ve talked about before has been concepts. Now, there is a working system and a dashboard and keys that you can touch, camera views that you can see, and alarms you can hear that are aggregated into one situation. Are new uses for SAPS coming to light? Barani: Right now the concept of the system is to monitor. But people are starting to look at, without conflicting with the authority of the stakeholders, ways to make it more effective. For example, the fire department is taking a look at being able to control some building systems. That will have to be discussed with the stakeholders and, essentially, brought into code. That will be looked at as we work our way through the workshops and fully understand what the first responders are looking for on the law enforcement side and on the fire/life-safety side. What other technologies are you looking to implement at the WTC? Barani: We’re looking at technology as it comes up, such as behavior recognition analytics. Instead of drawing a box around an area or looking for pixilation, it learns the activity in the area that it’s watching and then alarms on any anomalies. For example, if you have a hallway crowded with people who are different sizes and walking up and down in different directions, the system will learn that. But if someone pulls a picture off of the wall that would be an anomaly. It would be a movement or behavior that wasn’t learned and it would alarm. We’re looking at facial recognition, which is not quite 100 percent, and pairing that with a noncooperative iris scan. In coupling the two technologies, we’ll have a better chance of identifying someone who may present a potential threat to the World Trade Center. FIND IT ON THE WEB F To T o read more about the security design aand installation efforts at the World Trade Center, check out securitysales.com/wtc.
An artist’s rendering of the architectural elements of the World Trade Center in New York City. A first-of-its-kind situational awareness platform software (SAPS) solution will connect disparate electronic security and building control systems throughout the 16-acre site.
How would SAPS be leveraged during a hypothetical event, like an active shooter? Barani: Let’s take a look at what happened in Mumbai. The terrorists ran in into different areas and they lit fires. They were waiting to draw in [first responders] and then do as much damage as possible. So with SAPS, based on pulling in all the data, we would know where the fires are and we would be able to track the terrorists with video. We would be able to use all the systems, like the elevator systems, etc., to track their movements. For example, if they set a fire, normally the fire department would arrive on the scene to put out the fire. But we don’t want to send a fire company into a fire when there are four guys in there with AK-47s waiting for them. The same with the police department. If the bad guys are trying to draw in firemen and police officers, let’s give them as much information as possible about what’s going on at the site before they go in. We may be able to pull up video on how many terrorists are present, what their arms are, what kind of clothes they’re wearing and other details about their identities. ■ securitysales.com • OCTOBER 2011 63
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SALES MANAGEMENT
Know the Angles of
Integrators need a well-managed and organized sales structure to successfully transition to an IP-based video business model. Learn the fundamentals to sell prospects and existing customers on the many benefits and value of networked video in order to compete in this burgeoning market.
A
©iSto ckph oto.c om/B aris
Sim sek
Selling IP Video By Bill Taylor
sluggish economy has slowed sales of IP-based video products along with other sectors of the security and video surveillance market. But despite current market conditions the long-term outlook for these technologies remains bright; there is consensus throughout the industry that IP-based sales will overtake analog sales sooner rather than later. For now it may be that a volatile economy is convincing customers to stick with the tried-and-true. It would be a mistake for installing security contractors to take solace in the continuing success of analog in the mar-
ket. Entrenched affinity for analog systems is likely to send a decent amount of analog business to integrators in the near-term. Yet analog technology will eventually fade away. Integrators who resist the transition will be hopelessly, and perhaps irreversibly, behind the times. You don’t want to be holding tight to the legacy of analog video right up until the phone stops ringing. A better plan is to make strategic choices and investments now related to management, marketing and sales to get a larger share of the early IPbased business pie. Most importantly, making a move now enables an integrator to be well-poised to lead the
market when IP growth really kicks in, whether it’s next year or three years down the line. Let’s take a look at some of the elements security dealers and integrators should embrace as part of an effective IP market strategy.
Understand the Changing Market The first step in embracing the industry shift to IP-based systems is to understand the market dynamics at play and the resulting effects on end users. The use of networks to empower physical security systems has blurred the lines of authority at end-user companies. The security director, as always,
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OPPORTUNITIES WITH IP VIDEO
is clearly a major decision-maker in buying a new system. Yet corporate IT managers are also key influencers regarding a system’s infrastructure, specifically related to how a networked system might affect or interact on the enterprise level. Fundamentally, a networked physical security system becomes an integral
the potential to deliver an overall return on investment (ROI). In some situations, integrators can actually help to bridge the internal gap between the security department and the IT department; for instance, by being able to speak in the jargon of either discipline.
©iStockphoto.com/kjekol
Training Staff, Educating Clients
A networked physical security system can become an integral part of the information flow of an enterprise. This fact can affect everything from who makes the final buying decision to system maintenance and service after the sale.
part of the information flow of the enterprise. The ramifications of that truth affect everything from who makes the final buying decision to service after the sale. Larger installations are even more likely to have additional stakeholders involved in the buying decision. A firm grasp of the marketplace nuances can enable integrators to tailor their sales presentations to the decision makers. Integrators also have to understand the fundamentals and how they relate to each customer, including how the security system interfaces with the enterprise network, the benefits it can provide to the end-user company and
Training goes into the cost column of an integrator’s ledger, but there is no better investment in the long-term health of the business. A working knowledge of the latest technologies is always paramount. This is especially true when a market is in transition. Customers considering the leap to an IP-based surveillance system will be looking for an integrator with an ITcentric workforce that has network knowledge and experience. Because multiple issues and problems can arise, whether during installation or with the finished system, an integrator’s employees must be able to deal with system variables. Because end users involved in smaller installations are unlikely to have IT expertise available in-house, the integrator’s role becomes that much more valuable. Hence, employees with networking certifications from Cisco and Microsoft demonstrate an integrator’s commitment to IP-based systems, as well as industry certifications from organizations such as Building Industry Consulting Service Int’l (BICSI) can also be helpful. Employees should also be welltrained by equipment suppliers in the specifics of various systems. Another aspect of a market in transition is the need to educate end-user customers. Almost everyone has heard of IP-based video, but how many of an integrator’s prospects truly appreciate the inherent advantages of newer systems? Integrators can play an important role in educating the market. Equipment suppliers are doing their part to communicate the value of IPbased systems to the marketplace, but the integrator is uniquely positioned to help an end user apply that information to the specifics of their situation. Integrators who are advocates for IP
systems, who know and appreciate the systems’ advantages, will be rewarded with more business. Integrators should also create sales tools to help them educate prospects on the advantages of an IP system. This is another area where manufacturers can assist integrators by making sales and marketing materials readily accessible, informative and editable so they can tailor them to individual presentations. The easier it is for integrators to communicate the benefits of networked systems to their prospects, the faster the sales process will take place. Information on the overall functionality and lower total cost of ownership (TCO) of networked systems will be of great interest to management and other purchase influencers. Also necessary, be prepared to share and illustrate success stories. It is impossible to overemphasize the importance of building a track record of successfully deployed IP systems. Past project wins are an invaluable sales tool that can help develop and win new business. Integrators should always ask satisfied customers if they would be willing to talk with future prospects about their experience with the integrator. Such peer-to-peer communication is invaluable and integrators should document their most current installations as references. Take pictures, collect testimonials, maybe even shoot videos and use them to convey how your solution helped resolve the customer’s “pain points.” Prospects with similar security issues will be able to easily identify with similar installations, and will trust you to take their pain away too.
Developing a Migration Path to IP Ideally an integrator should develop a long-term relationship with a customer built on trust and an ongoing, mutually beneficial business partnership. Realizing such an approach depends on looking beyond the idea of simply “selling a system” and thinking long-term about how you can meet the end user’s continuing needs, both now and in the future. The approach is a way to turn an integrator’s full list of current and past
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analog video customers into prospects for IP-based systems in the future. The impact of networks to transform businesses of all kinds is a common belief with most end users, so many will be looking to make the change over time. When a customer looks to expand their system, it’s an opportunity for the integrator to become that client’s true partner. Case in point: The ongoing success, dependability and longevity of analog-based systems can create an opening to incorporate existing systems into new networked systems using a hybrid approach. New server solutions and digital converters can be used to translate analog video signals to be incorporated on the network. Hybrid systems enable customers to start small in their embrace of IP and to expand the system by adding networked products over time as they see the benefits. When does it make sense to use a hybrid approach versus a complete system change? Integrators should be able to take customers step-by-step through the possible paths and explain the costs, advantages, disadvantages and long-term impact associated with each methodology. That’s how you turn a possible one-time sale into an ongoing and continuously lucrative partnership. Developing an after-sales strategy is also vital to creating additional revenue streams. For example, service and maintenance agreements can be profitable for the integrator, especially if the company lacks IT-knowledgeable staff. Because a lot of IP-based system functionality depends on firmware and software updates, an important function of a service and maintenance agreement is to ensure the latest versions are deployed. For the user, a service contract enables a set dollar amount in costs to be budgeted per month, as opposed to facing uncertain costs related to needed or unexpected repairs or maintenance. The integrator can be that valuable goto source in ensuring continuing system performance. What’s more, you never know when they might start looking for a new system.
Let’s also take a moment to briefly examine how IP-based video can be integrated with other networked systems in the enterprise, thereby opening up new opportunities for an IP-savvy integrator. How interested would a retail customer be to learn their video system could be integrated with a point-of-sale (POS) system? Similarly, would they be interested in integrating a video surveillance camera with a business telephone system that could also provide video monitoring capabilities? Considering new and additional opportunities could help a security-focused integrator enter new markets and offer a broader-based menu of solutions to current and future customers. For end users, such integration can make their businesses more cost-effective and efficient in the long run.
Expand Your List of Suppliers A consequence of a changing market is a shifting mix of supplier companies an integrator can align with. New providers of physical security information management (PSIM) systems and IPbased access control systems enter the market all the time and should be evaluated, accordingly. A key variable to consider is how easily these new systems integrate with third-party suppliers. Oftentimes, integrators looking to simplify the integration process may find the easiest route is to use various technologies from a single supplier that offers a broad product line. These “pre-engineered” systems work right out of the box, plus there is the added advantage of one supplier taking responsibility for the system’s success. Whatever the scenario, shrewd integrators stay abreast of what the market offers and adjust their strategies to leverage best-of-class solutions for the benefit of their customers. This has historically been a good approach for integrators and it applies more than ever to the changing IP-based market.
The Time Is Now to Take Action To summarize, IP-based systems offer an unprecedented opportunity for security integrators to generate new
©iStockphoto.com/lightyear105
OPPORTUNITIES WITH IP VIDEO
Integrators should always ask satisfied customers if they would be willing to talk with future prospects about their experience with the integrator. Such peer-to-peer communication is invaluable and integrators should document their most current installations as references.
business opportunities. To take advantage of new technology trends, integrators need to make an investment in training personnel on emerging IP technologies, and/or by hiring professionals with the required expertise. It’s more than an investment in new sales development; it’s an investment that will help integrators ensure the future health of their overall businesses. The role of integrators continues to evolve in the security industry, and the most successful integrators in the next decade will likely be those who incorporated these changes and transformed their businesses today. Building an IP-based integrator business is a challenge, but those with a history of service and customer satisfaction are well-positioned to make it happen, assuming they take the necessary steps. Think long-term rather than short-term while recreating your business in the image of a new industry. ■ Bill Taylor is President of Panasonic System Networks Company of America. He can be contacted at bill. taylor@us.panasonic.com.
A special focus on IP-based video products is featured in “The Essentials.” See page 82.
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EMERGENCY COMMUNICATION SYSTEMS
An Intelligent Approach to
Intelligibility
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NFPA 72-2010 includes a section outlining important new requirements for voice evacuation systems. Better understand the concept of intelligibility, learn about the code changes and how they apply to notification systems.
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By Christa Poss
ven for seasoned pros, designing a voice evacuation system to meet current intelligibility requirements can be challenging due to a wide variety of independent factors that can influence the results. However, National Fire Protection Association (NFPA) requirements have been created to limit the complexity of these systems by minimizing the potential for over-design. NFPA 72-2010 defines intelligibility as the quality or condition of being intelligible (3.3.124). It defines intelligible as capable of being understood; comprehensible, clear (3.3.126). Those familiar with the code will recognize that this is a slight change from NFPA 72-2007, which defined intelligibility as audible voice information that is distinguishable and understandable (3.3.211). These definitions can be ambiguous. Therefore, it is important to know how to properly design for and predict intelligibility for each installation based on objective factors. Per-
haps an easier way to look at intelligibility is as the measure of the effectiveness of speech, or the percentage of a message that is understood correctly.
Taming the Terminology Before going any further, there are several key terms to be aware of in order to properly understand and apply intelligibility requirements. Acoustically Distinguishable Space (ADS) is a term added to NFPA 72-2010. Establishing ADSs is foundational to planning an intelligible system. Speech Transmission Index (STI or STIPA) is the most common quantitative methodology for measuring intelligibility using a test meter. It is a weighted average of the response to fluctuating modulation frequencies. The Common Intelligibility Scale (CIS) was created to map all quantitative intelligibility measurement methods to the same ➞ scale so that all different results can be compared.
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INTELLIGIBILITY AND NOTIFICATION
Emergency Communication System (ECS) is an NFPA term that refers to large, site-wide notification systems. Mass Notification System (MNS) is a military term used for the same types of systems. Intelligibility would relate to the voice evacuation system portion of a fire or ECS system.
Key Intelligibility Factors
surfaces. If echoes are spaced too closely together, the sound cannot be clearly distinguished by the listener, so minimizing reverberation is key to achieving the intelligibility score desired. Some of the main factors that affect reverberation include room size, the reflective properties of the surfaces in the space, the orientation of the speaker and the sound output of the speaker. Talker and Listener Abilities — There is great variation in Ratio the human element relating to intelligibility, specifically 84 dBA around the abilities of the talker and listeners. Talker abilities that could affect intelligibility would include accents, dialects, 87 dBA diction, frequency of voice, etc. Listener ability is the sensitivity of a listener’s hearing.
over the frequency range, the better the speaker intelligibility will be. Harmonic Distortion — The average person can detect as little as 2-percent distortion when listening to sound output. Once the sound output reaches 15-percent distortion, it is considered nonintelligible. UL allows up to 20-percent distortion over the range 7103,550Hz. However, this would make
While the properties of the speaker have some impact on Figure 1: Signal-to-Noise the intelligibility of a system, most factors have to do with the occupancy itself. Signal-to-Noise Ratio — SNR 10 ft 1W is a comparison of the sound level produced by the speaker to the ambient or background noise in the room. In order to 10 ft 2W help achieve the needed intelligibility, it is important 81 dBA to ensure the speaker sound Cracking Open the Code 2W 20 ft output is 10 to 15dB over amWhile previously located in bient noise. NPFA 72-2010, the Annex of NFPA 72-2007, inChapter 18, calls for an avertelligibility requirements have age 15dB over ambient. Go- When installing speakers, each time the power output or number of been written into the body of ing any higher than this re- installed speakers is doubled, the sound output increases by 3dB. the code for NFPA 72-2010 Each time the distance between the listener and sound source is sults in diminishing returns doubled, there is a 6dB loss in loudness. (Chapters 18 and 24). For intelin terms of improving intelliligibility, Chapter 24 states that for a poor sounding speaker. Therefore, the system should be capable of reprogibility. Therefore, if a better intelligibility score is needed, more speakers the least amount of measurable distor- ducing intelligible messages in accortion is desired. should be used at lower tap settings as dance with Chapter 18. There are many factors that affect opposed to increasing the sound outAs noted earlier, ADS is an important harmonic distortion. These include tol- new term added to the NFPA 72-2010 put on the existing speakers. erance of the message generator and code. An ADS is “an emergency comAs Figure 1 shows, when installing amplifier, loading of the audio ampli- munication system notification zone, speakers, each time the power output fiers (load vs. available power), or meor number of installed speakers is douor subdivision thereof, that might chanical factors like wires touching be an enclosed or otherwise physibled, the sound output increases by the cone of the speaker, excessive volt- cally defined space, or that might be 3dB. Each time the distance between the listener and sound source is dou- age drop in the speaker line, vibration distinguished from other spaces due caused by poor installation or dam- to acoustical, environmental, or use bled, there is a 6dB loss in loudness. Frequency Response — For voice evac- aged speakers. In addition, all man- characteristics, such as reverberation uation, speakers should ideally have ufactured equipment has distortion time and ambient sound pressure levbuilt into it. All of these different fac- el” (section 3.3.2). Some factors that a frequency range between 150 and tors build on each other and have a cu- might acoustically distinguish spaces 11,000Hz because this is the frequenmulative effect on intelligibility. cy range that an adult voice producwithin a given area include floor, wall, es. UL requires and tests for a narrow- Reverberation — This is the per- and ceiling materials; ceiling heights; er frequency range, between 400 and sistence of a sound through echoes and ambient noise conditions. and reflections after the initial sound 4,000Hz, because this is closer to the A c c o r d i n g t o t h e N F PA c o d e source is removed. These echoes and (18.4.10.1), each ADS is determined by average range in which humans can reflections are the main reason why it the system designer during the planhear sound efficiently. When measuring frequency response, is often difficult, sometimes impossining and design phase of any system. ble, to achieve a required intelligibili- In addition, each ADS shall be identiit is important for frequency to be as flat as possible to produce the most intel- ty score in certain environments, like fied as requiring or not requiring voice large, open areas with very reflective intelligibility (18.4.10.2). Finally, when ligible sound. The flatter the response 72 securitysales.com • OCTOBER 2011
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INTELLIGIBILITY AND NOTIFICATION
intelligibility is required by the authority having jurisdiction (AHJ), ADS assignments have to be submitted for review and approval (18.4.10.3). One of the main goals of the new wording around ADSs and the intelligibility requirement in NFPA 72-2010 is to help avoid over-designing and testing systems to meet intelligibility requirements in areas deemed “impossible” based on criteria identified in the ADS assignation phase.
Figure 2: Applying NFPA 72-2010
Testing Basics
When intelligibility is required and must be measured, quantitative methADS Assigned STEP 1 ods using an intelligibility meter are typically used. Intelligibility meters, which NO Intelligibility measure either STI or CIS Complete STEP 2 Required? scores, are the most accuYES rate and practical means of conducting intelligibiliMeasurement NO Complete STEP 3 ty testing. Required? There are also a number YES of subjective test methods that use a group of people Subject-Based Objective STEP 4 Measurement who listen to a passage that Measurement is spoken or played over the Laying Out the System speaker system. The group Additional information in The process starts with determining the different Acoustically DisChapter 24 provides require- tinguishable Spaces (ADS) within an occupancy. In Step 2, designers is then asked to recall how ments for laying out an intelligi- determine if intelligibility will be required. If it is, designers move on much of the passage they to Step 3, and finally Step 4 if measurement is required. understood to determine ble voice evacuation system for the intelligibility score. The two main an ECS. Section 24.4.1.2.2.1 requires: types of tests done in this manner are • The speaker layout of the system telligibility requirements. In Step 1, shall be designed to ensure intelligibilthe process starts with determining the the Modified Rhyme Test and Phoity and audibility different ADSs within an occupancy. In netically Balanced word score. To get • Intelligibility shall first be determined Step 2, designers determine if intelligi- more detailed information on intelligiby ensuring that all areas in the building bility will be required. An example of bility testing, review Annex D in NFPA have the required level of audibility where intelligibility would not be re- 72-2010. In most cases, however, the more • The design shall incorporate speakquired is an area deemed impossible. er placement to provide intelligibility If not, the process is complete. If intel- practical method is to use a meter. Following are the basic steps of performIn order to lay out speakers for a voice ligibility is required, designers move ing intelligibility testing using a meter: evacuation system, there are sever- on to Step 3. al things one needs to know about In the new Chapter 18 for Notifica- 1. Calibrate the meter: At the beginning of each testing period the meter the speakers and the environment in tion Appliances, NFPA 72 states that which they will be placed. The folwithin the ADS, where intelligibility is should be calibrated using the instructions supplied by the manufacturer. lowing information is needed to meet required, voice communications sysNFPA requirements: tems shall reproduce prerecorded, syn- 2. Measure ambient dB • The average ambient background thesized, or live messages with voice in- 3. Measure dB with test tone: Run the intelligibility test tone and ensure that noise level of the area telligibility (18.4.10). In each of these • Room characteristics, i.e., length, defined spaces, measuring for intelligi- the dB reading with the tone is at least 15dB over ambient. width, and height of the ceiling and re- bility may or may not be required. flectivity of the surfaces in the room For example, in some areas, such as 4. Set the meter for intelligibility testing: Check to ensure that the meter is set • The coverage angle or polar plot of hotel rooms and some office spaces, the speaker the code may require intelligibility but properly. Most intelligibility meters also Commercially available software pro- not testing or verification. In these cas- do other types of acoustical testing. 5. Choose a scale: Make sure that the grams can be used to simplify the design es, it is adequate to ensure those conof intelligible voice evacuation systems. ducting the testing can hear and un- proper testing scale is selected. One such application is the EASE Evac derstand the messages in these small 6. Run the intelligibility test software (evac.afmg.eu), which is used spaces. The code assumes that occu- 7. Record the intelligibility score: Note the score and move on to your next test by sound designers to model acoustipants will also be able to understand cal properties for specific environments these messages. In the cases when area. Many meters can save test data inand speaker configurations. measurement is not required, the pro- ternally to be downloaded to a computer at a later time. cess is complete. ■ If measurement is required, then 4 Steps to Applying the Code Poss is Marketing Manager, Audible Visible Step 4 is deciding what type of mea- Christa Figure 2 illustrates the process inBusiness Unit, for St. Charles, Ill.-based System Sensor (systemsensor.com). surement will be performed. volved in following NFPA 72-2010 in74 securitysales.com • OCTOBER 2011
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FIRE/LIFE SAFETY CASE STUDY
WIRELESS PROTECTION Preserves Pieces of
History McDaniel Fire Suppression, Fire Alarm & Security takes on installing a fire/intrusion detection system for an Indianabased history museum. The challenge? Providing an efficient system without compromising the multimillion-dollar historical building’s structural integrity.
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Built in 1871, The Porter County Museum of History formerly served as the Porter County Jail and Sheriff’s Residence before changing its purpose in 1975.
By Ashley Willis
ach year, several thousand people visit Porter County Museum of History (PCMH) of Valparaiso, Ind., to learn about the town’s legacy. Established by the Historical Society of Porter County (HSPC) in 1916, the museum displays mementos such as photos of early town settlers, copies of local newspapers from the mid-1800s to the 1960s, historical art, old court documents and more. One of the most popular displays at the museum features John Sullivan, also known as Broncho John, a cowboy in the early 1880s who started as a stunt rider with Buffalo Bill Cody. In 1949, Sullivan donated his Winchester guns, detailed logs of his shows, personal correspondence and two original Abbot-Downing Concord stagecoaches. As the size of its collections increased, it became evident that the museum would need a larger venue to display exhibits. As a result, PCMH moved to the Porter County Jail and Sheriff’s Residence in 1975, where it remains today. Yet, with all those valuable artifacts, PCMH did not have a reliable fire or security alarm system, PCMH Executive Director Kevin Pazour says. “There was a pre-existing system in the building. Unfortunately, it began to systematically fail one piece at a time,” he says. “The last update to the system was done in 1980, so we were in dire need of a system that was functional.” Additionally, there was another fire-related issue facing the museum. In the rare instances that the system operated effectively, there were still areas in the build-
ing that were not monitored for fire, including the second floor storage areas. “It did not have a single smoke detector or fire sensor,” Pazour says. “We keep a lot of our very precious items in there, like our paper collections that could have gone up in smoke. Additionally, most are unaware that our greatest artifact is the building itself, which has a multimillion-dollar value and was built in 1871. Quite honestly, with that system, half the building could have burned down before we were ever alerted.” So, PCMH officials and the Porter County Board of Commissioners (PCBC), which owns the museum, sought to find a fire and security dealer that could install easy-to-use and effective systems without damaging the historical building.
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MUSEUM FIRE-INTRUSION PROJECT
McDaniel Fire Suppression, Fire Alarm & Security installed audible signals, horn strobes, manual pull stations and smoke detectors on all floors to protect exhibits.
Let the Bidding Begin The board of commissioners enlisted the help of South Bend, Ind.-based DLZ Indiana LLC, a full-service architectural/engineering consulting firm, to help find the best fire/life-safety contractor for the job. DLZ presented the project at local meetings for Indiana business leaders, which led to roughly 12 companies placing a bid for the job. PCMH officials then invited each contractor to take a tour of the facility and to provide a general overview of what they expected from the new system. Dealers then came up with system design ideas and presented them to PCMH. Included among the bid participants was Valparaiso, Ind.-based McDaniel Fire Suppression, Fire Alarm & Security, a holding of The Freedom Group LLC, a private investment firm based in Geneva, Ill. Specializing in fire alarm, fire suppression and security systems for more than 75 years, the company offers comprehensive design, fabrication, installation, service and more to its 5,000 clients. With a satellite office in Champaign, Ill., McDaniel’s core business is a mix of 75-percent commercial and 25-percent industrial. Having completed more than 10,000 projects, the company recently
Among the most popular displays at Porter County Museum of History is the Broncho John exhibit. A cowboy in the early 1880s, Broncho John donated his personal items to the museum in 1949.
began offering access control and video surveillance to serve its customers. During the submittal process, McDaniel worked closely with DLZ to select devices and equipment best suited for the application. In the end, however, it was McDaniel’s familiarity in working with historical buildings that helped the fire systems installer win the job. “It’s not always easy working with a building that was built in 1871, especially in terms of the jail, which is largely brick, concrete and steel,” Pazour explains. “What we liked best about McDaniel was their willingness to work around the historical features of the building and not compromise the integrity of the historical structure.” After choosing its installer to deploy an effective burglar/fire alarm system,
Pazour assumed it would be smooth sailing. However, two weeks before the project was scheduled to start, PCMH officials received a rude awakening — the museum had been burglarized. Fortunately, the thieves did not take any artifacts. However, they were able to run off with the museum’s computer equipment, two cameras used to catalog items in the collection and a hard drive used to store information about artifacts. “Thankfully, we had the hard drive backed up elsewhere,” Pazour says. “But I feel the break-in had a lot to do with a media release. At a public meeting, I asked them not to print anything about the upgrade of the system, but it was printed anyway, mentioning that the system was currently down. We were broken into the evening that the article was issued.” As a result, McDaniel’s three-person installation team got right down to business.
Wireless System Installs Easily In order to preserve the aesthetics of the building, McDaniel had to choose a system that would not cause damage to the historical structure, according to company General Manager Eric Wallenius. “The installation logistics were a challenge due to the age and construction of the building,” he explains. “Back in the day, the sheriff lived in the front part of the building and the jail was in the back. The steel walls are a couple of feet thick, so during our inspection of the building, we constructed a custom solution for the system in order to minimize any destruction of the original building. We also wanted to maximize the capability of the system.” With the help of DLZ, the McDaniel team decided that wireless technology would work best because it would eliminate the possibility of exposed conduit. To handle the wireless functionality, the crew installed the Honeywell Vista 128FBP, a fire alarm and burglary control panel that supports up to 128 zones/points using hardwired, wireless and V-Plex addressable technologies. The UL 864-Listed system also features automatic smoke detector sen-
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MUSEUM FIRE-INTRUSION PROJECT
To avoid damaging the museum’s aesthetics, McDaniel hired a contractor to paint over any exposed conduit. ▶
▲ Prior to installing the new system, the museum’s attic did not have smoke detectors or fire sensors, putting items, such as a treasured paper collection, at risk.
sitivity maintenance testing, four-wire smoke reset using onboard J2 output trigger, carbon monoxide (CO) zone support and Internet alarm reporting. “This is the first time we used this panel in particular,” Wallenius explains. “This panel pretty much had everything that we needed along with a secondary phone line as well as a radio transmitted phone line. We used a radio transmitter so that if somebody cut the hard line, the museum would still have access.” Additionally, the McDaniel crew installed manual pull stations, smoke detectors, audible signals, and horn strobes on all floors. They also installed heat detectors in the basement. On the intrusion side, all windows and doors are protected by magnetic contacts and motion detectors are placed throughout the building. Installing the Vista 128FBP was easier than expected, thanks in part to a local subcontractor that helped McDaniel with the installation. Wallenius credits good communication as the reason for the success, as they conducted weekly update meetings to determine the project’s progress.
get through the wall is difficult,” Wallenius says. “We ended up having to find a chaseway, coming up into the attic and then coming back down through all the walls.” Additionally, McDaniel hired a contractor to paint over any exposed conduit. The challenge here was choosing the correct paint color to match the aesthetics of the museum. As an active tourist attraction, the fire/ life-safety contractor needed to set up an installation schedule that would not interfere with PCMH’s business operations. “Working within the limitations of a fully operational and occupied facility, which was open to the public throughout the project, was definitely a challenge,” DLZ Architect and Engineer
to operate the system. Attributing his ability to able to use the system to his great training, Pazour adds that McDaniel is more than willing to provide refreshers if ever the need arises. Since the project’s completion, PCMH has not experienced a break-in, although Pazour notes that there were a few scares with the new system. “We’ve had a couple of false alarms because of a bat,” he explains. “We took care of that very quickly, and we were able to relocate the bat to another place outside of the building. We also had some issues with the window sensors. As soon as I alerted McDaniel to the problem, and they realized that it was a problem with the installed sensors, they replaced them immediately.”
Porter County Museum of History Executive Director Kevin Pazour says that since the system’s deployment there have been no incidents.
Eric Beaulieu says. “There were also obvious security concerns when contractors and employees are given access to areas that house valuable artifacts.” To avoid any potential conflicts, the installers coordinated an installation schedule with Pazour, who was onsite during the entire project.
Maintaining Structural Integrity
Handling a ‘Batty’ False Alarm
As mentioned, McDaniel wanted to do its best not to damage the structure’s aesthetics, but plaster was quickly becoming the team’s Achilles’ heel. “Anytime you get into a plaster building, especially when there is a single brick wall with plaster over it, trying to
When the three-month project ended in June 2011, McDaniel found a local, third-party provider to monitor the fire alarm and intrusion detection system for PCMH. The installer also provided Pazour, who is the museum’s only full-time staff member, with training
As PCMH continues to redevelop exhibits and reinvent the facility, there are plans to integrate a video surveillance system in the future to further enhance system capabilities. Still, museum officials, PCBC and more than 20 volunteers are pleased with not only the new system, but also McDaniel’s great customer service. “It is considerably easier to sleep at night knowing that our museum is safer thanks to the innovative work of McDaniel,” Pazour exclaims. “If anything, their history belongs in our museum.” ■ Ashley Willis is Associate Editor for SECURITY SALES & INTEGRATION. She can be reached at (310) 5332419 or ashley.willis@bobit.com.
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IQinVision Sentinel HD Megapixel Camera The Sentinel by San Juan Capistrano, Calif.-based IQinVision is a multimegapixel all-weather camera. Featuring H.264 main profile and MJPEG compression, the camera offers remote back focus, which reduces installation time, according to the company. Both ONVIF and PSIA compliant, the product can produce 30 frames per second (fps) at 1,080p or 10 fps at 5 megapixels. It also offers a day/night movable infrared (IR) filter and power over Ethernet (PoE). www.securitysales.com/FREEInfo/20402
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SECURITY CENTRAL IS A FAMILY-OWNED BUSINESS. Courtney Brown and Ellen Brown Meihaus. www.securitysales.com/freeinfo/20171
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The Essentials SPECIAL SHOWCASE: IP Video Surveillance Digiop Elements 8.0 Video Management Software Digiop of Indianapolis releases the Digiop Elements 8.0 software, a video-enhanced intelligence platform that integrates video and data. The software consists of four of the company’s software components. The Connect element is a unified dashboard that presents video and data on a single interface; the Control element is a Web-based portal that allows users to configure systems; the Data element integrates information from back-office systems and devices with video recorded by the Core element, a video recording platform that provides real-time recording of analog and IP cameras. www.securitysales.com/FREEInfo/20406
Arecont Vision D4S and D4F Series Dome Cameras Arecont Vision of Glendale, Calif., release the D4S and D4F Series of 4-inch indoor megapixel dome cameras. The series includes the company’s 1.3-megapixel 1,080p, 3- or 5-megapixel compact cameras in surface mount or in-ceiling mount dome housings with 3.3-12mm varifocal infrared (IR)-corrected lenses. Available in color or day/night versions, each camera features an adjustable two-axis gimbal to provide 360° pan and 70° tilt adjustment. www.securitysales.com/FREEInfo/20407
Canon VB-M600VE Fixed Network Dome Camera Canon USA of Lake Success, N.Y., releases the VB-M600VE vandal-resistant fixed network dome camera. Housed in a clear polycarbonate dome mounted to an aluminum body, the product has an IP66 rating for dust and waterresistance. The camera’s lens is mounted in a damping mechanism to protect it against violent impacts, the company says. An optional heater allows the camera to be used in temperatures down to -22º F. www.securitysales.com/FREEInfo/20408
www.securitysales.com/freeinfo/20191
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The Essentials GENERAL NEW PRODUCTS HAI MicroControl Standalone Wireless Energy Management System Home Automation Inc. (HAI) of New Orleans releases the MicroControl standalone wireless energy management system. Utilizing ZigBee home automation wireless profiles, the product allows users to enact time-based schedules for temperatures, water heaters, heating and air conditioning units, pumps, fountains, lamps, generators and other devices. The MicroControl can also act as a ZigBee interface module (ZIM), allowing the standalone system to be fully integrated into an HAI home control system, providing remote monitoring, access and expanded scheduling. www.securitysales.com/FREEInfo/20409
STI Wireless Garage Door Alert
Elk Products Z-Wave Pathway Interface Elk Products of Hildebran, N.C., releases the ELK-M1XSLZW, a ZWave pathway product. The product interacts with Leviton’s VRC0P-1LW module and allows the ELK M1 cross-platform control to access and control ZWave certified products both locally and remotely, according to the company. The M1 uses its rules-based engine and user interfaces to send and receive commands from Z-Wave devices to adjust lighting, thermostat and more.
Waterford, Mich.-based Safety Technology Int’l (STI) releases the wireless garage Sentry alert (STI-34300), which offers a range of up to 1,000 feet. The product features a battery-operated sensor and a four-channel receiver. The sensor sends a wireless radio signal to the receiver, allowing the product to alert users when a garage door is opened or closed. A magnetic contact with an 18-inch lead is also included for irregular installations. www.securitysales.com/FREEInfo/20411
www.securitysales.com/FREEInfo/20410
STATEMENT OF OWNERSHIP, MANAGEMENT AND CIRCULATION
Al Colombo’s Safety & Security Blog
(Required by 39 U.S.C. 3685) PUBLICATION TITLE Security Sales & Integration
PUBLICATION NO. 1539-0071
FILING DATE 10/1/2011
NO. OF ISSUES ISSUE FREQUENCY PUBLISHED ANNUALLY Monthly with additional issue in December 13
On Al Colombo’s Safety & Security Blog you’ll find new, exclusive content related to technology and administrative issues that center on life safety and security. There’s no need to wait until the next magazine issue arrives in your mailbox. ± Winners of the “What’s Wrong With This Picture” ± Questions From the Field, Part 1 & 2 ± Take our Public Camera Poll ± Public Cameras and Public Crimes ± Reader Response to this Blog ± Honor Among Thieves ± For the Love of Technology ± What’s wrong with this picture? (contest) ± Acting as a Team ± Alleged Crimes Catch up to Local Scrap Metal Dealers ± Retailers That Value Initial Sale Above Long-Term Relationships ± Shopping for an Alarm System and More on PINs ± A Word About Passcodes & Passwords
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COMPLETE MAILING ADDRESS OF KNOWN OFFICE OF PUBLICATION Bobit Business Media, 3520 Challenger Street, Torrance, CA 90503-1640, Los Angeles County COMPLETE MAILING ADDRESS OF PUBLISHER’S HEADQUARTER’S Bobit Business Media, 3520 Challenger Street, Torrance, CA 90503-1640, Los Angeles County FULL NAMES AND COMPLETE MAILING ADDRESSES OF PUBLISHER, EDITOR, AND MANAGING EDITOR PUBLISHER: PEGGY ONSTAD, Bobit Business Media, 3520 Challenger Street, Torrance, CA 90503-1640, Los Angeles County EDITOR: SCOTT GOLDFINE, Bobit Business Media, 3520 Challenger Street, Torrance, CA 90503-1640, Los Angeles County MANAGING EDITOR: RODNEY BOSCH, Bobit Business Media, 3520 Challenger Street, Torrance, CA 90503-1640, Los Angeles County OWNER Ty F. Bobit, CEO
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KNOWN BONDHOLDERS, MORTGAGEES, AND OTHER SECURITY HOLDERS OWNING OR HOLDING 1 PERCENT OR MORE OF TOTAL AMOUNT OF BONDS, MORTGAGES, OR OTHER SECURITIES None ISSUE DATE FOR CIRCULATION DATA BELOW August 2011 AVERAGE NO. COPIES EACH ISSUE DURING LAST 12 MONTHS
EXTENT AND NATURE OF CIRCULATION
ACTUAL NO. COPIES OF RECENT SINGLE ISSUE
15a TOTAL NO. COPIES (NET PRESS RUN)
29,529
29,149
15b PAID/REQUESTED CIRCULATION 15b.1 OUTSIDE COUNTY PAID/REQUESTED MAIL SUBSCRIPTIONS 15b.2 IN-COUNTY PAID/REQUESTED MAIL SUBSCRIPTION 15b.3 SALES THROUGH DEALERS/CARRIERS 15b.4 REQUESTED COPIES USPS OTHER MAIL CLASSES 15c TOTAL PAID/REQUESTED CIRCULATION
27,427 286 27,713
27,702 298 28,000
15d NONREQUESTED CIRCULATION 15d.1 OUTSIDE COUNTY NONREQUESTED COPIES 15d.2 IN-COUNTY NONREQUESTED COPIES 15d.3 NONREQUESTED DISTRIBUTED BY OTHER CLASS OF MAIL 15d.4 NONREQUESTED OUTSIDE USPS 15e TOTAL NONREQUESTED DISTRIBUTION
980 349 1,329
640 31 671
29,042 485 29,528 95.4%
28,671 478 29,149 97.7%
15f TOTAL DISTRIBUTION 15g COPIES NOT DISTRIBUTED 15h TOTAL 15i PERCENT PAID/REQUESTED CIRCULATION This Statement of Ownership will be printed in the October 2011 issue of this publication.
Read it today on Al Colombo’s blog.
Go to: www.AlColombo.info.
I CERTIFY THAT ALL INFORMATION FURNISHED ON THIS FORM IS TRUE AND COMPLETE. I UNDERSTAND THAT ANYONE WHO FURNISHES FALSE OR MISLEADING INFORMATION ON THIS FORM OR WHO OMITS MATERIAL OR INFORMATION REQUESTED ON THE FORM MAY BE SUBJECT TO CRIMINAL SANCTIONS (INCLUDING FINES AND IMPRISONMENT) AND/OR CIVIL SANCTIONS (INCLUDING MULTIPLE DAMAGES AND CIVIL PENALITES).
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Filed on 10/1/2011
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EasyLobby eKiosk Software for the iPad The eKiosk software by EasyLobby of Needham, Mass., turns any iPad, tablet computer or smart phone into a self-registration kiosk, according to the company. The product has the ability to screen visitors against a preregistered visitor list and/or internal watch list to keep unwanted or unauthorized people out. When a visitor checks in using eKiosk, an E-mail or text message is automatically sent to the employee being visited. www.securitysales.com/FREEInfo/20413
Minuteman PRO-LCD UPS Minuteman Power Technologies of Carrollton, Texas, releases the PRO-LCD Series of uninterruptible power supplies (UPS). The product is designed to provide fail-safe protection from all power anomalies for small to medium-sized telephone, security and server systems, according to the company. Available in four models, the product features an LCD display, which shows input and output power status, estimated battery run-time (based on attached load), and operational mode. Minuteman’s SentryPlus power monitoring and management software is also included. www.securitysales.com/FREEInfo/20412
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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 six-year, end-of-life timer, the CO1224TR offers reliable protection, according to the company. www.securitysales.com/FREEInfo/20414
Choose ComNet... • The Industry’s broadest line of Fiber Optic and Ethernet Transmission Products • Environmentally Hardened for use in the Harshest Environments • Designed and Manufactured in the USA A Company That’s Easy To Do Business With • Free Design Center Application Support • Free Pre- and Post-Sale Technical Support provided by US Based Staff • Lifetime Product Warranty • “Customer is always right” attitude Visit Us at ISC Solutions Booth 1713 For more information about ComNet and our complete line of connectivity and communication network solutions visit www.comnet.net or contact ComNet at info@comnet.net or call 203-796-5300 or Toll Free 1-888-678-9427
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In the Know
Champing at the Bits
D
SSI welcomes industry technology and standards authority Jay Hauhn as a regular contributor—Ed.
uring its first 100 years, our industry grew despite the inability of most of our products to transmit more than one binary bit of inforBy Jay Hauhn mation from point A to point B. That single bit simply indicated evjhauhn@adt.com erything was normal or, depending on the service provided, either the police or the fire department was needed. That all changed in the 1970s with the implementation of tion of cloud computing. The interoperability described the Bell-103 protocol. Bell-103 gave us the ability to transmit above is traditionally a feature of higher performing, highpackets of data, at a then lightning-fast 300bps. The informaer cost systems. However, there are many customers who tion we were then able to transmit to and from our customers’ want to take advantage of the applications IP interoperapremises completely changed the types of services we offered. bility provides, but simply don’t need or can’t afford the reOur industry coming into the digital age was the beginning of quired infrastructure. a period of innovation that had not been seen since the invenThis is where cloud computing comes in. IP-enabled tion of the McCulloh transmitter that brought us up to about edge devices and IP appliances connected via the Internet 3bps (yes, three). or B2B networks to manThe digital age continues aged services offerings will We are undergoing a make what were once big to have enormous impact on paradigm change as advanced budget security services security products and servictelecommunications technologies available to the masses. es. Anyone reading SSI is well led by IP drive security product aware of the influence IT is IT’s influence has driven innovation. Key to the current cycle the security industry to emhaving on our industry. We are is interoperability, the ability for brace the benefit of stanundergoing another paradigm devices to exchange useable data. dards. However, the vast machange as advanced telecommunications technologies led jority of installed systems by IP drive security product innovation. utilize proprietary protocols. The widespread historical use Key to the current innovation cycle is interoperability, the of proprietary protocols makes it difficult for a customer to ability for devices to exchange usable data. Gone are the take advantage of new offerings since more times than not, days when a simple one-way serial interface sends comthe old and the new simply do not talk to each other. mands from a card access system to a video switcher. In toThe need to leverage investment in existing security inday’s environment, that interface is really an integration frastructure linked to a customer’s desire to embrace innothat facilitates true two-way functionality. Instead of simvation from multiple sources has given rise to physical seply receiving camera and monitor commands from the accurity information management systems (PSIMs). PSIMs cess system, it is becoming common for the video system to take interoperability to the next level by integrating simulsend situational data back to the card access system. taneously to an incredibly wide breadth of manufacturers’ Applications that embrace interoperability enabled by IP systems, from in and outside the security industry. Interopfacilitate a video system to send “health check” messages erability for disparate platforms once required costly onerequesting service, such as when a camera fails or goes out off interfaces. PSIMs are making integration applications of focus. It is this same two-way interoperability that an much more mainstream. analytics-based video system uses to send the above menWhile I have no desire to quote The Carpenters, I will say tioned real-time situational data to the command and conwe have only just begun. A third paradigm is on the horizon: trol system. It is all made possible by network connectivity, Google the Internet of Things. So hold on to your hat! ■ more often than not, IP-based. Look to the sky for the next chapter, up there in the Jay Hauhn, Chief Technology Officer at ADT Security Services, has more than 30 clouds. It’s hard to go an hour without hearing some menyears’ industry experience and is a member of SSI’s Hall of Fame.
94 securitysales.com • NOVEMBER 2011
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COME TO LEARN. COME TO NETWORK.
ISC Solutions 2011 November 2-3 New York, NY, USA
REGISTER BEFORE SEPTEMBER 29TH AND SAVE Exhibit Hall Admission Includes: Access to Free Education on the Show Floor Online Show Directory ISC Mobile速 Pre-Event Newsletters Register today: www.iscsolutions.com/SSI
ISC Solutions 2011 is now part of Security Week. For more information on Security Week visit www.securityweekonline.com www.securitysales.com/freeinfo/20163
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The Big Idea
Why Candor Should Be a Guiding Principle 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 Tom Eggebrecht, president and CEO of Bonds Alarm Co. in Phoenix.
Eggebrecht’s great idea: The most important ingredient that management should look for in employees is honesty.
T
here is a reason why the Arizona Alarm Association (AzAA) is doing so well in its local and statewide initiatives. It all begins with leadership. AzAA President Maria Malice has done a wonderful job, and Sue Brenton, the executive director, is a force of nature. And that ol’ alarm pro Tom Eggebrecht, Ph.D., is the treasurer. Eggebrecht is president and CEO of Bonds Alarm Co., one of the major players in the Phoenix area. I’ve known Eggebrecht for a number of years and he always comes across as very knowledgeable and intelligent. I’ve always been amazed at his forthrightness, his willingness to take responsibility and the honesty with which he approaches his tasks. In other words, I just defined a qualified leader. While pondering Eggebrecht’s great idea for this month’s column, I started to think back to some of the pre-eminent leaders I’ve known in the industry. A common denominator they all share, and the one trait that sets them apart from many other executives in the industry, is their unswerving commitment to honesty. To name but a
few examples, the late John Murphy of Vector Security, Mike Duffy of Per Mar Security, Mel Mahler of ADS Security, Bob Bonifas of Alarm Detection Systems and Brett Bean of F.E. Moran Alarm & Monitoring. All of these stalwarts not only practice the concept of honesty, but look for it in the employees and associates they work with. Eggebrecht knows about this firsthand. Not only has he built a sizable company, but in addition, he has played a significant role in the growth and professionalism of AzAA.
The Pursuit of Integrity I remember when my son, Scott, was just coming of age, probably 11 or 12 years old. A rule around the Davis household was we don’t play with fireworks. That Fourth of July, Scott and a few of his friends got a hold of some pyrotechnics and proceeded to set them off. I found out about it and looked Scott straight in the eye and asked, “Were you playing with fireworks?” Scott looked back at me; I could tell he was concocting an explanation. I peered at him harder and expressed, “As long as we’re both on the same
By Ron Davis rdavis@graybeardsrus.com
planet, I promise to be honest with you, and you always have to be honest with me. If you practice this now, it will come naturally to you the rest of your life.” And you know what? From that day on and for the next 35 years, neither one of us has ever felt the need to embellish, change or outright lie about anything between us. It has served us well; just as it has served so many other people that I know who are successful in this industry. So here’s a thought: If you’re in a management or ownership position, why not let everyone you work with know that a guiding principle of your work and your life is one of complete honesty. Express to them it is the one characteristic you value most. Should your staff and fellow workers buy into it, you may not always like the results of your efforts, but you will always treasure the truth of what those results indicate. In today’s helter-skelter world where some of the most respected business people of our time commit deeds that have caused philosophers to question whether America is on the backside of its growth curve, isn’t it best to be a proponent of total honesty and forthrightness? Reward that trait, treasure it, and above all, always practice it. You’ll never regret it! ■ Ron Davis is a SSI Hall of Fame inductee and President of Davis Mergers and Acquisitions Group Inc. Also known as The Graybeards, the company is active in acquisitions and mergers exclusively in the alarm business.
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Why You Need the Exculpatory Clause
T
be responsible for loss, and the subhere is a reason the exculpaBy Ken Kirschenbaum scriber, not the alarm company, should tory clause is in every alarm ken@kirschenbaumesq.com insure against loss. It also defends the contract. The right to conalarm company if anyone else should tract away liability for your make a claim due to a loss the alarm own negligence is recognized and enportionate to the amount charged for system was installed to detect. forced in all jurisdictions and has a the alarm services. Insurance coverAs much as it may seem harsh or firm public policy basis. Educating age would be based on different criteone-sided, it’s the nature of the conyourself and your subscribers (their ria and cost significantly more. Finaltractual relationship and there is evlawyers and insurance brokers too) is ly, alarm companies do not intend to ery reason the subscriber should be essential for conducting the most imassume the risk of an insurer nor that portant aspect of your busithe alarm system prevents ness — selling RMR contracts. any loss from events it was The clause makes it crystal clear installed to detect. The exculpatory clause is that the alarm company is not not the only protective proLimitations in alarm systhe subscriber’s insurer, the alarm tems, subscriber budgets, vision in a properly draftsystem is not intended to prevent technology in the alarm ed alarm contract, but one of loss, the alarm company will not equipment and the commuseveral that convey the relabe responsible for loss, and the nication pathways, human tionship of alarm company subscriber, not the alarm company, error, and the unlimited expoand subscriber, at least from should insure against loss. sure all militate against alarm the alarm company’s perspective. The inherent conflict becompanies being held reaware of it. The main reason is if the tween the two is the alarm company sponsible for losses. Additionally, courts contract language is vague, obscure, intends the system to be a deterrent have reasoned that the exculpatory hard to find or read, so entangled in and the subscriber sees it as a prevenclause (and other protective provisions) legalese that even a judge would have tative measure. Thus, when there is serves to keep alarm service cost down, trouble understanding or following a loss the alarm company shrugs and thereby permitting the alarm industry its meaning, then don’t expect it to be the subscriber (more often it’s the into serve the public for affordable rates. enforced. Don’t lose sight of the legal surance company) points a finger and So rather than shy away from or fact that you are always dealing with seeks compensation. be embarrassed by the terms of your the “least sophisticated consumer,” no The exculpatory clause is not some alarm contract, embrace those provimatter how smart you or the subscribobscure item buried in the alarm consions and explain to your subscriber er thinks he/she is. tract. If it is, it’s not likely to be enwhy they are in the contract. Further, It’s important to understand why forced. So keep it simple and clear. point out that since the subscriber has public policy supports the exculpatoMore importantly for your own edifiread and recognized the contract proviry clause. First, parties are (still) free cation, don’t be shy about the exculpasions, the pact has obviously succeeded to fashion their own contracts (that tory clause or ambiguous in its meanin its purpose of clearly explaining the right, by the way, is in the U.S. Coning when clarification is sought or alarm company-subscriber relationship stitution and, I must say, seems to challenged by the subscriber, counsel and the allocation of risk for loss. ■ have eroded significantly since origior anyone else. nally adopted). Second, alarm comEspecially in conjunction with other Ken Kirschenbaum has been a recognized counsel to the alarm industry for 35 years and is principal of panies do not intend to insure against protective provisions, the clause makes Kirschenbaum & Kirschenbaum, P.C. (www.kirschenloss and certainly do not intend to pay it crystal clear that the alarm compabaumesq.com). His team of attorneys, which includes daughter Jennifer, specialize in transactional, defense for losses. Third, the extent of expony is not the subscriber’s insurer, the litigation, regulatory compliance and collection matters. sure is unpredictable and unlimited in alarm system is not intended to preThe opinions expressed in this column are not necessarily those of SSI, and not intended as legal advice. nature, as well as completely disprovent loss, the alarm company will not
SECURITY SALES & INTEGRATION (ISSN 1539-0071) (USPS 511-590) (CDN IPM# 40013413) is published monthly with an additional issue in December, by Bobit Business Media, 3520 Challenger Street, Torrance, California 90503-1640. Periodicals postage paid at Torrance, California 90503-9998 and additional mailing offices. POSTMASTER: Send address changes to Security Sales, P.O. Box 1068 Skokie, IL 60076-8068. Please allow 4 to 6 weeks for address changes to take effect. Subscription Prices - United States $96 per year; Canada $96 per year; Foreign $140 per year. Single copy price - $8; Fact Book - $35. Please allow 4 to 6 weeks to receive your first issue. Please address Editorial and Advertising correspondence to the Executive Offices at 3520 Challenger Street, Torrance, California 90503-1640. The contents of this publication may not be reproduced either in whole or in part without consent of Bobit Business Media. All statements made, although based on information believed to be reliable and accurate, cannot be guaranteed and no fault or liability can be accepted for error or omission.
Legal Briefing
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Fire & Burg
Video Monitoring
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Grid Squared Systems and its customers choose value when looking for security that’s simple, scalable and flexible. When Talon Air, based in New York, turned to Grid Squared Systems for a cost-effective access control solution to protect its new hangar, Grid Squared chose Honeywell’s NetAXS-123, a scalable web-based access control solution that can grow with the ever-changing needs of a business. NetAXS-123 offers simple installation and affordability – giving dealers an edge in offering end users the most efficient and most economical access control technology available today. “The way it’s priced, NetAXS-123 lets us be more competitive because it’s a good fit for everyone from single door businesses to companies that need to secure hundreds of doors.” Grid Squared Systems and Talon Air, Inc. choose value – won’t you?
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Visit your local ADI branch to order today! To see a live demonstration of what NetAXS-123 can do for you, call 1-800-323-4576 or visit www.honeywellaccess.com/netaxs123 today! Pictured: Lon Bazelais and Richard Kowitt, Senior Partners, Grid Squared Systems, Long Island City, NY. NetAXS-123 was named a 2011 ESX Maximum Impact Award Winner for Access Control. © 2011 Honeywell International Inc. All rights reserved. www.securitysales.com/freeinfo/20103
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