SSI September 2011 by Bobit Business Media

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September 2011 Vol. 33 No. 9

10 YEARS LATER

• POLITICS • BUSINESS • SOCIETY • TECHNOLOGY of Commercial End Users to Boost Safeguards

EXCLUSIVE! United Technologies Unveiled

ONE LOCK. ENDLESS SOLUTIONS.

Study Shows Rising Interest in Access, Intrusion

UTC Security President Presents New Plan

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How Merged Systems Maximize Enterprise Benefits

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September 2011 Vol. 33 No. 9

10 YEARS LATER

How 9/11 Changed Security Forever • POLITICS • BUSINESS • SOCIETY • TECHNOLOGY

72%

of Commercial End Users to Boost Safeguards

Study Shows Rising Interest in Access, Intrusion

EXCLUSIVE! United Technologies Unveiled UTC Security President Presents New Plan

securitysales.com

Panduit Project Delivers Full Power of Integration How Merged Systems Maximize Enterprise Benefits

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In tribute to those we lost. In gratitude to those who served.

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September 2011 Vol. 33, No. 9

CONTENTS SSI observes the 10-year anniversary of the singular event that forever changed the course of the electronic security industry: Sept. 11, 2001. Political, societal, business and technological implications are investigated.

Courtesy Pelco by Schneider Electric

— See page 40

❮❮ 9/11 Special Section

STORY: How 9/11 Reshaped Today’s Security 40 COVER The World Trade Center attack on Sept. 11 was not only monumental in terms of U.S. history, but also the single most significant catalyst of change for the electronic security industry. For this 10th anniversary observance, high level perspectives are presented from suppliers, integrators, market analysts and others about the indelible impact this tragedy has had on security, and how it continues to shape its future. By Rodney Bosch

Hero Tells Tale of Losses, Lessons 50 9/11 As the last fireman to escape 9/11’s World Trade Center devastation, ex-Chief Richard Picciotto has a unique perspective of what went right and wrong that tragic day. In an exclusive interview, SSI asks Picciotto how the electronic security industry can best aid firefighting efforts. By Scott Goldfine

Long Road Still to Travel After 9/11 64 The The Security Industry Association’s (SIA) chairman discusses strides made the past 10 years, implications for standards and technology, and the manufacturer organization’s central role. By Gordon Hope ➞ 2

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LaMarco Systems designs and deploys a campus-wide integrated intrusion detection and access control solution for Illinois-based power equipment manufacturer Echo.

— See page 94

Users Willing to Pay Skilled Providers 66 End Nearly four in five security directors/managers intend to spend at least as much on security in 2011 as they did last year. SSI’s seventh Commercial End-User Study shows the recession loosening its grip on budgets, but clients are becoming more particular about their electronic security solutions and providers. A higher degree of IT capabilities and systems integration are among the heightened expectations. By Scott Goldfine

82 The goal of integration is for the whole to exceed the sum of the Integrated Operations: How Panduit Did It

parts or systems. Increasingly, that equation is extending far beyond the interactivity of security systems to incorporate what had been disparate systems within buildings into cohesive enterprise-wide solutions. Panduit’s new world headquarters offers one of the most convincing examples of this vision made real. By Scott Goldfine

88 Already a leading global supplier when it acquired GE Security, Pledging Allegiance to United Technologies

United Technologies Corp. (UTC) has spent more than a year reorganizing its Fire & Security division. Global Security Products President Kelly Romano emphasizes the manufacturer’s commitment to the industry, tells what’s in store for top brands Interlogix and Lenel, dispels channel conflict concerns, and states why integrators should partner with UTC. By Scott Goldfine

94 When Echo Inc. sought an integrated access control and intrusion Intrusion & Access Ring True for Toolmaker Echo

◗ COLUMNS 10 Between Us Pros With Scott Goldfine Your critical place in the post-9/11 world.

12 Advisory Board Forum Beware the driver distractions.

24 Convergence Channel With Paul Boucherle Strategies for upselling your clients integrated systems.

28 Tech Talk With Bob Dolph Understanding where biometrics fits into your access control bag.

32 Fire Side Chat With Al Colombo Leveraging video technology for fire detection and verification.

38 Monitoring Matters With Mark Matlock How BGP increases IP communications reliability.

122 The Big Idea Juggling the personal and professional sides of life.

126 Legal Briefing How CCTV can help you fight crime.

detection solution to match the power and reliability of the tools it has become famous for the manufacturer rekindled its relationship with a familiar security contractor. Prompted by the addition, of a 127,000-square foot warehouse, the project illustrates seamless campus wide integration. By Ashley Willis

◗ DEPARTMENTS 6

Security Exchange

15 Industry Pulse 104 The Essentials

98 Whether used in access control, intrusion or Wooing Customers With Wireless

106 Ad Index

CCTV systems, wireless solutions offer numerous advantages for installers and end users alike. To name a few, faster installation times, material and labor cost savings, and the ability to extend an application to difficult-to-reach areas. But beware; there is more than one wireless. By Sean Leonard

120 Building Your Business 123 MarketPlace

Cover photo ©iStockphoto.com/King Ho Yim

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Security Exchange Web Watch securitysales.com

RIGHT

NOW ON

securitysales.com EDUCATIONAL TOOLS

www.securitysales.com/Page/Educational-Tools.asp SSI has aggregated beloved and useful content in the brand-new Educational Tools online section. Here you’ll find the acclaimed “D.U.M.I.E.S.” technical training series from 2004-2011; “How to Grow RMR” series that includes managed access control; whitepapers from a variety of expert sources; informative Webinars; and podcasts like SSI’s “Security Speaking.” With two “D.U.M.I.E.S.” series being presented this year, new pdfs are frequently added. Whitepapers are expanded on an ongoing basis, and “Security Speaking” episodes are uploaded weekly. And be on the lookout for a hot new Webinar produced in conjunction with Minuteman Power Technologies. Titled, “Making Sense of Power Protection Solutions in Security Applications,” it will be available beginning in October. Whitepaper and Webinar inquiries are welcome.

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

5 most-viewed news stories during July

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

WEB-O-METER

Scott Goldfine Editor-in-Chief 114 Chatworth Lane Mooresville, NC 28117 (704) 663-7125 Fax: (704) 663-7145

■ East

Peggy Onstad 3520 Challenger St. Torrance, CA 90503 (310) 533-2477 Fax: (310) 533-2502

ADVERTISING SALES TERRITORIES

Cisco to Cut Bates Security Protection 1 Earns 6,500 Jobs, Expands Kentucky Top 5 Ranking in Plans to Refocus Footprint With Call Center on Routing & Acquisition Excellence Awards Switching Business

Alarm Response Program Could Cut Houston PSAP’s Costs by $2M

ObjectVideo Extends Patent Infringement Complaints Against Bosch, Samsung and Sony

SECURITY SCANNER® Classified-MarketPlace Ads Peggy Onstad, (310) 533-2477

Security Scanner® Web Poll Question:

How has your business done in the first half of 2011? MORE THAN 20% AHEAD OF BUDGET

10%-19% AHEAD OF BUDGET

3%-9% AHEAD OF BUDGET

WITHIN +/- 2% OF BUDGET

3%-9% BELOW BUDGET

MORE THAN 10% BELOW BUDGET

28% 28% 3% 14% 3% 24% This year may be looked back on as one of extremes if the results to July’s Web poll are an accurate reflection. More than half the respondents say their business is at least 10 percent ahead of budget through the first half of 2011. However, about one in four say they are more than 10 percent below budget thus far. Meanwhile, 14 percent are about flat. Still, more than six in 10 report being ahead of budget overall could certainly be viewed as a positive. Log onto securitysales.com to view SSI’s Security Scanner archives, as well as cast your vote for the September question: What is the best way to handle changing technology, such as control panel communications, that requires a customer upgrade? BLOGS

www.securitysales.com/blog

of the things we’re talking about …

HOW TO GET YOUR NEWS TO US E-mail: secsales@bobit.com Mail: 3520 Challenger St., Torrance, CA 90503 Fax: (310) 533-2502 FOR SUBSCRIPTION INQUIRIES (888) 239-2455

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

• Physical Security Brings a Higher Standard to Logical Domain • Police Tell Security Companies What They Want From Them • How Trimming Support for Obsolete CCTV Products Benefits the Industry • Paying Attention to Valuation Can Build a Profitable Business • Top Marketing Director Dishes Up Best Practices Engage in the conversation!

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.

BOBIT BUSINESS MEDIA Edward J. Bobit, Chairman Ty F. Bobit, President & CEO (310) 533-2400 Printed in USA

Winner • 2005 Finalist • 2003, 2004, 2005, 2006, 2007, 2008, 2009, 2010

securitysales.com • SEPTEMBER 2011

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Security Exchange Sounding Off

Paying Attention to Generation Y [Commenting on Mark Matlock’s June issue Monitoring Matters column, “Offering Mobile Interactive Security Services Helps Meet Customer Demands,” securitysales.com/monitoringmatters0611] Great article. As generation Y becomes a bigger part of the customer base, the desire for Web- and smartphone-based security features will continue to grow. The independent dealers that don’t keep up will do more than fall behind, they will go away. CHANCY PRAY, Director of Sales National Monitoring Center (NMC) Aliso Viejo, Calif.

gencechannel0511). He really hit on the issues in a compressed format, some of which I hadn’t considered before. An example of this would be considering the experience of the person viewing the surveillance video. There was lots of positive advice like using a hybrid migration path to protect the user’s investment in analog equipment. I usually like the forklift method — replace everything and go IP. And for most customers I recommend the HD camera solution but not without a brief analysis of their environment and current shortcomings. MICHAEL TOTO, Consultant MVToto Services Freehold, N.J.

Appreciates Thorough Video Approach I enjoyed Paul Boucherle’s May issue Convergence Channel column (“A Systematic Approach to Surveillance Specification,” securitysales.com/conver-

Power Proves to Be a Powerful Topic [The following two comments are in response to June‘s “Securing Pow-

er on the Network” feature, securitysales.com/power0611] This is one of those articles you want to keep. It gets one to thinking about what and how during the initial walkthrough instead of after the fact. As we all know that can save time and money, allowing the job to be either more profitable or competitive. DANIEL WARE, Senior Security Consultant Stanley Convergent Security Solutions (CSS) Naperville, Ill.

Excellent article. It helps those determined to install IP-based surveillance systems. It also shows how complicated these systems can be. Forget about needing networking expertise, just figuring out how to power everything can be complicated. MATT TERRY, Sales Consultant CCTV Outlet Phoenix

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Between Us Pros

Your Critical Place in the Post-9/11 World

ept. 11, 2001, is one of those dates everyone remembers precisely where they were and what they were doing. When the horrifying images of jetliners crashing into New York’s World Trade Center towers began to stream across every TV screen in America, people on the

By Scott Goldfine scott.goldfine@ securitysales.com

was staggering. All the surrounding photos, flowers, canEast Coast had just begun their workdays while those in dles, letters and other tokens of honor and sorrow on disthe West were still rolling out of bed. Being in California, play intensified the unforgettable, nightmarish experience. I was among the latter. But having suffered complications Shortly after 9/11, having reconciled the confusion of from lower back surgery gone awry, I was chiefly confined what had transpired, the overwhelming feelings I was left to a prone position. Like our nation, my recovery would with were anguish and anger. As a member of the media I prove to be a long, painful and arduous process that continwas afforded a platform to channel that rage and express ues to this day. my viewpoints about the situation. But much more imporOf course, my personal ordeal pales in comparison to tantly, I was an agent of the security industry — and that those of the thousands directly affected by the tragic events empowered me to contribof 9/11. But my spine troubles ute directly to the effort to have called for two qualities While it’s true we have been help keep Americans safer. families of the victims, surfortunate not to have had a As security professionvivors and rescue personnel comparable incident the past als this is a mission we all have demonstrated in spades 10 years, I don’t consider it luck. share, and in which we take — resiliency and resolve. It is the result of a strategic, tremendous pride. Rightly From that I find inspiration to committed and unified effort. so because, sad as it may be, overcome my own challenges, life in the post-9/11 world which is a tribute to them. means security technologies, systems, services and skills My closest link to the losses was having made the acare more critical than ever before. Those capabilities comquaintance of WTC Security Director Douglas Karpiloff, bined the attributes of vigilance, determination and dediwho perished that dreadful day 10 years ago, during a tour cation have allowed our industry to play a key role in preI had taken of the facility the prior year. Myself and the venting anything approaching the magnitude of 9/11 from group of other security professionals present marveled at taking place on U.S. soil 10 years after the catastrophe. the impressive systems and measures that had been put in True the sometimes grim reality is there is only so much place to protect the towers. It was probably the most elabowe can do since funding can limit the extent of our solurate and comprehensive security of any commercial structions, antiterrorism tactics intersect and overlap but ultiture in the world and made the WTC seem invincible. mately exceed the reach of security on the evildoer continLike many stories that emerged during the aftermath of uum, and random and/or spontaneous acts of violence can 9/11, Karpiloff’s was one of irony and fate as twisted as the be unpredictable and virtually impossible to prevent. Nevwreckage that remained at the site. Having overseen the ertheless there remains so much we can — and must — do. multimillion-dollar security upgrade in response to 1993’s While it’s true we have been fortunate not to have expeWTC car bombing, Karpiloff was set to retire and onsite the rienced a comparable incident the past 10 years, I certainly morning of 9/11 only to help his successor get up to speed. don’t consider it, as some do, to be luck. It is largely the result He poured his heart and soul into 30 years of service for the of a strategic, committed and unified effort. Regardless of Port Authority of New York and New Jersey, and witnesses which strata of the security industry you fall into, know you last saw him trying to help others as the towers collapsed. are vital to this cause and to be commended for its success. Karpiloff and so many other thoughts and emotions Now let’s get busy repeating the feat for the next 10 years. ■ bombarded my mind when I first visited Ground Zero in November 2001. Seeing the giant, still smoldering pit that Editor-in-Chief Scott Goldfine has spent more than 12 years with SECURITY SALES & INhad been such a prolific symbol of the American way of life TEGRATION. He can be reached at (704) 663-7125 or scott.goldfine@securitysales.com.

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Tech Talk Board Forum Advisory

Driver Distractions Can Do You In By Shandon Harbour sharbour@sdasecurity.com

Having a driver on the road for company purposes presents an inherent risk, much less 20, 30 or more drivers — all with cell phones or smart phones. Whether they’re using a company phone or personal device, the distraction in the car presents a temptation. Shandon Harbour is President of San Diego-based SDA Security.

elcome to the inaugural SSI Editorial Advisory Board column featuring perspectives from some of the industry’s most prominent business leaders. When asked to address a subject of greatest importance to me, I thought of the people who determine our success. Certainly technology, innovation, process and systems have their place related to a company’s success, but for me it’s about the importance of our people and making sure they are properly coached and developed. Recently, I discovered the impact distracted driving can have on our company and the community at large. Second to payroll, the single largest expense for most installing security companies are vehicle fleets. SSI did a phenomenal job of gathering data on the role vehicle fleets play for security firms in its June issue (see “Super Security Fleets” at securitysales.com/2011securityfleets). These vehicles also become our greatest risks. Having any single driver on the road for company purposes presents an inherent risk, much less 20, 30 or more drivers — and all with cell phones or smart phones these days. Whether it is your company phone they are using or their personal device, the distraction in the car presents a temptation. A few facts: • More than 6,000 people are killed every year in motor vehicle accidents. The one by one loss does not drive the media’s attention but it affects 6,000 families a year, one loss at a time. • You only have 1.5 seconds to react in a vehicle situation. If you are distracted, you lose that second and that second may have made the difference between a golden moment or an empty chair. • According to a new study by the Government Highway Safety Association (GHSA), hands-free use still constitutes distracted

driving. It has been proven that your mind, while on the phone, leaves the vehicle and engages with the other person on the other end of the conversation. A friend of mine who was the former attorney for Caltrans here in California spent years of his life analyzing motor vehicle litigation cases. Over and over again the company driver would say, “I wasn’t on the phone.” The records would be subpoenaed and sure enough, it would turn out the person was checking their voicemail, texting, on the phone, reading a map, figuring out the next destination. And the families affected by the associated collisions will never be the same. The key to how a company perceives safe driving is directly related to how the CEO and president handles distracted driving. If you are a CEO who is on the phone and does quite a bit of texting and reading while driving, the employees will emulate your behavior. This is especially true for any parents with teens who will soon be drivers. Studies show teenagers will text and talk on the phone to the degree the parent also does so in their car. They learn by the example that is set. Reports show adults between ages 31-45 are texting or talking on the phone 88 percent of the time in the vehicle. If you don’t already have vehicle safety education in place at your company, I strongly encourage you to reach out to resources that can help you establish some parameters around distracted driving. The Network of Employers for Traffic Safety (NETS) reported that out of 4,690 private and public sector organizations that downloaded drive safe materials, 3,067 have a cell phone policy in place. Out of that group, 1,152 banned any cell phone use while driving. If anyone would like to comment or share more on this topic, contact me at sharbour@ sdasecurity.com. After all, we are in the safety and security business. ■

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Axis Communications’ Academy

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Industry Pulse In Depth

Facebook Feature Can Help Dealers Target Marketing

Call for Marketing Entries SSI is accepting entries to the 17th annual SAMMY Awards, the security industry’s only sales, marketing and installation program of its kind. Entries for the 2012 awards program are due by Dec. 30. Entering the SAMMYs is free and open to North American professional installing dealers and integrators only. For more information, including rules and entry forms, visit thesammyawards.com.

advised Vector to utilize targeted Facebook pages at no cost before considering paid advertising. “We’ve started off by creating local Facebook pages for each Vector branch where customers and pros-

Milner, who manages ADS’ social media. “This is the kind of information we often share with our Facebook fans. Zip code-targeted ads would allow us to share information beyond our fan base, in locations of our

©iStockphoto.com/Eric Honeycutt

LOS ANGELES — Installing security contractors looking to strengthen their marketing efforts in targeting specific neighborhoods that house their customer demographics can now consider a new service offered by Facebook. Last month the social network introduced a self-service ad placement tool to target consumers with ads based on the consumer’s zip code. Unlike Google AdWords, which allows a marketer bidding for paid search ads to affix a radius around a particular zip code to target a specific area, marketers on Facebook can select one or multiple zip codes to target. “It provides advertisers with the ability to hyper-target their ads even more than they already do,” says Jared Roberts, principal of Pittsburgh-based Right Brain + Left Brain LLC, a provider of integrated marketing services. “When you expand the geo-targeting functionality by adding zip codes and combine it with the existing Facebook advertising functionality of selecting your audience from factors like age, income and education, it becomes an even more powerful tool.” Vector Security contracts with Roberts’ company for social media services. While there are numerous paid advertising options available through social media platforms, Roberts has

Facebook now offers a self-service ad placement tool that allows marketers to target consumers with ads based on the consumer’s zip code.

pects can connect locally. In addition, optimizing each local Facebook page with the appropriate copy and keywords will help with organic SEO [search engine optimization],” he says. “We also are creating Google Places pages for each branch to assist with local SEO. Once this phase is complete we can determine if the paid advertising options make sense for some of the branch offices.” The zip code option has the potential to open up new advertising strategies, says Kristin Milner, a marketing coordinator with Nashville, Tenn.based ADS Security. The ability to deliver a specific message tailored for a particular audience is especially valuable, she says. “For example, this could be an interesting way to report crime occurring within certain zip codes,”says

choice. In the past, we have targeted zip codes with direct mail, but it can be costly, with often lower response rates than online advertising.” The effectiveness of the service will ultimately rely on the willingness of Facebook users to provide accurate details about where they live, says Kristi Knight, vice president of corporate communications for Provo, Utahbased Vivint (formerly APX Alarm), which actively uses social media. “It is a nice feature, but in the end it still depends on whether or not the customer puts their zip code into Facebook. If they decide not to include it, then the feature Industry Pulse is null anyway. AT A GLANCE But most peoIndustry News..........15, 16 ple will include The Hot Seat ................. 18 their city and DataBank ....................... 20 Company News ............. 22 state,” she says. securitysales.com • SEPTEMBER 2011 15

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Industry Pulse Industry News

Stanley Black & Decker Buys 10% of Niscayah Stock NEW BRITAIN, Conn. — Stanley Black & Decker Inc. moved closer to winning a bidding war for Sweden’s Niscayah Group AB following its purchase of 37 million shares, or about 10.2 percent of the outstanding stock. In May, Niscayah’s former parent, Securitas, launched a bid for the commercial security and monitoring company. The Stanley deal has already been cleared by U.S. antitrust regulators and is backed by Niscayah’s board of directors. Two major shareholders

with a combined 19.5-percent stake in Niscayah also favor Stanley’s offer. Stanley’s stock purchase price did not exceed the $2.77 per share that it bid for Niscayah in late June. Stanley, which is based in New Britain, Conn., topped an earlier offer made by Securitas. With projected revenue of about $1 billion this year, Niscayah would help Stanley expand its selection of security products in Europe as well bolster its installation and monitoring services.

Ackerman Security Moves Into Expanded Digs ATLANTA — Ackerman Security Systems has relocated to a newly renovated 32,000-square-foot facility here to accommodate its continued expansion in the residential and commercial markets. Ackerman’s new facility is about three times larger than its former headquarters. The firm, which serves about 70,000 customers in the Atlanta area, staffs 258 employees and expects to increase its workforce by 25 percent in the coming year, Jim Callahan, who serves as the company’s COO, tells SSI.

JoAnna Sohovich, president of the Honeywell Security & Communications for the Americas division, is joined by Ackerman Security Systems executives to celebrate the opening of the company’s new headquarters.

“We have been very fortunate despite the economic climate. We are seeing growth on both sides of the business. Residentially we are up about 20 percent year-over-year. Commercially we are up about 12 percent year-over-year,” he says. Ackerman entirely refashioned an existing building, including migrating its UL-Listed, CSAA Five Diamond-certified central station and call center. “There were a lot of sleepless nights. For about two weeks we were operational in the old building and the new building with a VPN tunnel between the two,” Callahan says. “We have some folks in the IT department that still have bags under their eyes and probably will for a little while longer.”

Monitored Home Services Said to Hit 30% by 2020 DALLAS — Households in the United

States with professionally monitored security services will expand to 30 percent by 2020, according to a new report by Dallasbased research firm Parks Associates. In the report, titled “IP-Based Home Monitoring Security,” the firm notes an estimated 18 percent of U.S. households used professionally monitored security systems in 2010, generating roughly $10 billion in service fees. Consumer demand for remote monitoring and the increasing presence of broadband service providers will drive growth in the security market. A disruption to the traditional sales model at many security companies can be expected. “With smartphones and other Webenabled devices, clients are carrying a link to their home systems. These Internetconnected security systems provide added capabilities and benefits,” says Bill Ablondi, the firm’s director of home systems research. “They are expanding the residential market by bringing new customers into what was a relatively stagnant consumer base.”

Verizon, Bright House Vie for Home Control, Monitoring Services BASKING RIDGE , N.J. — Verizon and Bright House, announced they will enter the home control and monitoring business. Verizon will offer a home monitoring control service that allows consumers to remotely control thermostats, lights and security cameras via Web-enabled devices. The service package, which will cost $9.99 a month, allows customers to choose from three different plans. Bright House will offer remote access and control for doors, appliances and energy use, as well as offer monitoring services. Pricing for its system has not been disclosed.

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Industry Pulse

HOT SEAT: Cracking the Electric Lock Marketplace temperature of the solenoid. Hot solenoids spell trouble and an impending failure. This allows the integrator to fix an opening on Friday afternoon instead of Sunday morning prior to the opening failing completely. This lowers the total cost of ownership for the opening and provides a compelling reason for a service contract through the managed care of the opening.

As efforts to diminish security threats in commercial and corporate facilities remain paramount, the marketplace continues to shift from mechanical locks to electronic devices that leverage IP network infrastructure. Martin Huddart, vice president of electronic access control for ASSA ABLOY, joins the conversation to discuss how this technology progression brings with it new channel opportunities as well as introduces new challenges. How have new locking technologies altered the marketplace? Mechanical locks and online access control solutions are two well understood options for securing the opening. Mechanical locks offer low security at low costs. The typical online access control offers high security at a much higher cost. Electronic locks generally represent a new, third medium security option to the mix, which can help an end user achieve a higher total level of security for any given budget. End users are very aware of security vulnerabilities with mechanical solutions — the challenges of key control, the lack of forensic audit data and overall accountability. It is impractical to deploy conventional access control at every opening, but electronic locks and cylinders can close these security gaps at a very affordable price. Have installing security contractors quickly adapted to adding these devices to their portfolios? Dealers and integrators very quickly grasp the EAC [electronic access control] features of electronic locks at the

Martin Huddart Vice President of Electronic Access Control ASSA ABLOY

technical level. One of the hurdles we have had to overcome as a lock manufacturer is to convince an integrator that medium security lock solutions fit into their business model. We are eager to help them adapt their ‘hunting’ skills to find medium security opportunities and have them believe that they can make money selling EAC deeper into a facility and control more doors. What recurring revenue opportunities do electro-mechanical locks offer? Dealers and integrators can offer service contracts on electronic locks, just as they often do on online openings. This is an opportunity today. In the near future, we also see smarter components at the door streaming service-related data upstream to the dealer or integrator that allows us to create what I call the ‘engine warning light for the door.’ For example, ASSA ABLOY sells mortise locks that can transmit the

How has access control system design changed with the uptake in electro-mechanical locks? Access control systems have evolved to accommodate the unique features of locks, particularly battery powered wireless locks. For example, they may add battery status to the graphical user interface [GUI] so the end user knows when to change the batteries. The way the locks function with regard to schedules, holidays and other features may cause other changes in the GUI. The integration effort for the OEM depends on the architecture of the lock; some locks have decision-making powers that supplant the typical access panel and require considerable integration effort. Other architectures attach locks to existing panels and require less integration effort. When controller hardware manufacturers such as Mercury and HID Global integrate the ability to communicate to the wireless lock, the impact on the software providers is significantly lowered. FIND IT ON THE WEB F For much more from our conversation, visit F the Hot Seat archives at www.securitysales. th com/hotseat.

. . . . . . . . . TRANSACTION Ticker . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . … Stanley Canada Corp., a subsidiary of Stanley Black & Decker Inc., agrees to acquire Edmonton, Alberta-based Microtec Security Systems … State Systems Inc., a fire protection, low-voltage and cabling company, acquires Communications Technology Group Inc. … Security software provider Intergraph Corp. acquires Augusta Systems Inc., a provider of systems management platforms. 18 securitysales.com • SEPTEMBER 2011

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Industry Pulse DataBank

Signs of Optimism Seen Among Electronic Systems Contractors The Custom Electronic Design & Installation Association (CEDIA) recently released key findings from its 2011 Benchmarking Survey that could offer a ray of light at the end of very dark recessionary tunnel. Results from the survey — which evaluates the state of CEDIA member electronic systems contractor (ESC) businesses for 2010 and reports on 2011 expectations — indicate that companies are beginning to see some relief from the economic downturn. It is a cautionary outlook, of course, given the sluggish economy and even chatter about threats of a double-dip recession. Following are several highlights from the assessment:

Average net profit margin rose to

Gross revenue increased by

4.1%

13%

in 2010 from 3.5 percent in 2009, after having dropped by nearly half from 6.8 percent in 2007

from 2009 to 2010

The median number of projects for an ESC company in 2010 was 41, with an average project size of

Remodeling and retrofit work rk in existing homes continues to be the leading source of revenue ue for an ESC company, making up of gross revenue enue

“Systems integration/control”

in 2009 to 17 percent in 2010

was the most profitable product category in 2010

◗SECURITY CIRCUIT Sept. 28-29: Arizona Alarm Association (AzAA) 2011 Annual Convention; Phoenix; azalarms.org; (480) 831-1318.

Did You Know?

Oct. 13-14: Electronic Security Association of Indiana (ESAI) hosts its 2011 Security Leadership Conference; Michigan City, Ind.; ibfaa.org; (317) 806-3749. Oct 19-20: Security Canada Central; Toronto; securitycanadaexpo.com; (800) 538-9919. Oct 22-26: 118th Annual International Association of Chiefs of Police (IACP) Conference; Chicago; (703) 836-6767; theiacp.org.

International Association of Chiefs of Police (IACP) will host its annual convention in Chicago, Oct. 22-26.

V Visit www.securitysales.com/events for a complete industry calendar.

48%

of residential intrusion installations are upgrades as opposed to new installations. Find more SecuritySTATS at www.securitysales.com/securitystats

©iStockphoto.com/BrandonAlms: money/Gavni: drill/M. Eric Honeycutt: home theatre

W While still the largest category, the “ “home theater/media rooms” product category dropped significantly as a c percentage of gross revenue from

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.2 m F/1 i-Focal m 8 8 . 1/3â&#x20AC;? 2-Pixel IR Var Mega

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Industry Pulse Company News ◗PEOPLE Tri-Ed / Northern Video Distribution appoints Shannon Vaughan to business development manager. Vaughan will serve the Seattle, Portland, Ore., Sacramento Vaughan and Union City, Calif. branches. She has more than 15 years of security industry experience, including six on the distribution side. ComNet appoints Chris Costa as vice president of engineering. He will be responsible for managing the day-to-day activities of the ComNet engineering department, Costa including the development of the fiber-optic and Ethernet transmission product line. Sargent & Greenleaf Inc. (S&G), a Stanley Security Solutions company, appoints Kent Robinson to COO for its United States division. Before joining Stanley, Robinson he served in various operations and finance roles with SC Johnson Wax and Arthur Andersen Business Consulting. CapitalSource promotes William Schmidt to managing director of its security lending group. He will be responsible for developing new client relationships, Schmidt underwriting and funding transactions within the security and government services markets. Schmidt succeeds SSI Hall of famer William (Bill) Polk.

SECURITY PEOPLE NEWS

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

P1 Purchases Residential Accounts From ICON Home Security Protection 1 has acquired nearly 3,000 residential accounts from Provo, Utah-based ICON Home Security. The purchase represents the company’s second account acquisition in 2011. In February, P1 took over the management of more than 2,000 commercial security monitoring accounts from Las Vegasbased Sting Alarm. “ICON management had been looking to exit the industry and wanted to choose a partner who would provide their customers with highest level of service. Protection 1 is that choice,” says P1 President and CEO Tim Whall.

Honeywell Adds 2 Companies to First Alert Dealer Program Delaware Valley, N.J.-based JM Resources and Naples, Fla.-based Executive Electronics of Southwest Florida Inc. are the latest installing securing contractors to join the Honeywell First Alert Professional Dealer Program. JM Resources serves commercial and residential clients in Delaware, New Jersey and Pennsylvania. Among its offerings, the company provides Honeywell’s Total Connect Remote Services. Executive Electronics installs and designs systems for roughly 3,000 homes and businesses. It offers access control, fire alarms, home automation and video surveillance to clients.

Monitronics Joins Alarm Program to Cut Emergency Response Time Monitronics Int’l has begun monitoring calls for Richmond, Va., and the Houston Emergency Center (HEC) as part of a new computer-aided dispatch system designed by the Central Station Alarm Association (CSAA) and the Association of Public Safety Communications Officials (APCO Int’l). The Automated Secure Alarm Protocol (ASAP) reduces the two- to three-minute relay currently in place by allowing a computer at the dispatch center to process data. Vector Security and United Central Control (UCC) also participate in the program.

Arecont, Lenel to Integrate Megapixel Cameras, Security Platform Arecont Vision, a provider of megapixel cameras, has partnered with Lenel Systems Int’l, a provider of enterprise software and integrated systems. Arecont Vision’s complete line of megapixel cameras are now fully integrated with the latest generation of Lenel’s security platform, OnGuard. “OnGuard takes advantage of Arecont Vision’s H.264 image compression and fast frame rates by integrating video, access control and visitor management, as well as additional database and operating system support,” says Jonathan Lewit, product manager for digital video solutions, Lenel.

Mace Security Financing Gives Investors 35% of Company Mace Security Int’l announced it completed a “multimillion-dollar financing” led by The Ancora Group in Cleveland. Ancora Group and its investment partnership, Merlin Partners LLC, now have a 35-percent ownership stake in Mace, a provider of CCTV and personal protection products, as well as wholesale monitoring services. In addition, Ancora Group Chairman Richard Barone has been elected as the new chairman of Mace. Barone was elected to the Mace board in 2009 to help the company resolve a variety of problems, including the purchase of unrelated businesses such as car washes and an Internet marketing company. Mace said it would use the new financing to grow its personal defense other product lines.

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Convergence Channel

Leveraging Integrated Systems’ Upselling Upside Upselling existing customers improves revenue and profitability for the systems integrator, while providing that customer with additional operational capabilities. Learn how to master the process of moving a customer upward into a more sophisticated, feature-rich and scalable product or service offering.

I will define upselling as taking your customer to a place where the costs to operate their security and safety program declines, while technology convergence advantages advance. This is an appropriate prescription for the security department that is challenged to do more, with less conventional resources. So let’s get unconventional in how we define resources, as well as integrated systems.

tioned people when they say a system was “integrated.” What does this mean? It means different things to different people — different for consultants; different for hardware and software people; different for customers. It is really different for security systems integrators who actually have to make the systems work. There are three elemental parts of an “integrated” system. First is its source voltage, conditioning and current load requirements. Conventional “integrated” security systems challenge those who design, install and manage the power to their systems. Second is delivering system data back to integrated systems, which can be equally challenging and requires a second communication path. Last but not least is the software that integrates the information displayed, stored and routed to the system’s users. How do converged systems help redefine these elemental design realities? They offer new ways to migrate customers away from legacy systems to much more “integrated” systems by upselling the future business and operational advantages of network-centric solutions.

Why ‘Integration’ Is Subjective

Basis of Growth, Revenue Streams

How would you define an integrated system? I’ll admit I have always ques-

Let’s start with some basic concepts about upselling, cross-selling and in-

©iStockphoto.com/samxmeg

ast month we visited the concept of added-value selling with your new and existing customers. Let’s expand on that concept with real-world selling scenarios that can strengthen and grow relationships with customers, as well as your bottom line.

Upselling to integrate systems makes more sense phased in over time, leverages existing security or IT infrastructure investments and delivers results to “pay its own way.”

By Paul Boucherle paul@matterhornconsulting.com

tegrated systems. Upselling is the process of moving a customer upward into a more sophisticated, feature-rich and scalable product or service offering. This improves revenue and profitability for the systems integrator, while providing the customer with additional operational capabilities. This works well in the retail, residential and small business worlds when you are working directly with the ultimate decision maker. This is a vertical selling tactic. It gets more complicated with industrial-commercial customers when you are working with departmental folks and not final purchase authorities. They invariably must justify additional expenditures. The term upselling is really not about maximizing a one-time opportunity for revenue, as it is commonly defined. Rather it’s about laying the foundation for future system integration growth, revenue streams and raising entry barriers for competitors in the future. You must sell with the confidence of a trusted advisor who is anticipating future challenges, options and solutions for your customers. To upsell effectively you must sell the business value, not the technical advantages of your solution. While this is challenging for many sales people, it is the right thing to do. Upselling that integrates divergent systems should simplify not mystify. Does it improve security response times, lower operating costs of legacy systems, and add new capabilities that other departments or people can benefit from? These are business, not technical, reasons. Customers often

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Convergence Channel get lost on the technical elegance of our solutions. They rarely get lost when it means it will save them time, headaches and maximize their budget dollars. This approach also has a better chance of gaining attention and support from the people who hold the purse strings — senior management.

Phasing In Business Value What tactics work best with the approach outlined above? Phase it. It’s really all about time and money as with any investment that management must analyze. Upselling an opportunity to integrate systems makes more sense when it is phased in over time, leverages existing

security or IT infrastructure investments and delivers measurable results over the life of the program to “pay its own way.” Now this may sound like a pretty tall order, and it is if you only focus on the technology, features and software capabilities. Concentrate on helping your midlevel contacts “sell” the upsell by positioning the business value first. Want an example to ponder? There may be small, subtle and relatively inexpensive “upsells” that position both you and your customer for more profitable growth. A change in a NVR model could make future remote guard tours by the central station an inexpensive option to actuate; permanently or temporarily. If the customer’s business or operational requirements change in the future, perhaps the third shift guard service could be replaced by a central station service option. Replacing one guard with an average cost of $1,440 per month (160 hours X $9) with a $640 a month virtual third shift tour nets a business $800 a month in operational costs. Does the guard also respond to onsite, locally annunciated and monitored critical condition systems? Take those signals to the central station and you can increase your monitoring charges. You get the idea. Having that technically integrated option available in the future provides customers flexibility that lowers their operating costs, while improving your future recurring monthly revenue (RMR) opportunities for growth. While a guard replacement is an easy and often used example, think in terms of all personnel running the operation. Can you streamline procedures to enable fewer people to supervise, monitor and manage better? Remember last month’s case study (securitysales.com/convergencechannel0811) that saved the customer $40,000 per month in operating costs.

Always Keep Customers Informed Cross-selling is expanding a customer from one product or service you provide to a different one of your offerings, from access control to video for example. This can be more complex than you www.securitysales.com/freeinfo/19114

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ÂŠiStockphoto.com/Mikael Damkier

might think. This is a horizontal selling strategy. New buying processes and departments may be involved with this new offering and it might put your existing business relationship at risk to competitors currently providing that service or product. â&#x20AC;&#x153;Wait a darn minute, that is crazy talk,â&#x20AC;? you say. â&#x20AC;&#x153;I donâ&#x20AC;&#x2122;t want to risk my current revenue streams and customer relationships, do I?â&#x20AC;? Maybe you do. Do unto others before they do unto you! In the past, channels, product lines and distribution strategies were well defined for systems integrators and customers alike. â&#x20AC;&#x153;Donâ&#x20AC;&#x2122;t play in my backyard and I wonâ&#x20AC;&#x2122;t play in yours!â&#x20AC;? was the attitude. Is that belief system still valid

Sell with the confidence of a trusted advisor who is anticipating future challenges, options and solutions. To upsell effectively you must sell the business value of your solution.

today with convergence and networkcentric hardware, software and lots of new competitors to boot? I think not. My advice is to always keep your existing customers informed on currently available technologies, products and services your company offers, with one twist. Expand your presence. Do a â&#x20AC;&#x153;convergence trendsâ&#x20AC;? presentation and invite different departments, as well as one level up on the organizational chart. Keep it informative, generic, fact-based and not a commercial about your company. So what about new customer opportunities? Rule No. 1 with upselling to new customers is to have a signed agreement in your hands for the bid before you start the upsell process. Suggesting a different and better way to upgrade or integrate a system before having a contract in hand is a great way

to invite your competition back into the party. It will possibly confuse the customer and will invariably delay a decision. This is NOT being deceptive; it is being practical. Convergence always provides an opportunity to discuss upselling, crossselling and enhance integration capa-

bilities with your customers. Just make sure you do it before your competition does it to you. â&#x2013; Paul Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is principal of Canfield, Ohio-based Matterhorn Consulting (www. matterhornconsulting.com). He has more than 30 years of diverse security and safety industry experience and can be contacted at paul@matterhornconsulting.com.

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Tech Talk

Knowing How Biometrics Can Be Beaten Helps You Win By Bob Dolph Biometrics is one of the most fascinating areas of electronic security, reprebdolph.ssi@gmail.com senting both the epitome of high tech and the nadir of false authentication and vulnerability to compromise. But improvements continue to emerge, and so long as security professionals remain aware of potential issues biometrics can have a place in your access control mix.

hose of you who have been on this planet for a few decades may remember a famous 1971 television advertisement in which the question was asked, “Is it live or is it Memorex?” The challenge was to tell if a fine crystal glass was being broken with the sound of a high note coming from the original singer or a reproduction by the audiotape manufactured by Memorex. As you might expect the answer was Memorex. They were able to mimic similar results of a human voice. While this is entertaining

it can be a real problem in the world of biometrics and security. Now we step forward to 2005 and the bizarre theft of a biometrics-activated Mercedes automobile. After the thieves stole this special car and had been riding around for a while, they decided to dump the owner. Before doing so they realized they needed his biometric token, and hacked off his finger. And so began the beginning of “spoofing” biometric sensors. The biometric industry has recently mushroomed and as popularity grows

Sensor Performance Comparison

FAR

FRR

CER

Sensitivity Biometric sensor sensitivity is constantly challenged with keeping both False Acceptance Rates (FAR) and False Rejection Rates (FRR) very low, especially with large enrollee populations. CER is the acronym for Crossover Error Rate.

so does the opportunity for security compromise. This month we will take a look at some of the areas one should understand and compare when looking for the best biometric device/system for the application. We will look at technologies that can best detect the biometric “liveness” of the person accessing a system.

Sensor Performance Parameters The concept is simple but challenging — deploy a sensor that enrolls a person quickly and then recognizes them accurately. Nonauthorized personnel are accurately rejected from the system. Some performance guidelines are: False Acceptance Rate (FAR) — The probability that a system will authorize a nonauthorized person. This is usually expressed as a percentage of invalid inputs that are incorrectly accepted. False Rejection Rate (FRR) — The probability that a system will reject an authorized person. This is often due to the sensor not matching the input with the person’s enrolled template. This is usually expressed as a percentage of valid inputs that are incorrectly rejected. Crossover Error Rate (CER) — The rate at which the FRR and FAR are equal. This matching algorithm determines how close to the template the input must be for a match. This threshold value is sometimes called

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Tech Talk

“sensitivity” or the Equal Error Rate (see diagram). Speed — This is another factor of biometric devices and software that will allow time to enroll and authenticate. A few seconds difference may be of consideration when you have a large population.

Digging Into Biometric Technologies Basic fingerprint readers look at the fingerprint pattern on the surface. An easy spoofing method is to make fingerprint dummy fingers with silicone and even gummy bears, and place on another person’s finger. Just like in some Hollywood movies, fingerprint images can even be lifted from the reader sensor surface and replicated. These are examples of a very poor liveness rating. There can also be a problem with dirty fingers or no legible fingerprints at all. It has been reported that about 2 percent of the U.S. population does not have legible fingerprints. One technology, known as multispectral imaging, is catching on and being used by partnering manufacturers i-Evo and Lumidigm (www.lumidigm.com/ievo-reader). These sensors capture fingerprint data below the surface of the skin so that dryness or even damaged or worn fingers create no problem for reliable reads. According to the manufacturer, this technology can even read accurately through some latex gloves. Using multiple wavelengths of light and advanced polarization techniques, this technology extracts data from both the surface and subsurface. Using this technology has allowed iEvo readers to have a FRR of less than 0.1 percent and a FAR of less than 0.00001 percent. This helps significantly counter liveness spoofing.

What Spoofing Testing Tells Us In 2002, biometric spoofing experiments were conducted at Yokohama

TECH TALK Tool Tip The next best thing to a tool that can save installers time and frustration is a manufacturer with a product that makes life easier for all us installers. Since we are talking about access control this month, I thought I would feature the “Easy Mount” 5 Series from Rutherford Controls Int’l Corp. (RCI). As we all know, trying to cut and fit an electric strike can take extra time and patience. RCI has addressed this with a strike series that is designed to easily fit into a standard ANSI frame prep. The company boasts that NO frame cutting is required. Thanks, Rutherford! National University. Not only were fingerprint sensors spoofed with simple silicone rubber fingers, but iris recognition systems were defeated with high resolution camera images. For some time now West Virginia University has had spoofing workshops and events to challenge liveness characteristics of biometric manufacturers. They have recently been awarded a $100,000 grant from the National Institute of Standards and Technology (NIST) to do further testing. LivDet 2009, The First International Fingerprint Liveness Detection Competition, took place at Clarkson University, Potsdam, N.Y. LivDet II (2011) competition is being conducted right now. It is good to see various biometric technologies being challenged for liveness side by side. While much of the data from research such as this is not for everyday field usage, there is one big lesson for installing security contractors to learn here. Remember, sensor vendors will typically not be comfortable discussing their products’ vulnerabilities. That being said, it is important for us, the security trade, to understand the weaknesses of these systems. You now have a few more questions for biometric sensor vendors when looking at products: How well do you defeat spoofing of liveness? What is your FRR, FAR, CER? What liveness competitions have you participated in and how did you fare?

Standard features of RCI’s 5 Series include field selectable mode (fail locked/unlocked), field selectable voltage (12/24VAC/DC) and plug-in wire connectors for fast and easy installation. Courtesy Rutherford Controls

Additionally, don’t forget that high security applications can collectively use several technologies. This could be proximity cards, passwords, randomly changing keypads and several forms of biometrics (facial, finger, voice, hand geometry). In the future you may also see evasive interactive strategies like intelligent facial recognition giving on-spot commands such as wink left eye twice and then right eye once.

Breakthroughs Continue Keep an eye on future technology developments. A recent case comes from researchers at Dermalog Identification Systems in Hamburg, Germany. The company has developed a method for a fingerprint scanner to differentiate between dead and live tissue. The detection process involves detecting the way tissue changes in color when blood is compressed through the capillaries as you press your fingertip against the surface. This is also known as “blanches.” In trying to spoof with dead or artificial digits, the spectra for light with strong contact pressure did not respond the same, thereby giving hope to further liveness detection methodology. ■

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.

30 securitysales.com • SEPTEMBER 2011

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Fire Side Chat

Video Can Prove Valuable in Fire Applications The benefits of video technology are being extended from surveillance and intrusion detection to assisting in fire detection and verification. Find out what considerations, practices and codes figure prominently for successful deployment.

ire, security, video and building automation technologies are slowly but surely converging. The result is rendering a wide assortment of services that security dealers and fire alarm contractors can sell, thus furthering their need for additional recurring monthly revenue (RMR). One example of this involves the mixing and matching of sensor technologies, thus putting the best of both worlds together to create a slew of hybrid product offerings capable of providing more features and benefits than any one of them could possibly provide on its own. Another example involves the use of video surveillance technology as a means of verifying not only burglar alarms but also fire alarm signals. This month, we’ll take a look at some of the ways video technology is being used to offer assistance in detection and verification. We’ll also look at a few code considerations based on recent changes in NFPA 72, 2010 Edition.

Dual Role of Video Surveillance A mere decade ago cameras were only expected to do what cameras do best — show people doing things they’re not supposed to. Cameras also made it possible for those in authority to watch such events in real-time from afar. And where it’s not possible to be positioned at the head-end to watch a perpetrator’s every move as it happens, cameras enable those in authori32 securitysales.com • SEPTEMBER 2011

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ty to view relevant video clips at a later time for a variety of purposes. Probably the most obvious use of video cameras is to verify alarm signals. The value becomes apparent when the central station operator de-

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Video surveillance can complement devices such as smoke detectors to verify fire alarms so firefighters will not be needlessy dispatched in the case of a false alarm.

cides not to dispatch police or firefighters to the location because there’s nothing happening. In this case an operator, who has established a connection with one or more cameras in the vicinity of the alarming device, has made a conscious decision not to dispatch based on real-time and recorded video. Where central stations have the most experience with video verification, of course, is in the area of electronic intrusion detection. “Video verification allows our central station operators to get a clear picture

By Al Colombo abc@alcolombo.us

of what is happening on the protected premise,” says Ray Jones, executive assistant, Buckeye Protective Service Inc., Canton, Ohio. “This reduces false alarms, and in most cases provides a faster response from authorities.” In this respect having an eyewitness to a crime is a benefit. “The responding party knows that you have video verification of an intruder, [so] they know that the chances of it being an actual alarm are very high,” Jones adds. Where it comes to dispatching firefighters to the scene of a purported fire, having access to a full complement of cameras inside the facility proves to be a definite advantage.

Fire Detection Using Video Imaging Another application for video surveillance cameras involves the actual detection of smoke or the flame of a fire in seconds. This relatively new development is ideal for huge warehouses and other types of structures where conventional detection methods are difficult or impossible to implement. As you can well imagine, this technology has the potential of turning an entire array of cameras into a fire detection system. Not only do the cameras act as fire detection devices, but the central station operators are able to glean additional information through viewing relevant video. “Video verification in a fire alarm system allows operators to provide continued on page 37

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Video Fire Detection Basics Because of the use of DVR-based technology, you have the ability to create a variety of effects. Each camera represents a zone, just as in a conventional fire alarm system. Each zone can be configured to detect a specific type of event or situation. Examples include fire, smoke and motion. Windows can be defined enabling the system to alert personnel when one of the above conditions is met. Through scheduling, the fire alarm installer also can assign days and times during which the system will or will not operate as programmed. This is an ideal way to handle construction zones as well as high activity areas. The actual introduction of camerabased fire detection occurred around 2002-2003. The technology has since been expanded to include IP-based cameras. An example of this includes Fike’s SigniFire system. This system provides high-resolution images along with the detection of the flames and smoke of a fire in progress. And like most other video surveillance systems, you can program it to detect motion. Manufacturers, however, continue to support the use of analog hardware simply because of the vast number of analog cameras in the field.

NFPA’s Rules of the Road for IP To accommodate this new, exciting method of fire detection, the National Fire Protection Association (NFPA) has adopted a few standards fire alarm technicians must observe when installing video-based fire detection.

According to NFPA 72, 2010, under the heading, Origin and Development of NFPA 72, “Some of the more significant revisions in the 2007 edition addressed protection of fire alarm control units, personnel qualification, heat detector response time, smoke detector spacing, smoke detection in ducts, detectors that use multiple sensing inputs, video image smoke and flame detection, Video verification in a fire alarm system allows operators to provide more details to responding parties. This inforsynchronization of visible mation can be sent to security guards, building owners notification appliances, exit and responding firefighters at a moment’s notice. marking audible notification appliances, tactile notification apality during fire events. For example, pliances, different types of protectNFPA 72 allows video data to be used ed premises fire alarm system, and for security and other purposes. But in-building enhancement systems for these connections must be separate and firefighter radio communications.” apart from the primary fire detection Section 3.3.252.5 of NFPA 72, 2010, function. In practice this usually means defines Video Image Smoke Detection a separate feed-through BNC or data (VISD) as “The principle of using auoutput on the main fire-listed DVR. tomatic analysis of real-time video imAccording to Section 17.7.7.3, NFPA ages to detect the presence of smoke.” 72, 2010, “Video signals generated by According to NFPA, there are two cameras that are components of video flavors of video detection fire alarm image smoke detection systems shall technicians have to know about. They be permitted to be transmitted to othare Video Image Flame Detection er systems for other uses only through (VIFD) under Section 3.3.289, and output connections provided specifiVideo Image Smoke Detection (VISD) cally for that purpose by the video sysunder Section 3.3.290. tem manufacturer.” Knowing the right terminology is In other words, your camera connecimportant and a review of NFPA 72, tions must directly connect to the fire2010, is the answer. This national code listed DVR before video can be chanset will also provide valuable input on neled elsewhere for any other purpose. when, when not to and how to use vidIn addition, according to Section eo-based detection. 17.7.7.4, “All component controls and software shall be protected from unauthorized changes. All changes to the How Code Dictates Connections software or component settings shall be Before you begin using any fire tested in accordance with Chapter 14.” alarm device new to the marketplace In most instances this is accomit’s important to verify that it is listed plished by the use of a simple cover over for its designated purpose by an acthe controls, secured by a cam lock. credited third-party testing/listing serFor additional information on vidvice, such as UL. eo-based fire alarm detection, be sure “Video image smoke detection systo review all relevant portions of NFPA tems shall comply with all of the ap72, 2010 Edition (nfpa.org). plicable requirements of Chapters 1, ■ 10, 14, 17, and 23 of this Code” (Section 17.7.7.2, NFPA 72, 2010). Al Colombo is an award-winning writer who has covered electronic security and life safety since 1986. Visit NFPA codes act hand-in-hand with his Web site at www.alcolombo.info, and check out his UL standards to assure proper functionSecurity Sense blog at www.securitysales.com/blog.

©iStockpoto.com/slobo

much more detailed information to the responding party,” says Jones. This information can be channeled to security guards, building owners and responding firefighters at a moment’s notice. At the heart of a video-based fire detection system lays a DVR. Unlike a conventional recorder, however, this one carries the necessary listing that says it’s fire-related.

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Monitoring Matters

Increase IP Communications Reliability With ‘BGP’

of this methodology being used today, and it is known as Border Gateway Protocol (BGP). To quote Wikipedia, BGP is “the protocol backing the core routing decisions on the Internet. It maintains a table of IP networks or ‘prefixes’ which designate network reachability among autonomous systems.” BGP’s primary metric is the shortest autonomous system path. That means it selects the best path through the Internet by choosing the route that has to traverse the fewest autonomous systems. OK, so in layman’s terms: most people Employing Border Gateway know POTS commuProtocol (BGP) can give nicators transmit via alarm dealers utilizing IP a telephone number communications a more reliable dialed by a digital diconnection to the central station. aler. In the IP world, the communicator transmits via an IP address. The IP adalarm manufacturers have developed dress is a string of numbers that asa method of IP communications for signs a residence for the communicattheir control panels. ing device much like a phone number Historically, alarm dealers have resides at a certain address. been concerned with the reliability of In a typical scenario, an IP address IP communications. A typical POTS is assigned to a single carrier, and beconnection is up and working apcause few if any businesses or resiproximately 99.99 percent of the time. dences have multiple Internet service Alarm dealers can increase dependproviders (ISPs), alarm dealers have ability even further by programming been forced to send IP signals utilizing another number from a different carthe customer’s single ISP to the cenrier in the secondary communication tral station. number of the panel’s programming. In BGP, the IP address is published In this case, if the primary number with two different routes over two diffails because of a carrier issue, the panferent ISPs, generally by the central el would dial out using the secondary station. In this case, once the IP adnumber, which would then dial into dress is programmed in the control the same receiver at the central station. panel at a customer’s site, it will hunt Border Gateway Protocol Primer for the best path between the two providers. Once it establishes the best This method of utilizing redundant path, it will use that path to commuPOTS carriers has been employed for nicate to the central station from that many years. There is an IP equivalent s plain old telephone service (POTS) continues to fade into obsolescence, alarm dealers are increasingly choosing to send alarm signals via IP-based communications. In this scenario, the alarm technician will connect a cable from the alarm control panel to the customer’s router and transmit the alarm communications over the Internet. This type of alarm reporting is gaining in popularity and virtually all

By Mark Matlock mmatlock@teamucc.com

day forward. If, however, the best path carrier is down for any reason, it will cease trying to communicate over that path and fail over to the other ISP. This is very similar to the POTS example described above. If the POTS carrier in the primary location is down, the primary dialer will typically dial eight attempts and then utilize the secondary carrier to send the transmission. BGP works much the same way, but with multiple ISPs. It is important to understand that BGP is established by the end point, which in the alarm industry is usually the central station. The central station will be issued a book of IP addresses that will be linked to at least two different ISPs. Like any form of redundancy, BGP costs more because of hardware requirements to facilitate duplicate routes and because of increased fees for the registry subscription to the American Registry for Internet Numbers (ARIN). This is a very high level overview of BGP. If you are interested in learning more, search BGP online or contact your central station and inquire about the service. Once again, with POTS connections disappearing at an alarming rate, IP monitoring is becoming more and more popular. Employing BGP can give alarm dealers utilizing IP communications a more reliable connection to the central station. ■ Mark Matlock is Senior Vice President at United Central Control Inc. (UCC), a wholesale monitoring station based in San Antonio.

38 securitysales.com • SEPTEMBER 2011

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9/||

THE EVENT THAT CHANGED SECURITY T SSPECIAL REPORT

9/11 A dome camera stands like a sentry above smoldering debris following the collapse of the World Trade Center towers. For many days after the attacks, wireless, batteryoperated pan/tilt/zoom (p/t/z) cameras were set up around the perimeter to monitor Ground Zero. Employees from Pelcoâ&#x20AC;&#x2122;s Orangeburg, N.Y., facility, joined by wireless specialists who were taking a training class at the facility, jumped to the call to build the systems in a matter of hours.

Courtesy Pelco by Schneider Electric

40 securitysales.com â&#x20AC;˘ SEPTEMBER 2011

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8/26/11 9:13:31 AM

Makes SECURITY PRIORITY No.1 The World Trade Center attacks on Sept. 11 was not only monumental in terms of U.S. history but also the single most significant catalyst of change for the electronic security industry. For this 10th anniversary observance, high level perspectives are presented from suppliers, integrators, market analysts and others about the indelible impact this tragedy has had on security, and how it continues to shape its future.

By Rodney Bosch

hrough the eerie, smoky haze obscuring Ground Zero and an altered Manhattan skyline on Sept. 11, 2001, change would emerge with mounting force in the coming days, months, years. Catastrophes and safety breaches of all forms had always provided a rally cry for security and fire/life-safety professionals. With each event there are preventive lessons to be learned and acted upon. Answers are hunted. What could have been done differently to save lives? What actions can be taken to better protect facilities in the future? Will regulations or code revisions be necessary to mandate compliance? The 9/11 disaster was profoundly different from previous disasters, which collectively help stimulate industry transformation. The scale of the attacks and the resulting effects on the American psyche created widespread awareness for security measures, practices and systems. An urgent and unprecedented response from the federal government to secure the homeland hastened the development of some experimental security technologies, while creating new markets for others. Organizations across the corporate landscape discovered their prior indifference toward security had left them hugely vulnerable, unable to mount even the most rudimentary emergency

response. Their efforts to ramp up security measures would eventually create new business models for some integrators, while others languished. To better understand these and other far-reaching ramifications in the wake of 9/11, SSI spoke with more than a dozen high-level industry professionals. Following are dedicated sections that cover the political, business and technological effects of 9/11 distilled down to the realities, challenges and opportunities of an installing security systems contractor. The effects 9/11 is having on building and fire codes are also explored, plus additional material is available online.

POLITICAL

Uncle Sam Fuels Industry Change In 2001, Mark Bonatucci’s work as director of secure enterprise advanced solutions for Lockheed Martin included managing 15 employees who worked onsite in support of security systems at the Pentagon. He also supervised a $20 million program to update and field new security systems at all of the United States Army’s larger bases. “On Sept. 10, my life was normal,” he recounts. The following morning, Bonatucci watched on TV from his office cafeteria in Manassas, Va., as terrorist hijackers flew planes into the World Trade Center towers and the Pentagon. He worked

urgently throughout the day to make contact with each of his staffers there; all were accounted for and safe. On Sept. 12 he received a phone call from a customer. A four-star general, the Army client explained, wanted Bonatucci to fly around the country as part of a task force to survey every storage site for weapons of mass destruction and ensure any necessary safeguarding was fast-tracked. “That $20 million turned into $35 million overnight,” says Bonatucci, who today serves as a senior vice president for Kratos Public Safety & Security (PSS). “The response was huge.” And so began the Federal government’s efforts in earnest — unprecedented in dimension and fiscal might — to secure the nation from further aggression. By the end of November 2002, the Department of Homeland Security (DHS) was formed in response to the coordinated attacks on 9/11. New agencies such as the Transportation Security Administration (TSA), along with assorted advisory groups and other services, began to reshape the security industry. Billions of tax dollars flooded into R&D efforts to create or attempt to perfect security technologies that heretofore were the stuff of science fiction. Suppliers, systems integrators and other industry stakeholders at once were enlivened by a call to duty, intrigued by securitysales.com • SEPTEMBER 2011 41

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new market opportunity and mystified by the pace at which the security ecosystem was being transformed. FIND IT ON THE WEB F The online version of this story includes an T interview with Lynn de Seve, president of in GSA Schedules Inc., who discusses the effects 9/11 had on government contracting. Visit securitysales.com/Sept11.

Significantly, an avalanche of regulations, standards, laws and technical requirements — many of which relied on an electronic security component — would follow as well. Many security organizations were perplexed by it all. “This created all sorts of issues for security practitioners who now all of a sudden were in the middle of a highly regulated industry and few business people or suppliers knew it,” says Bob Hayes, managing director of the Security Executive Council (SEC), a professional organization of leading senior security executives. “It had to be addressed and it really changed the way we did business.”

In the past 10 years, the work to secure the nation’s critical infrastructure alone has resulted in a bevy of identity verification programs that have helped spawn new market niches for suppliers and integrators. To satisfy the technical requirements of Homeland Security Presidential Directive 12 (HSPD-12), the push for secure and reliable forms of identification for federal employees and contractors resulted in Federal Information Processing Standard Publication 201 (FIPS 201). To better secure port facilities, the Transportation Worker Identification Credential (TWIC) program was created to provide a biometric credential to maritime workers. While these and other governmentdriven programs have helped advance system interoperability and integration, as well as other technical advances, they have also been dogged at times by copious industry frustration.

For instance, HSPD-12 has been out since 2004, yet implementation has been slow, says Geri Castaldo, CEO of Coconut Creek, Fla.-based Codebench, a software development firm for physical security applications. “The original deadline for compliance was 2007. But when few agencies complied, citing not having the funds to do so, there was really no repercussion,” she says. Various carrots and sticks have been brandished by the federal government to goad agencies into complying. Those efforts, such as withholding technology refresh funds for other projects, are being met with some success, Castaldo says. FIND IT ON THE WEB F The online version of this story includes T aan interview with Don Erickson, director of government relations for the Security Industry Association (SIA), who discusses federal funding concerns and related topics. Visit securitysales.com/Sept11.

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9/11: 10 YEARS LATER

Some critics contend 10 years after 9/11 there still remains little guidance or governance from DHS to both the public and private sectors on truly what should they be deploying in their security systems. Industry practitioners clamor for adherence to guidelines common to the fire/life-safety and physical security sectors. The Chemical Facility Anti-Terrorism Standards (CFATS), maybe the most high-profile unfunded mandate, remains every bit a thorn in the side of the industry. “I had great hopes that CFATS was the first step toward providing some guidance and regulation and requirements to give owners an understanding of what they should be deploying,” says Jim Henry, executive vice president of Henry Bros. Electronics (HBE), which was acquired by Kratos Defense & Security Solutions Inc. in 2010. “It has been largely a recommendation, but the teeth and the consequences for

not following those recommendations aren’t there.”

BUSINESS

Companies Forced to Evolve As an increased awareness for security reached critical mass in the wake of 9/11, organizations awoke to the grim reality of just how woefully unprepared they were to protect their employees and facilities from 21st-century threats. The upheaval and organizational soulsearching that ensued helped rocket security to the fore. “The electronic security industry went from the outhouse to the penthouse,” says PSA Security Network CEO Bill Bozeman. Where once security devices were commonly an afterthought or even jettisoned from budgets in favor of better furniture in the lobby, Bozeman says, now anxious corporate decision-makers who controlled the purse strings started asking questions.

‘What are we going to do? What is our security plan? What is our obligation? Who is in charge of security anyway? I’ve never even met that guy.’ “Now at every board meeting at every company of any size, security is discussed,” says Bozeman. “Some of it is logical, some of it is physical, but believe me it is on the agenda.” F FIND IT ON THE WEB The online version of this story includes a T sidebar discussing how industry conglomsi eration hastened after 9/11. Visit securitysales.com/Sept11.

Among the momentous change, companies began selecting in-house executives to lead their security operations, which became an organizational equal to sales and marketing teams. For the first time, many companies sent executives off to be trained in security, which became a viable and upwardly mobile career path. “If you were a young executive trying to get to that next level, climb that lad-

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the ﬁrst power: United Airlines Flight 175 strikes the World Trade Center south tower. Following the 9/11 attacks, electronic security industry stakeholders and end-user organizations would experience indelible changes to their businesses and markets.

der, prior to 9/11 you didn’t want to be in the security department,” says Bozeman. “It was a dead-end street. It was low paid, low respect, no future.” IT department heads had already begun their ascent up the organizational ladder prior to 9/11 as companies were forced to contend with globalization and other marketplace factors. Now IT was propelled even faster into the electronic security realm. Still, a great deal of disorder was yet to be sorted out over just who and what department would assume traditional security responsibilities. “There was a lot of confusion who should run security,” says Hayes, who served as corporate security director for Atlanta-based Georgia Pacific at the time. “Should it be the IT people? Should it be the corporate security people? Should the CIO have it all?” Lower-level management of corporate security departments began to disappear. Traditional-minded security dealers and integrators were now thrust into interfacing with corporate brass. To keep pace with the transformation, many dealers and integrators had to learn — and indeed are still having to learn — new skill sets. Waning are the days of the typical sales conversation with an ex-policeman who manages the security department part-time. “It is very different how you sell a system to a MBA who reports to somebody on a board of directors,” Bozeman says. While a small number of integrators had already recognized the coming con-

vergence wave prior to 9/11, many more were caught flat-footed when IT and increased networking of systems and devices grew. “Whether they be ADT or Siemens or Diebold or Securitas Systems, any large integrator was still doing basic analog and standalone systems,” says Jeff Kessler, an industry analyst and managing director of Imperial Capital. “Post 9/11, they began to realize these systems had to provide coordination among a lot of points. Those points would entail being on a network.” Placing equipment and systems on a network introduced a new type of organizational expense. Enhanced security aside, the cost for deploying these systems was now required to be justified in the name of return on investment (ROI). The ramifications of this dynamic continue to reverberate throughout the industry today. “The drive toward ROI is the No. 1 reason why the security industry overall has been hiring people who can figure out how to make security much more of a daily part of the business process, and that is critical,” Kessler says.

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For the traditionally product-centric security industry, what are among the most significant effects 9/11 had on technology and systems development? Gauging the overall impact is not necessarily black-and-white. The billions of dollars poured into R&D efforts by the federal

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9/11: 10 YEARS LATER

government and private investment only served to fuel the enormous hype behind futuristic technologies that ultimately failed to deliver in many cases. The likes of facial recognition and biometrics entered the psyche of the general public. For the first time, explosive detection, radiological detection and various WMD-style detection technologies were deployed to enforce sterile zones inside airports and elsewhere. The efficacy of the equipment and the exorbitant cost for development and deployment continue to be debated. “In the case of some of these technologies, they are research and development projects, and the research can go on for a long time before you know what to build,” says John Moss, CEO and co-founder of Framingham, Mass.based S2 Security Corp., a provider of integrated physical security management products. “It’s not that it was a waste of money. We didn’t adequately estimate the cost of the research.

It required more than what was done because things like facial recognition never really caught on in a big way. They were never developed to the point where they could be deployed.” In terms of what technologies did 9/11 actually spawn that could be deployed at the enterprise level, “Not much,” Moss says. Steve Van Till, president and CEO of Bethesda, Md.-based Brivo Systems, a provider of Web-based access control solutions, concurs. “I am perhaps a bit of a contrarian in this regard. Everyone likes to talk about how the [9/11] attacks have changed so much, but I think that most of the technology we are using to protect facilities — mainly access control and IP video — were already in existence, and that their evolution was largely on its current path already,” he says. “The exceptions may be related to detection of volatile materials and bomb components, but that’s not where most of the industry lives.”

Other emerging technologies that were being incubated in R&D labs at the time of 9/11 did receive a boost from additional funding and the inevitable rush to deploy them in the field. For example, video analytic development is at least five years ahead of where it would be had 9/11 not occurred, says Jay Hauhn, CTO and vice president of industry relations for ADT North America. “I am a firm believer that, as reliability increases, video analytics will be the primary enabler for innovation in access control, intrusion detection and game-changing managed services offerings,” he says. Advances in technology also continue to come to fruition based on standards and requirements such as FIPS201 and other government mandates born from HSPD-12. “At the core of identity assurance is biometrics. A few companies felt that biometrics were important, and had

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proprietary solutions that were deployed only in areas where extremely high assurance was needed,” says Codebench President Bob Fontana, who was serving as director of integration services at Siemens Security in 2001. “After 9/11, when it be-

came clear that biometrics were the key, biometrics went from being a luxury to being commonplace.” The increased necessity for networking and integrating disparate IP-based systems in a post-9/11 world has also

◗ WTC Site Project a Beacon of Technical Possibilities Hailed as massively sophisticated yet straightforward in its use, the turnkey security management solution being installed at the World Trade Center (WTC) will provide not only threat and risk assessment to the New York Port Authority, it will deliver immediate actionable intelligence to all buildings and sites throughout the 16-acre site. The sheer size and scope of the years-long project has attained luminary status in the electronic security industry and beyond as a symbol of perseverance and technological complexity. Also inspiring to many in the industry is the vast assemblage of disparate stakeholders who have united single-mindedly in a mission to achieve something uniquely patriotic and prideful. “This is my 32nd year in this business and I have never seen a group with this wide of a base and diversity come together for such a project,” says Philip Santore, president of Ducibella Venter & Santore (DVS), a leading provider of security consulting and engineering services for the WTC complex. To manage security systems throughout the site, as well as provide identity management capabilities, DVS designed what it refers to as situational awareness platform software (SAPS). The platform marries two industry concepts — physical security information management (PSIM) and physical identity and access management. Diebold Inc. is managing the installation, integration and maintenance of the SAPS. Copious devices and systems are being connected to provide centralized management for 11 primary buildings and facilities, including five skyscrapers, the third-largest transportation hub in New York City, the National Sept. 11 Memorial and Museum, a retail venue, a performing arts center, a vehicle security center, and critical infrastructure facilities. Among the interconnected systems: identity, credential and access management; IP-based video surveillance; intrusion and fire alarms; building management systems; vertical transportation; digital intercom; radio communication; chemical, biological, radiological and nuclear detection systems; and vehicle scheduling and management systems. “We’re integrating elements such as elevator systems and network-based appliances, elements that have not historically been included as part of a security solution,” says Jeremy Brecher, vice president, Technology Services, Diebold. “This project will certainly impact

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how the industry approaches complex security implementations in the future.” DVS began its work for individual system projects at the site about six years ago. As technology evolved during that span, so too did DVS’ designs and specifications. “When we first started designing this project, IP cameras and IP-based systems were still somewhat in their infancies,” says DVS Senior Associate Brian Coulombe. “We were still using analog cameras at first, but we were putting in Cat-6 cable trying to be as forward-thinking as we could.” The WTC site will be outfitted entirely with network-based designs and systems, complete with redundancies to ensure survivability. Among other design advances, DVS called for a lone fiber-riser system to be made available to other trades in order to consolidate costs. The idea was to also provide potential revenue sources for clients in the future by having spare redundancy and the ease of ability to put in additional fiber infrastructure in the buildings. “There are some of us that have been involved with the project from the beginning. To finally see it coming out of the ground is like watching a child grow up,” says Coulombe.

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9/11: 10 YEARS LATER

â&#x2014;&#x2014; New Building and Fire Codes Emerge fire protection systems; occupant behavior, egress and emergency communications; fire service technologies and guidelines; among others. The National Fire Protection Association (NFPA) remained intimately engaged throughout completion of the BPAT and NIST studies, including taking part in public hearings, as it formulated plans to revise codes where necessary, based on results from the studies. â&#x20AC;&#x153;Even though the attacks happened in September 2001, it was probably two years before we saw some changes start to come about in the codes, and even today there are still things we are working on as a result of what happened 10 years ago,â&#x20AC;? says Robert Solomon, NFPAâ&#x20AC;&#x2122;s division manager for building and life-safety codes. Among the fruits to have resulted from the NIST study were 30 recommendations to be introduced into the voluntary consensus process used to develop building and fire codes and standards in the United States. More than 20 of the recommendations have resulted in code changes to date. â&#x20AC;&#x153;We are still finalizing some recommendations and are only just scratching the surface for others,â&#x20AC;? Solomon says.

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Following the attacks on the World Trade Center (WTC), the wheels of investigation would soon begin churning to study and understand why the towers collapsed and what lessons could be learned to help prevent such horrific loss of life. What current building and fire codes, standards and practices warranted revision? What improvements could be made to building designs, construction and maintenance? By late September 2001, the Federal Emergency Management Agency (FEMA) funded a Building Performance Assessment Team (BPAT) study, initiating an analysis to determine the sequence of events and failures that resulted in progressive building collapse of WTC 1 and 2, as well as WTC 7. Yet even before the release of the final BPAT report in May 2002, experts roundly criticized the scope of it as woefully insufficient. Calls for more thorough investigation led to the National Institute of Standards and Technology (NIST) commencing its report, â&#x20AC;&#x153;National Building and Fire Safety Investigation of the World Trade Center Disaster.â&#x20AC;? The two-year study was divided into multiple projects that included analysis of building and fire codes and practices; investigation of active

The National Institute of Standards and Technology (NIST) released 30 building and fire code recommendations following its two-year investigation into the collapse of the World Trade Center towers. Since their release in 2005, more than20 of the recommendations have resulted in code changes to date.

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high-rise structures, while the rest could be applied to any building. Among the NIST recommendations that have resulted in code changes:

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• Need for redundancy in fire protection systems that are critical to structural integrity • Adapt control panels at fire/emergency command stations to accept and reliably interpret more information from the active fire protection systems that provide tactical decision aids to ground commanders, including water-flow rates from pressure and flow measurement devices • Install fire-protected and structurally hardened elevators to improve emergency response activities in tall buildings by providing timely emergency access to responders, and allowing evacuation of mobility-impaired building occupants Other NIST recommendations that NFPA could eventually mandate include the capability to deliver situational information to first

helped the industry nudge forward in its sometimes fitful efforts to provide truly open systems. Never before had the calls for open standards — a sacred norm in the IT world — rang quite so loudly in the security industry. “The fact that many systems were interfaced instead of integrated, along with the fact that most true integration was proprietary, drove awareness of the need for standards,” says Hauhn. “Standards are great but the development process is by necessity, slow. That has opened up the door for PSIM [physical security information management platforms] that truly integrate disparate systems from a multitude of manufacturers.” Collaboration among private industry stakeholders and end-user customers has seen a significant uptake since 9/11 as well. Where once working in proprietary silos was the tradition, the drive to design and install solutions that meet customers’ life-safety and organizational needs continues to grow. “Probably the biggest evolution I noticed personally [in manufacturing] is the voice-of-the-customer process,” says Allen Fritts, president of Honeywell Fire Systems, who is also a volunteer fire-

responders by using CCTV cameras in places like stairwells and elevator lobbies. NIST also recommended establishing a way to send real-time fire alarm control panel (FACP) data to offsite locations, including first responders en route to an emergency. “It is a great concept but people are still trying to figure out how that technology is going to work,” Solomon says. “How are we going to make the [FACP] or the CCTV system talk to the laptop in the fire truck?” The events of 9/11, as well as Columbine High School and Virginia Tech, also spawned the need to reliably communicate to large groups of people in real-time. Thus, mass notification installation guidelines were included into annex material in the 2002 and 2007 editions of NFPA 72. These did not become enforceable, however, until the release of the 2010 edition’s Chapter 24, “Emergency Communications Systems.” “In another 10 years from now we might still be trying to figure out better ways to do some of these things that we’ve already settled on for now,” Solomon says. “The codes tend to be very dynamic. They don’t remain static for very long.”

fighter in his hometown of Durham, Conn. “We’re talking to the customer but also the fire officials and others as well. The audience of people we talk to for information to make sure we are designing the very best equipment has expanded tremendously. The private industry as a whole has a lot to be proud of.” That message resonates deeply with Tom Von Essen, who served at Ground Zero on 9/11 as New York City Fire Commissioner, a position he held for five years ending Dec. 31, 2001. A 30-year career firefighter, Von Essen, who personally escorted President George W. Bush into Ground Zero days after the attacks, is quick to acknowledge the efforts of the fire/life-safety and security professions. “The private sector is key to the security of the United States,” he says.“Technology and the people that design and install these systems is the solution.” ■

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

FIND IT ON THE WEB F The online version of this story discusses T how society was affected by new security h measures following 9/11. Visit securitysales. com/Sept11.

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THE EVENT THAT CHANGED SECURITY T INTERVIEW IN

9/11 HERO Tells Tale of Losses, Lessons As the last fireman to escape 9/11’s World Trade Center devastation, ex-Chief Richard Picciotto has a unique perspective of what went right and wrong that tragic day. In an exclusive interview, SSI asks Picciotto how the electronic security industry can best aid firefighting efforts. By Scott Goldfine

This article originally appeared in the Oct. 2004 issue of SSI and went on to capture the Western Publishing Association “Maggie” Award for Best Interview or Profile/Trade. A slightly modified version is presented again here to commemorate the 10-year anniversary of 9/11. Richard Picciotto continues to share his amazing experiences, spread the lessons learned from that tragic event, and offer relevant commentary through CNN, History Channel, National Geographic and countless other media and forums.

merica will never forget the staggering horror and loss of Sept. 11, 2001. Yet — be it trauma, self-absorption or simply short attention spans — the progression of time has seen many Americans gradually distance themselves from the World Trade Center attacks. However, for at least one man, a heroic man whose mortality was ➞ pushed to the limit, such diversions are not an option.

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That man is Chief Richard Picciotto, iotto, who was preparing to go on duty ass battalion commander of Manhattan’s Upper West Side when the tragic events off 9/11 began to unfold. The 28-year Firee Department of New York (FDNY) veteran teran — who was also on the scene after 1993’s 993’s WTC bombing — rushed to Ground und Zero to assist rescue efforts. Picciotto entered the North Tower wer and climbed as high as the 35th floor before hearing and feeling the adjajacent South Tower crashing down. n. He then made the call for firemen en and rescue workers to evacuate, but ut stayed behind with a skeleton crew w to save disabled and injured civil-ians. It wasn’t long, however, beforee the North Tower also collapsed, trapping Picciotto, who had been between the sixth and seventh floors at the time, and several othIn the aftermath ers under the tremendous rubble of the tragic events of 9/11, many and debris. l encouraged d Chi h d Pi i tt tto share h hi people Chieff Ri Richard Picciotto his With their fate hanging by a amazing firsthand account. The result is the best-selling book, “Last Man Down,” which details his survival and thread, Picciotto and his men escape from the World Trade Center. then used their radios to send out mayday calls until a search party asked him how the electronic security inwas dispatched. When light finally apdustry can best help firefighters. peared from above, the chief and the others ascended some four stories until they reached the top of a humongous heap 1993 Attack Unheeded; 9/11 Fades that, up until that morning, had been First off, let me say what a distinct one of the world’s tallest buildings and honor it is to meet you. Going back to proudest symbols of the American way. that fateful day, can you tell me when Picciotto emerged nearly unscathed you arrived at Ground Zero, what after a harrowing four hours to become was the scene like and what was gothe highest-ranking firefighter to suring through your mind when the North vive the WTC collapse and the last to esTower you were in began to collapse? cape the destruction. Picciotto, who is Richard Picciotto: I arrived on the also a former New York police officer, scene shortly after the second plane hit. has since retired and carried forth to tell People were jumping out of windows. his amazing story of courage and survivWe were hoping to contain the fire, but al through his book, “Last Man Down: A I also knew it was going to be near imFireman’s Story,” and public-speaking possible to put it out. When I first went engagements where he offers tribute to into the North Tower, I just was thinkthe lives lost on 9/11 and discusses the ing how we had to get people out as fast lessons learned. as possible. Many of those lessons relate to meaBut then the building crumbled and sures that can prevent or mitigate largeI was thinking that I would be dead in a scale fire/life-safety calamities — such as few seconds. I just wanted to die quickthe systems provided by installing seculy. Many others were trapped in the rubrity dealers and systems integrators. In ble as well, but only 13 others — includan exclusive interview, SSI tapped into ing 11 firemen, one Port Authority officer Chief Picciotto’s unique perspective and and one civilian — made it to safety. ➞ continued on page 57

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M A S S N OT I F I C AT I O N

UCF Protects Campus With Integrated and Redundant Mass Notification System

Photos courtesy of University of Central Florida.

n order to provide a safe and secure campus community, the University of Central Florida (UCF), located in Orlando, wanted to equip itself with the latest in emergency communication systems. This was no small feat for the largest university in Florida and second largest in the nation. The institution has more than 56,000 students plus nearly 10,500 employees across 11 regional campuses. Prior to the Virginia Tech shooting, UCF had a security task force in place. One of the key issues that they discussed was the need for a mass notification system, taking a proactive approach to make the campus safe. Then the tragedy at Virginia Tech happened and like other campuses, the MNS project became a university priority. As a former security forces and anti-terrorism force protection officer in the U.S. Air Force, UCF’s Director of Emergency Management Jeff Morgan applied his security experience to help develop an MNS for the university. “I like to refer to what we needed as layers in an onion,” says Morgan. “We wanted a mass notification solution that had several layers; layers for redundancy. It is important to design a system that is both integrated and redundant for several reasons. “First, integration enables faster notification through all of the MNS solutions, from outdoor warning systems to mass E-mails and from digital dis-

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play signs to in-building notification systems. We were looking for a onebutton, simple solution. Secondly, it’s just more efficient. We know that our dispatchers can be overwhelmed in an emergency, and we wanted something easy for them to use, clicking the mouse a couple of times versus signing in four or five different systems. Thirdly, the redundancy aspect allows us to reach out to faculty, staff, students and guests in more than one way.” Relying on just one technology could result in a large part of the population not receiving the message.

UCF TAKES A STEP-BY-STEP APPROACH University officials first looked at their current infrastructure and identified communication systems that were already in place. They discovered that UCF’s phone systems were not designed for reliability in contacting the masses and E-mail was the only system being used at the time. However, they did find that they could use existing voice capable fire alarm control panels

(FACP) to save on equipment and installation costs for indoor notification. “One positive was that we didn’t have a bunch of disparate communication systems that needed to be integrated,” says Morgan. “We could basically start from scratch.” Searching for vendors was the next step. Liability was an important factor in the search. UCF started looking for vendors with approved MNS products from the Department of Homeland Security’s Support Anti-terrorism by Fostering Effective Technologies Act (SAFETY Act), which would provide legal liability protection for the institution in the event of a terrorism act. Cooper Notification was the only vendor that had this certification for an MNS product, which included WAVES in-building and wide-area MNS solutions. Morgan says that since the university borders two counties – Orange and Seminole – he reached out to them to see what type of public warning systems they had in place. Both counties utilize Cooper Notification’s Roam Secure Alert Network (RSAN) emergency text and voice alerting system. “Using RSAN seemed like a natural fit so that we could tie our system to the county systems,” adds Morgan. “Located near UCF is Valencia College, which also utilizes RSAN, it was the best solution for all to have one integrated and interoperable emergency communications system. The fact that RSAN could be integrated with the WAVES was also a critical factor in our selection process.” Through Cooper Notification’s Roam Secure Information Exchange (RSIX), UCF and Valencia RSAN systems can share in real-time daily information and emergency messages between campuses as well as with the Orange County system, OC Alert and Seminole County system, Alert Seminole. RSIX

How UCF Paid for the Upgrade With UCF’s proactive approach, the university covered the majority of the MNS investment through university funding. However, for the five d, additional indoor notification systems that are currently being installed, dUCF is utilizing a grant from the Florida Department of Education. In addition, the UCF construction standards were revised so that any new facility will have an indoor MNS installed and will be covered under the new construction funds.

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M A S S N OT I F I C AT I O N can help mobilize additional resources when needed and improve situational awareness. It also connects campus and county officials to local information sources (traffic, news, National Weather Service and monitoring systems) to automate alerting.

UNIVERSITY ADOPTS OPT-OUT REGISTRATION At the same time, the university began further developing its current emergency operations guide into a comprehensive emergency management plan, which includes communication directives and a list of who has authority to send messages. UCF officials also had to determine how they were going to get students, staff and faculty to sign up for UCF Alert (emergency.ucf.edu/ucfalert), the emergency notification system powered by RSAN. Morgan says that when they conducted research on either choosing an opt-in or opt-out option, they found that with opt-in, only 20-30 percent of students would sign up for E-mail and text message notifications. This required students, faculty and staff to log onto the Web site themselves and fill out their contact information. “We chose an opt-out option, in which we signed up 100 percent of the UCF community,” he says. “Every student, faculty and staff member is initially signed into the system. They can then choose to opt-out at their discretion.” As of July 2010, the university has 69,411 enrolled on UCF Alert, which

includes faculty, staff, students, county personnel and local first responders.

IT’S ALL ABOUT INTEGRATION While UCF was implementing UCF Alert, it began installing WAVES high power speaker arrays on the main campus for exterior voice alerting. This intrusive system sends out emergency messages in real time and has the capability of alerting the entire campus or individual areas, depending on the scope of the emergency. The reasons the UCF officials chose WAVES HPSAs are because it’s a giant voice system that not only gets attention with tones, but also provides clear, intelligible voice announcements with specific instructions in the event of an emergency. There are currently four HPSAs providing emergency notification to the 1,450-acre plus academic campus. Two more will be added by the end of the year, plus a mobile speaker array that will be used for special events and football games. HPSAs function as an integral component of the WAVES system controlled by its integrated base station (IBS), which issues commands and provides data messages to the WAVES transceivers, relaying the messages to the HPSAs. Next, the plan was to integrate 30 buildings that have the voice-capable FACPs with WAVES so that the indoor and outdoor notification systems could be activated through one system. By installing digital wireless transceivers within the buildings to connect to the FACPs, this allowed the university to

System Warns of Life-Threatening Situations “Our rule for sending out messages is that we don’t send out a notification unless it’s life threatening or has a large impact on our campus community,” the University of Central Florida (UCF) Dirctor of Emergency Management Jeff Morgan says. Since UCF has had its integrated MNS in place, the university has issued alerts for tornado and severe weather warnings. According to Morgan, the system was also used during a bomb threat in one of the parking garages on campus. UCF sent text messages to the entire campus community to inform them to stay away from the garage until it was deemed safe by emergency personnel. WAVES indoor MNS was used to send isolated alerts to those staff and students located in the buildings, surrounding the garage to stay indoors until they received further notice. Once the situation was safe, the indoor MNS also issued notification to let those in the buildings know it was safe, and they could return to normal operations. By integrating RSAN, WAVES and other systems into one user-friendly solution, UCF campus officials can now communicate to everyone via a single, secure, interface. “Cooper Notification’s interoperable system allows users to focus on the emergency at hand, not getting bogged down with utilizing multiple systems,” Morgan says. “With the click of mouse, our mass notification solution allows dispatchers to deliver live or recorded event-specific messages within seconds to sirens, indoor and outdoor speakers as well as cell phones and E-mail.”

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use existing infrastructure and save on installation costs. With five buildings in the works and three new buildings under construction, there will be a total of 38 integrated buildings by the end of the year. Currently, one outdoor digital display sign has been integrated with the MNS, and the university is looking to integrate its interior signs as well as 300 desktop radios, and the campus’ television and radio stations.

INVOLVE WIDE VARIETY OF CAMPUS DEPARTMENTS “It’s important to bring various departments together, including IT, police, building code, fire marshall, fire code, facilities improvement and maintenance, and involve them in the design of your system,” says Morgan. “For example, IT was critical to the type of system that we were selecting given the fact that they control all of the wireless frequencies on campus. During football games, we have a lot of television and radio broadcasters on campus. We required a secure, wireless system, like WAVES, that will not interfere with other wireless systems no matter how large our special events are.” Morgan adds that they also needed buy-in from the university police department in order to host and manage the integrated base station (IBS) as well as participate in exercises and drills. The code department needed to know what was going into and onto buildings to help get proper plans and documentation signed off to allow the project to stay on schedule as well as ensure it met all code and university standards.

COOPER NOTIFICATION: DELIVERING CRITICAL ALERTS WHEN IT MATTERS MOST Cooper Notification, the industry’s most comprehensive, multi-layered mass notification system provider, delivers critical, campus-wide emergency communications for universities across the United States. With approximately 500 MNS installations around the globe, other installations include U.S. military sites; major metropolitan areas such as Washington, D.C., Philadelphia and Orlando; state and federal agencies; airports; and hospitals. These systems play an important role in emergency alerting and information sharing among government leadership, first responders, critical infrastructure providers, businesses and citizens.

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M A S S N OT I F I C AT I O N

Improve Situational Awareness With IP-based Mass Notification Solutions

rom catastrophic natural disasters to the threats college students face, knowledge is critical in effectively responding to today’s diverse and complex emergency situations. The more knowledge one has about a situation, the better he or she can manage the crisis. Situational awareness is the state of knowledge of the event, what is happening around that event and the anticipated risks. Decisions made from this knowledge define the present and future state of the emergency. Greatly improving situational awareness enables security executives to make more informed decisions when time is of the essence. Through advanced IP-based technology, organizations can integrate disparate security systems such as video monitoring and sensor detection with emergency communications systems for complete, accurate and up-to-the minute situational awareness. In order to fully understand how IP-based infrastructure plays an important role in emergency preparedness and life safety, let’s take a look at the mass notification market to understand the latest codes and requirements, where the technology is today and where it’s headed in the future. The heightened demand for effective, integrated mass notification systems (MNS) to protect, alert and inform people in an emergency has not only influenced the government and other regulatory agencies to create codes and requirements, but also triggered an IP network convergence evolution. The 2010 edition of the National Fire Protection Association (NFPA) 72 National Fire Alarm and Signaling Code includes a new chapter on MNS. According to the NFPA, an effective emergency response plan (ERP) requires a detailed risk analysis. The role of mass notification – how the campus disseminates information and specific take-action instructions needed for different types of emergencies – is an important element of risk mitigation. Robust and flexible, IP-based MNS solutions can be designed to adapt to an organization’s risk analysis and ERP as

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well as integrate with other systems, which is recommended by the NFPA to improve emergency response time. It goes without saying that distributed recipient mass notification systems, which include text messages, voice calls, E-mails, pagers and desktop notification, currently leverage the power and reach of existing computer networks and the Internet to deliver emergency messages to a wide-range of audiences at a moment’s notice. Now the trend is for traditional MNS, such as an outdoor giant voice system or an indoor voice evacuation system, to take advantage of IP-based infrastructure for truly integrated and interoperable emergency communications. With limited security staff and multiple, independent communication and security systems to activate and monitor, security executives need an integrated IPbased solution with a simplified, single interface. It will allow security staff to focus on the emergency at hand without being slowed down, trying to launch multiple systems. Through an IP-based solution, multiple sites and facilities located anywhere in the world can be tied together for global notification and monitoring. Through a secure, realtime information sharing framework, a facility can communicate with other facilities as well as fire, police and health departments for a better understanding of the emergency situation. External

data sources like the National Weather Service and Centers for Disease Control and Prevention (CDC) can also be integrated with MNS so alerts can be automatically sent when a threat is detected. This allows facilities to get the essential information out quickly and then follow up with additional information as needed. In addition to interoperability, enterprise system solutions will allow you to leverage your existing infrastructure instead of adding costs with new equipment. Whether it’s a wired or wireless IP solution, the delivery method to all indoor, outdoor and personal notification devices can be agnostic across a wide range of networks. In some areas, you may need wireless communication, and in others you may need a fiber solution, depending on the environment and circumstance. The transportation mechanism for communicating emergency information can be independent of the device. Safety and security executives will begin to see effective IP-based MNS solutions that are dependent on risk analysis and emergency response plans as well as a heightened convergence of the elements in the ERP: interoperable protection, sensor and alerting systems. By integrating these technologies, an organization will greatly improve its situational awareness, system management and emergency response time.

What an Integrated Response Should Look Like Here’s an example of how an integrated, IP-based solution would help a campus and other stakeholders respond to a HAZMAT accident that occurs in a lab: The incident would trigger a chemical sensor into alarm status, which then activates a camera to stream live video of the area and the mass notification system to notify personnel based on the facility’s emergency response plan. The MNS automatically distributes alerts to the emergency management center via local speakers in the office as well as text messages and voice calls to key staff that may be located elsewhere. It also alerts the safety manager and first responders on duty, stating that a chemical agent has been detected in the lab. By viewing the video and the sensor status, the emergency manager confirms the threat. With a couple of clicks, he or she sends notification to all first responders in the facility as well as to the city’s HAZMAT team to assist with the accident, the facility’s security staff to help with evacuations, and alerts to employees and students in the lab and surrounding areas via indoor speakers, LED display signs, and desktop alerts with different instructions for the different areas affected based on the ERP. Response to this situation takes place within minutes, saving lives and reducing chaos.

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

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You also witnessed the carnage and aftermath of the 1993 World Trade Center bombing. Aside from the level of destruction, how did the two attacks differ and what was learned from the first one? Picciotto: Thanks to implemented recommendations by the Port Authority after the 1993 bombing, once fire and police responders got on the scene, they did a great job of evacuating people on 9/11. For example, lighting in stairwells helped get people out a lot faster. In 1993, evacuation was painfully long. On 9/11, we got roughly 90 percent of the people out in 40 minutes. Some things from 1993 did not change. Communications were a major problem then and again on 9/11. Communications between fire service and within the building failed. The fire department’s radios were woefully inadequate. That did not improve even though better equipment was available. It might have been a different story if the powers that be would have spent the money.

Chief Richard Picciotto spent more than four hours buried underneath several stories of rubble and debris after the tower he was in collapsed during his rescue efforts on Sept. 11, 2001. He was the final firefighter to emerge from the colossal wreckage alive.

Technology and Firefighting

As someone with more than a quarter-century of experience, how have Considering the years that have you seen technology change and aftranspired, are too many people losfect firefighting through the years? ing sight of what needs to be done to Picciotto: I like technology. We have prevent future disasters like 9/11? seen it change on both sides — for better Picciotto: Sadly, yes. There are still and worse. It is a double-edged sword. things first responders need, includBuildings built today are more daning basic communication equipment. gerous due to the use of lightweight When politics get involved, things get trusses and new kinds of materials that muddied. Without a doubt, people are may be structurally stronger but break losing sight of the safety awareness down faster in a fire. The major reason they had after 9/11. the World Trade Center went down like Another terrorist attack is going to it did was its design. The use of lighthappen and people cannot afford to weight materials made the towers incaforget. We cannot make the same mis- pable of withstanding explosions. The Empire State Building, for examThe building crumbled and I was ple, would have held thinking that I would be dead in up better due to its a few seconds. I just wanted to construction. In addie quickly. dition, it is designed so there are fewer occupants on the takes, we have to be vigilant and know higher floors. In the World Trade Cenwhat could happen again. I don’t want ter, there were as many on the top as the to see it happen again, but it will … bottom. Technology is great, but just and we are still not as prepared as we because we can build a building 200 should be. stories high, should we?

On the other hand, there are better fire safety plans and systems in place today. We can isolate the problem faster and find out temperatures in various places of a building, for example. That is great technology. Same thing with sprinkler systems — instead of just gushing a deluge of water, they can turn themselves on and off. This helps minimize property damage by keeping the fire in the incipient stage, allowing us to put it out. How valuable to firefighters are systems designed and installed by security dealers and integrators, such as addressable fire alarm control panels and sprinklers? Picciotto: As a former police office and fire chief, I know a lot of buildings are very security-conscious but not safetyconscious enough. They are really two separate functions that often seem to have opposing goals. For example, security is more concerned about regulating the flow of people in and out of buildings, whereas life safety is the opposite in that there must be free egress. When we get on the scene, any information we have is helpful to us. If securitysales.com • SEPTEMBER 2011 57

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it is computerized and it can tell us what doors are locked, what floors are occupied, etc. … now that is of tremendous value. The more information we have, the better, even though we certainly do not need all of it. Of course, the occupants having a prefire plan in place as well as a sensible building layout is also very important. Typically, we are in favor of sprinkler systems, but it depends on what they are trying to save. For example, computer components may require foam. The system has to be designed according to what the building owners or tenants are trying to prevent the loss of. The construction, occupants, building layout and materials present all play a part.

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How much direct interaction do Former FDNY Chief Richard Picciotto has become an in-demand speaker, often addressing schools, firefighters typically have with electronic fire detection systems? risk-management people and others. He provided a terrifying yet inspirational take on the events of 9/11 Picciotto: Unfortunately, a lot of as the keynote speaker at the 2004 ISC East Expo in times systems are in place where New York. the people on site do not know the functions, operation or resetting procelooks into it. As for products, being New dures. It could be a multimillion-dollar York City, we are not allowed to offer any site and no one knows anything about information when people ask our advice. it! You might have a $5-an-hour person We cannot get into specifics. responsible for it! It is a major problem. Firefighters will try to reset the alarm, Do you believe the manufacturers of but are not always able. electronic fire detection and life-safeThey learn about these systems by goty products get enough feedback from ing on a lot of calls. In addition, they firefighters? will select specific buildings and run fire Picciotto: I believe the industry should drills in which they find out all they can get more feedback from firefighters. The about a specific location. Sometimes, technology may be there, but knowing there have been fires afterward and drillexactly what we want and where we want ing beforehand was very beneficial. We it is crucial. Ask us what we need! After try to conduct the drills on weekends so all, we are the ones going in there to save as to not disrupt a business. There will people and structures. usually be fire safety and security people present as well.

Fire Alarms Seen as Essential Do people ever ask for advice on system design or products? Picciotto: When buildings are not up to code, we file reports. There are different codes depending on age of building. Some have to be upgraded and some do not. We refer those matters to our Fire Prevention department, which then

Do you believe the general public is becoming more aware of fire and lifesafety precautions? Picciotto: Yes and no. Carbon monoxide detectors are becoming very popular and we are going out on a lot of them. We get a lot of erroneous calls, but some true ones as well. I believe the

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9/11 HERO INTERVIEW

change or save your life. Every once in a while, a group of people does the wrong thing, like going to the roof, and it is very frustrating. Better education could help. People need to consider actions where the odds are in their favor for survival. After 9/11, conWithout a doubt, people are losing gressmen were adsight of the safety awareness they vocating helicopter had after 9/11. Another terrorist rescues from highattack is going to happen and rise buildings; it people cannot afford to forget. just is not going to happen. Too many people talk out of We are also seeing a huge increase in ignorance without knowing what they sprinklers, including residences, even are saying. though they are not required. False alarms are a huge issue with However, the general public is unburglar alarms as many police agender informed regarding fire safety procies look at verified response. With cedures, especially in high-rise buildings. There is not a lot of knowledge more and more detection devices being deployed, could we see similar reto know, but when you need it, it can people are becoming more and more aware. Builders are finding the cost of CO detectors compared to the potential loss is beneficial. Plus there is usually some sort of tax rebate based on the fire safety built in to a building.

sponse issues with fire alarms, especially considering some areas, such as Las Vegas, already require verification for fire alarms? Picciotto: We will endorse anything that can help us diminish the effects of fire, be it alarms, CCTV cameras, sprinklers; they all can definitely help us. While it is true that we do have a huge increase in false alarms, it is an annoyance that comes with the territory. I hope there is never a day when we do not respond to fire alarms. There may be fines involved, but I think we will always respond. As far as I am concerned, the more alarms systems, even if they are redundant, the better. As a fire person, I want to know when any alarm is triggered for whatever reason as soon as possible. I would rather have the systems out there in place than have doubt about missing a legitimate call. â&#x17E;&#x17E;

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9/11 HERO INTERVIEW theplusfactor

Chief Decides to Spread His Story What made you decide to write the book? Picciotto: I was going to a lot of funerals and visiting a lot of firehouses. People wanted to know what happened at Ground Zero and I found myself constantly sharing my experience. Those people then encouraged me to spread the word. I thought about it and wrote memories of what had taken place. That translated into the book, which presents

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What inspired you to get into law enforcement and firefighting in the first place? Picciotto: I grew up in a blue-collar, middle-class area and saw a lot of police and firefighters. I really enjoy helping people and this is a job that provides immediate gratification. To me, it has been very rewarding.

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As a speaker, what venues are you most often asked to address? Picciotto: Schools, risk management people and assorted others. I try to give them a personal perspective and share the lessons learned.

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What do you typically cover in your speaking engagements? Picciotto: I talk about my experience, what I went through and the lessons learned. It was a terrible day in history, but it also brought out some of the best qualities in people with how Americans banded together, especially the fire and police departments and other security forces. Everyone tried to help each other. I also talk a little bit about the fire and life-safety equipment that was in place at the World Trade Center and what should have been there. ■

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9/||

THE EVENT THAT CHANGED SECURITY T

As I See It

Guest Commentary by Gordon Hope

The Long Road Still to Travel After 9/11

he world we woke up to on that clear September day 10 years ago was in many ways vastly different than the one we live in now. That world was before robust wireless networks, smart phones, broadband, GPS and a host of other technological

Gordon Hope is Chairman of the Security Industry Association (SIA) Board of Directors Executive Committee and General Manager for Honeywell’s AlarmNet business. He can be contacted at gordon. hope@honeywell.com.

in the world, and has begun to be an international particadvances that make us feel safer today. Our ability to track ipant and influence on what is going on abroad as well as people, check identities and access infinite amounts of inforhere at home. But just as its world view has expanded globalmation via the Internet is leaps and bounds ahead of what ly, SIA has also led the development of domestic security iniwas possible then. We have seen more advances in the past tiatives such as the Local Preparedness Acquisition Act that decade than in the previous 40 years! But these very advancPresident Bush signed into law in 2008. This cooperative pures have led to new vulnerabilities that present the security inchasing effort makes it easier for companies to sell solutions dustry with equal amounts of opportunities and challenges. through the GSA services program To understand where we are goto state and local government — ing we need to look back at how far Government initiatives and streamlining a process that previwe have come. The events of Sept. technology advancements ously had a wide variety of rules in 11, 2001, forever changed the way converged to shove us from each state and local jurisdiction. we view our world, our technology infancy to adolescence So where does that leave us toand the role of security. Almost imnearly overnight. day? We are in the midst of a data mediately the U.S. government berevolution that shows no signs of gan looking at ways to utilize the slowing down, and that is both good and bad for the securiburgeoning biometrics and smart-card technologies to prety industry. We have done a good job using information techvent further terrorist acts. HSPD-12, FIPS-201, the PIV and nology to our advantage to secure our physical infrastructure. TWIC cards were direct outgrowths of those efforts. Every Now it is time to turn our attention to securing the informaaspect of security was scrutinized and the result was a push tion pipeline itself, which is ironically now more vulnerable for standards, interoperability of systems, and an influx of than the assets it protects. We have to increase our underfunds and programs dedicated to renewing physical secustanding of encryption, authorization and authentication — rity efforts nationwide. We as an industry and as a nation words that weren’t part of our security lexicon then. Now we looked around at what had happened, took note of the data have to educate ourselves about best practices to secure these revolution that was just beginning to emerge, and began to new potential targets. really question what was possible to accomplish. GovernIn addition, there is more work to do on the federal proment initiatives and technology advancements converged grams that have been in the works since 9/11. The federal to shove us from infancy to adolescence nearly overnight. identity credentialing and access management (FICAM) iniThe Security Industry Association (SIA) has been at the tiative provides a good roadmap to the requirements for idenforefront of many of the security efforts that have propelled tity solutions and issuing these credentials in federal facilities. this industry during the past decade. From helping launch We at SIA look to this initiative to provide even more specific the International Committee for Information Technology details going forward. And in conjunction with that, the Office Standards (INCITS) M1 biometrics committee, to initiating of Management and Budget recently issued a memorandum its own open systems integration and performance stanthat provides guidance on how to implement HSPD-12 that dards (OSIPS), the organization has played a key role in specifically references OSIPS standards, so SIA will continue government and industry efforts to standardize and harmoto have a direct role in these efforts going forward. nize the security industry’s efforts. We have come a long way in the past decade and made As an industry organization, SIA’s focus has changed from great strides in security, yes. But growing from adolescence the silo approach to standards that dealt chiefly with preventinto maturity is never an easy process and we must stay alert ing false alarms to a truly international scope. SIA recognizfor the pitfalls and challenges that most certainly lie ahead. ■ es that Americans are far from the only victims of terrorism

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INDUSTRY RESEARCH

©iStockphoto.com/Eric Hood

End Users Willing to Pay for Skilled Providers

Nearly four in five security directors/managers intend to spend at least as much on security in 2011 as they did last year. SSI’s seventh Commercial End-User Study shows the recession loosening its grip on budgets, but clients are becoming more particular about their electronic security solutions and providers. A higher degree of IT capabilities and systems integration are among the heightened expectations.

By Scott Goldfine

ommercial end users are looking to increase security expenditures. However, before you start counting your money, the question you have to ask yourself as an installing systems contractor is whether you have the evermore extensive IT/networking expertise those security directors/managers are also looking for. According to SECURITY SALES & INTEGRATION’s 2011 Commercial End-User Study, integrators and dealers are increasingly coming up short. The data shows that 72 percent of commercial end users plan to soon boost security spending. At the same time, lacking IT skills is their primary complaint (42 percent) about security contractors. While that may be a bitter pill to swallow, it should prove inspirational to providers willing to adequately train and equip their businesses for success in the rising arena of networked security solutions. There are plenty more lessons, insights and inside tracks for security integrators to pursue based on this year’s findings, in which the occasional sour notes are for-

tunately outnumbered by sweet tones. Highlights include: security directors are becoming younger and more technical; 90 percent agree to some extent security systems can reduce manpower needs; 70 percent rate IT security of equal or greater importance than physical security; frustrations with systems integration are rising; integrators have stepped up their customer service; and interest in megapixel cameras and video analytics is climbing. SSI’s seventh annual Commercial End-User Study was conducted in cooperation with Reed Exhibitions, organizers of the ISC events, and Campus Safety, School Bus Fleet and Metro magazines (for more, see Methodology box). Among the rest of the wealth of information to be discovered just ahead, although video surveillance continues to rule the technology/systems roost, sharp spikes were noted for intrusion detection, integrated systems and perimeter protection. Read on to elevate your chances for success in the commercial security marketplace.

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SSI 2011 COMMERCIAL END-USER STUDY

Time With Current Employer 41% 28% 12%

1-5 years

6-11 years

12-17 years

18-23 years

24-29 years

30-35 years

Nearly seven in 10 of security directors/managers surveyed have been with their organizations 11 years or less. The average is 10 years, 2.5 years less than the 2010 study; median is 9.

Number of Locations Responsible for

2-3

▼

4-6

▼

7-10

▼

11-20

▼

21-50

▼

More than 50

▼

Reflecting recession-induced facility closures and consolidation, only 34 percent of respondents handle more than six locations compared to 54 percent in 2008. A third serve a single location.

Years in Current Line of Work

20% 16%

15%

16%

10% 5%

1-5 years

6-11 years

12-17 years

18-23 years

24-29 years

30-35 years

36-41 years

More than 41 years

Three in four respondents have been security directors/managers for longer than 11 years. The most popular range is 18-23 years, while the average is 20 years, down 1 year from 2010.

Top 10 Professional/Occupational Backgrounds Technical Executive management Sales and marketing

Level of Education and Training Undergraduate degree (B.A. or B.S.) Graduate degree (Masters)

Law enforcement

Some college

Military / Government

Junior college degree (Associate degree)

Computers / Computer networking Electronics

High school diploma

Customer service

Trade school

Engineer

Ph.D (doctorate degree)

Security guard Those with a technical background catapulted from third place to the top slot. Meanwhile, sales and marketing rocketed from No. 7 to No. 3. Engineer appears for the first time, presumably due to the increasing complexity of knowledge desired in corporate environments. Note: respondents could select more than one answer.

Other This is an academic group, with 91 percent having some level of college experience. Nearly seven in 10 of end users polled have earned a college degree on some level. Three percentage points shifted from undergraduate to junior college degree.

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SSI 2011 COMMERCIAL END-USER STUDY

Security Systems Can Reduce Manpower Needs

Agree

Working With IT/Network Manager

Yes

83%

11%

I am my company’s network/IT manager

Somewhat agree

Supporting the physical-IT convergence movement, working with IT personnel climbed 6 percentage points. Only a hair more than one in 10 organizations maintains complete separation of physical and logical security.

Strongly agree

Security Decision Authority Vs. IT Manager IT Manager

Equally shared authority

Somewhat disagree

Disagree

27%

Security director/ manager

65%

Amazingly, these percentages remained completely frozen from a year ago. However, it reinforces that IT professionals are continuing to have a larger impact on buying practices, playing a shared or principal role in more than a third of the decisions pertaining to physical security.

Input on Specific Product Brands and Models

Strongly disagree

Those who agree to at least some extent that electronic security solutions can help reduce the strain on and cost of manpower gained 3 percentage points from 2010.

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I generally use what the consultant or integrator recommends

Significant, I am solely responsible for selecting specific equipment brands and/or models

It’s a team effort, I offer my opinion, but we reach consensus

51%

46%

Security managers are having more say in specifying equipment brands and models, with 97 percent playing some role in the selection process.

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SSI 2011 COMMERCIAL END-USER STUDY

Organization’s Level of Safety 28%

This paints an improved picture from a year ago as those selecting a rating of 6 or better gained 3 percentage points. However, a 10 score fell 4 points. The average rating rose from 7.8 to 7.9.

29%

16%

(not at all safe and secure)

11%

^ 10

(very safe and secure)

Top Obstacle for Secure Workplace

53%

Budget/Funding Getting management to commit Better buy-in from employees

16%

15%

Better interdepartmental cooperation 12% Other

Even though budget/funding is by far the top obstacle, there is still great news here for security contractors because that area declined a whopping 14 percentage points from 2010. The only area of increase was management commitment, which ballooned 7 points.

Organization’s 2011 Security Budget

Average

Median

This data replaces this study’s recession-impact chart from 2010 that showed spending freezes were abating. The large margin between average and median dollar amounts shows there is a vast disparity across corporate America.

2011 Security Budget Vs. 2010 Budget Stayed the same

43%

Ranking Organization’s Security Priorities

Increased

34%

Both are equally important

48%

Decreased

23%

In excess of a third of respondents poured more funding into their security programs in 2011. However, the largest faction stood pat, and almost one in four actually sliced into their allocations. This question was asked for the first time in the study.

Physical or electronic security

20%

Logical or IT security

32%

Close to half of respondents believe physical and logical security are equally important. However, a seismic shift is evidenced here with IT soaring upward 11 percentage points, turning what had been a 5-point deficit as compared to physical security into a 12-point advantage.

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SSI 2011 COMMERCIAL END-USER STUDY

Plan More Security in Near Future

Yes

72%

28%

Video Technologies of Highest Interest More upbeat news for providers are reflected in this data as those planning more security in the near future rose 7 percentage points. This positive change follows an 11-point decline from 2008-2010.

Networked or IP video

Video integration with access control, other systems

Method of Soon Increasing Security Other

11%

Purchase more electronic security/fire systems

Hire more guards/ increase manpower

Megapixel cameras

72%

Hire a consultant/systems integrator to perform a risk and vulnerabilities assessment

11%

Video analytics Good news for manufacturers; for service providers and guards, not so much. Purchases picked up 2 percentage points, but risk assessments dropped 8 points and guards slid 5 points.

Digital video

Wireless video Keeping Up With Security Solutions Go to trade shows

Command centers/control rooms

Read trade publications Network with colleagues

Remote video

Attend in-person training sessions Engage in online training

NVRs/DVRs

Read books Other

Covert video

Although it retained a share of the top spot, trade publications declined 10 percentage points, most of them funneling over to co-leader trade shows. It certainly appears security professionals are traveling more again as attending training sessions also picked up 9 points. Note: Respondents could select more than one answer.

Hybrid solutions

Security System Types Most Interested in

Mobile video

Video surveillance Access control

HDcctv

Integrated systems Intrusion

Interactive video

Perimeter detection Fire/life safety Building automation/controls Video remained atop this list with precisely the same percentage of a year ago, but its lead over access control was shaved by 3 points. Also showing healthy rises: intrusion (14 points); integrated systems (8 points); and perimeter protection (6 points). Note: Respondents could select more than one answer.

Megapixel cameras and video analytics combined to gain 9 percentage points. Networked/IP video remained the leader, adding 1 point from 2010. Digital video and wireless video both fell 11 points. HDcctv rose 4 points. Note: Respondents could select more than one answer.

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SSI 2011 COMMERCIAL END-USER STUDY

Access Technologies of Highest Interest 54%

Smart cards

51%

Access integration with video and other systems Biometrics

Too difficult to integrate

44% 42%

ID card badging Managed access control

40%

Remote access control

40%

Reliability

38%

Wireless access control

Not user friendly

33%

Gates, barriers, bollards, optical turnstiles, etc.

26%

Intercoms

The top gainers on this list appear at the bottom as gates, barriers, etc. and intercoms combined for 11 more percentage points. Smart cards remains No. 1, but saw its lead over integration cut in half. Note: Respondents could select more than one answer.

Create problems on the enterprise data network Features

Intrusion Technologies of Highest Interest 52%

Intrusion integration with video and other systems

47%

IP-based communications Wireless device

45%

Motion and other detection devices

44% 37%

Command centers/control rooms

Other Commercial end users fingered integration problems as being an intensifying pain point. That gripe elevated 8 percentage points. While true that cost remained the leading complaint, it actually dropped 8 points in the survey. Reliability as an issue rose 4 points. Note: respondents could select more than one answer.

34%

Monitoring systems/services

Top Virtues of Security/Life-Safety Systems

28%

False alarm immunity

26%

Alternative communication/signal transmission

Reliable

Increasingly, commercial end users want their intrusion integrated as that choice gained 4 percentage points to hurdle from No. 3 to the penthouse. Wireless, which had been the leader, retreated 6 points. Alternative communications fattened up 4 points. Note: Respondents could select more than one answer.

Fire Technologies of Highest Interest 50%

Integration with access control and other systems

42%

Voice/mass notification

36%

Networked systems

Rich feature sets User friendly Cost effective Easily integrated

34%

Addressable fire systems

29%

Emergency call stations

18%

Heat sensors

Sprinklers

Cost

47%

Cards: proximity, magstripe, Wiegand, etc.

Carbon monoxide (CO) detectors

Top Gripes About Security/Life-Safety Systems

15% 9%

Not much change in this area of the study with the order being the same as a year ago, and nothing shifting more than +/- 3 percent. The only categories demonstrating a gain (1 point apiece) were heat sensors and CO detection. Note: Respondents could select more than one answer.

Work well on enterprise data network Ouch, each of the top four virtues received less notice than a year ago. The declines were: reliability (7 percentage points); feature sets (9 points); user friendly (5 points) and cost effective (2 points). Note: respondents could select more than one answer.

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SSI 2011 COMMERCIAL END-USER STUDY

Top Gripes About Security Contractors

Top Virtues of Security Contractors

Lack of IT/networking expertise

Outstanding customer service

Cost

Technically adept, yet able to communicate on basic levels

Poor customer service Highly experienced Too little technical know-how Able to meet tight deadlines Often inexperienced Fairly priced Do not finish work on time IT/networking expertise Too much turnover Flexible service call options Too technical, can’t communicate on basic level Low turnover Inconvenient service call schedules Other Other Talk about a red flag. Lack of IT expertise exploded from No. 4 to the leading gripe with a 15-percentage-point upheaval. Closely related, technical knowhow took a 13-point beating and inexperienced rose 9 points. Cost saw a 4-point decline. Note: Respondents could select more than one answer.

Commercial end users are recognizing the effort security providers place on customer service as that virtue rose 11 percentage points to be thrust into the top spot. Part of that is flexible service call options, which also climbed 6 points. Note: Respondents could select more than one answer.

Level of Satisfaction With Security Contractor Completely satisfied

12% 1

Satisfied

Budget/Funding 38%

Lack of qualified manpower Internal thefts

42%

Somewhat satisfied Somewhat dissatisfied Dissatisfied

Top 5 Security and Risk Management Issues

Training

Management

Outdated equipment Completely dissatisfied

The results here are nearly a mirror image of what they were in 2010, which means more than nine in 10 commercial end users are at least somewhat satisfied with their security contractor. The average overall rating was 4.5 on a 1-6 scale where 6 was completely satisfied.

Money continues to be tight for security directors to get all the equipment, services and people they might like. Internal thefts and old equipment are also prominent on their radar.

◗ 2011 Commercial End-User Methodology To bridge the communications gap between commercial market users of electronic security systems and the designers and installers of these systems, SSI reached out to end users to better understand their knowledge and needs as it pertains to security solutions. This

was the seventh year the survey has been conducted. • The survey was sent out to 1,747 SSI end users and 2,103 readers of Campus Safety, School Bus Fleet and Metro magazines (SSI’s relevant sister publications) on July 12.

• ISC/Reed also sent the survey invitation to its list of commercial security end users.

• The results are based on the 266 respondents who qualified for the survey

• Reminder E-mails were sent to those who did not reply to the first invitation, as well as follow-up reminders

• The margin of error is approximately +5.8%

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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TECHNOLOGY CASE STUDY

Integrated Opera

How Panduit Did It The goal of integration is for the whole to exceed the sum of the parts or systems. Increasingly, that equation is extending far beyond the interactivity of security systems to incorporate what had been disparate systems within buildings into cohesive enterprise-wide solutions. Panduit’s new world headquarters offers one of the most convincing examples of this vision made real.

By Scott Goldfine

nleashing the full power and capabilities of today’s advanced security technology is a thrill requiring the reconciliation of several variables. These include an opportune application, a client where money is virtually no object, highly skilled security professionals and a wellcoordinated effort among everyone involved with the project. All of these stars aligned for a comprehensive solution recently deployed at building infrastructure provider Panduit’s new global headquarters in Tinley Park, Ill. The system’s design and installation demonstrates the might of integrated, IP-based physical security solutions to accelerate event detection and response, enable collaboration between a private company and public safety agencies, and increase operational efficiency. The solution combines networked video surveil-

lance and access control, and sets a foundation to centralize security operations for Panduit’s 120 offices worldwide. “Panduit’s new world headquarters brings to life our vision for creating environmentally sustainable and healthy places to work,” says CEO John Caveney. “We set out with a mission to create the ‘building of the future,’ and we feel we’ve set a new precedent by combining state-of-the-art visibility and control for all critical building systems, sustainable energy, operational cost savings and intelligent design features — all aligned under a single unified infrastructure.” This ambitious project serves as a showcase for what are becoming the seemingly endless possibilities of integrated systems. As such, it has profound implications for what lies ahead for this industry.

Meshing Network, Security Founded in 1955, Panduit is a privately held, global manufacturer of products for wiring and communications applications that employs 4,000 people in 112 countries. The company develops holistic, integrated solutions for data centers, connected buildings and industrial automation. These building infrastructure solutions enable customers to connect, manage and automate communications, computing, power, control, and security systems. Panduit solutions use unified physical infrastructure (UPI) principles to manage the risk and complexity associated with system convergence and integration, while also reducing cost and improving sustainability. When planning its new 280,000-square-foot world headquarters, Panduit was determined the facility would exhibit its UPI

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tions:

A Cisco Premier Certified Partner, IPVision began seven years ago as a network integrator. The firm switched to physical security in 2004 after successfully designing an outdoor pointto-multipoint wireless IP video solution for a shopping center. Today, the firm specializes in the government, education, law enforcement and utility sectors. “We have been able to leverage our experience as an integrator to solve problems with existing hardware on the market we feel are not in touch with real-world installation environments,” says Ben Green, IPVision vice president of engineering. “We consider ourselves an engineering firm first with about 80 percent of our business coming from subcontracting to integrators.”

Leveraging IP Connectivity

Panduit combined security and network operations into a Unified Operations Center. This eliminated redundant servers and networking systems to facilitate the teams collaborating to meet operational efficiency needs.

vision. The building’s IP network was to be the platform for physical security, collaboration and energy efficiency, unifying core business systems to deliver deeper visibility into real-time operations data.

Among the project’s physical security objectives were: • Creating a virtual fence around the 52-acre property instead of a physical fence, to automate intruder detection while lowering costs • Enabling collaboration with local fire and police departments • Increasing operational efficiency by not having to maintain a separate employee database for the physical access control system • Maintaining physical access controls even in the event of a power outage

• Taking advantage of video analytics in novel ways, such as preventing an employee who has swiped an access card from being tailgated To accomplish these and other objectives, Cisco’s video surveillance operations manager, media servers (NVRs), physical access manager, IP interoperability and collaboration system (IPICS), and IP cameras were selected. In addition, Axis Communications IP cameras were installed. “Panduit tested many NVRs and access control systems and decided on the Cisco physical security product line due to it being a true enterprise, distributed-architecture solution that leveraged PoE on both IP cameras and access control door controllers,” says Green. “Cisco’s access control also had the ability to integrate glass-break sensors and PIR motion sensors for alarm functionality. And they have tight integration with the network and discovery protocol.” The headquarters building installation included 96 monitored and access controlled doors. HID iClass proximity readers are connected to the access gateway controllers and used for time & attendance and other personnel-related purposes. Optical turnstiles are also part of the access system and can be optionally integrated to elevators. “One of the innovative features was we were able to use PoE-based door controllers that have a 12VDC output to

Unified Vision, Unified Effort The project kicked off in 2009, with the headquarters location being completed during 2010. To bring the concept to life, Panduit enlisted Cisco, Phoenix-headquartered systems integrator IPVision and Santa Clara, Calif.based consulting firm N2N Secure. “I was introduced to IPVision by the Panduit procurement team and our Cisco account executive in addition to several other capable integrators,” says Jeffrey Woodward, senior manager, Panduit Global EHS & Security. “We had already selected the type and level of systems we wanted. However, IPVision and Cisco perfected the design.”

A Cisco Premier Certified Partner, IPVision specializes in the commercial, government, education, law enforcement and utility sectors. Besides the Panduit project’s techincal demands, the integrator custom painted exterior camera enclosures to meet the architect’s specs. securitysales.com • SEPTEMBER 2011 83

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PANDUIT PROJECT

power the door security hardware,” says Green. “This provided for a much more redundant architecture, as network infrastructures are typically managed more closely than facility systems.” The access gateway controllers are also integrated into the lighting system For surveillance, 120 Cisco indoor and outdoor IP mini-domes, Cisco HD IP brick cameras, and strategically placed Axis IP p/t/z cameras were used.

AgentVi video analytics were integrated to enable a virtual fence. If a camera detects an intruder crossing the “virtual tripwire,” the video feed is displayed on a monitor.

There are 96 monitored and access controlled doors. HID iClass proximity readers are connected to access gateway controllers and used for personnel-related purposes.

so the security management system is alerted when lights are activated afterhours via the lighting control sensors. This allows those sensors to perform double duty as motion sensors. In addition, redundant backup features — including spare servers, UPS and generators — are part of the solution and guard against functional, power or data-related losses or outages. There is integration with the fire system so access gateway controllers can send alarms that change camera views, monitor water-flow alarms, trigger DoorKing gate controllers to open parking lots and allow emergency responders quick access, and display evacuation instructions on digital signage. For surveillance, 120 Cisco indoor and outdoor IP mini-domes, Cisco HD IP brick cameras, and strategically placed Axis IP pan/tilt/zoom (p/t/z) cameras were brought online. Video is stored on three 18TB media servers and can be monitored by authorized personnel from any Web browser on a PC or smart phone. Three AgentVi video analytics servers were integrated into the system. Analytics enabled a virtual fence that saved the expense of 4,725 feet of perimeter fencing. If a camera detects an intruder crossing the “virtual tripwire,” the video feed is displayed on a monitor. A nearby Axis p/t/z camera tracks the intruder, providing situational awareness so security personnel can plan the appropriate response. The IPICS enables Panduit personnel to communicate directly with fire, police and emergency medical services using any type of radio, telephone, mobile phone or software-enabled PC. To meet the fire department’s request that firefighters be able to maintain radio communication inside the five-story building, Panduit installed an antenna and police radio that is integrated with the IPICS. Thus operations personnel can join Panduit’s own radio channel with that of the police.

Single Command Center Control Instead of building a separate security operations center and network operations center, Panduit combined them

into what it calls a Unified Operations Center (UOC). This eliminated redundant servers and networking systems to facilitate the two teams collaborating to meet ongoing operational efficiency needs. “The unique Unified Operations Center enables close coordination and information sharing in a central location,” says Woodward. “Moving to converged and IP-based systems speeds time-critical evaluation and response for improved workplace safety and network service level agreements. This consolidated environment also reduces duplication, which results in a positive ROI [return on investment] in both hard equipment and soft operational costs.” As an example of how the combined workspace reduces time spent investigating false alarms, IT personnel can quickly find out if an alarm from a building system resulted from a power outage. The goal is to manage the security for all of Panduit’s global facilities through this central UOC location. Since completing the world headquarters, the firm has expanded the integration to five U.S. and three international offices.

Environment and Aesthetics It reasons that there would be plenty of challenges faced in pulling off a project of such technical sophistication. But it’s a bit surprising that the main impediment from the integrator’s perspective was something completely unrelated to technology or integration — Mother Nature. “The most difficult challenges we faced were weather conditions,” says Green. “The project took place in the December to February timeframe in Chicago. Some of the concerns we had were powering up outdoor p/t/z cameras in cold conditions when their gears and motor could freeze if the enclosure heaters did not activate. So we coordinated with the electrical contractor when the weather was less severe and we could verify the cameras were not frozen.” IPVision had a project manager onsite at all times to ensure things progressed according to plan, and the general

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PANDUIT PROJECT

contractor kept everyone up to speed through weekly meetings. Panduit’s headquarters was designed with a high-tech appearance befitting its industry, which meant aesthetics were important. The firm’s architect required IPVison to custom paint exterior cameras and mounts the same color as the building or pole to which they were mounted. One other factor that induced some restless nights for Woodward was the lag time between getting the network up and the security in place to safeguard it. “The primary security concern during the project came when we started to install network equipment in the building and the ability to protect it without technology,” he says. “Once our IT department brought the core network up, the security systems that protected their equipment was the first system provisioned.”

Efficiencies and Benefits When you’re dealing with this level of integrated systems, just the fact

The integrated fire system sends alarms that change camera views and trigger DoorKing gate controllers to open parking lots and allow emergency responders quick access.

things work as anticipated is half the battle. However, Panduit’s new system not only operates like it is supposed to, but it is helping the company realize numerous enterprise benefits exceeding those of a typical security system.

First is lower operational costs from centralized security operations. Headquarters security personnel can monitor and control video surveillance cameras and building access controls for all global offices via the WAN (wide area network). By centralizing security operations and eliminating the Panduit enlisted IPVision to help create an IP network platform for physical security, collaboration and energy need for a full security opera- efficiency, unifying core business systems to deliver tion at branch offices, Panduit deeper visibility into real-time operations data. estimates it is saving $653,000 annually. Thus the investment is projected to pay for itself in 1½ years. Second is quicker detection and response through automation. Interoperability between Cisco’s solutions and other IP-based solutions accelerates event detection and automates response. For example, activation of the fire system triggers the IPICS to: establish a virtual talk group; open the gate for fire trucks; and display evacuation instructions on digital signage. Panduit is a manufacturer of wiring and communications products that employs 4,000 people in 112 countries. It Thirdly, there are increased develops holistic, integrated solutions for data centers, operational efficiencies. Rath- connected buildings and industrial automation. er than separately maintaining a personnel database, Panduit synTip of Integration Iceberg chronizes it with the company’s Oracle Expansions to the main system personnel database. So rather than should be a breeze thanks to the scalhaving to manually enter changes such able design. “One of the best things of as new or terminated employees, the the new system is the ability to utilize database automatically updates sever- the network to add new devices,” says al times per day. Woodward. “Based on the Panduit netNext, there’s maintaining reliable acwork design, it is very simple and quick cess control even during power outagto add on with minimal cable pull.” es. If the access gateway door controller Panduit is continuing its mission to loses its connection to the central access add the same IP-based physical securimanager, it continues operating. The ty solutions to other global offices. The controller receives PoE from a switch gains are expected to be even greater in and maintains a local database. those remote offices because they have Finally, is the increased ROI from us- smaller security staffs. ing the physical access control system Additional future plans include intefor other purposes. These include: time grating the physical access control sys& attendance via badge readers instead tem with network access controls so an of time clocks so employees swipe IDs to employee who has not swiped a badge check in and out; door control for emto enter the building, for example, canployees using wheelchairs; and positive not log onto a PC. “I also look forward visitor experience, as upon arrival in the to better analytics, more interoperabillobby the receptionist can quickly find ity and a single graphical user interout if the sponsor is in the building. face,” says Woodward. ■

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EXCLUSIVE! EXECUTIVE INTERVIEW

Pledging Allegiance to

United Technologies Already a leading global supplier when it acquired GE Security, United Technologies Corp. (UTC) has spent more than a year reorganizing its Fire & Security division. Global Security Products President Kelly Romano emphasizes the manufacturer’s commitment to the industry, tells what’s in store for top brands Interlogix and Lenel, dispels channel conflict concerns, and states why integrators should partner with UTC.

By Scott Goldfine

hen United Technologies Corp. (UTC) announced plans to acquire GE’s languishing security business for $1.82 billion near the end of 2009, it sent shockwaves through the industry. Having entered security just six years prior, UTC had swiftly and boldly positioned its Fire & Security division as a world leader in those technologies, products and services. After spending a year restructuring and completing the massive GE integration, UTC Fire & Security is ready to assert itself in the marketplace. To carry out that mission, in May of this year, Kelly Romano was appointed president of Global Security Products within UTC Fire & Security. Although a newcomer to security when she joined the di-

Kelly Romano was named UTC Fire & Security President, Global Security Products in May 2011.

vision in 2010, Romano brings more than 25 years of rock-solid experience in building systems. She earned her stripes in sales, marketing, general management and executive capacities for Carrier, UTC’s HVAC business, including president of Building Systems and Services from 2006-2009. Romano now heads up a group that offers a broad range of security and life-safety products, enterprise software solutions, electronic locks, and key management systems through well-known brands like Interlogix, Lenel, Supra and Onity. Of particular significance to dealers and integrators are Interlogix — a prime part of the GE deal — and Lenel. All told, in less than a decade, UTC has integrated more than 60 acquisitions into its Fire & Security operations, which employs approximately 4,500 people worldwide. In 2010, the business accounted for $6.5 billion of its parent’s $54 billion net sales. Despite its formidable size, resources, brands and leading technologies, several challenges confront Romano and UTC Fire & Security. Longtime

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UTC UNVEILS SECURITY PLAN

Headquartered in Farmington, Conn., UTC Fire & Security entered the fire safety and security segment with the acquisition of U.K.-based Chubb in 2003. Since then, the United Technologies Corp. business unit has made more than 60 transactions, adding world-class brands such as Interlogix, Kidde, Lenel, Onity, Edwards and Supra.

installing company customers, many tracing back to the trusted manufacturers that were consolidated into Interlogix even before GE paid $777 million for it in 2002, are wondering if and how new ownership is going to restore the luster. How much of a priority will fire and security be within the larger UTC universe? What will become of seemingly redundant product lines? Will favorite brand names vanish? Will there be upheaval among sales and technical support people? What about channel conflict with service providers? What will be done to ensure technological innovation? As if all that were not enough, there’s the matter of America still being enmeshed in a depressed and unstable economy. However, not only does Romano unflinchingly answer these tough questions and many others, she also explains in detail the reasons why UTC and its strategic partners are likely to achieve great success together. Can you explain some of the differences as well as similarities of security compared to your background in HVAC with Carrier? Kelly Romano: The more I get into the security industry the more I love it and the opportunity it presents. It’s a

very dynamic, technology-driven, rapidly changing industry. I see lots of opportunity for a world-leading company like UTC to make a big difference to customers in this space. Like Carrier, UTC Fire & Security really depends on strong relationships with strategic partners and distributors. After 25 years with Carrier, a lot of people said, “Oh, Kelly, that’s a big change going from Carrier to UTC Fire & Security.” Frankly, the industry structure is very similar. Who did I work with at Carrier? Dealers, distributors, contractors, more on the mechanical side than the electrical side, consulting engineers and building owners. I come over to UTC Fire & Security and I’m working with the same kind of industry structure — dealers and distributors. We call some of them strategic partners or VARs [value-added resellers]. We certainly have consulting engineers in the fold and building owners. So they are very similar industry structures that I had at Carrier. The key in my mind is all about the relationship with customers and that channel strategy. Clearly, technology plays a very important role. But we can have the best technology, and if we don’t have strong partnerships and customer relationships we won’t get to where we want to be.

What about the cross-over potential and opportunities between the two? Romano: Whether we are talking about building owners, commercial-type customers or the residential side of the homeowner or consumer, the end customer needs are very similar. They want reliable product performance, high quality installations, on-time delivery, they need us to be competitive, they need the best industry experts. There is a growing need for connectivity between the HVAC side, the fire side, security, video, even elevator controls, as building owners want to be able to control the system from a single point so that building management systems are simpler and easier for the owners to manage. I see some of these systems coming together over time. Looking at the residential side, we’re seeing more applications for temperature control within the home, so there could be opportunities to integrate HVAC technologies from Carrier with our residential intrusion systems. Do you see traditional security installers branching into HVAC or is HVAC branching into security? Romano: That’s yet to be determined, but it presents an opportunity on both sides. It’s partly driven by the sophistication and forward-thinking of the dealer and the partner side of business. I know we are doing some pilot integrating of Carrier’s ALC Automated Logic control system with the Lenel OnGuard system to drive down energy consumption. Let’s talk about the GE acquisition. GE never seemed to find its footing in security. Why is that and how will UTC deal with those brands, products and people to ensure the success and growth that eluded GE? Romano: There has been a big commitment, $9 billion worth of investment F FIND IT ON THE WEB H How the Experts Assess U UTC Fire & Security Find out what top industry analysts Sandy Jones, Bill Bozeman and Walter Bailey have to say about UTC and its leadership in an exclusive Under Surveillance post at securitysales.com/blog.

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and counting in this space. I think the fact they’ve made a big leg of UTC and said they want to continue to invest is an important part of the strategy and commitment we have behind being in the fire and security industry. At the same time, we’re also focused on driving organic growth. We’re investing more and more in R&D, and we stepped up investments in 2010 after the GE acquisition. We’ve stepped up investment in 2011, and I see that happening again in 2012. GE is a big company and invests in a lot of different areas as well, but I think when they made the decision that maybe they were going to focus on other things there were areas we are investing more in, like residential intrusion and video, that will make us more successful. The other advantage I see is bringing to bear the UTC operating model, and it is very powerful in terms of operational efficiencies, qualities, innovation and technology. I would argue the acquisition has really been a game-changer for us. We had some product gaps and they’ve filled a lot of those, so now we a full portfolio across security and fire. We’ve brought to bear additional brands that have great equity in this business and additional channel relationships that perhaps we didn’t have. We now have a full complement to offer customers. Should dealers and integrators anticipate any personnel cuts being made to your sales or technical contacts? Romano: When we did the integration early on, there was a lot of focus on the front end. We needed to make this seamless for our customers. As with any integration, we were looking for efficiencies. We were not looking for, if you will, efficiencies on the front end with customers, things like the sales organization, customer support and technical support. The feedback we’re getting is we achieved that seamless transition. What is the plan to handle the integration of Casi with Lenel, and similar brand and product line issues? Romano: We have business unit brands and we have product brands. On the business unit side we had

UTC Fire & Security provides integrated security systems and life-safety solutions that help protect people and property around the world. Its Global Security Products group offers enterprise software solutions, electronic locks and key management systems through leading brands including Interlogix, Lenel, Supra and Onity. Product examples pictured above (clockwise): video management software (VMS); two-way talking touchscreen; UVD-IP-XP3 dome camera; and SafeAir 250 CO (carbon monoxide) detector.

Lenel, we had Onity, and GE brings in Supra. Then we brought back Interlogix, which had a lot of brand equity in the marketplace and that’s gone over very well on the channel side. On the products side, we want to leverage the strong brand equity out there. We’re aware there are opportunities to elevate certain brands and to make sure we don’t have, if you will, brand proliferations. As we think about Casi and the whole Picture Perfect-Facility Commander migration, and the platforms that support those systems as well as the OnGuard and GoEntry systems, we’re looking at leveraging the best technology across the board. We’re looking to be able to provide things like cloud, hosted, managed, mobile PSIM [physical security information management], video management system [VMS] capabilities, bringing more technology but protecting investments that customers have already made. Are you helping integrators through that process with their customers? Romano: Absolutely. In fact, we’re having those conversations now. It’s generating a lot of excitement because they’re seeing we have a migration path, and we’re investing in a way that pro-

tects customers on the hardware side with what they already have installed. Let’s talk about the Chubb and Counterforce sides of UTC’s business. How do they coexist with dealer and integrator customers that may compete with them? Is there channel conflict? Romano: In 2009, we organized UTC Fire & Security into product businesses, so there is the Global Security Products business, the Global Fire Products business, and then we have five service regions — the Chubbs of the world. These businesses are separate P&Ls. My mission in life is to maximize global security products across the board, working with the various channels. We have a very strong and loyal channel in security products. Sometimes it’s with Chubb and many times it’s with other strategic partners. We value all sides of the equation. Because they are managed independently and my job is to maximize global security products, I don’t see a conflict per se. I had the same situation at Carrier, where on the commercial side I was developing and selling new products to contractors, and yet I also had a service organization. Because we managed it at sort of an arm’s length, we were able to manage that channel strategy. ➞ securitysales.com • SEPTEMBER 2011 91

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UTC UNVEILS SECURITY PLAN

What are some of the ways UTC Fire & Security is reaching out to the installing dealer community? Romano: Interlogix is the Diamond sponsor for ESA [Electronic Security Association] and participates in multiple events, including industry roundtables. We also offer programs to match the needs of the individual dealers or integrators. Our Security Pro dealer program is just one example. With each of the businesses — Interlogix, Lenel, Supra and Onity — we have a rigorous customer feedback process. Another example, Lenel has a Paradigm group where they meet with consulting engineers. They run by them where technology is going and get their input early on in product development. We try to stay very close to our different constituents. We’re also advertising more and have created rebate programs for our dealers. This allows co-op advertising if they promote our products. We often hold events. In May, I attended a big event with Interlogix with about 300 dealers. A piece of it is around training and a piece is around introducing new products. It’s around bringing industry experts in to talk about where technology is going, how to sell, how to become more effective as a selling organization. Are you looking at reseller relationships outside the traditional security dealer/integrator model, say IT, telecom, etc.? Do you see erosion on the security side, or is there enough opportunity for everyone? Romano: I think it’s how you look at it, and it depends on the segment. In the traditional commercial/residential sectors, we’re seeing significant transformation into home automation, building system environments with entrants such as Comcast, Time Warner and Cox Communications. They offer a different value proposition, and I think that’s here to stay because it’s the nature of these technologies coming together. It’s opening up other relationships, other channels. It could result in erosion for the traditional dealer. I would also argue it offers an opportunity. For those organizations that are proactive, that

Fast Facts •

In 1975, United Aircraft Corp. changes name to United Technologies Corp. (UTC)

•

Chubb acquired in 2003 and combined with Kidde acquisition to form UTC Fire & Security in 2005

•

As of 2010, UTC employs 208,200 people, 4,500 in Fire & Security in more than 60 countries

•

UTC posted $54.3 billion in net sales in 2010, $6.5 billion of it in Fire & Security

•

UTC Fire & Security is comprised of more than 75 product brands

•

UTC business units are: Carrier HVAC; Hamilton Sundstrand aerospace and industrial systems; Otis elevators and escalators; Pratt & Whitney aircraft engines; Sikorsky helicopters; UTC Fire & Security; and UTC Power fuel cells and power systems

•

Global Security Products business unit brands are: Interlogix; Lenel; Onity; and Supra

stay relevant with technology and innovation, that have relationships in the marketplace, I think there is a real opportunity for them to grow. Let’s talk about standards, an area many believe the industry is lagging in. What’s your take on issues like proprietary versus open platforms? Romano: One of our R&D missions is making integration easier because we believe that’s what customers want. So devices need to be IP-enabled and wireless. Customers increasingly expect components to work together independent of the manufacturer. They want a total security solution. So we will offer best-in-breed technology from a component and equipment level. Our goal is to tie these into the best integrated solution on the market. We will provide customers with a choice to use our components with other systems and other components with our systems. We strongly believe that open security standards need to be established. I think when you have open standards it speeds technology development. We’re taking a leadership position in this

area. We sit on the boards of both SIA [Security Industry Association] and PSIA [Physical Security Interoperability Alliance] and we’re helping to drive these open standards into all of our product lines very aggressively. Turning to the economy, how do you think the industry has contended with the recession? How will the economy impact the industry’s growth in the near term? Romano: First of all, I’m not convinced the recession is over. I think it’s going to take some more time before we come out of it, and we’re seeing that in many different parts of the business. We’re going to continue to see significant pressure on the stock market and we see companies, and even the government, under a lot of pressure on spending. That’s the nature of the beast we’re facing. Things have leveled out a bit, but we’re now facing increases in raw materials and transportation costs. That puts pressure on margins and we continue to see consolidation on the manufacturing and supply side. Having said all that, I’m convinced there is a lot of opportunity in the security industry. After moving over within UTC and having now been in the security industry for roughly 18 months, is there something in particular that stands out? Romano: When you think about what we’re doing on the security side, and even broader on the fire side, I now appreciate how we provide a tremendous, higher-level, if you will, purpose to the world. We are protecting people, property and assets, and I think we have a very noble mission. As I’ve gotten deeper into the business, I’ve talked a lot about that within our organization with our partners. There are huge opportunities for technology to create better and safer and secure environments, and also drive efficiencies for our customers. ■

FIND IT ON THE WEB F See the Complete, Extended Interview S For much more from this conversation check F on the online version at securitysales.com/ romano.

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SYSTEMS INTEGRATION

INTRUSION NA &ACCESS

Ring True for Toolmaker Echo When Echo Inc. sought an integrated access control and intrusion detection solution to match the power and reliability of the tools it has become famous for, the manufacturer rekindled its relationship with a familiar security contractor. Prompted by the addition of a 127,000-square foot warehouse, the project illustrates seamless campus-wide integration.

By Ashley Willis

s most business owners will attest, customer loyalty is extremely important in running a successful company. Echo Inc., a professionalgrade handheld outdoor power equipment provider, understands that well. For nearly 30 years, the Lake Zurich, Ill.-based firm has offered backpack blowers, chainsaws, hedge trimmers and much more. In fact, the company’s products have become so popular that Echo needed to expand its manufacturing facilities to meet growing consumer demands. In 1999, Echo made its first venture into expansion and developed a 156,000-square-foot distribution center. Wanting to protect its assets, the company had a basic security system installed in the facility.

“We had a very generic building security system at the time,” Echo Senior Facilities Manager Michael Hilt explains. “When we left, we turned the alarm on. When we came in, we turned it off. There was no integration to employee access; we didn’t even have an access system.” That would change when the company built an additional 127,000-square-foot distribution center 11 years later. As a whole, Echo’s facility includes two distribution centers and company headquarters, totaling 540,000 square feet and covering more than 35 acres. And, with the purpose of storing raw materials and finished goods, the new facility required something beyond a basic security system. As a result, Echo executives decided it was time to requisition a solution featuring access control and intrusion detection capabilities. ➞

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INTRUSION-ACCESS INTEGRATION PROJECT

Zurich, Ill.-based Echo’s facility includes two distribution centers and company headquarters, totaling 540,000 square feet and more than 35 acres.

11-Year Relationship Stays Strong So who could rise to the challenge and install the system? Echo didn’t have to look farther than Northbrook, Ill.-based LaMarCo Systems, which installed a fire alarm system for the first distribution facility in 1999. “When LaMarCo submitted a bid, they were able to win the job because of the amount of detail that they put in their bid package,” Hilt says. “The system drawings were very professionally done, and the quotation they gave me broke out the individual component pricing very well. They did a good job for us and we’ve been with them ever since.” Established in 1998, LaMarCo installs access control, CCTV, fire alarms, intercoms, intrusion alarms, mass notification and video management solutions. With roughly 85 percent of LaMarCo’s business coming from commercial clients, it relies on UL-Listed central station EMERgency24 to provide customers monitoring services. LaMarCo regularly spoke with Echo representatives and general contractors through face-to-face meetings and Emails to determine what systems would work best for the facilities. A loyal customer to the integrator for roughly 11 years, Hilt and his team placed their full confidence in LaMarCo and allowed the installing security contractor to pick the products for the project. “I told them what my goals were for a security and access system,” Hilt says. “The solution that they brought

Echo’s Michael Hilt and other authorized individuals can change and monitor the status of Bosch D9412 G Series control panels using D1255B vacuum fluorescent display keypads.

back was something that met our operational needs as well as our financial cost targets.”

Discriminating Intrusion Detection Having been a Bosch Systems Certified Security Dealer for quite some time, LaMarCo Operations Manager Dzmitry Beliayeu chose the manufacturer’s intrusion detection products to protect the facility. “Bosch is a pretty flexible product, and it’s very reliable,” Beliayeu says. “Most of the products are very robust, and we’ve almost never experienced problems with replacing them or things like that.” To protect the perimeter, Beliayeu and his crew of four installation technicians and one programmer installed a variety of intrusion detectors, including glass-break and photoelectric beam devices throughout both buildings. Bosch’s Professional Series PIR (passive infrared) detectors were included in the mix. Featuring sensor data fusion technology, which processes data from up to five different sensors, each detector covers a 60 X 60-foot area. “The device uses the different levels of signals to determine the size and location of a target so it can tell the difference between a person, rodent or truck. Then it can make an informed alarm decision,” says Tom Mechler, product manager for Bosch’s Intrusion Business Unit. The detectors also use Tri-Focus optics to produce sharper images, which

help distinguish intruders from false alarm sources. There are three different lenses inside the devices, which are optimized for different distances, allowing the detector to spread out as far as 60 feet. “The focal length of the lens affects the type of signal and frequencies that are created when someone walks to the coverage pattern,” Mechler explains. “It helps the detector determine if there really is a human-sized target within the range, which helps reduce false alarms.”

55-Door Access Integration As an IDenticard Systems dealer, Beliayeu chose the company’s IDentiPass solution to prevent unwanted access into restricted areas. The system also keeps track of whom, when and for how long an employee has been in a certain area on the campus. One of the solution’s features includes tabbed transaction screens that allow users to select specific information they want to view or print. Another capability is audio wav files that can identify incidents by linking sounds to particular events. Additionally, the software allows users to multitask and set time zones for employees who work at odd hours. “We chose this system for Echo because it’s extremely robust,” Beliayeu says. “It’s almost military grade, and it’s spec’d for all the government facilities. We had installed the system for some attorney general offices and courthous-

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es here in Illinois, so we knew it would work for Echo.” With eight interior partitions between the two buildings, Beliayeu and Co. installed proximity readers to roughly 40 doors in the first distribution center and 15 to the second building, guaranteeing that emergency exits remained armed at all times. Because the IDentiPass system integrates with Bosch D9412 G Series control panels, Echo’s 670 employees can arm and disarm certain areas of

ules to make sure the system communicated properly. We also had to readjust the sensitivity of the detectors here and there and program it appropriately.” Although the integrator solved the problem without assistance from the manufacturers, Mechler says that a Bosch telephone technical support team is available for troubleshooting. Additionally, the manufacturer recently introduced an online tech support program to help installers overcome any obstacles. Of course, it also helped that Hilt expected a few hiccups during the project, and as a result, he planned well to avert any major problems. Realizing the old security system in the first warehouse needed to be replaced, he scheduled the job to take place during the weekend. To maintain building secu-

has experienced with the solution have been entirely based on human error. “It was hard getting employees to understand what is armed and what isn’t,” Hilt says. “But as more people were introduced to it and started to use it, they picked up on it rather quickly.” Currently, the EST fire alarm system installed on the campus is not integrated with the system, although Echo is looking into that, as well as adding video surveillance in the future. Satisfied with the finished product, Hilt attributes the majority of the installation’s success on excellent customer service. In a statement taken from LaMarCo’s Web site, Hilt commented: “The team at LaMarCo … worked relentlessly to develop solutions that met our needs and our budget. Echo

Beliayeu and his crew installed a variety of intrusion detectors, including glass-break and photoelectric beam devices, throughout both buildings.

the facilities using their ID badges, eliminating the need for employees to key in a passcode for access. Additionally, Hilt and other authorized individuals can change and monitor the status of the control panels using the D1255B vacuum fluorescent display keypads. “The Bosch system allows us to give addressable points instead of just bulk zones,” Hilt says. “It’s point-defined. It’s telling me that point one, two or three is the problem, and then we can go right to that location and assess it.”

Planning Minimizes Problems Unfortunately, integrating the IDentiPass solution with Bosch’s control panels was not as easy as Beliayeu had hoped. Because of the layout of the warehouses, LaMarCo installers were not sure whether all pieces of the system would communicate to each other properly. “It was a little tricky integrating the solutions because they were not made to work with each other,” Beliayeu says. “We had to figure out a way to integrate them. Fortunately, we figured it out for ourselves by going back to the design stage. We had to add some wiring and some special extension mod-

Due to excellent customer relations, when LaMarCo Systems Operations Manager Dzmitry Beliayeu (left) suggested installing a Bosch security system to protect the premises, Echo Inc. Senior Facilities Manager Michael Hilt gladly agreed.

rity, an onsite security team monitored the area to prevent theft. “We were able to plan and schedule things accordingly, so when LaMarCo was going to pull wire in a particular area, we would do that when people weren’t around,” Hilt explains.

has been doing business with LaMarCo since 1999, and one of the reasons for this is because of the high quality of installation workmanship. It has been a great 11 years doing business with the LaMarCo team and I look forward to our next project together!” ■

Addressing Human Error

Ashley Willis is Associate Editor for SECURITY SALES & INTEGRATION. She can be reached at (310) 5332419 or ashley.willis@bobit.com.

Since the project’s completion in July 2010 (it started in April 2010), Hilt is pleased with the results. He does note, however, that there was a big learning curve for employees to learn the system. As a result, any problems the company

FIND IT ON THE WEB F The online version of this story includes T aan equipment list. Visit www.securitysales. com/echo. securitysales.com • SEPTEMBER 2011 97

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TECHNOLOGY BASICS

WOOING Customers WithWIRELESS Whether used in access control, intrusion or CCTV systems, wireless solutions offer numerous advantages for installers and end users alike. To name a few, faster installation times, material and labor cost savings, and the ability to extend an application to difficult-toreach areas. But beware; there is more than one wireless.

By Sean Leonard

o what is a significant driver behind the increasing deployment of wireless communications in electronic security applications? The answer is simple. A technology that used to create unmanageable pain points is now solving problems. Engineering breakthroughs in recent times have made wireless systems, especially in access control and forthcoming in intrusion and video systems, very reliable and much easier to install. Yet there are many aspects to wireless communications that some dealers and integrators don’t understand, one of which is there is more than one version to consider. Read on to discover how wireless saves money versus hardwired systems, plus end-user customers discuss how their organizations are benefitting from wireless technology.

Sandhills Regional Medical Center in Hamlet, N.C., uses wireless proximity card readers that seamlessly integrate into the access control panel, eliminating the need for drilling or pulling wire.

Photos courtesy Ingersoll Rand

Seamless Integration With Panel Perhaps Doug Vanderpoel, director of auxiliary services for Mount Holyoke College in South Hadley, Mass., explains it best why customers find wireless so versatile. The campus utilizes wireless systems in resident halls, office areas and other locations that are difficult to hardwire, such as the main doors on some buildings and other exterior entryways.

“In all, we have 320 wireless doors and the numbers will continue to grow,” he says. Vanderpoel relates how it was a real balancing act to coordinate the numerous tradesmen needed to install wired locks for the college’s access control system. “You need an electrician to install the conduit for the wire. Then, a communications person pulls the wire while a carpenter must hang the door,

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OPPORTUNITIES WITH WIRELESS

a locksmith mounts the lock and the low-voltage technician connects everything,” he says. But that’s not the end of it. “If a door is not hung properly, the carpenter must come out again. To do the job, the wire must be cut and so on,” Vanderpoel says. “Our staff has enough to do without going through that over and over again.” That’s why wireless or radio frequency (RF) online locking systems are one of the fastest growing implementations in access control, as well as in intrusion and video systems. These solutions seamlessly integrate into the access control panel, eliminating wire between the lock and the panel, thereby providing a complete solution at each opening. Wireless does likewise between sensors and accompanying alarms, as well as between cameras and the controllers.

“Hardwiring would have been too lengthy and difficult,” says Robert Krause, PFD director of technology. “We had inaccessible locations, issues with using surface mount conduit, grouted doors, difficult-to-reach headends and other problems that were easily overcome by using wireless access.” With wireless access control, it took less than two weeks to install the system in the four fire stations. “We saved several thousand dollars in costs per station by using wireless, something our taxpayers ought to appreciate,” Krause says. “Versus our previous system, our wireless locks notify us of their status. They have a polling feature in which information pops up on the management screen, telling us if a battery is low, a door is propped open or if there are other situations we need to resolve.”

How to Extend Existing Systems Achieving New Cost Savings

Installing security contractors can help university customers extend the reach of their student access control card systems by utilizing wireless readers at campus stadiums and other athletic facilities.

Wireless access and intrusion sysalarm on the equipment shed at an athSecurity contractors should consid- tems typically operate up to 200 feet beer wireless for every application, if for tween the door and the panel interface letic field or having cameras watch over no other reason than to take advantage module (PIM) for indoor applications. perimeters at the furthest extremes of the property. of installations that can be one-tenth A key factor here is line of sight be“We’re doing some pretty unique the time required for a wired solution. tween the wireless component and the Savings in materials cost is realized PIM is not necessary. Signals are able things with wireless here,” Vanderpoel says. “They include spanning an entire to penetrate cinder block, plasterboard since there is no wire to install. Also and brick walls, as well as many oth- athletic field to using one PIM to get a noteworthy, there is no business intersignal to three different buildings.” ruption caused by contractors’ noise er nonmetallic materials for simplified End users and installing security consystem design and implementation. and dust common to wired projects. For outdoor and remote applica- tractors alike are finding wireless sysEven in situations that might once tions, wireless eliminates costly trench- tems are ideal for garages, parking lots, have seemed impossible or impractiing and/or pulling wire to unrealistic airports, utility companies and military cal, retrofitting is made easy and afbases. Even more impressive, optional fordable with wireless solutions. For lengths. Consider these benefits in a directional or gain antennas are availinstance, Parker Fire District (PFD) in scenario such as installing an intrusion able for still longer distances. Parker, Colo., has deployed wireWireless also offers additionless access control to provide inal functional advantages. The creased security at four of its fire most obvious example in an instations. Previously, the doors trusion system is a wireless sewere accessed via standard mecurity pendant that gives select chanical keys. employees the ability to trigger At several of the PFD buildan alarm from anywhere in the ings, the “day room” is on one building or parking lot. Penside of the apparatus bays while dants also can be used as safety the dormitory is on the other. To buttons for employees who work hardwire the facility, PFD would alone in the event of an accident have had to pull wire over the apor emergency. paratus bays and through three different attics to get from one When Diablo Valley College (Calif.) converted an existing side to another. Gaining attic acWiFi, 900MHz to Consider building to an advanced technology center, it upgraded the cess to the two-story bays can be building’s security with wireless electronic locks integrated Depending on the project, the into its security network without the need for hardwiring. a cumbersome task. term wireless can entail different 100 securitysales.com • SEPTEMBER 2011

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OPPORTUNITIES WITH WIRELESS

types of communications. For access control and intrusion systems, there are two major types of wireless. The first is where one installs 900MHz communication to a PIM and onto a hardwired source network. The second is 2.4GHz/802.11 WiFi, in which communication goes from the lock or sensor to a WiFi antenna and onto a network.

Signal propagation and strength through building walls is stronger for 900MHz signals versus the shorter wavelengths of 2.4GHz signals. Typically, if a 2.4GHz system is installed in a building, additional WiFi antennas will likely be needed to support an equal number of wireless locks or sensors over a given floor plan.

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In WiFi systems, this can mean additional installation costs by assuring antennas have closer proximity to the locks to ensure reliable operation. In addition, independent WiFi locks require unique IP addresses. Thus, there is greater involvement with the IT department and, all too often, extra internal fees are charged for each IP address. With 900MHz solutions, a single IP address manages 16 or more doors. Let’s take a closer look at some of the pros and cons of these two major types of wireless. The 900MHz solutions provide greater range, or distance, between the network antenna and the lock/sensor. They also offer more secure communication between the lock/sensor and the network, which is why they are typically preferred for access control and intrusion systems. Conversely, 900MHz systems are limited to the Americas and Australia and provide lower data rates. Of course, the data rate for access control or intrusion is minimal when compared to the Internet usage on a 2.4GHz wireless network. WiFi is a global solution with higher data rates. However, it has less range than a 900MHz solution and obstacles can dissipate waves. Also, WiFi is becoming increasingly crowded, which can negatively impact system reliability. WiFi communication is designed for the transmission of large data files, such as E-mail and video on PCs. It uses more power than 900MHz. In WiFi video applications, batteries are typically not used. However, batteries are often used with access control and intrusion systems, whose control data is small but nonetheless requires significant power to communicate. The 900MHz solution provides up to two years of battery life (with four AA batteries and a 10-minute heartbeat). Additionally, a new Schlage-patentpending “wake up on radio” feature extends life by working in parallel with the 10-minute heartbeat. Without waking up the entire lock, it listens for complementary commands every 10 seconds and responds upon detecting a command. To achieve such real-time availability with WiFi, the installer needs to hardwire the

www.securitysales.com/freeinfo/19318

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power, which then eliminates the value proposition of a wireless platform. With the 900MHz solution, the entire access control system detects when someone is at the door. The lock captures information such as request to exit, door position and card data and sends it to the host immediately in real-time. The access control management system makes a decision to unlock the door or not. Since WiFi cannot afford to use all that power, decisions are made solely at the door. Any updates, such as the change or termination of a person’s access rights, may not have yet reached that door before, say, the ex-employee does.

More Than One Wireless for Video There are several types of video wireless modes that will help extend camera connections over great distances, including 900MHz, wireless mesh and cellular networks. Like the 900MHz wireless used in access control and intrusion systems, this is a point-to-point solution, which if there is a direct line of site to the camera, can transmit the signal up to 40 miles. Distance falls dramatically without a line of sight. Be aware, too, that the distance between nodes will impact the bandwidth and frame rates. Nonetheless, this is a good alternative for applications in which only a few cameras are used, such as covering a large parking lot. If the area that needs covering is large and requires many cameras, wireless mesh networks are often suggested. The nodes cover a broad area and provide overlapping and backup coverage through multiple transmission paths. These systems typically operate at 4.9GHz and can include hundreds of nodes, making them the perfect selection for city surveillance systems that cover several square miles. Unfortunately, they are not very economical for small systems. With the increasing use of smart phones, data pipes for mobile networks continue to improve and expand. These cellular networks have a bandwidth that can be used for video surveillance. Distances are practically unlimited, provided the video system is within the network of the cell phone operator (i.e. no

dark spots). With a wireless 3G modem, cellular networks are a great solution as it is easy to install a network camera efficiently even in extremely remote locations, such as at a ranger station deep in the forest. Of course, your customer will need to subscribe to a service provider. The upshot in all this is wireless makes jobs easier and provides install-

ing security contractors a viable alternative when hardwiring is impractical or not possible. The greater the number of monitored points, the larger the cost savings are when implementing a wireless solution. ■ Sean Leonard is Portfolio Marketing Director for Ingersoll Rand Security Technologies. He can be contacted at sleonard@irco.com.

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The Essentials SPECIAL SHOWCASE: Access Control Products Smarter Security Systems Fastlane GlassGate 150 Optical Turnstile

Smarter Security Systems of Austin, Texas, releases the Fastlane GlassGate 150 optical turnstile. The product features LED lane status indicator lights at the top and bottom of its pedestals to create a clear visual awareness of the available directions of travel, and of any alarm issues. With pedestals only 6.3 inches wide and 44.9 inches long, the product is the smallest speedgate in the industry, the company says. Beyond the barriers, Fastlane optical technology, based on a microprocessor with neural network programming, further secures the building lobby from unauthorized access. www.securitysales.com/FREEInfo/19400

Detex ECL-230X-TDB Panic Device New Braunfels, Texas-based Detex introduces the ECL-230X-TDB, a maximum security, code-compliant, alarmed, threepoint deadbolt, panic device. The product has three large deadbolts designed for maximum holding force, a photo-luminescent sign, a 100dB alarm and a durable ramped end cap. The device is available with an optional interchangeable core cylinder, as well as an optional hardwired kit that powers up to three locks.

S hl Schlage ND Series S i Cylindrical Lock

Carmel, Ind.-based Schlage, an Ingersoll Rand Security Technologies brand, offers the ND-Series cylindrical lock. The ANSI Grade 1, ADA-compliant lock features solid brass six-pin cylinders and adjustable brass or bronze latch faceplates and strikes. The product’s lock chassis is zinc-plated for corrosion resistance. The lock and deadbolt undergo intensive testing, and are easy to service and maintain, according to the company. www.securitysales.com/FREEInfo/19402

www.securitysales.com/FREEInfo/19401

AMAG Technology Symmetry V7 Security Management System

SECO-LARM Outdoor No-Touch Request-toExit Sensors

Irvine, Calif.-based SECO-LARM releases the Enforcer outdoor no-touch request-to-exit sensors, which allow users to open doors with just a wave of a hand. Available in slim-line or single-gang plates, the IP65-rated, weather-resistant sensors also feature a manual override button that functions without electricity in case of power failure, according to the company. The sensing range can be adjusted up to 7 inches. The trigger duration can be adjusted between 0.5 to 20 seconds, and the plate’s LED can either turn from red to green or green to red when activated. www.securitysales.com/FREEInfo/19403

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Torrance, Calif.-based AMAG Technology releases the redesigned Symmetry V7 security management system. The platform incorporates AMAG’s new Symmetry intrusion management module, which allows users to have a unified access control and intrusion detection system in one platform. Programming and managing the system is controlled from the Symmetry SMS software or from the company’s Javelin Series card reader with multiline display and backlit keypad. Other features include compatibility with the latest Microsoft operating systems and databases, and support for four- to eight-digit PIN codes for access control. www.securitysales.com/FREEInfo/19404

HID Global iCLASS Portable Reader The iCLASS secure identity object (SIO)-enabled reader by Irvine, Calif.-based HID Global features a tamper-proof design using EAL5+ certified secure element hardware to protect keys and cryptographic operations for additional identity data security. Based on the company’s portable identity model, the readers also offer energy-efficient intelligent power management and use recycled content to help build LEED credits. The product supports multiple credentials including 125kHz HID Prox, Indala, AWID and EM4102 smart cards. www.securitysales.com/FREEInfo/19405 continued on page 112

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Reaching NEXT THE

LEVEL

IN RESOLUTION

Introducing Kowa’s JC10M Lens Series

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Ad Index

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

PAGE FREEInfo#

AAXEON TECHNOLOGIES ...................44 AES Corporation ......................................31 Affiliated Central, Inc. ............................. C2 Aiphone Corporation ...............................65 All American Monitoring ...........................7 Altronix .....................................................62 Arecont Vision ..........................................29 Axis Communications..............................14 Basler Vision Technologies ......................81 Bolide Technology Group ..........................9 ComNet.................................................. 103 Cooper Notification ............................53-56 DETEX .................................................. 99 DIGIOP, Inc. .............................................39 DSX Access Systems, Inc.........................11 EasyLobby, Inc. ....................................... 77 Electronic Security Assoc.-ESA ............117 EMERgency24 ........................................ C3 Fike Alarm Systems ................................ 46 FireNetOnline ........................................106 GAI-Tronics ............................................. 26 HES Innovations......................................95 HID Global ...............................................51 HIKVISION ..............................................17

19285 19199 19272 19169 19204 19245 19276 19308 19283 19193 19303 — 19205 19214 19231 19185 19126 19136 19268 19312 19114 19215 19234 19233

PAGE FREEInfo#

HIKVISION ...................................C1A-C1B Honeywell Security ................................. C4 Iluminar, Inc...............................................8 INTRANSA ............................................ 102 ISC Solutions .........................................115 KABA Access Control...............................93 Kirshenbaum & Kirshenbaum, PC ...........8 KOWA Optimed, Inc. .............................105 Lenel Systems............................................ 5 Middle Atlantic Products .........................87 Milestone Systems .................................. 85 Minuteman Power Technologies...........111 Minuteman Power Technologies.............25 Moxa Americas, Inc. ..............................101 National Monitoring Center (NMC) .......23 NVT .............................................................3 Optex America, Inc. .................................71 Pelco .........................................................67 RSI Video Technologies ...........................69 Schlage .....................................................58 Schlage .....................................................59 Schlage ........................................Bellyband SECO-LARM ......................................... 113 Security Central .......................................89

19230 19103 19236 19318 19163 19289 19253 19206 19227 19319 19162 19164 19278 19247 19314 19184 19219 19292 19256 19117 19187 19153 19282 19171

PAGE FREEInfo#

Security Doctors ......................................79 Security Door Controls ............................27 Speco Technologies....................................1 Speco Technologies.............................33-36 Speco Technologies...................CoverSnipe SSI.............................................................62 SSI - GoldBook 2012..............................119 SSI - Sammy’s...........................................75 Stanley Convergent Security Solutions ..63 STI - Safety Technology Int’l., Inc. ..........52 T3 INNOVATION .....................................42 T3 INNOVATION .....................................60 Tamron USA, Inc......................................21 Telular Corporation .................................13 Tyco Security Products (DSC) .................19 Tyco Security Products (Kantech) ..........43 Tyco Security Products (Kantech) ..........45 Tyco Security Products (Kantech) ...... 47 Tyco Security Products (Kantech) ..........49 UL - Underwriters Laboratories..............61 Visonic, Inc. ..............................................48 Winland Electronics Inc. ....................73-74

19202 19198 19142 — — — — — 19267 19188 19149 19191 19176 19316 19120 19180 19170 19158 19123 19183 19216 —

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

Al Colombo’s Safety & Security Blog

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

Read it today on Al Colombo’s blog.

Go to: www.AlColombo.info. www.securitysales.com/freeinfo/19312

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The Essentials SPECIAL SHOWCASE: Access Control Products Stanley Access Technologies Dura-Care ICU Door System

Designed for the health-care market, the Dura-Care Series 7200 TL-FBO ICU door system by Farmington, Conn.-based Stanley Access Technologies, a Stanley Security Solutions Product Group company, is a two-panel manual sliding door system. The UL 1784 tested and certified product offers sliding panel breakout from any point in travel, auto slide closing featuring holdopen, and slim-line stiles for added visibility. Additionally, it allows flexible access to patient areas through single-panel opening or by stacking all panels to one side.

SDC Vandal-Resistant Exit Switch

The 463U heavy-duty, stainless-steel exit switch by Security Door Controls (SDC) of Camarillo, Calif., features a bi-color LED status indicator and is capable of up to 1 billion cycles. The vandal-resistant product has an integrated weatherized timer, which is field adjustable from .05 to 60 seconds. Available in single-gang wall mount or 1.75-inch narrow frame mount, features include 12/24VAC/ DC input, dry contact output and -40° F to +160° F operating environment. www.securitysales.com/FREEInfo/19406

www.securitysales.com/FREEInfo/19407

Medeco M3 Logic eCylinders

The M3 Logic eCylinders by Salem, Va.-based Medeco combines the company’s mechanical CLIQ technology and HID proximity into a single solution. Available in formats to fit most door hardware, the product can be programmed with specific user access rights and stores up to 1,000 audit events. The water-resistant eCylinder features an optional proximity battery cover, which allows for integration into an existing electronic access control system. www.securitysales.com/FREEInfo/19408

The Essentials GENERAL NEW PRODUCTS mobiDEOS WebView Surveillance Platform Milpitas, Calif.-based mobiDEOS presents WebView, an open Web-based platform for fixed surveillance. The product lets users to connect to IP cameras, DVRs, NVRs and video servers from different vendors, and access all components from a single browser, allowing users to remotely monitor general activity. The product is also interoperable with Mac systems and PCs. Users can configure the system within minutes using Internet Explorer, Mozilla, Chrome, Safari and/or Opera browsers to establish connections with cameras and recorders, according to the company. www.securitysales.com/FREEInfo/19410

Winland Electronics EnviroAlert EA800-ip Critical Monitoring System

The EnviroAlert EA800-ip by Winland Electronics Inc. of Mankato, Minn., provides two-way access to remotely monitor and collect data on up to eight sensors for changes in temperature, humidity, water, gases, pressure and dry contacts and more. Sensor settings may also be modified via a network connection eliminating a need for onsite adjustments or a service call, according to the company. Offering Ethernet connectivity and monitoring from multiple sites, the product is compliant with 21 CFR Part 11. Users will have remote access to programming and viewing real-time data.

JVC TK-C9510U Super LoLux Camera

JVC Professional Products of Wayne, N.J., introduces the TK-C9510U Super LoLux analog camera. The 1/2-inch CCD camera delivers 600 TV lines of resolution. To compensate for backlighting, the product features 14-bit digital processing with the company’s clear logic video intelligence (CLVI). With the ExDR (extended dynamic range) “Plus” function, the camera can clearly display people and characters in the foreground even when they are against an extremely bright background, according to the company. Other features include dual shutter and automatic gain control for improved low-light performance. www.securitysales.com/FREEInfo/19412

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The Essentials GENERAL NEW PRODUCTS DSC Wireless Alarm System

The IMPASSA, a full-featured wireless alarm system released by Concord, Ontario, Canada-based DSC, part of Tyco Security Products, delivers two-way audio alarm communication between the central monitoring station and homeowner during alarm events. The product’s integrated communicator offers high-speed communications in a range of configurations such as 3G cellular network, IP network, dual-path using both IP and 3G, or POTS telephone network, the company says. With the system’s distributed wireless approach, IMPASSA enables the control panel and wireless components to be easily installed, according to the company. www.securitysales.com/FREEInfo/19413

Arecont Vision Casino Mode HD Camera

Winsted Slat-Wall Consoles The new slat-wall consoles from Minneapolis-based Winsted Corp. feature a 15-inch-tall slat wall for mounting monitors and other accessories. Constructed with extruded 6105-T5 aluminum, the consoles are modular, configurable and expandable to meet the changing needs of the control room, according to the company. End users can select from several monitor mounts. Additionally, each slat-wall panel adds an element of privacy to each operator’s personal workspace.

Arecont Vision of Glendale, Calif., releases the Casino Mode for full high definition (HD) camera. To comply with gaming industry regulations, the product features continuous full-motion recording at 30 frames per second (fps). Casino Mode is available on the company’s AV2115 compact MegaVideo 1,080p H.264 camera line, including the AV2115DN day/night version (with a motorized infrared [IR] cut filter) and the AV2115AI model with an auto-iris lens. www.securitysales.com/FREEInfo/19415

www.securitysales.com/FREEInfo/19414

Lumidigm Mariner Fingerprint Reader

Basler Full HD IP Dome Cameras With Audio Functionality

Basler Vision Technologies of Exton, Pa., unveils the BIP2-D1920c-dn (outdoor) and BIP2-D1920c-dn (indoor) dome cameras. The models provide real-time video with 1,080p full high definition (HD) resolution at a frame rate of 30 frames per second (fps). The cameras offer a choice of two different H.264 compression profiles to minimize bandwidth consumption and storage requirements. The products also feature a microphone for audio recording, and speakers can be connected. In addition, the IP66-certified cameras have a built-in microSDHC card slot that can be used for local storage of up to 32GB of data.

Lumidigm of Albuquerque, N.M., releases the Mariner fingerprint reader, which extends to Windows PC-based biometrics applications. The product’s multispectral imaging reads both surface and subsurface fingerprints in cold, hot, wet, dirty and dry conditions, according to the company. Available as an OEM package, the sensor enables integration into PC keyboards, kiosks, hand-held devices or virtually any Windows-hosted application. It allows users to secure data access to multiuser workstations, electronic medical records, enterprise single sign-on, point-of-sale applications, time-and-attendance data collection, quality control and standards compliance, and more. www.securitysales.com/FREEInfo/19417

Pentair High-Speed Backplane for AdvancedTCA Platform Pentair Technical Products of Anoka, Minn., releases the Schroff 40G backplanes for advanced telecom computing architecture (AdvancedTCA). The backplanes provide higher data transfer rates to support next-generation processing requirements, according to the company. The product’s fabric channels consist of four ports, each with a 10GB transfer rate per signal pair for telecom and datacom applications. Additionally, the product offers hot-swap capability for uninterrupted operation. The company maintains that the product is also suitable for defense and video applications. www.securitysales.com/FREEInfo/19418

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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/19163

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The Essentials GENERAL NEW PRODUCTS Aiphone GT Series Multitenant Color Video System

Bellevue, Wash.-based Aiphone’s GT Series multitenant color video system supports up to 500 tenant stations, which can communicate hands-free to a maximum of 16 entry panels and four security guard stations. The product features a 170° entry station camera with pan/tilt/zoom (p/t/z) to provide complete entry visibility. Entry panels can be configured in either direct select, digital keypad or one-piece stainless steel. www.securitysales.com/FREEInfo/19420

System Sensor Advanced Multicriteria Fire/CO Detector

Gamewell-FCI Local Operator Console

System Sensor of St. Charles, Ill., launches the advanced multicriteria fire/ carbon monoxide (CO) detector. The device works with the company’s B200S addressable sounder base, which produces both Temp 3 and Temp 4 patterns for fire and CO alarms. For evacuation signaling, the sounder base can act as part of the system, fully synchronized to other System Sensor horns and horn strobes in the facility, according to the company. www.securitysales.com/FREEInfo/19419

Gamewell-FCI by Honeywell of Northford, Conn., releases the second version of its local operator console (LOC), which remotely controls emergency messaging and system operations. The product features a microphone for live announcements and 16 programmable switches, which enable authorized users to choose specific prerecorded messages to broadcast to particular zones within a facility. A third LOC component is a network graphic annunciator (NGA), designed to provide remote access to information on an entire fire alarm and emergency communications systems network. The NGA includes a bright, touchscreen display and intuitive layered menu structure for easy human interface, says the company. www.securitysales.com/FREEInfo/19420

QNAP Security VS-8040 Pro VioStor NVR

Designed for megapixel and HDMI surveillance solutions, the VS-8040 Pro VioStor NVR by QNAP Security of Pomona, Calif., supports high-definition local display through the HDMI interface for video and audio monitoring from multiple IP cameras. An eight-drive standalone NVR, the product supports up to 24TB of storage capacity, offers maximum 360Mbps throughput and ability to support simultaneous recording from 40 IP camera channels, according to the company. www.securitysales. com/FREEInfo/19421

Larson Electronics 1500W HID Tower Security Spotlight

Larson Electronics of Kemp, Texas, releases the WAL-TSL-1.5XM tower security light. The product light produces 150,000 lumens of high focused light and can be permanently mounted and easily maneuvered to track moving objects, according to the company. Incorporating a 1,500W metal halide lamp and stand mounted ballast, this spotlight produces a beam capable of reaching in excess of 2,400 feet in length. The metal halide spotlight can be configured to operate with voltages of 120VAC to 277VAC to allow connection to a variety of power sources.

ComNet 26-Port 26 P M Managed d Ethernet Switch

ComNet of Danbury, Conn., introduces the CWGE2FE24MODMS, a 26-port modular gigabit Ethernet switch. Offering two 1,000FX or TX uplink ports, the switch accommodates three eight-port 100FX or 100TX modules. The product also features X-Ring technology, which provides a redundant network path in case of a failure on the network. The switch offers benefits such as Internet group management protocol (IGMP), port-based VLAN tagging, MAC address filtering, spanning tree (STP) and rapid spanning tree protocol (RSTP). www.securitysales.com/FREEInfo/19423

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The Essentials GENERAL NEW PRODUCTS Phihong PoE Midspan With AC Adapter Phihong of Freemont, Calif., releases the POE16R-1AF midspan with a 15.4W wall plug adapter, which is fully compliant with the IEEE802.3af standard. Featuring over-voltage, over-current, over-temperature and short-circuit protection, the product, which is designed for the company’s R-Series interchangeable clips, conforms to UL60950-2 standards. The wall plug unit features a single bi-color LED that is used for troubleshooting diagnostics and may operate at 10Mbps or 100Mbps Base-T data rates, according to the company. www.securitysales.com/FREEInfo/19424

SkylinkHome Wireless Control System

SkylinkHome of Ontario, Calif., releases the SkylinkPad, which allows users to wirelessly control anything electronic in their homes, including security systems. Available in a variety of models, the credit card-sized product includes six different options, from one to 14-button keypad choices. The system uses wireless receivers plugged into wall outlets or lamp sockets as well as control modules, which can be wired out of sight. It can also be used for more than one location, according to the company.

Vigitron PoE Camera Setup Tool

Vigitron of San Diego releases the ViewMate Vi0020 PoE camera setup tool, which works with both CCTV and IT systems compliant in operations under power over Ethernet (PoE) 802.3 af/at standards. Compact in size, the product features a two-digit PoE voltmeter, which provides an accurate measurement of actual voltage delivered to the camera, according to the company. When connected, it passes power from the PoE midspan at the control room to the remote IP camera and provides a direct network connection from the remote IP camera to a local laptop to complete the installation. www.securitysales.com/FREEInfo/19426

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Infinova V3061 Series 16-Channel DVR

The V3061 Series DVR from Infinova of Monmouth Junction, N.J., provides H.264 video and G.711A audio compression and supports a maximum of 16 channels of local video input with video looping, and 16 channels of audio input. Supporting USB 2.0 high-speed backup, the recorder features dual H.264 streaming encoding for each analog channel with up to 4CIF on every major stream. The product also provides motion detection, video mask detection, video loss detection and detection of video input abnormalities. www.securitysales.com/FREEInfo/19427

Digimerge DPD24D Varifocal Dome Camera

The DPD24D varifocal dome camera by Digimerge Technologies of Markham, Ontario, Canada, offers 600 TVL resolution. Featuring a 2.8-10.5mm auto iris D/N varifocal lens, the camera boasts Polaris Vision 2 technology to provide clear vision in extreme low-light conditions. The product also comes equipped with advanced 3D digital noise reduction, electronic wide dynamic range and motion detection technology within compact housing. www.securitysales.com/FREEInfo/19428

OT Systems ET1100V Ethernet Extender

OT Systems of Oswego, Ill., offers the ET1100V Series high speed Ethernet extender, which connects Ethernet technology to existing coaxial installations. Designed to work in pairs, the product provides 10/100BaseTX connectivity for 2,600 meters up to 85Mbps using coaxial cables. The extender supports 10/100Mbps at full-duplex, auto-negotiation, and auto-MDI/MDX in system communications. Its operating temperature is in the range of 14° F to 140° F. With wall-mount and DIN-rail brackets, the ET1100V will fit in most installation environments, according to the company. www.securitysales.com/FREEInfo/19429

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Building Your Business

10 Pieces to Solve the Service Sales Puzzle

Most installing security contractors are mindful that service is fundamental to the well-being of their business. Alas, some companies lack the marketing expertise to take advantage of this RMR opportunity. Learn how skills sets required to effectively market service are far different from technical product sales. By Joe Siderowicz

any security systems integrators have experienced subpar performance or outright failure marketing and selling service. Some company operators believe they are getting the most out of their service sales effort, but in reality their performance is mediocre. Others feel helpless as they watch their installations fall into the hands of competitors. Too many companies do not capitalize on the recurring monthly revenue (RMR) opportunity and simply move on. Every company and market niche has its own unique challenges and issues, but the formula for service sales success is consistent. Contributing factors to current, past or future service sales efforts are usually found in the following list.

Unrealistic expectations — Grow revenue, increase margins, win more jobs, sell more equipment, grow market share and improve customer satisfaction are all realistic expectations of a successful service marketing program. Achieving one, maybe two, or even three of these goals may be possible. Success in all of these areas is chal-

lenging, if not impossible. The first step is setting realistic goals and objectives. Goals may range from ensuring every installation is pursued for a service agreement, to bundling security and fire alarm offerings, or generating more revenue from your customer base, or even approaching prospects for a service agreement on systems installed by others. Not taking proactive measures to tap the thriving service market is a risky proposition that could have lasting consequences.

Part-time players — It is unrealistic to ask systems sales personnel or technical staff to support a service sales program when they are being pressured to make their other numbers monthly, weekly or even daily. Introducing and nurturing a service marketing strategy takes a dedicated and focused effort. The chance for success is far greater with dedicated resources rather than part-time contributors. The strategies and tactics required to sell service agreements are very different from bidding installations. Rarely is an individual gifted with the skills to do both.

Mediocre offering — Trying to market what other companies are already selling is a difficult task. Repackaging existing offerings that mirror competitors usually results in failure. If a company doesn’t have something special to offer, they are relegated to “selling” a commodity, rather than marketing a service solution. Selling testing-and-inspection or time-and-material services are not solutions in today’s marketplace. Not having a well-packaged service agreement can be the difference between success and failure. Salespeople and internal resources need to believe what they’re selling is exciting and important. If the people on the frontline are not convinced they have something special to offer, it too often becomes apparent to the prospect.

Flawed selling strategy — Most companies lack individuals with service marketing experience. Far too many companies struggle to understand the difference between a marketing strategy and a selling strategy. This normally results in sending the wrong individual to call on the wrong

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person at the wrong time, and offering the wrong services. Needless to say, the results are usually less than desired. Inadequate service sales training — A service marketing program should always include service sales training. Everyone involved with the program must be versed on the marketing strategy, sales strategy, and implementation plan. Far too many shortcuts are taken in this area. It amazes me how much revenue companies lose by underselling, discounting and missing opportunities due to salespeople who are improperly trained. Their people don’t possess solid qualifying skills and lack full understanding on how decisions are made across different building types. Too often their only response when hearing any type of objection is “discount.” This situation is particularly frustrating when knowing the cost required to train everyone in a company to sell service is usually recouped with one new sale being made.

Sabotage — Typically there are important individuals who will not fully support an aggressive service sales initiative. They may say the right things publically, but when the boss isn’t around their actions say otherwise. They fear if the program is a success it will negatively impact their situation or create more work within their area. It’s not unusual to hear from someone in operations expressing the reasons why they can’t sell service “right now,” because “we’re too busy.” This problem can’t be overlooked. These individuals must be enlightened on how the success of the program is very important to them and the company. Who loses in the end? In most cases it’s the security integrator owner/operator who misses out on revenue available today that may not be available tomorrow.

Intimidation — Companies that confidently boast about their design and installation prowess far too

It is unrealistic to ask systems sales personnel or technical staff to support a service sales program when they are being pressured to make their other numbers monthly, weekly or even daily. Introducing and nurturing a service marketing strategy takes a dedicated and focused effort.

often speak with less confidence when addressing service. For many their feeling of inferiority is caused by a lack of knowledge and preparation. Typically installers are intimidated by the large, nationally branded service providers. In almost all cases, the security installer’s perception of the “big guys” is out of line with reality. Doing some solid research and interviewing some of the competitors’ customers can pay huge dividends when formulating an effective sales strategy.

Lack of patience — Like a doublereverse on the football field, a service marketing effort may take time to develop. But when it works, it’s a big gainer. Far too many companies panic when projected sales numbers don’t reach fruition. Selling service is a relationship sell. Building trust with prospects takes time and effort. Most service sales agreements are negotiated if sold properly. The decision schedule is not as clearly defined as bidding a job specification. Patience is usually required. Typically a good service sales person is at full throttle in three to four months.

Poor execution — This is a broad category that covers many areas. The most common mistakes include: improperly supervised salespeople; no feedback and correction mechanism; operations is not prepared to handle

new business; overlooking the role of field employees; lack of coordination between groups within the company, etc. Selling service can be a frustrating task. Having to deal with post-sale administrative and delivery issues affects a salesperson’s productivity and morale. To effectively implement a service sales program, operations and sales need a close, if not direct, working relationship.

Unwilling to seek help — Reluctance to recognize that marketing service is different than marketing products may be the most common mistake. Companies continue to try to leverage their current marketing resources with limited success. Security integrators deserve the benefits created by the ongoing relationships and revenues generated by aftermarket service. Losing your job to another service provider is both painful and unnecessary. Not selling a service agreement on your installation is just as bad. If your company doesn’t have individuals with experience in implementing service marketing initiatives, go out and get them or provide training to your in-house resources. ■ Joe Siderowicz is President of AfterMarket Consulting Group in Acton, Mass. Siderowicz has more than 25 years of experience designing and implementing service marketing programs for life-safety installers, integrators and manufacturers. He can be contacted at (978) 929-9790 or joe@aftermarketconsulting.com.

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The Big Idea

Striking a PersonalProfessional Life Balance By Ron Davis rdavis@graybeardsrus.com

IDEA of the Month If you had just one really great idea you could share with the alarm industry, what would it be? This month’s great idea comes from Bryan and April Cochran, proprietors of Custom Systems Technologies in Palm Springs, Calif.

The Cochrans’ great idea: Separate your business life from your private life.

recently visited the offices of Bryan and April Cochran, owners of Custom Systems Technologies, located near Palm Springs, Calif. This married couple is typical of so many successful businesses in our industry that have grown and prospered because of hard work and industriousness. Following up on the theme I wrote about in this space last month — families working together in the same business, particularly husbands and wives — Bryan and April are “the new generation” in our industry. She sports subtle tattoos, as well as a bigger-thanlife smile. Bryan is a very bright engineer/technical go-to guy. He loves what he does and doesn’t mind working the long hours. I guess I’m not sure how many different ways their great idea can be expressed, but I’m fairly sure it can’t be spoken enough. Whether it’s a father and son, a mother and daughter, an uncle and nephew, or a husband and

wife, everyone needs to understand the boundaries of their relationships. How do the Cochrans do it? Simply, Monday through Thursday is work time, which can entail 12-hour-plus days. Playtime begins Thursday night and the Cochrans go off to a nearby recreational water area. Bryan is a watercraft guy with a cigarette boat that looks like it could literally fly. When I asked the Cochrans if they had it to do all over again would they agree to work together, both, in unison, yelled, “No!” I think they were joking. Regardless, just by looking at their faces, you could tell they were having a good time and enjoyed making sure I wasn’t.

Playing to Your Strengths I’m not sure what their long-range plan is, but they told me that when they retire they would like to go off to Greece, buy a large boat and charter it when they can. This a couple who

know what they’re doing, know how to avoid the pitfalls, and are looking forward to the future. Regardless of how much effort is required for either work or play, the Cochrans seem to know just how to handle it. And that’s true for a lot of the really successful alarm and security companies in the industry where members of a single family work together. When it works it’s because the family members know where the borders are, know their own limitations, and avoid encroaching on other family member’s territory or job description. I watched it happen when I was with the Cochrans. April actually runs the business side of the operation and from what I could see, she does it well. Bryan, on the other hand, stays well out of the business side, i.e. accounting, administration, personnel, etc. When I asked him about that he said as long as April didn’t strap on the tool belt, he wasn’t going to go into the office and try to tell her how to do her job. As I did last month, I’d like to surface the idea about family members joining an industry support group to discuss ways and means of working more effectively with each other. As just one example, surely there are insights to be shared and learned from a positive working relationship such as April and Bryan’s! ■ 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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CCTV Helps You Contribute to Crime Fighting

By Ken Kirschenbaum ken@kirschenbaumesq.com

ment in many jurisdictions. Typical CTV is not new as an elecThe business opportunities offered verification requires several telephone tronic product or service. by CCTV have not been lost on the calls to the premises, but CCTV conThough like all electronic alarm industry. Alarm associations firmation is also acceptable and called equipment, this product have been active in influencing legislafor in some locals. continues to develop technologically, tion to license alarm companies and reBut CCTV in connection with alarm offering ever-better clarity, data transquire licensed qualifiers to install alarm verification is not the only usefulness mission and reliability to prove its usesystems. In many jurisdictions “alarm fulness. The choice of products is systems” include the installation staggering and the service options of CCTV (access control is also When CCTV is used as a often covered). This is especially are expanding in ways that can security system it presents the so when the CCTV is installed as complicate legal implications. same wide range of possibility a security measure or connected When CCTV first appeared (and for liability exposure as any to the security system. I am not that technical), it was a loother security system. cal camera wired to a monitor and Additionally, alarm comlocal recording device, originalpanies have incorporated the ly videotape and later a DVR. This CCTV systems into their busiof this technology. Video surveillance did not present a great deal of revenue ness models to generate more reveis helpful for crime prevention and for the installer, and virtually no recurnue and create more equity or value also for criminal apprehension. Rering revenue. That changed. CCTV no for the business. CCTV system instalcently, an intruder walked into a retail longer needed to rely on a local DVR; lations that were installed for a nomdrugstore in broad daylight and killed alarm installers offered monitoring and inal one-time charge are giving way two store employees and two patrons. storage of data at the central station. to comprehensive systems that are an His face was captured on the store’s Soon thereafter communication important component of the overall CCTV system. In less than one week made it possible for CCTV to be monsecurity system, and alarm companies law enforcement apprehended the itored continuously, not just when an are charging recurring revenue for the suspect and video confirmation is goalarm signal was activated. Eventualadministration, servicing, monitoring ing to make conviction a certainty. In ly, CCTV replaced the building’s door and data storage of these systems. this jurisdiction the CCTV was volunman. The latest innovation is a camOne final word of caution: When tary, but that’s not always the case. era system that transmits data directCCTV is used as a security system it In El Cerrito, Calif., certain busily to a smart phone so the subscribpresents the same wide range of posnesses are required to install and mainer can view the real-time condition of sibility for liability exposure as any tain CCTV systems. These “high risk the premises. other security system. You must use businesses” include liquor stores, gun CCTV has also become a valuable proper contracts with subscribers. For stores, fast-food places, convenience tool in cutting down on needless alarm standard CCTV sales/lease and access stores, pawnbrokers, banks, checkresponder dispatches. With false control administration contracts, try cashing businesses and shopping cenalarms continuing to plague the indusalarmcontracts.com. ■ ters. The city mandates the precise try and nonstop criticism by nearly all Ken Kirschenbaum has been a recognized counsel specifications for the CCTV requirelaw enforcement and local municipalto the alarm industry for 35 years and is principal of Kirschenbaum & Kirschenbaum, P.C. (www.kirschenments and does maintain a list of qualities, not to mention the imposition baumesq.com). His team of attorneys, which includes daughter Jennifer, specialize in transactional, defense ified installers. You can check out these of fines and nonresponse policies, it’s litigation, regulatory compliance and collection matters. requirements at www.el-cerrito.org/ponot surprising alarm verification has The opinions expressed in this column are not neceslice/pdf/cctv_guide0805_web.pdf. spread and is now a common requiresarily those of SSI, and not intended as legal advice.

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

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