Security Insider Magazine by Martin (Webfx2 Digital)

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SECURITY

THE MAGAZINE FOR SECURITY PROFESSIONALS

PUBLISHED BY THE AUSTRALIAN SECURITY INDUSTRY ASSOCIATION

[MAG AZINE] VOL.13 | ISSUE.6 | DEC08/JAN09

37 25

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ASIAL 40th Celebration, 30 April 2009, Crown Casino

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”

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CONTENTS VOL.13 | ISSUE.6 | DEC08/JAN09

ASIAL 40TH ANNIVERSARY & 2009 SECURITY INDUSTRY AWARDS FOR EXCELLENCE

SECURITY THEN AND NOW 1969 - 2009 08

26 AXIS ALL AREAS

President’s Message

NSW Police launch premium direct access service

Concerns about unlicensed operators

The global credit crisis – how it affects you

AVSEC Security grounded in common sense High calibre advice

Security then and now

Hot products

Axis all areas

Frank Sales

6 //SECURITY INSIDER DEC/JAN 2009

AVSEC SECURITY GROUNDED IN COMMON SENSE

Certified Security Monitoring Centres People – beware the office Christmas party

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PRESIDENT’S MESSAGE

From Strength to Strength

THE MAGAZINE FOR SECURITY PROFESSIONALS Editorial and Advertising

As I sat to ponder on what historically becomes a

Security Insider is published by

season's greeting message entwined with reflections

The Australian Security Industry

on the year's events. I was distracted with thoughts of

Association Limited

the global financial crisis and remembering the early

PO Box 1338 Crows Nest, NSW 1585

1990's and the challenges that members may face

Tel: 02 8425 4315 • Fax: 02 8425 4343 Email: security@asial.com.au

over the months ahead.

Editor

That aside it has been an exciting year for ASIAL and

Bryan de Caires | security@asial.com.au

it may be opportune to revisit some of the years

Advertising

achievements.

Belinda Harris | advertising@asial.com.au

Among these included the extensive upgrade to the

Creative Director

association's Web site, it is now bigger, better and

Martin Costanzo | martin@webfx2.com.au

faster than before and is a credit to all of the ASIAL staff involved in the process. If you have not visited the new site or are not really sure on the full range of activities that your association conducts, I recommend that you spend five minutes a week looking and reading about what your association is doing for you, your business and the industry. It is important to recognise that this site is also the leading online portal for the industry and a polished drop off point for consumers looking for members. In its 23rd year ASIAL’s Security 2008 event attracted a record 4700 business and industry personnel representing an impressive 22 percent increase on last year’s exhibition. Plans are already underway for 2009 which is promising to be the most cutting edge and biggest exhibition to date.

Graphic Design/Prepress Martin Costanzo | martin@webfx2.com.au Editorial Contributors Rod Cowan, Chris Delaney, Ken Corbett Editorial Enquiries Tel: 02 8425 4315 Distribution National Mail & Marketing Published bi-monthly Estimated Readership of 10,000

The national consumer awareness campaign commenced by the Association last year which promotes the use of ASIAL member companies, has reached a national audience of over 10 million. Over the coming year the ASIAL message will be heard and seen by millions more. Your board is pleased to announce that in accordance with our strategic plan, we have secured a permanent home for the association with the purchase of “Security Industry House”. In 2009 we will celebrate 40 years of our fine association. ASIAL is undisputedly the Peak

Views expressed in the Security Insider do not necessarily reflect the opinion of ASIAL. Advertising does not imply endorsement by ASIAL, unless otherwise stated with permission. All contributions are welcomed, though the publisher reserves the right to decline to publish or to edit for style, grammar, length and legal reasons. Press Releases to: security@asial.com.au Internet references in articles, stories and advertising were

Body Association for our Industry. Your Association has over 3,000 corporate and associate

correct at the time of printing. ASIAL does not accept

members, employing over 80% of the Australian Security Industry workforce. Through a uniform

and consistent national approach, along with regular interaction with our members, government and consumers, ASIAL continues to go from strength to strength. It has been pleasing to meet with members around Australia over the course of the year, and I look forward to your continued support as the Association moves into its 40th year.

All rights reserved.Reproduction of Security Insidermagazine without permission is strictly prohibited. Security Insider is a subscription based publication, rates and further details can be found at www.asial.com.au

[Next Issue]

Feb/Mar 09:

Ged Byrnes

ISSN 1442-1720

ASIAL President

SIS

Security Industry Solutions One IC Pty Limited (ABN 13 002 780 985) Trading as Security Industry Solutions

10 //SECURITY INSIDER DEC/JAN 2009

Australia wide assistance to your Security Industry Issues or Problems, large or small, including: Product, Services, Marketing, Regulations and Acquisition For a confidential discussion or assessment: Contact: Larry Circosta on 0418 960 690 Fax: 02 4572 1764 | Email: lcircosta@onaustralia.com.au

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INDUSTRY NEWS

CALL FOR NOMINATIONS 2009 AUSTRALIAN SECURITY INDUSTRY AWARDS FOR EXCELLENCE Nominations are now being called for the 2009 Australian Security Industry Awards for Excellence – Australia’s premier security awards program. Entering their 14th year, the awards recognise excellence within the security industry. Categories include: • Individual Achievement • Security Manager • In-house security • Training • Integrated Security Solution • Critical Infrastructure Security The awards will be presented on the 30th April 2009 at the 40th Anniversary and Awards dinner to be held at Crown in Melbourne. For more information visit www.asial.com.au or email events@asial.com.au.

HAVE YOUR SAY IN THE FUTURE DIRECTION OF THE ELECTRONIC SECURITY SECTOR The electronic security sector has grown at a rapid pace in recent years. As a result, there has been much discussion at an industry and government level as how to ensure appropriate standards of professionalism are achieved and maintained. COAG is reviewing options for a possible national system for security industry licensing by mid 2010, including the electronic sector. To assist with the development of such a strategy ASIAL is conducting

12 //SECURITY INSIDER DEC/JAN 2009

the following survey of electronic security stakeholders, providers, users and educators.The survey takes around 5 minutes to complete and does not require you to submit any documentation. SURVEY RESULTS ARE ANONYMOUS. Complete the survey by visiting www.asial.com.au

4300 or email marketing@asial.com.au.

NSW SECURITY INDUSTRY AMENDMENT BILL 2008 The Security Industry Amendment Bill 2008 has introduced changes designed to align our laws with national standards agreed to through the Council of Australian Governments (COAG) process.

CALL FOR PHOTOS If you have any photos od security personnel or equipment from the 1960’s or 1970’s we would like to hear from you. As part of our 40th Anniversary celebrations, we are planning a pictorial review of how the industry has changed. Please contact Belinda Allen on 02 8425

NSW APPRENTICES AND TRAINEES EXEMPTED FROM LICENSING An amendment to the Security Industry Regulation 2007 providing for an exemption from licensing for apprentices and trainees carrying on security activities

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NEWS

of a type normally authorised by a Class 2 security licence, was gazetted and is immediately effective.This amendment changes the age of entry to the security industry sector to 16 years of age. ASIAL has been instrumental in achieving this outcome.

PROCESSING TIME OF LICENSING APPLICATIONS One of the common issues raised by members is the length of time it takes to process a new entrant to the industry. An online survey has been developed to measure how long it takes in each state and territory. To complete the survey visit www.asial.com.au

NEW ASIAL MEMBERS STICKERS It is now even easier to display your mark of distinction as an ASIAL member! A new range of 2009 ASIAL member decal stickers has arrived in the office. The new decal stickers are available in two point of sale sizes – A6 (99mm x 142mm) and A7 (70mm x 101mm). These complement the existing A5

WA APPOINTS NEW POLICE MINISTER The Hon. Robert (Rob) Frank Johnson MLA JP has been appointed as the new WA Police Minister. Representatives from ASIAL recently met with the Minister to provide an industry briefing. (148mm x 206mm) vehicle stickers introduced earlier this year. For a limited time, all three member stickers will be available free of charge to financial ASIAL members.To request membership stickers, please email membership@asial.com.au. Hurry! Limited stocks are available. Quantity limitations may apply.

register. Simply enter your name and contact information in the appropriate fields.You will need to create a personal password of at least five characters. STEP THREE: Simply enter in your credit card details and an invoice will be sent to you email address to confirm the transaction. View ASIALS online store at www.asial.com.au

ASIAL’S NEW ONLINE STORE UP AND RUNNING Publications, courses and event registrations can be purchased and paid for through ASIAL's new online store Setting up an account consists of three easy steps, and only needs to be completed on your first visit. STEP ONE: Start shopping! To select an item, simply add it to your cart. STEP TWO: Before entering your credit card details, you will need to

Does your monitoring centre make the grade? Using an ASIAL Certified Security Monitoring Centre provides the assurance that your security system installations are effectively monitored in a secure environment using qualified staff and quality equipment. Under the ASIAL certification scheme, monitoring centres are independently inspected by a qualified engineer and consistently graded to an Australian Standard (AS 2201.2 Intruder Alarm Systems – Monitoring Centres). Grading levels range from A1 through to C3.

When choosing a security monitoring centre, always look for this ASIAL Certified logo. To ﬁnd an ASIAL Certiﬁed Monitoring Centre visit www.asial.com.au.

SECURITY INSIDER DEC/JAN 2009// 13

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NEWS

NSW POLICE LAUNCHES PREMIUM DIRECT ACCESS SERVICE

YOUR NEW INDALA DISTRIBUTOR! a speciality house for high security quality access control products, software applications & peripherals including: INDALA O FlexPass range O FlexSecure formats O FlexSmart readers & cards ACCESS CONTROL O Mifare readers & cards O DESFire readers & cards O Transisition Readers 125khz-13.56Mhz O POE Power over Ethernett Readers IDENTITY MANAGEMENT O PC Logon, Imagine never having to type or remember your passwords again! BIOMETRICS O Hand Geometry O Finger Vein O Iris O Finger Print CASHLESS ELECTRONIC TRANSACTIONS O Smart Card Sector Programming O Smart Card Sector Applications, O E-Purse, Loyality, Carparking, Charity and more… SECURE CARD ISSUANCE O Production of INDALA & FlexSecure Access cards O Identiﬁcation Cards for the Aviation and Maritime industries in Australia.

CHASE SECURITY SOLUTIONS SPECIALISES IN • Identity management services • Smart card applications • Smart card sector programming

sales@chasesecurity.com.au p: 1300 79 33 16 / f: 1300 79 33 19 www.chasesecurity.com.au 14 //SECURITY INSIDER DEC/JAN 2009

The NSW Police have announced the launch of a new direct access service for police response to activated alarms.The service, which is not offered to any other organisation in NSW, affords security providers with direct access to the NSW Police Force for response to activated alarms. Companies currently utilise two 1800 numbers that are directly routed to the NSW Police Assistance Line, thereby requiring the companies to use the triple zero (000) or 131 444 services. The new service will provide preferential access to a dedicated NSW Police Assistance Line telephone number for the reporting of genuine activated alarms. It will only be available to security providers who accept and sign the agreement (view agreement – link to agreement.There is a cost associated with this premium service. The 1800 service will cease over the coming month and from 1 December 2008 a new 1900 service for those security companies who accept and sign the agreement. For more information contact the Senior Intelligence Analyst, Police Assistance Line, NSW Police on 02 4352 0006.

NATIONAL SECURITY INDUSTRY DIRECTORY 2009 Yaffa Publishing Group is offering ASIAL members a 10 per cent discount on entries in next year’s print edition of the National Security Industry Directory.The Directory is being upgraded to full colour in 2009. ASIAL members may display the ASIAL member logo with their entries.You may also take up the opportunity of a free trial subscription to the magazine, Australian Security Magazine (ASM) at the same time as you confirm your listing. For further information, contact Dean Boyd, Directory Coordinator, on 07 3348 6966 or email deanboyd@yaffa.com.au. Entries for 2009 close 15 December 2008.

CONCERNS ABOUT UNLICENSED OPERATORS A number of members in SA have raised concerns about unlicensed or inappropriately licenced security providers operating within the state. Members are reminded that if they wish to lodge a complaint about an unlicensed operator they should complete an UnfairTrading Report (a copy of which is available on the OCBA site).This report should be returned to the Office of Consumer and Business Affairs.

BRISBANE AIRPORT BEST AIRPORT IN ASIA-PACIFIC Brisbane Airport, for which ISS holds the security contract, has been voted the best airport in the Australia-Pacific in the 2008 Skytrax World Airport Awards.The awards, voted by more than 8 million passengers at over 190 airports worldwide, over 40 categories including facilities, cleanliness and customer service. “Of the 40 categories, we are particularly pleased to have been voted so highly in the friendliness of our staff and the efficiency of our Security processes,” said Brisbane Airport Corporate Managing Director and CEO Koen Rooijmans.

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Think Bellon! Bellon IP Video Intercoms – setting a new trend in security solutions

Bellon ENT 312 Bellon MON 300 Bellon ENT 301

Features : The Bellon series intercom is the ﬁrst intercom ercom system using data, voice and video over IP technology. This Ethernet video intercom provides the builder, installer, security integrators and high-end designer with an elegant, stylish yet simple system with highly functional entry and apartment monitor panels. The IP65 rated entry panels are fashioned from pressure die-cast zinc and have been dramatically styled to grace entrances of residential communities. The TCP/IP Ethernet video intercom system is ideal for new apartment blocks, gated communities and commercial or ofﬁce buildings.

NSW

www.das.com.au

• Standard ethernet wiring platform combined with Power-Over-Ethernet (POE) standard • System is fully distributed • Power and data supplied from a POE switch • Requires common cable, minimum of CAT5 is all that is needed for data, audio, video and power • Can be operated over wide area networks (WAN) like golf resorts and large gated communities.

VIC

Granville

(02) 9897 7722

Rowville

(03) 9755 6922

Torrensville

Rosebery

(02) 9698 9698

Coburg

(03) 9383 2066

Chatswood

(02) 8467 1467

QLD

ACT Fyshwick

(02) 6280 9630

Balcatta

Ashmore

(07) 5597 7203

TAS

Bowen Hills

(07) 3252 5512

Hobart

(08) 8150 9400 (08) 9241 3100 (03) 6272 2011

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INDUSTRY NEWS

THE GLOBAL CREDIT CRISIS – HOW DOES IT AFFECT YOU? THE CURRENT FINANCIAL MARKET TURMOIL is cause for concern for businesses worldwide. The question for many ASIAL members is how this situation will effect the security sector and what you can do to protect your business. To assist you to better understand these economic conditions, our insurance broking partner, Aon explains the crisis and the potential impact on your business, your risk profile and future insurance costs. WHERE THE PROBLEMS STARTED The financial world has become a truly global market. These connections are evident when we look at the phenomenon of US sub-prime mortgages. Almost unknown outside the US until a few years ago, they have now become all too familiar. Similar to “low doc” loans in Australia, subprime mortgages fuelled rapid growth in housing finance in the US and were parcelled up and on-sold, in some cases many times over, to investors around the world. In the name of “financial innovation”, an asset bubble was created where deal flow became more important than credit analysis and risk assessment. This has had a huge impact not only on the US domestic housing market and home lending but also the entire global credit market. The global impact occurred as banks became increasingly wary of the creditworthiness of their counterparts, fearing “toxic loans” in their borrowers’ portfolios might reduce their chances of being re-paid. As a result, banks have become reluctant to lend to one another. This, in turn, has made credit far more difficult and expensive to obtain for even creditworthy commercial borrowers. As confidence leaves the system, the economy naturally slows leading to declining production levels, rising unemployment and upward pressure on costs.

16 //SECURITY INSIDER DEC/JAN 2009

WHAT THIS MEANS FOR YOUR BUSINESS The global credit crisis will have some level of impact on all businesses. Developing an understanding of what is ahead of you is paramount to the continued success of your business during these difficult times. The issues that many Australian businesses will face include: 1. Credit will become more difficult and expensive to obtain and borrowers will be far more closely scrutinised. 2. Banks and other lenders will want more information on a borrower’s ability and willingness to service their debts. More onerous obligations will be placed on borrowers through stricter banking covenants. 3. As the economy slows, business will be harder to come by. Sales volumes will be lower and vendors will be forced to accept more generous credit terms, whether they like it or not. 4. Companies will need to devote more resources to developing and implementing their business plans, focussing especially on sales opportunities. 5. Inventories will need to be trimmed to reduce the need for operating finance. 6. Greater reliance will be placed on critical assets and key items of production. 7. The business environment will be less forgiving, and disputes, bankruptcies and litigation will undoubtedly increase. The risk of business interruption will heighten as will risks to directors and officers of companies. 8. The incidence of theft and malicious damage may also increase as tougher times take their toll on people’s lives. IMPLICATIONS FOR THE INSURANCE INDUSTRY General insurers, unlike their counterparts in other areas of the finance sector, have held up

well through the credit crisis and global financial market turmoil. This is largely due to the sound risk management disciplines they have adopted under the watchful eye of the Australian Prudential Regulation Authority. It is also a testament to the profitability and strong capital position of the industry overall. However, the general insurance industry has not been entirely immune from the financial turmoil. A small number of overseas insurers did make forays into the sub-prime mortgage market through non-traditional insurance activities. But it is important to note that the regulated insurance operations of these insurers are not necessarily burdened by the results of their non-traditional activities. While the general insurance sector has largely avoided the direct impacts of the subprime mortgage market and credit crisis, there are some secondary implications. The turbulence in financial markets is causing most insurers to take up significant unrealised investment losses. The downturn in the economy is also expected to dampen growth in premium volumes relative to experience over recent years. Coupled with rising claims activity, particularly weather-related loss events, insurers are adopting a more conservative stance to risk selection and pricing. Policyholders can expect insurers to scrutinise risks more carefully, paying close attention to the risk characteristics and risk management efforts of each individual policyholder. ABOUT AON Through its many products and services, Aon can provide expert guidance and support in dealing with the uncertainties of the prevailing economic environment. For more information call Aon on 02 9253 7489 or email angelo.gannis@aon.com.au.

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CELEBRATING 40 YEARS

ASIAL 1969 – 2009 THEN AND NOW: SECURITY OFFICERS By Rod Cowan & Ken Corbett*

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THEN

NOW

JOB TITLE Guards, gatemen, or nightwatchman.

Guards, gatemen, or nightwatchman. Security officers, guards, Private Security Contractors (PSCs), Close Personal Protection (CPP).

UNIFORMS Wearing a uniform as it is now was fairly rare in 1969. If anything, things were much less formal and militaristic, and, except for high profile jobs, a guard would most likely wear a dustcoat. Firearms were a rarity, though would become increasingly common.

Most companies have highly visible uniforms. In some cases, especially larger contracts, uniforms may be in the clientís corporate colours. Special events may even have designer uniforms. On occasions security staff wear suits or blazers for CPP work and in foyers of high-rise buildings, corporate entrances. Carrying firearms has waned, except in cash carrying, due to tighter firearms controls.

TRAINING No formal training whatsoever. The only type of training was on-the-job training usually conducted guard to guard. On some occasions a supervisor might get in on the act but the norm was to employ someone, send them off to the job, where he – and it usually was a he would be shown what to do.

While some companies trained staff before, training came to the fore when NSW introduced security legislation linking training to licensing. Since then training has exploded to the point of becoming draconian in some States. The individual has mostly borne the cost of training. Specialist training has also become the norm in certain circumstances, such as airport screening.

Big Ben and Westminster continued page 22 > Photos courtesy of SNP Security

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CELEBRATING 40 YEARS

SECURITY â&#x20AC;&#x201C; THEN AND NOW THEN

NOW

STAFF As far as staff was concerned then, there was a very high turnover. Because there was no training, there was no such thing as a security professional. Some were marking time between jobs until they found something else. More than likely they would be older men in their late 40s or 50s Ăł had come to the end of a career and would make do with guarding work. Sometimes, in-house guards would be retiring or made redundant and put to use in the gatehouse. Getting people to do such work was tough and turnover high, giving rise to the use of contract security companies to solve the problem of finding people to fill positions.

Getting good staff remains hard. Keeping them even harder.There is, however, more of a career path developing and specialist areas are growing. More women are being found, especially in corporate settings or airports, but the industry has a long way to go before it gets anywhere near an equal mix of males and females.

LICENSING Not so much. Some states had various Commercial and Private Inquiry Agents Acts, which involved a criminal record check, but no other qualifications were required.

Each State and Territory has some form of licensing regime. As with training, requirements can be onerous. Latest moves through the Council of Australian Governments are towards mutual recognition or, for the more ambitious, the holy grail of a national licensing system.

DUTIES Pretty simple, really. More often than not the job was about stopping people thieving from companies as it was keeping criminals out. Electronic security was fairly novel and not well understood or, for that matter, trusted all that much. As such, buildings vacated after hours were a crime target and often secured by full time guards.The work was more likely to be gatehouse duties, factory patrols, and building site watchmen. About the most technical thing a guard would have to do was work a weighbridge, which was a pretty simple sort of operation and even then he would be

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Definitely more demanding. Officers can now be found at the front of banks, corporate foyers, car parks, shopping centres, public transport, and even in war zones. On the technology front, officers are expected to operate complex access control, CCTV, and building management systems. Soft skills, such as conflict resolution and customer service, along with practical skills, such as first aid and fire fighting, are increasingly called on. In some organisations the job is combined with other duties, for example, paramedics.

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CELEBRATING 40 YEARS

SECURITY – THEN AND NOW THEN

NOW

DUTIES paid an allowance for doing so. There would also be the bundy clock, which would be carried on a leather belt on patrols. At certain points, keys would be hanging on the wall, which would be inserted into the bundy clock and mark a paper disk which was turned by an internal clock. No security or building management systems. Airport passenger screening didn’t get into full swing until the 1970s. EMPLOYMENT CONDITIONS The unions were stronger and a significant influence on the industry, which meant a lack of flexibility that exists now. In the case of security, it was the Miscellaneous Workers Union. Major companies, especially in Victoria and NSW, were closed shops altogether. No union membership – no job.

General employment and discrimination laws have improved the security officerís lot. Union membership is no longer compulsory. Competition in attracting employees has led to improvements in training, employment, and conditions.

SUPERVISION Supervision was someone going round during the quiet hours to ensure that guards were awake.

Supervision is no longer just about making sure officers are awake. It has become the next rung on the career ladder and many large contracts demand a level of supervision. Concerns will be about performance, compliance and occupational health and safety issues.

INDUSTRY PROSPECTUS The industry was seen as a growth area. Clients were less demanding and margins healthy. Less competition, too, with a couple of major players in each state and a handful of smaller competitors.

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Well, guards didn’t go the way of the whale as predicted with the influx of electronic options. It has, however, become more problematic. Margins are often insanely low.There has been a massive increase in competition. Clients are more demanding and contracts more complicated.

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PUBLIC PERCEPTION Watchmen and security were held in low regard.The police attitude was one of suspicion towards the industry, especially when uniforms became commonplace, attracting all manner of “cowboys”.

Not much better. At best security officers are accepted as a part of modern life but little has moved in terms of improving the industryís image. It is hampered by security being lumped in with crowd controllers. Police attitudes are changing in some areas, but by and large security remains an object of suspicion, rather than a valuable resource and partner in crime prevention. Some senior police talk about police and private co-operation. Project Griffin in the UK is held out to be the gold standard in this area. But, in the next 40 years, who knows?

* Ken Corbett was one of those people on his way to somewhere else when he started as a casual guard with Wormald Protective Services, as it was then (later Chubb), and stayed for 32 years, leaving in 1994 as State manager. He wrote a book commissioned by Chubb Security, called Brazier Bundy to Bright Blue Sky. Rod Cowan is an independent Contributing Editor. He can be contacted at mail@rodcowan.net

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IP SECURITY

AXIS ALL AREAS Digital technology, combined with economic and telecommunications trends, is bringing the industry to a turning point, finds Rod Cowan*.

WOEFUL ECONOMIC OUTLOOK, advances in digital technology and changing telecommunications business models are creating a perfect storm for the security industry. In terms of the economy, covered ad nauseam in mainstream press, the outcome in the so-called real economy is that the big jobs are simply not there. Government spending in security has slowed to a trickle and is unlikely to spark up before the Prime Minister makes a decision on the national security statement. Major capital expenditure and for that matter hiring consultants for all but absolute essentials has frozen in the major corporations. Security managers are seeing budgets slashed and cutbacks in staffing levels.The upshot being light, nimble, cashed-up firms showing the best prospects for sitting out turbulent times.

Digital demands This comes at a time when the rise of IP technology is reaching a tipping point where the industry's future lies in digital technology. Some areas have already taken off, such as CCTV and access control; others, especially alarms, have been slower, not to mention controversial. To Geoff Girdler, Chief Executive of the UK-based Emizon Group, embracing IP technology is long overdue. In May this year, Emizon launched its Global 21 secure

26 //SECURITY INSIDER DEC/JAN 2009

managed dual-path signalling service, specifically designed for digital networks. “It is clear that there has been a force to change with the shutting of Securitel and the announcements around that,” says Girdler.“The problem, however, is there is some resistance to IP, because people think it is new. It's new in our world – security – and I think it is important to understand that the rest of the business world does not see IP as new now, It’s old.” Another cause of resistance is that people, while recognising the need for change, do not necessarily welcome being forced to change. ìIt is almost like they are reluctant to change because they feel they have got to change. It's all happening in a hurry in Australia.That's probably why people have been slow.They know they have got to do something but where do they go? That's the issue. I don't think It's [a case of] not wanting to embrace IP technology,” says Girdler. Uptake will gather pace once people start to get comfortable with the technology and understand that IP works and does the things that people claim. Getting buy-in from other influencers, such as Standards bodies, associations, and insurance groups, will also help kick things along. “The reality is the whole market needs to move forward on this. I don't think it is down to selling. It is down to education,” says Girdler, adding that there needs to be a “sense of immediacy” to fit in with what customers want. “I think the problem is global, though I would probably exclude North America, in that we are not making decisions as a business in security that our customers want us to make. In fact, I'd say we as an industry are stifling our customer's ability to do the right thing for their business,” says Girdler.

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“Security is a grudge purchase, but having IP in their environment is anything but a grudge purchase. IP extends good things to customers. We need to understand that by embracing these good things and telling them they don't need old stuff to deliver what we do. We have to move on that quickly.”

Changing influences Andrew Goodman, General Manager Australia, New Zealand, South East Asia region, GE Security, says IP technology is having ìa very significant impactî on security in a number of ways. “The most obvious one – and the one we tend to talk about is the technology impact with all the new products that are coming out and the shift from analogue to digital, but I think there are several other significant things that IP is doing to the security industry,” says Goodman. “The first is, it is changing the influences and decision makers within organisations. Prior to IP, an integrator and a manufacturer worked primarily with the facilities manager or the security manager. Now that you have moved to IP, you have introduced the CIO [Chief Information Officer] and the IT team.They have a different perspective on products than people in the security industry – they talk a different “The reality is the whole market needs to language.” move forward on [IP]. I don't think it is down IT is a mature function in the to selling. It is down to education.” corporate world, Goodman argues, with every large organisation having wellGeoff Girdler, Emizon. defined policies and rules about IT. Security on the other hand is a relatively immature function and installers need to adapt. The majority of installers, says Goodman, come from an electrical background with solid skills in putting things on the wall and running cables, with some programming skills for more sophisticated security equipment. “Now you are shifting to a new environment where you really have a much higher premium on networking, architecture and software skills. You either need a massive retraining of the installers, or you need a whole new group of people to come into the industry,” says Goodman. Products, too, are changing. “There is an evolution.The first generation of any technology typically is not the most user-friendly. It tends to target the customers as well as the installers who are willing to make the investment in up-skilling, learning, and sort of go out a bit on the risk curve,” says Goodman. “I think we are reaching the second and third phase of technology, where you are no longer seeing IP as a novelty. It is a tried and true technology. So, the challenge for manufacturers, like GE, is to now provide fairly simple, easily installed IP solutions.” GE’s strategy is to develop a line of IP-based products, such as IP video and IP modules for intrusion and access control equipment, the next generation of which will be IP native. In the meantime it is developing migration paths from analogue to IP. For example, existing access control running across POTS (Plain Old Telephone System) being able to upgrade to IP technology on a digital network. At the continued page 28 >

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same time, it is heavily involved, overseas at least, in training the next generation of installers.The company is currently looking at ways of making that happen in Australia through its distribution partner, Hills, and the likes of TAFEs. Eventually, customers will look to tie together various systems, including access control, CCTV, and even fire. “Ultimately, IP is going to be the technology that pulls all these disparate security systems together,” says Goodman. Technological capability does not, however, mean one-sizefits-all convergence. “There is definitely some truth to the convergence of logical and physical security but, as with any technology, it is going to be applied differently in different environments,” says Goodman. “There are companies that we see who very much want to have their physical and logical security tightly linked on one network with one set of policies and one set of protocols. We have other customers who from a policy perspective want to keep those things completely separate. I'm not sure that everybody is going to go one way or the other. I think as with anything, companies will adapt a model that makes the most sense for them and for their business.” The next big leap will be IP-addressable detectors, says Goodman:“That will be significant and it is definitely the direction that we are heading in, as well.” He says such devices will be available in the “medium term”,

which in GE means more than a year but less than three. “One question is going to be, at what point are they not only available but when are they price competitive?” says Goodman. The first generation adopters will be green fields operations or complete retrofits. It then becomes a question of when it makes financial sense to replace existing equipment. “If you have got perfectly good wired systems today using non-IP devices, it would hardly justify ripping them all out, unless you are going to get vastly superior functionality,” says Goodman.

Investing in knowledge Goodman's advice to security companies is three-fold:“One, embrace the technology, embrace the change.You can't deny that this is going to be the way of the future.” “The second thing is, every security company that is serious about being in this business in the long term should be investing today in up-skilling themselves in IP and IP capability. They should be looking for people with software skills.They should have basic networking certification.They should be looking at things like CISCO, Microsoft, and all those various types of certifications or authorisations as being equally important as their security certification. “The third thing is, they need to understand the IT function within a company – what their concerns are, how they think and recognise that, in order to successfully sell any mid to large

“Embrace the technology, embrace the change.” Andrew Goodman, GE Security

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scale system, [installers] are not only going to have to convince the security professional of the value and the financial people as to return, but also the IT people that the IT components are rock solid. No CIO that uses their IT network for critical things like email, financial transactions, ERP (Enterprise Resource Planning), or whatever it is, is going to want to put security products on that network unless those security products have been tested and are guaranteed to be just as reliable as CISCO routers, IBM software, and Hewlett Packard computers. It is important installers to understand what those requirements are and can speak that language.” One Security has secured work in Australia and internationally by doing exactly that. Paul McCarthy, One Security's Managing Director, says: “Every project now means more meetings with IT staff. In fact in some cases, we don't involve the security department until the system is completed and we start operator training.” For example, in the Jebel Ali seaport, he says: “The security department is Dubai World Security. We have been on this project for six months and our first meeting with security is scheduled for December. We have had close to 12 meetings with IT.” Embracing IP did not happen overnight for One Security. “We made the shift before it was popular. We made sure our staff had the relevant training to be experts and we had the luxury of a few clients who partnered with us in trialling different systems and products,” says McCarthy.“IP is not the future of security, it is the present and recent past.The products are always improving and becoming more featurerich. It also means that educated customers will have a choice as to use for installations; security technicians, electricians or IT people. “So security technicians must add value to their offering by educating themselves and then educating the customer on these products to ensure they maintain their value in their customers view. “The days of relying purely on consultants to define the specifications for systems are short lived. The security technicians must be experts in the products they install so they can advise the customer on these technologies. Otherwise the installation will be given to the cheapest service provider.” While dealing with IT staff is becoming integral to security installations, that does not mean leaving the security manager out of the picture, says Brian Foster, General Manager, Strategy and Development, SNP Security. “From a protocol point of view, I think it is always important to respect the chain of command, because the technology is

only the application for a solution.You have still got to go to the facilities people and the security people who have been briefed to assess the risk.The technology is only a means of providing a solution to the risk,” says Foster. The end result is dealing with a security-based committee, which takes into account the impact on IT infrastructure. “An IT boss” brief in an organisation is to provide a commercially better facility for systems and processes within their organisation. A lot of the technology that we are talking about to customers actually has processing in the field or in the device, so it does not put unnecessary pressures on the download capability of the infrastructure across their networks.” This all has meant developing new approaches to the way the company does business. “One of the big challenges from both the front end with sales and the back end with technicians has been to change and improve our training programmes to be compatible with new technology,” says Foster.

Telco transformation In many ways, the security industry has been its own worst enemy when it comes to IP take-up, especially in alarms, where telco rebate programmes have discouraged evolving to IP systems. The industry now has no choice, however, but to play catch up. “The rebate programme applies to old technology and now with the pending demise of the telco support of old types of technology, forward thinking people in the industry are now starting to say, well, we really should work more with the telcos to introduce new technology and balance the commercial advantages and disadvantages of the new and old technology,” says Foster. “The way I read it is the telcos are now becoming more aggressive in the introduction of that technology, because of the push at a very high level in their organisations and the fact they are now starting to say that our infrastructure has to be modernised and provide ongoing support for new technologies.” SNP has begun educating its customers as to the road ahead. “Our view is, where we have an established security relationship to provide security services, that we should go to them and advise them of what is happening in the technology field of the industry, because there is no question that some people have been sitting on their hands, including some of the associations, about getting proactive on this,” says Foster.“We have seen it as our obligation to go to the

“IP is not the future of security, it is the present and recent past.” Paul McCarthy, One Security.

continued page 32 >

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customer, because there is a lot of confusion out there.” Buyers are getting bombarded with material from manufacturers, suppliers, telcos and security firms spruiking technology solutions, and, at times, spreading fear about what may happen to existing equipment in the brave new world of digital networks. Foster says ASIAL has a role to play in educating the industry and consumers alike, working through its special interest groups to develop an industry position. ìI think that it is important that the industry makes itself clear and states a position,” says Foster. Likewise, Keith Potter, Product Marketing Manager for Intruder Products, Asia-Pacific, Honeywell, says: “I think ASIAL probably needs to be the figurehead, rather than individual manufacturers and suppliers, though obviously we need to be part of that group.” Potter points out the vast majority of alarms are straightforward digital diallers, with customers who may not be willing to shell out on signalling alternatives springing up as Securitel replacements. “[Securitel users] are used to spending a few hundred dollars on Securitel and you are now spending a few hundred dollars on GPRS and IP connection. But, if you take your average residential or small commercial system, all they ever had was a simple dialler. What are they now going to put in their premises to monitor them? They are not wanting to go and spend more on a GSM or a GPRS system,” says Potter. Choosing the right technology is only part of the picture – there is also the sheer size of the problem. “Most of the suppliers will be able to provide you with a solution to whatever system the telcos come along with. But, if there are a million diallers out there, how are you going to get around them all just to upgrade them? That is your biggest issue,” says Potter. “Just from Securitel alone, there are companies struggling to get out there and replace their Securitel lines in time, and that is only a very small percentage of the control panels. If the industry is struggling to do that changeover, there is no hope of doing it for diallers. “That’s where the industry needs to ask the question of the telcos: what is the future direction? What are you doing in a technical and hardware sense and where do we go?” It may be, however, that telcos are not entirely sure themselves. Certainly,Telstra has made no secret that it is changing to a fully digital network and the scene will be vastly different in 18 months time. According to various sources, the rebates will dry up in a year. But, how responsible could the telcos be said to be for the industry's woes? After all, the industry has profited handsomely from an infrastructure it has invested nothing in. Compound that with companies relying heavily on rebates cheapening monitoring fees to grab more lines. At the end of the day, the telcos could argue that the industry has been using a voice system for digital signals and now wants to cry

foul when technology overtakes them. Ultimately, the telco business model – built on vertical integration and subscriber revenues – is nearing its end of life. Simply put, the money is not in phone calls any more, so what will it be in? Strategically, some analysts argue, telcos will have to shift to multiple-revenue-stream models.This may mean adopting models media companies already use, but advertising models may not deliver enough grunt to improve the telco bottom lines.The trend is towards multiple-source, customer and partner-based revenue models. Many processoriented functions could also be turned into money-spinners with new business partners, such as customer relationships, service delivery, billing or customer care. By far the most attractive will be a shift to revenue growth driven by wholesale and business-to-business services, rather than consumer retail.Think: identity, authentication and security services being made available on a business-to-business basis. For an idea as to what that looks like in practice, take companies like ActewAGL, a Canberra-based multi-utility company offering consumers a single provider for almost all lifestyle needs, including electricity, natural gas, internet access, telephone, high-speed broadband,TV and mobile phone services. The next logical step would be for such utilities companies with large customer bases to offer security. “Certainly, we are seeing that back in the US, a number of telcos and cable TV companies are not only investigating but launching alarm services as another feature to put on,” says GE Security's Goodman. ìI would expect that that would hit the Australian market, as well.”

Leadership issues ASIAL is seeking to address the issues raised by IP technology, the impending demise of Securitel and the changing role of the telcos, says the Association's CEO, Bryan de Caires. “We are currently working through a range of issues. As part of this process, we have engaged with manufacturers and distributors to thrash out the key issues, including standards and certification regimes,” says de Caires. ASIAL has also sought (and is still awaiting) clarification from the major telcos on their future direction and the possible technical ramifications. While some are looking to ASIAL to play a more active role, de Caires points out that “As a member-driven organisation, ASIAL’s role is to provide direction and leadership for the industry. Before this can occur, there needs to be consensus on the direction the industry should head,” “Once this has been achieved, we can then focus on developing an education campaign for customers. However, it needs to b noted that ASIAL’s resources are limited, so the industry as a whole must work together to effect change.” With everyone in the same boat, how installers navigate this perfect storm depends on how quickly they can train themselves, educate their customers, and contribute to establishing an agreed industry view. It will also depend on who will captain the industry’s ship. *Rod Cowan is an independent Contributing Editor. He can be contacted at mail@rodcowan.net

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AVSEC SECURITY

AVSEC Philip Baum, managing director of Green Light 34 //SECURITY INSIDER DEC/JAN 2009

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AVSEC SECURITY

AVSEC SECURITY GROUNDED IN COMMON SENSE Around 600 people showed up at AVSEC World, the aviation security community’s annual get together. Rod Cowan* finds hard times could lead to greater collaboration.

ITH AVIATION SECURITY at a crossroads in terms of regulatory regimes and financial crisis, AVSEC World plays a crucial part in helping stakeholders rethink strategies and

policies aimed at keeping the flying public safe. Held in a different country annually, this year’s event in Korea focussed on a common sense approach to risk management. “We need to find a way of doing business better and we need to be smarter in what we do. And, the only way we are going to be able do that is if we have our regulators and our industry adopt a risk-based approach to how we manage our everyday threats,” says Georgina Graham, Director, Security and Facilitation, IATA. “What we are seeing here [at AVSEC World] is a great willingness from many, many governments and regulators to do that, but the issue that emerges is how do we do this whether we are a regulator, an airline, or an airport? We need to show that only by collaboration and working together will we actually get to the end result that we need to see.” The overall mood, if not upbeat, was at least cautiously positive. As Rich Davies, Chairman of the IATA security group, put it, the industry has faced hard times and weathered storms before, whether it be recessions, SARS, 9/11, fuel prices, or the current economic downturn. “The crisis we are having now, we will see through,” says Graham.“The industry is resilient and we have come through these things before.The message of crisis management and business resilience is very clear for the delegates, because everybody is still participating, invigorated, and realises that our industry is robust, and will remain so. But, we do need to work together to get through this current predicament.”

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AVSEC SECURITY

One speaker, Bernard Lim, Director, International Relations and Security Division, Ministry of Transport, Singapore, even

stakeholders can see that there is something in it for them.” The strategy aims at getting governments, the industry and

managed to inspire some to see these as times of

even passengers working together ìas a norm, where we

opportunities for people to work smarter and to work together.

don’t even need to think about it”, says Graham: “The

“When facing any threats, whether it is as an individual or

passenger has to be back, front and centre in what we are

as an industry, from those threats you see opportunities. One

trying to do here. We may be an airport, an airline, or a

of the opportunities we do see is, as [Lim] mentioned,

regulator, but it is the passenger who goes through the

because we don’t have the resources to do things individually

airport, gets on the plane, and gets off the plane at the other

anymore, we need to work together and do things once and

end. So, we need to look at a strategy that puts the focus

do it right the first time,” says Graham.

back on the passenger to facilitate their travel but at the

What many do not realise about AVSEC World, and why it is

same time does not in any way diminish the security that we need to see.”

a crucial part of the aviation scene, is that a series of committee meetings and discussions take place around the

Indeed, a common sense risk-based approach helps passenger facilitation.

event, affecting the travelling public worldwide. Australia makes a significant contribution to

“The crisis we are having now, we will see through,” says Graham.“The industry is resilient and we have come through these things before.

aviation security through AVSEC World and in the way it handles aviation security. This year, Paul Retter,

Georgina Graham

DoTARS, Office of Transport Security, was a speaker, as

“When you focus on the passengers that are potentially a

was Geoff Askew, head of security for Qantas, who was singled out for mention by other speakers for his ongoing

higher risk, travel for lower risk passengers can be more

commitment to aviation security.

readily facilitated through the process.That translates into

Passenger Facilitation Taskforce, Advanced Passenger

touch points with various stakeholders being maybe less

Processing, using biometrics and e-Passports, as well as

onerous and quicker,” says Graham.“We also need to get

collaboration across international borders with the likes of

passengers to understand that we would never diminish

New Zealand, have all drawn international attention. Indeed, as

security in order to speed up a process. We have to have

has the Federal Government work on an Australian aviation

robust security but that does not mean we do not have to

security white paper, which, says Graham,“has been done in a

have good facilitation.The two things go hand in hand.There

very collaborative way”.

should not be an antagonistic approach to this, there should

“We have got a lot to learn from Australia in a sense of how business is done there.There are a lot of things that are being done in other places around the world because of things that

be a complementary approach, so that we can understand what we need to do.” As important as harmonisation and commonsense may

have started or have been initiated within Australia. We are very,

be, Philip Baum, managing director of Green Light, a

very lucky to have a lot of input from that region,” says Graham.

company specialising in airline security training, argues a degree of unpredictability, such as spot checks, needs to be

There are more than enough security conferences worldwide, with a fair number focussing on aviation security in

built into processes.

some form or another. But, AVSEC World sees all the

“There is a sense that we have to look at risk assessment in a

stakeholders, airlines, airports, regulators, equipment

different way. We need to assess passengers in a different way to

manufacturers rubbing shoulders at the one event, something

the way we are doing at the moment,” says Baum.“The

rarely seen in other industries and a hallmark of AVSEC

resistance is from the regulators and, unfortunately, it is the

World’s popularity and success.

regulators that do not really play as active a role in AVSEC World

“It is a very synergistic approach in that we all work with

as one would otherwise like, but, there is certainly a belief

each other. Airports don’t work without airlines, don’t work

amongst delegates from airports and airlines that we need to be

without passengers, donít work without vendors, and the

more creative and apply more commonsense to the processes

regulator oversees everything,” says Graham.“If we need to

that we currently put in place at airports around the globe.”

work on an issue, we need the stakeholders that are involved

With this year’s talks heading in the right direction, AVSEC

to work on it together. AVSEC World is the flagship event for

World 2009 in South Africa could well see some of these

this type of group-based approach where all of the

ideas really take-off. *Rod Cowan is an independent Contributing Editor. He can be contacted at mail@rodcowan.net.

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Q&A

HIGH CALIBRE ADVICE T

HERE WOULD RARELY BE A SECURITY MANAGER who has not considered hanging out their own shingle, but when it means going from being head of security for some of the country’s biggest organisations – Australia Post and Telstra to a one-man operation, the leap is a big one. Sal Perna, one of the most respected names in the industry, explains in an interview with Rod Cowan*, why he was ready and, prompted in part by personal tragedy, made just such a leap. Security Insider: Going from a large organisation like Telstra, with all the support mechanisms around you, to starting up your own business, what did that feel like? Sal Perna: For me it felt natural because I've always been able to have a strong gut feel about what the next step in my career development was going to be. So policing for example, after twenty years and having worked in some terrific areas like homicide and detective training, I got to the stage where I had been promoted to commissioned officer, I had the world at my feet, I knew what the structure was, knew what the ladder was, knew what the next step was, but nonetheless had a feel that it was time for me to be stretched again. When I went to Australia Post, it was the same thing.Twelve years there, could have stayed there for another twenty years,

38 //SECURITY INSIDER DEC/JAN 2009

quite easily, because I had the knowledge, the networks, the resources, understood the business etc, etc. But there was something inside that drove me to needing a stretch and another challenge and that’s what Telstra brought in. And the same with Telstra, when I went there, I had an idea in my mind of how long it would take to do what I thought needed to be done and it got to that stage and again felt that I needed to be pushed and challenged. And the obvious next step for me, personally, was to run my own business. Because I've gone from one large organisation to another larger organisation and then another even larger organisation, well, what's the next step? And working in an organisation, albeit in a different sector, or different size or different place or whatever would still have had a lot of the commonalities in it and I wasn’t comfortable, I needed to be pushed further than that, so it was a natural next step. I think for most people? It would be frightening, because the first thing that you know is that that structure that you talk about – the resources – it’s not there. So you’ve got a massive degree of comfort in an organisation that provides, I guess, in some cases job security and what follows from that is that you know someone's going to put money in your bank account every two weeks. Unless you're financially stable, you’re going to have a lot of difficulty in understanding that there's no money going into the bank, that you have to generate that money to

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Q&A

go into the bank and that you are nonetheless going to attract bills and you have to have a way of paying that. So that’s the first thing that would come to the mind of most people. The second thing is that if you are uncomfortable being outside the other support mechanisms of having staff to do your work, to delegate work to, policies and processes and all those frameworks that go with organisations – if you can't operate outside that environment or you are “Calibre is really a brand that reflects uncomfortable operating outside that me personally. So I’ve always felt that environment – you’re going to find it I’m very strong on professionalism and really, really difficult. quality and thoroughness.” And, that could be right at the very basis of those sorts of policies. So for example, if there’s a policy that says in this organisation we start work at 8:30 and we work through to about 5:30 or 6, and you work those sorts of hours and you work five days a week and all of a sudden you find yourself in your own business and you don’t have that and you think, well, what time do I start? What time do I finish? What do I wear? Do I put a suit on today? I used to have to in that organisation. And where do I park and who’s going to balance my credit card expenditure every month and all of the things that you've had done for you, had answered for you, you then have to make decisions about. And some of those things can be a bit frightening for people – particularly if they haven’t got that structure. Even the things that come with working for an organisation like continued page 40 >

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having an office provided for you, all of a sudden you don’t. So where are you going to work? Do you have the room and the appropriate space at home to work from home? Is that what you want? Is that a professional image to convey? Is it important for you to convey that image? If not, do you have an office and if so where? And how many days do you go in and how many days do you work? Or if you're going to work from home, do you have the discipline, or are you going to sit there and think, oh I’ll just have a cup of tea – and the cup of tea turns into a piece of toast – and turns into oh, I’ll see what’s on telly – and god, those weeds down the back need plucking – and I’ll just run down the street to pay a bill – and then you look at what you’ve done with your day and you think, well, how productive was I? Knowing that if you weren’t productive you’re not going to bring any revenue in and then you’re back to the first step of figuring out how your finances are going to work. So for some people it's going to be a very, very difficult thing to get outside of all those structures. And for others, who know themselves very well and know that they need to go to the next step and the next step for them is not having a boss and not having an organisation that surrounds them with all these frameworks – then it won’t be difficult for them. SI: How far out did you plan for this? You obviously gave it a lot of thought. Did you set up a business plan and save up your money and all that? SP: I guess the first thoughts came about a year before. I hadn't planned any further out than that. I think most of us at some stage in our lives think, wouldn't it be great to run your own business? But you get caught in a wave that presents opportunity after opportunity and you take that, and you never really push out to side. it's a bit like, you know, Rod, how a lot of people say: “I’m going to write a book one day’? But, they never ever push to do that, they never sit and actually start to scribble out what they're going to write and what they're going to put in it and a whole range of other things like that that you want to do but you never get around to doing. Because you get caught in a wave of activities that surrounds your life, primarily around your work, and all of a sudden before you know it those other things have fallen aside. It's a little bit like your kids, you know.You always say you're going to spend more time with your kids and then before you realise it they've grown up and you haven't really done that because you've been caught up with all the other things that you're doing. And, running a business is the same thing. A lot of people I think would like to run their own business, but never really put in the effort and the time into thinking can they do it, and would they like to do it? For me, it really was always sitting in the back there but nothing very strong until about a year out. I guess from a personal perspective, my wake-up call was losing my parents the year before last. I lost both, one after the other, unexpectedly. My mother died on Mother’s Day and my father died just after Father's Day, and that prompted me to

start thinking about things like: what's life all about, what do you want to achieve, what's important, what's not, and what do you focus on? That started a catalyst of thought processes which came to a realisation that I needed to push myself harder, that I’d gotten into some early challenges with roles that I’d taken, felt that I’d addressed those and then that I was in cruise control. And, I needed to go to that next step and that's when – probably about a year out – I started thinking, well if I do that, then how do I do that, what would I provide, do I think that's what I’m good at, what sort of things do I not enjoy doing, etc, etc? Leading up to the stage where I decided the timing was right. SI: I noticed too in your business that you haven't restricted yourself just to security or risk management. How important is it to branch out into other areas or look at those other skills that you may have developed over the years? SP: it's a balance because you have to balance what you like to do against what you can get paid to do. So it's no good loving a particular aspect of what you do if you're not going to get paid for it. You know, I love philanthropic work. I love being involved in charities, and I sit on a couple of them. And I could sit on a lot more, but I know that's not going to provide me with an income. So I've got to balance that against the things that are important from a business perspective. When I do that, then I have to look at the sorts of things that I feel that I’m good at because you know what it's like if you go in with some sort of broad-brushed approach that a company or a person can get just by researching the net or bringing in another consultant, you’re never going to earn a living. So you've got to be able to know what you can deliver and what you can't. And part of that is going into a situation and saying, you know what? I don't know a lot about IT security, but I can help you resolve those problems because I'll bring people in that do and I'll work with them and I'll manage the situation for you and I'll deliver the outcomes that you're after. SI: The big question of course is how do you find your customers? SP: There used to be an argument that you had to have a very strong marketing plan before you start in on the business on how you're going to do that, find out what the needs are, work out what people are looking for, what the issues are, how you're going to advertise and everything that goes into a normal marketing plan. I think in the security world it's slightly different for those of us that have been in it for some time, because of the networks that we already have. And, we understand what the current issues are, because we've got very good networks, we’ve got great contacts, we belong to organisations that we can draw on for information and we get the usual communications coming out of them. So we tend to understand the business. And because of that and because of word-of-mouth a lot of the business is generated through those existing contacts rather than having to go out and find new ones. The next step of course is being able to provide them with continued page 42 >

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what they're looking for, and then of course the word-ofmouth then goes on to others and if it's a high-profile type role and there's media involved, then of course others hear about you. So there's a bit of a snowball effect as well. SI: How big will your company, Calibre International, become do you think? SP: I don't envisage a major company. Calibre is really a brand that reflects me personally. So I've always felt that I’m very strong on professionalism and quality and thoroughness. And, once you start to grow a company, you risk losing those because of the number of people that you bring into a company and the bigger it gets, the less personal it gets. Now, I’m never going to let that happen. I want to be able to sustain a living but at the same time do the things that I think I’m good at and help people solve their problems. SI: I heard you speak recently about security operators such as consultants and sales people. And you had a number of – dare I say amusing, but very true ñ things to say about their approach and the way they behave. What's your take on security sales people or consultants who are out there trying to promote themselves? SP: I don't think they're any different to people in any other discipline. If your primary focus is on making money, you're always going to project the wrong approach, because ultimately you're concerned about what you can get the client to pay you and for how long. If you go in there with an approach that you want to help

them address an issue and solve a problem, your approach is going to be totally different, because you know... there's a book out at the moment called The Trusted Adviser, which I found very, very helpful and it talks about those kinds of things. Because, the second type of person is a person who will spend effort into establishing a trust relationship. And if you can get that, the business flows from there, rather than the other way around. that's the stories about, the examples I gave, of sending in the A-team. Now we've all been in situations where we've brought in a contractor or a consultant that send in their A-team that promise the world and have got all the resources that you're looking for and they project well and they know what they're talking about and they've got the background and the experience. Then you sign the deal, and the very first meeting that you have with the project team, you find that the project team is the B-team, or the C-team, or the D-team, which are hardly the people that you engaged in the first place. No-one wants someone to come into their office and say, “I’m going to fix all those things,î and then they go back and they send someone else in to do it. Usually, with work that's been done by somebody else and usually, the same sort of work but just re-branded for your particular situation ó it's almost being deceitful, but yet that happens. SI: Sal, thanks a lot for your time, it's always a pleasure to talk to you. SP: No, my pleasure.Thanks, Rod.

*Rod Cowan is an independent Contributing Editor. He can be contacted at mail@rodcowan.net.

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273

04 Nov 2010

*The above-listed ASIAL Certified monitoring centres comprise those establishments that have been inspected and graded for compliance with the applicable Australian Standard: AS 2201.2 â&#x20AC;&#x201C; 2004. PLEASE NOTE: ASIAL takes no responsibility for listed companies which may change the nature of their operations subsequent to Certification.

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PEOPLE

EMPLOYERS – BEWARE THE OFFICE CHRISTMAS PARTY! By Chris Delaney*

any Australian businesses will hold an office Christmas party as a chance to thank employees and to relax and celebrate together. But if you’re not careful about how much people are drinking at these parties, the Party may become memorable for all the wrong reasons... (read more). Christmas parties are always a nice reward for staff. Unfortunately, when people have too much to drink, there are usually consequences. It can be as minor as having too much to drink and acting stupid in front of your colleagues to more serious things such as a sexual harassment, other kinds of harassment, as well as drinking and driving, which could cause injury or death. It is important to remember that your responsibilities as an employer do not end when your staff walk out of the office door.You will be vicariously liable (i.e. you are fully responsible) for any acts of any employee done 'in the course of his employment'. Any function, social or otherwise, which is organised by you, even if it is not held on the office premises, is potentially a ‘workplace’ for the purposes of potential claims of discrimination or harassment (sexual or otherwise). Whether or not the drinks in a bar before the office party, or the prolonged drinking in town after the ‘official’ party has ended, continues to be a work event is often a blurry area with tricky legal issues to determine. Employers should do anything to protect themselves and take all reasonably practicable steps to prevent the employee from carrying out

harassment or discrimination.You should therefore ensure that you have in place a clear Code of Conduct.This should make specific reference to conduct at work events outside the office and provide clear guidance to employees on the expected level of behaviour at any office party and, importantly, that being 'under the influence' is not a defence or justification for bad behaviour.The Code of Conduct should be backed up by adequate training of staff, including a pre-party e-mail gently warning all staff about the consequences of inappropriate behaviour. Employers should think about travel arrangements after the party has finished and provide phone numbers for registered taxi companies, or pay for taxis or hired minibuses to take staff home and encourage employees to use them. Staff should be reminded not to drink and drive.

•

the night, you may be better off handing them a gift. Employers should also provide free taxis and make sure their guests know about the service. Not all those in the office may celebrate Christmas for religious reasons so you should not insist that all staff attend the Christmas party. If the event is out of hours, some people may have family responsibilities that may prevent attendance and you should be sympathetic in these circumstances. Provide plenty of non-alcoholic drinks and food at the party, limit the volume of free alcohol provided and, if possible, hold the party on the eve of a non working day. Don’t make promises you can’t/won’t keep. Discussing pay rises etc. should be kept for work time.

SOME TIPS FOR EMPLOYERS • Designate a manager or supervisor to remain sober and look after those you may require help. • No self-serve bars should be allowed at office parties, and bartenders should be properly trained and reminded about responsible service of alcohol. • Free alcohol is an invitation to disaster. At least provide low alcohol and non alcoholic beverages as well as sufficient quantities of food. • If you want to reward your employees for a great year, give them rewards in other ways, say a small gift certificate. If you add up what free alcohol costs at the end of continued page 48 >

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PEOPLE – CHRISTMAS PARTIES

• Act as though your behavior is being observed every minute because it probably is. • Conduct yourself professionally at all times. Do not use the office party as an opportunity to complain about or argue with others – especially the boss. • Enjoy yourself at the party. If you do drink alcohol do so responsibly – being drunk is dangerous territory. When your inhibitions drop its often too late to rebuild a good reputation. • Clothing should only be outrageous if thatís the theme. So, keep it conservative and your reputation for good taste intact. • The office party is not the time to end your career with the company by doing something inappropriate or illegal. • Avoid talking business, this is not the time for it. • Keep all conversations positive. Do not spend the evening complaining, bragging, whining, or off-colour jokes. • And finally the office Christmas Party is neither the time no the place to fall in love – or lust. Leave that for another time or place.

48 //SECURITY INSIDER DEC/JAN 2009

To conclude, by all means have your Christmas Party. Reward your employees and have fun. But remember to take some very basic steps to try and preempt problems by having in place policies and procedures that cover

issues such as discrimination, harassment, absence, and health and safety - and provided these policies are well publicised within the company and followed consistently, then the office celebrations can, and should, go ahead.

Note: The information provided above is for convenient reference only. ASIAL and Chris Delaney & Associates Pty Ltd provide this information on the basis that it is not to be relied upon in any or all cases, as the circumstances in each matter are specific. Accordingly, we provide this information for general reference only, but we advise you to take no action without prior reference to an Employee Relations professional. ASIAL members can contact Chris Delaney by emailing ir@asial.com.au

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HOT PRODUCTS

Black Diamond SuperLED Illuminator Bosch Security Systems > NSW (02) 9672 1777, VIC (03) 9558 8088 QLD (07) 3252 9920, WA (08) 9240 5455 Email > stsales@au.bosch.com Web > www.boschsecurity.com.au SuperLED powered by Black Diamond technology is the industry’s first LED infrared illuminator designed to deliver High-Fidelity performance in today’s digital world. Black Diamond optimises the function of integrated digital security systems in low-light and no-light conditions. Surpassing the capabilities of conventional IR illuminators, Black Diamond SuperLED’s Even Illumination lights the foreground and background of an entire scene eliminating hotspots and underexposure on scene for an unrivalled night time image. Key Features: Even Illumination balances foreground and background for outstanding image quality • Micro-refraction lens technology dramatically increases both the range and horizontal beam of illumination • Provides up to 300 m of infrared illumination.

REG-L1 License Plate Readers Bosch Security Systems > NSW (02) 9672 1777, VIC (03) 9558 8088 QLD (07) 3252 9920, WA (08) 9240 5455 Email > stsales@au.bosch.com Web > www.boschsecurity.com.au The Bosch Extreme CCTV REG–L1, featuring innovative DHC imaging technology, delivers advanced performance and represents the next generation of number plate capture solutions. REG–L1 integrates advances in optics, electronics, IR illumination and Ambient Rejection Technology to deliver consistent, reliable number plate capture in the most challenging of conditions With an operational range of up to 30 m, REG-L1 delivers high contrast number plate images across the complete spectrum of ambient lighting conditions, from total darkness to direct glare from sunlight and vehicle headlights. A speed-optical synchronisation system captures the plate from vehicles moving at speeds of up to 160 km/h enabling effective capture on motorways, highways and in other high speed applications.

Divar XF High Performance Recorder Bosch Security Systems > NSW (02) 9672 1777, VIC (03) 9558 8088 QLD (07) 3252 9920, WA (08) 9240 5455 Email > stsales@au.bosch.com Web > www.boschsecurity.com.au Bosch Security Systems is introducing a new addition to its Divar family of Digital Versatile Recorders (DVR).The advanced Divar XF DVR offers real-time recording and playback in full 4CIF resolution (CIF: Common Intermediate Format) , providing higher quality images for both live viewing and recorded video. Moreover, Bosch’s advanced H.264 compression technology minimizes system bandwidth and storage requirements, reducing storage costs by as much as by up to 30% compared with systems that use traditional MPEG-4 encoding. The Divar XF also features four hard disk drives accessible from the front of the unit for easy servicing. Front accessibility also means drives can be easily added or even replaced with larger capacity drives, providing the flexibility to add additional storage capacity when needed.

50 //SECURITY INSIDER OCT/NOV 2008

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WHO’S LOOKING OUT FOR YOU WHEN YOU’RE LOOKING OUT FOR THEM? At Aon, we understand that it’s your job to provide protection for others, so we want to make sure you have the right protection should things go wrong. Whether you’re a locksmith, security guard, deal with cash in transit or work as a private investigator, we can provide insurance cover tailored speciﬁcally for the risks to your business. As an ASIAL member you’ve already passed stringent qualifying requirements. If you’re good enough for ASIAL, then we’d like to welcome you as an Aon customer. Additional beneﬁts for ASIAL members include discounted premiums through Liberty International and Errors & Omissions (E&O) cover at no extra cost.

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HOT PRODUCTS

Bellon ENT 312/301 Entry Unit Direct Alarm Supplies > +61 2 9717 5222 Email > info@das.com.au Web > www.das.com.au Bellon’s IP based video intercom systems feature the stylish ENT 301/312 series Entry units. Every unit connects to the standard Ethernet (10/100BaseT) and all data, audio, video are carried via single Ethernet connection. Also, all Intercom units use the state of the art Power-over-Ethernet technology (POE) – power is supplied over the same Ethernet using one RJ45 cable to each apartment, condo, or office unit hence improving system reliability, reducing wiring costs and making installation easy. • Stylish, low profile and recessed • Die-cast Zinc – Powder coated Silver Finish • Clean and intuitive user interface • Infrared Day/Night Camera • Supports wireless AP mode • TCP/IP for control data, audio & video

GE Challenger Direct Alarm Supplies > +61 2 9717 5222 Email > info@das.com.au Web > www.das.com.au Integrated Solutions with GE Challenger GE’s Challenger offers an Integrated Alarm and Access Control solution in the one system. The Challenger system can monitor hundreds of Alarm points in your organization, manage tens of thousands of Users and control hundreds of doors and lifts. Combining both Access and Alarm Control from a single card reader or keypad offers simple yet highly secure operation for your business. Powerful macro programming can link any event in the Challenger to trigger external devices such as lighting systems and air conditioning systems so there is no need for human intervention saving energy and cost to your business. • 255 Alarm inputs • 64 Doors • 48 Lifts • 65535 Users • 128 Door Groups • 64 Floor Groups • TCP/IP Communications

Sagem Biometric Fingerprint Reader Direct Alarm Supplies > +61 2 9717 5222 Email > info@das.com.au Web > www.das.com.au Sagems’ MorphoAccess 500 series fingerprint biometric terminals generate and export a Minutia template rather than a fingerprint. Using the template allows MorphoAccess 500 to match a reading in the same time as it would reading a card but providing the added benefits of high security via positive identification and verification without rejection. In addition, no fingerprint images are stored on the system nor can a fingerprint image be recreated from the minutia template and are centrally managed.They operate in identification mode and offer a storage capacity of two biometric templates per person from 3,000 to 50,000 individuals broken down in 5 databases of 10,000 each. • High quality optical sensor • 128 x 64 display • Multi-toned buzzer • Multicolour LED • 4 function keys • Power Over Ethernet (POE)

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HUMOUR ME

frank. “A Pennsylvania woman pleaded guilty to child endangerment, admitting she had bought her 14-year-old son Dillon a rifle and gunpowder.”

frank sales

56-year-old Indiana man was charged with lewdness visible to neighbours through his front window. Police claim he was naked and “accessorised with a claw-hammer and motor oil”. Boys and their toys, eh? The Swedish Equal Opportunities Ombudsman has rejected complaints of sex discrimination against a state-run retail pharmacy chain, which stocks sexual aids for women, for example, vibrators, but none for men. One complainant said,“A woman with a dildo is seen as liberated, strong and independent, whereas a man with a blow-up plastic vagina is viewed as disgusting and perverted.”Your point is? Unions have attacked the US Department of Transportation’s new rules for train and bus drivers returning to work from drug-use suspensions.The drivers now face a strip search to detect devices for cheating, such as artificial penises. If none is found, they may dress themselves, but a monitor must still “directly watch the urine as it goes from the employee's body into the collection container”. That really is taking the…ummm…you know what we mean. Arizona police responding to a domestic disturbance call discovered the fight a neighbour heard was, in fact, a male elk’s high-pitched mating scream. And, a police search in Germany was called off after the bloodcurdling screams of a woman in distress were discovered to be the mating cries of a badger. A Pennsylvania woman pleaded guilty to child endangerment, admitting she had bought her 14-year-old son Dillon a rifle and gunpowder, which prosecutors say he was planning to use in a Columbine-style attack at his former high school. The woman said she had no idea of his plans, but only wanted to help boost his self-esteem, since he is severely overweight and, because of bullying, had stopped going to school. A 32-year-old burglar was arrested in Dartford, England, after getting his foot caught in a window and hanging upside down for over an hour in full view of congregating neighbours taunting him before police arrived. A 50-year-old Pennsylvania burglar did beat that record by hanging from a window for an entire weekend. Oh, hang on, so to speak, he was dead, after breaking his neck attempting to climb through a window. A 19-year-old hotel receptionist in Norwich, England, found a baby bat nestled inside the padded bra she had been wearing for several hours.“When I was driving to work, I felt a slight vibration but I thought it was just my mobile phone in my jacket pocket," she told reporters. She took the bra off of a clothesline that morning, where it had been hanging overnight. A 25-year-old Massachusetts rapist, so convinced he was hot stuff, gave his phone number to a victim, believing he had charmed her into wanting to keep seeing him. St. Mary’s Airport on the Isles of Scilly (off the southwest coast of England) posted a vacancy announcement for air traffic controller, adding, helpfully, that application forms were available in larger text or Braille. We could say more and probably will next issue…

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54 //SECURITY INSIDER DEC/JAN 2009

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