SPT - March 2020

Across Canada

2020 Preview

Ontario municipality updates alarm bylaw Norfolk County revises fee structure and urges alarm users to adopt verification p. 6

CANASA joins Global Life Safety Alliance Alliance pursues mandate to work with like-minded organizations around the world p. 10

Addressing building automation myths A

The Latest IP Technology Dealers Corner Thousands of Independent Dealers Personalized Customer Service

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• Advanced Web Services

• Acqusition and Funding Program

Exhibitors at the annual security industry expo in Las Vegas offer a preview of what they’ll have on display on the trade show floor.

6 Line

• Norfolk County, Ont., adopts new false alarm bylaw • TEAM Software acquires Innovise to expand global presence • CANASA joins Global Life Safety Alliance

26 Building automation and IP network myths

Dispelling some of the common cybersecurity concerns that have traditionally been associated with BAS. By

Mel Menke

Building a stronger Canadian security industry By Patrick Straw

12 Camera Corner

Can surveillance be defeated? By Colin

Bodbyl

14 Lessons Learned

Tips to keep in mind when valuing your business By Victor

Harding

Video management solution

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TrackTik says its Advanced Break Management solution makes it easier for security organizations to comply with changing break rules and legislation while increasing workforce flexibility.

By Neil Sutton

OMaking it work at home

ver the years, I have hooked up TVs, video game systems, routers, speakers, modems, PVRs, Bluray players, DVD players and even VCRs.

Rarely have these events gone 100 per cent smoothly. There’s some trial and error involved, the occasional device incompatibility issue to resolve, but in the end, it all works. I’m also fairly diligent about keeping device software up-to-date. All in all, I’m maybe a slightly above average user of technology when it comes to installation and maintenance.

But I recently received a gentle reminder of just how easy it is to fall behind. As I struggled to adjust the flash setting on my phone, my nine-year-old daughter whipped it out of my hands, pronounced herself to be a “smartphone expert” and accordingly had the flash working properly a few seconds later.

According to a February report from research firm Parks Associates, more than half of consumers who set up their own smart home devices experience a problem.

Patrice Samuels, a senior analyst at Parks Associates, said in a research note that “technical problems with devices can impact brand loyalty,” adding that 29 per cent of users who experience difficulty with a device will switch to a different brand. The number rises to almost 50 per cent in cases where an installation was “very difficult.”

Arguably, we’re still in a market situation where the majority of smart home users are early adopters — they want this stuff in their homes and in some cases they may be paying a premium to own it.

As home technology becomes more integral to our lives and as prices come down, adoption will inevitably rise. If half of today’s users are experiencing issues, what will that percentage be in a few years?

Of course, you can’t expect everyone to be an expert, hence the market for professional services. (The Parks report also indicates a need for brands to provide effective tech support.)

I don’t fix my own car. I don’t even want to lift the hood, unless I can help it. There are enthusiasts who can deal with their own car maintenance issues, but I’m not one of them. I take my car to a mechanic and rely on their expertise.

I expect I can still handle most of my home technology troubleshooting, but when it comes to more integral issues (security, energy management, lighting) I’m happy to rely on outside expertise.

The home automation industry is at a tipping point in this regard — as home-based systems become more complex, that outside expertise is not only going to be preferred but in many cases necessary.

But home automation providers also have to design and build equipment that not only works reliably by itself but can be part of an ecosystem that co-exists with other devices. Whether home automation systems are self-installed or professionally installed — or more than likely, a combination of the two — ease of use and longterm reliability are going to be two of the key ingredients that will help this market grow.

@SecurityEd

Your Partner in Securing Canada Security Products & Technology News is published 8 times in 2020 by Annex Business Media. Its primary purpose is to serve as an information resource to installers, resellers and integrators working within the security and/or related industries. Editorial information is reported in a concise, accurate and unbiased manner on security products, systems and services, as well as on product areas related to the security industry.

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Norfolk County, Ont., adopts new false alarm bylaw

Norfolk County, Ont., is adopting a revised alarm bylaw designed to relieve the burden of false alarm dispatches for local police and encourage alarm owners to adopt means of verification that will help reduce the incidence of false alarms.

Dennis Travale, chair of Norfolk Police Services Board, notes that there are more than 1,000 alarm calls in the county a year, an overwhelming number of which are false (more than 95 per cent).

A number of Canadian municipalities, including Toronto and Hamilton, Ont., have already taken steps to change their alarm response policies in an effort to curb the incidence of false alarms and improve the use of police resources. Travale says it was important for Norfolk County to take a similar stance.

“That’s a severe waste of police time and talent. When I heard that Toronto was moving away from that kind of a response to a verified response, I did a bit of research,” he says.

Travale consulted with the Toronto Police Service, as well as the Canadian Security Association (CANASA) and other police services as the new Norfolk bylaw was drafted. The responding police agency for Norfolk County is the Ontario Provincial Police.

The bylaw was passed on Jan. 22 and is set to take effect March 1. Travale, who is also a former mayor of Norfolk County and

held several senior positions in the Federal Government over a 24-year career, says he received full support from local OPP resources for the new policy.

Under the new bylaw, a flat fee of $200 will be administered for any alarm that is attended and later deemed false. This replaces the fee structure that was free for the first false alarm on a premise and escalated for each subsequent

IHS Markit identifies 2020 trends

IHS Markit’s recently released white paper “Security Technologies Top Trends For 2020” indicates some of the major themes expected to shape the industry.

According to a research note from the group, “The year 2020 will represent a landmark for the video surveillance industry, with global sales of goods including cameras, recorders, video management software (VMS) and accessories projected to surpass US$20 billion for the first time.”

The research note also highlights the two largest global players in the security surveillance industry.

According to IHS Markit, China is first overall with about 45 per cent of global sales revenue; the U.S. follows in second place. The global video surveillance market is forecast to grow by almost 10 per cent in 2020. Some markets, such as India and Southeast Asia, are expected to expand at a larger growth rate.

Other issues on the IHS Markit radar include:

• Deepfakes

• 5G

• AIoT (Artificial Intelligence of Things)

• Analytics at the edge

• Moving the cloud on premise

false alarm to a maximum of $500. The old system wasn’t sufficient enough deterrent for alarm users, says Travale, and “really didn’t focus on trying to force the industry to solve any problems or the alarm owner to take responsibility.”

Local OPP will continue to respond to all alarm calls that come in, adds Travale, under the proviso that a $200 administrative fee will be issued for any that are false. An element of the new bylaw encourages alarm owners to adopt a verification process in an effort to significantly reduce the overall number of false alarms. According to the bylaw, those alarm verification recommendations include the use of:

• Audio sensors that can confirm criminal activity on the premise

• Video images that confirm an intruder or danger

• Confirmation of an emergency by the resident or keyholder

• Multiple alarm activation points on the premise

The bylaw also recommends the proper use and maintenance of the alarm system to lower the likelihood of a false alarm situation.

Travale anticipates that efforts made to bring the number of false alarms down will help to reduce the economic burden they generate for the county and allow police to refocus their efforts on where they are most needed.

“All of this wasted time chasing phantoms and ghosts could be better used at the front end,” says Travale.

“My ambition with the members of the board is to make sure that we have the best possible policing service that we can afford. Looking at the current Police Services Act and looking at the priorities that are listed in there, the top two are crime prevention and law enforcement and that’s where I want to focus.”

Travale says that Norfolk County is the first OPP municipality to adopt such a move. However, he hopes it will catch on.

“If I can encourage the other 140 municipalities that use the OPP to do similar stuff, then across the province the calls for service will reduce.”

Dennis Travale, Norfolk Police Services Board

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Applications

Financial firm rolls out security platform for 250+locations

Hancock Whitney Corp. is rolling out PACOM GMS security management to its U.S. bank financial centres and ATMs.

Hancock Whitney operates financial facilities in Mississippi, Alabama, Florida, Louisiana and Texas, offering services including banking, trust and investment services and mortgage services.

PACOM GMS, a multi-site security management platform, currently manages card access and intrusion monitoring at 258 of the firm’s locations with more on tap. Hancock Whitney manages its own 24/7 alarm monitoring from a central location and two data centres are monitored by PACOM GMS.

“One of the biggest advantages of the PACOM system is it’s all-inclusive with integrated card access and alarms,” said Al Tapper, manager, bank protective services, Hancock Whitney, in a statement.

Appointments

• DMP has named Bret Anderson to the position of dealer development manager in the company’s Northwest territory.

• ISS, a provider of intelligent VMS, announced that Daniel Mariño has been appointed to the position of chief operating officer.

Alabama market invests in cameras to reduce shrink

An Alabama market has selected Motorola and Avigilon security solutions to help protect its premises.

Marino’s Market has two locations with more than 18,000 customers a week. To address concerns related to potential theft, false liability claims, shrinkage and procurement issues, Marino’s deployed a security solution that has reportedly improved security operations by 75 per cent.

Integrator American Video & Alarm Inc. installed the system which includes Avigilon Control Center (ACC), an Access Control Manager system and cameras including the H4 Mini Dome and H4 Pro models as well as the H4 Multisensor, H4 Fisheye, H4A Bullet and H4 IR PTZ cameras, which also feature video analytics. The market is using Motorola Solutions CLS1410 twoway radios to enable communications between store managers.

Ohio school district to try out threat detection platform

Toronto-based Patriot One Technologies says its PATSCAN Multi-Sensor Covert Threat Detection Platform will be deployed for testing in an Ohio school district.

Integrator Ginter Electrical of Ohio will install the new system. “Through these initial school and university-based deployments, our platform will provide invaluable data and learnings, which will help each future installation and deployment across a vast array of unique environments and venues. We’re honoured to have been selected by Mt. Healthy City Schools to begin deploying our covert threat detection platform,” said Martin Cronin, Patriot One CEO, in a statement.

The specific location of the initial deployment was not disclosed.

Patriot One and Ginter will work to expand the technology to other schools in the district.

Calendar

March 18-20, 2020 ISC West Las Vegas, Nev. www.iscwest.com

March 31, 2020 ADI Expo Toronto, Ont. www.adiglobaldistribution.ca

March 31 – April 2, 2020 Canadian Technical Security Conference Cornwall, Ont. www.ctsc-canada.com

April 22, 2020

Security Canada East Laval, Que. www.securitycanada.com

May 5, 2020 ADI Expo Calgary, Alta. www.adiglobaldistribution.ca

May 6, 2020

Security Canada Alberta Edmonton, Alta. www.securitycanada.com

May 27, 2020

Security Canada Ottawa Ottawa, Ont. www.securitycanada.com

June 4, 2020 ADI Expo Winnipeg, Man. www.adiglobaldistribution.ca

June 25, 2020 ADI Expo Edmonton, Alta. www.adiglobaldistribution.ca

June 9, 2020 Buildings IoT Forum Vaughan, Ont. www.biotforum.ca

June 9-12, 2020

Electronic Security Expo Nashville, Tenn. www.esxweb.com

• Mission 500 announced Peter J. O’Neil, CEO of ASIS International, has joined its advisory board. O’Neil joined ASIS in January 2016.

• TOA Canada announced the hiring of Parth Gadhavi as a second regional sales manager for Ontario. Gadhavi previously spent a year in TOA’s tech department.

• Ottawa-based Feenics has

added two new team members. Yannis Souris has been appointed marketing manager and Chris Smith takes on the role of regional sales manager for the Northeast.

• Platinum Tools, a provider of wiring and cabling tools, announced that Jason Chesla has taken over the role of national account manager.

June 17, 2020

Security Canada West Richmond, B.C. www.securitycanada.com

September 16, 2020

Security Canada Atlantic Moncton, N.B. www.securitycanada.com

Bret Anderson

Peter J. O’Neil Parth Gadhavi Daniel Mariño

Jason Chesla Yannis Souris

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TEAM Software acquires Innovise to expand global presence

Two providers of security workforce management solutions, one in North America, the other in Europe, have combined to create a global player with further growth aspirations.

TEAM Software, based in Omaha, Neb., recently acquired U.K.-based Innovise. The companies offer workforce scheduling solutions and enterprise software for security, cleaning and facilities management providers.

The combination immediately opens new doors, says John Leiferman, CEO of TEAM Software. “[Innovise] wanted to come to North America. We wanted to go to the U.K.” Expansion through acquisition is a relatively new development for the company, explains Leiferman. TEAM, founded 30 years ago, was an employee-owned company from 2005 until 2018, when it was sold to private equity firm

Accel-KKR. According to Leiferman, that gave the company capital structure to invest in technology and innovation, and pursue M&A opportunities. TEAM’s first acquisition, in May 2019, was Lighthouse, a mobile workforce management platform for service contractors with fieldbased teams.

With the acquisition of Innovise, TEAM has a much larger market to work with. “Now it’s our mission to allow our customers to expand globally with a single solution,” says Leiferman. “Certainly many of our customers in North America are expanding globally. Up until this year, TEAM didn’t have a global solution to help support them worldwide. Now with Timegate [Innovise’s workforce management tool], we’ve got a solution that works in the U.K., Ireland and soon to be adapted for other geographies as well so we can develop a truly global workforce

management solution.”

There is little overlap in the customer bases of both companies, considering their different markets, but both have sold security products in Canada, says Leiferman, mainly to large guard companies.

Going forward, Innovise will be rebranded under the TEAM Software banner. TEAM will select the strongest aspects of both companies, adds Leiferman. “We’re going to take the best from both offerings. Tenet number one is to continue to support our customer bases. Tenet number two is to build a modern global platform, taking the best of both systems and allowing our customers to benefit from each of our offerings.”

Leiferman stresses that the company will continue to support both companies’ solutions for as long as customers want to use them. “They get to stay where they want to stay until we can prove the value to do something different.”

The majority of TEAM’s customers utilize the company’s tools via a private cloud-based model. According to Leiferman, TEAM is examining options to also offer its software via the public cloud.

— Neil Sutton

CANASA joins Global Life Safety Alliance

The Global Life Safety Alliance, a security and safety group with ambitions to unite like-minded organizations around the world, recently signed up CANASA as a Canadian member.

The alliance was formed in 2018 as a means to “connect and progress the life safety and security industry as a whole,” according to its CEO Thomas Connaughton.

The 501c3 (non-profit) organization’s founding members include Ring, certification body Intertek, Argentinian security association IRIS (Instituto Rector de la Industria de la Seguridad), and several U.S.-based security advisory firms. The membership is diverse by design, says Connaughton, reflecting the group’s mandate to appeal to a wide variety of security and safety professionals.

try,” explains Connaughton. “Everything from related trade associations to law enforcement and security agencies to the manufacturers of… fire and security equipment.”

The group also aims to include schools and academic institutions, particularly with a view towards knowledge exchange and content sharing.

There are already discussions underway with several universities, says Connaughton. He says the association is open to new ideas as well as new members.

Connaughton stresses that the role of the organization is not to supplant any existing organizations that currently serve the security or safety markets, but to work with them. Where the alliance can be useful, he adds, is by making connections between groups that might otherwise be working independently or in silos. “It’s necessary, it’s needed,” he says.

reason is, I don’t want to compete.”

Becky Lane, the alliance’s director of education, says “facilitator” might be the most appropriate term for the group. “That describes our initiative — to connect the experts with each other and to share what they’ve researched, what they’ve developed.”

The Canadian Security Association officially became a part of the group in January. “We’re represented on the Global Life Safety Alliance as an associate member. We’re looking forward to seeing what we can accomplish together,” says CANASA’s executive director Patrick Straw, adding that he has already participated in several of the alliance’s weekly conference calls.

“The goal of the alliance is to connect industry experts across the world and across multiple disciplines in the life safety and security indus-

“What we want to do is partner with them to promote their message. To that end, when folks look at our membership fees and the structure, they’ll see that the pricing is very, very low. The

The GLSA is in its infancy, says Connaughton, with many of its goals still to accomplish. Getting the group underway was job one. “We felt that we had the people, the ambition to try to take a stab and put this down on paper and bring it to life. So far we’ve accomplished that goal. We’ve got a long way to go, but it’s something we’re quite proud of.”

— Neil Sutton

John Leiferman, TEAM Software

Thomas Connaughton, GLSA

By Patrick Straw

Building a stronger Canadian security industry CANASA UPDATE

Become a part of the Canadian Security Association and help us represent the security community

For over 42 years, CANASA has strived to advance the interests of the security industry through advocacy, education and communication.

CANASA members represent a wide range of products and services including alarm systems, video surveillance systems, access control products, ULC-approved monitoring stations, locksmiths, cyber-security systems, security guards and more.

All members benefit from CANASA’s advocacy experience, industry knowledge and access to many regional events and Security Canada trade shows.

Why join CANASA?

• Be the first to be aware of pending legislation that may affect your business

• Through regional events and networking opportunities, members get relevant advice from the experts

CANASA provides strong lobbying efforts and has been instrumental in championing the industry’s interests at all levels of government. Through regional councils across the country, CANASA provides ongoing support, offering guidance and comment on laws and regulations that affect the business operations of our members and the well-being of all Canadians.

• Stay up-to-date on all the latest news in the industry with the bi-monthly newsletter, Update

• Help influence all levels of government

• Gain access to services and offerings from a myriad of organizations with substantial savings

• Enjoy discounts for all Security Canada trade shows

Security Canada trade shows

With six shows across the country, Security Canada provides industry professionals a handson opportunity to experience the latest in security products and services available, plus, educational seminars and product demos. Visit www.

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Affinity program

CANASA has developed an extensive array of business services all designed to help your business grow and prosper. Some of the highlights of the affinity program include:

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Join CANASA now!

Call our head office now at 1-800-538-9919 or visit www.canasa.org for all the information on how you can join. Join your peers and start building your business now through membership with CANASA!

Patrick Straw is the executive director of CANASA (www.canasa.org).

EAST Laval, Quebec April 22, 2020 ALBERTA Edmonton, Alberta May 6, 2020 WEST Richmond, British Columbia June 17, 2020

OTTAWA Ottawa, Ontario May 27, 2020

Moncton, New Brunswick Sept. 16, 2020

Toronto, Ontario Oct. 21 – 22, 2020

Patrick Straw

CAMERA CORNER

By Colin Bodbyl

Can surveillance be defeated?

Some products claim they can alter the effectiveness of security cameras, but results may vary

It is understandable that many people are uncomfortable with the overabundance of surveillance technology.

In most countries, laws and regulations control the use of video surveillance in order to prevent it from being used in unethical ways. For some this is not enough, and it has driven them to create their own anti-surveillance products. Two anti-surveillance products in particular have been getting attention recently for their ability to sabotage video surveillance systems without breaking the law.

The first is a clothing brand selling shirts, dresses and other attire with fabric prints and patterns that imitate vehicle licence plates. The company reports that licence plate recognition (LPR) systems will identify their clothing as vehicles and load that data into the system. They go as far as to say that the junk data will make the surveillance system more expensive to deploy and less effective overall. But those familiar with LPR systems will know that this is not true in the majority of deployments.

LPR typically serves one or a combination of three different purposes. The first is as an access control tool where whitelisted plates (those approved in the database) will open a gate or otherwise allow access to authorized vehicles. The second case is as a blacklist tool, where flagged licence plates alert users of unauthorized vehicles

“Maintaining privacy is an ongoing challenge for many people.”

the same way police use LPR to identify stolen vehicles. The third case is as a searchable database, where users or automated systems search the database for specific matches or trends.

In the first two cases, fake licence plates on clothing make no difference. The system simply ignores data that doesn’t match existing records. In the third case, a user or system may encounter this data and produce it as part of a set of search results but, of course, it is not unusual to see irrelevant data in a search result. The junk data could affect the results of a statistical report. For example, how many cars entered a parking lot with licence plates starting with a certain letter, but even in those cases, it would require a significant amount of junk data to have any impact on results that typically count thousands of vehicles with an assumed margin of error.

Another anti-surveillance product gaining attention is infrared (IR) blocking glasses. These devices are intended to defeat facial recognition products by blocking IR light that typically passes through regular sunglasses. Marketing videos for this product show how it prevents Apple’s Face

ID from working. Face ID uses invisible IR light to mark thousands of points on the user’s face in order to create a depth map that can be used for recognition. In this case, IR blocking sunglasses can in fact prevent Face ID from working. Why someone would want to defeat Face ID on their own phone rather than simply disabling the feature is unclear. Implying that IR blocking sunglasses could defeat all facial recognition systems would be false. Even Apple’s own Face ID can be set to function without eye contact.

Maintaining privacy is an ongoing challenge for many people, whether on the internet or walking around completing routine tasks. There are privacy laws in place to protect the public, but there are also steps individuals can take to further protect their privacy.

Many of these are legitimate, like using a search engine that doesn’t track your online activity, or installing a fence to prevent passersby from seeing into your yard. Others are not as effective, and in some cases are built for the purpose of capitalizing on people’s fears rather than solving a real problem. The makers of licence plate clothing and IR glasses position themselves as part of the former, but based on their effectiveness, some might argue otherwise.

Colin Bodbyl is the chief technology officer of Stealth Monitoring (www.stealthmonitoring.com).

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LESSONS LEARNED

LBy Victor Harding

Tips to keep in mind when valuing your business

There are variables to consider when scrutinizing your company before a sale

ike many of the subjects in my articles, there are endless amounts you can write about on the ins and outs of getting your business valued. Here are just some of the things I have learned over the last 10 years.

1. Valuations can vary like crazy: A company’s valuation is like what they say about beauty — it is in the eye of the beholder. A company’s value can vary a great deal depending on who is looking at it. This is why it is so important to approach as many good buyers as possible. The Canadian market for security companies, which is much smaller and less competitive than the U.S. market, can be affected by the arrival or disappearance of one or two key buyers.

2. Valuations change over time: The value of alarm accounts in general in Canada and the U.S. has dropped over the last two years — we are told it’s because of higher than expected attrition experienced by accumulators and greater cost to create new accounts. I am also noticing that the interest and values attached to Canadian fire companies has increased due mainly to the arrival of private equity firms into the fire market.

3. Always get a valuation done before you sell: You would not sell your house without getting a ballpark figure on what it is worth. And don’t delude yourself into thinking you already know what your business is worth. My experience is that most owners of small businesses think their business is worth more than it really is. I can’t tell you how many alarm accounts owners I have run across who all think their accounts are automatically worth 36 months of revenue. I will not embark on a sale process without giving my client a ballpark estimate of what the business is worth, at the very least.

4. Who does your valuation is important: There are lots of valuators out there who know how to use valuation theory to work to value your company. However, if I were an owner, I would ask that valuator if he or she has any valuation experience in the industry that your business is in and secondly to give you market comparables — actual sales of companies like yours.

5. Recurring monthly revenue has unique value: The biggest mistake that Certified Business Valuators make in the security industry is

to undervalue any recurring monthly revenue (RMR) in the business. They value it like installation and service revenue.

6. Stand-alone versus strategic value: There can be a big difference between a company being valued on a “stand-alone” versus “strategic” basis. Financial buyers, or one partner buying out another, often value businesses on a standalone basis. Here, the buyer assumes that the cost structure of the business will not change much after they buy. There are not likely many synergies. Industry players looking at a business in their same industry are often “strategic” buyers in that they can “roll-up” an acquisition into their existing platform, getting cost reductions along the way. For this reason, strategic buyers will often pay more than financial buyers. Most of the alarm account sales that have taken place in Canada over the last 20 years by bigger players have in fact been strategic buys. The buyer can “roll-up” the target block of accounts with little or no extra cost. That is why they will pay up to 36-40X RMR in doing so.

7. Most security companies are valued using a multiple of average normalized earnings or EBITDA: This rule of thumb applies to integration, fire and guard businesses. Valuators should use at least three years of financials to get at the Earnings Before Taxes (EBT) over those three years. If the security business has significant interest or depreciation expense, each should be added back to the EBT to get to EDITDA. Then each year’s earnings should be “normalized” for any non-recurring, unusual revenue or expense items. What is called “Owner’s Take” is usually one normalizing item. Having done all this, an average of normalized EBITDA is calculated. Finally, the valuators must arrive at a plausible multiple to use to be applied against earnings. Multiples for most small security companies are anywhere from

3-5X earnings or EBITDA.

8. Most of the time, alarm companies are valued differently: A follow up to point 5 above about the unique value of RMR is that alarm companies with significant RMR are often valued using a multiple of the RMR rather than a multiple of earnings. Using a multiple of RMR often gets the owner of an alarm much more money for his accounts than if you were to try to value the company using a multiple of earnings.

9. Don’t forget to value your balance sheet: Most of the value being talked about in the points above is centred on the revenue or income statement of the business. But sometimes the balance sheet also holds value. When buying a complete business, whether it be an asset or share deal, the buyer usually expects to get the fixed assets (vehicles, computers) included in the price they are offering. However this would not generally apply to the real estate or any assets not required to run the business. Nor does the price offered apply to any excess working capital that might be in the business at closing. Working capital is defined here as Total Current Assets (Cash, A/R and Inventory) less Total Current Liabilities (Bank debt, A/P and Accrued Liabilities). Buyers will want a “normal “or “reasonable” amount of working capital but many of the deals I have helped close have coughed up extra purchase price to the sellers because the company had excess working capital in it at closing.

Valuing businesses is both a science in that it requires you know the theory of valuation and an art in that it helps greatly to know the industry that you are working in.

Victor Harding is the principal of Harding Security Services (victor@hardingsecurity.ca).

2020 Preview

ISC West, the annual Las Vegas, Nev., showcase of products and services for the professional security community will take place March 18-20, 2020. Expected to draw more than 30,000 attendees and over 1,000 booth exhibitors, the conference is a presentation of new and trending technology from a large variety of security manufacturers and service providers. Here is a preview of what attendees can expect to see in the exhibit hall area, with information provided by some of the exhibitors scheduled to appear.

ABLOY USA - BOOTH 7055

ABLOY says it will showcase technology at ISC West that keeps society’s most important assets safe and secure under all conditions. Featuring PROTEC2 CLIQ and operating system ABLOY OS, the company states this technology and software adds operational efficiency to every business, industry and institution to secure and protect against modern day security challenges.

Users can experience how they can manage their keys, locks and access rights on-the-go and remotely from a single, highly visual and easy-touse interface.

www.abloy.com

Arcules Video Surveillance-as-a-Service (VSaaS) and Access Control-as-a-Service (ACaaS) allow organizations to transform video into intelligence for increased business insight and security. The service bundle provides video analytics and advanced management of video surveillance data and access control information in one unified solution. End users can correlate video surveillance data with access control events, associate cameras with doors, view the live status of doors and authorize access to grant or restrict permissions through the Arcules portal. Arcules VSaaS and ACaaS are also each available as a standalone cloud service, providing the same easy-to-use interface, user management and access functionality. www.arcules.com

CONTERAIP OMNI LX RS, the newest member of the adjustable-view multi-sensor Omni camera series from Arecont Vision Costar — first pioneered for the security industry in 2014 — is the most powerful and capable yet, according to the company. The Omni LX Remote Setup (or RS) indoor/outdoor dome camera was originally unveiled at ISC West 2019, and brings a choice of 8- or 20-Megapixel (MP) models each featuring four sensors mounted in individual, motorized gimbals. Remote focus/zoom capability with customizable views complement the default 180-, 280-, and 360-degree choices. The compact dome enclosure brings a simple installation design combined with remote setup technology to position, aim and focus each sensor. These features reduce installer effort and eliminate the need to physically touch the camera from a lift or ladders for post-installation view, coverage or focus adjustments. Standard Omni LX features include image quality at up to 30fps (frames per second) per sensor and full multi-streaming capability. Enhanced WDR (wide dynamic range) at up to 120db, NightView technology combined with mechanical IR cut filters for day/night use, both H.265 and SnapStream+ technology for reduced bandwidth use without loss of image quality, and PoE support round out the feature set.

www.arecontvision.com

ARCULES - BOOTH 31081

ARECONT VISION COSTARBOOTH 8045

This year at ISC West, discover Motorola Solutions’ new Avigilon H5M outdoor dome camera. Suited for budget-conscious video security projects, the H5M camera is an intelligent and cost-effective solution designed for outdoor use.

The small footprint H5M camera is IP66 rated to handle tough environmental conditions and its modular design provides the user with an easy and fast installation — all backed by a five-year, industry-leading warranty. This camera’s built-in Unusual Motion Detection (UMD) technology offers increased situational awareness by leveraging the benefits of AI to notify the user of unusual events that may require further investigation.

www.avigilon.com

AXIS COMMUNICATIONSBOOTH 14051

AXIS P1377 is a high-performance network camera that offers 5 MP resolution. Featuring Axis Lightfinder and Axis Forensic WDR, it delivers true colours and great details in challenging light or near darkness. It offers P-Iris for images with better contrast, clarity, resolution and depth of field. Designed as a deterrent, it includes electronic image stabilization for stable images as well as enhanced security features, shock detection and scene profiles. Axis Zipstream supporting H.264/H.265 provides savings on bandwidth and storage. Plus, with CS mount and support for motorized i-CS, the user can easily change lenses to meet their requirements.

www.axis.com

BOON EDAM - BOOTH 8037

Boon Edam Inc. announced they are introducing a new optical turnstile, the Speedlane Compact at ISC West. The following solutions will also be on display in Boon Edam’s booth:

• Lifeline Speedlane Swing Optical Turnstile: There will be two Speedlane Swing turnstiles in the booth featuring identity recognition technologies to demonstrate efficient and se-

cure throughput.

• Lifeline Boost Access Control Pedestal: The Boost is a pedestal designed to complement the Lifeline optical turnstile series and house virtually any access technology inside.

• Tourlock 180+90 Security Revolving Door: The Tourlock provides throughput (up to 42 people per minute in two directions) while preventing unauthorized entry.

• Circlelock Security Mantrap Portal: The Circlelock security portal prevents intrusion into the most sensitive locations such as data centres.

• BoonConnect Software: An IP-addressable, proprietary software system providing diagnostic and configuration tools for the Tourlock security revolving door and Circlelock mantrap portal.

www.boonedam.com

BOSCH SECURITY - BOOTH 11053

CAMDEN DOOR CONTROLSBOOTH 29079

Camden introduces the Kinetic by Camden. This advanced 900 Mhz. “power harvesting” wireless system uses the energy created by the operation of the switch to power the wireless transmitter. There are no batteries to maintain or replace and no hazardous waste entering landfill. According to the company, Kinetic by Camden is the only “power harvesting” wireless system to feature an ultra-compact receiver (easily installed in automatic door operator cabinets), with field selectable momentary, delayed or latching relay operation. The Kinetic by Camden system is compatible with all brands of automatic door operators. Suited for both indoor and outdoor applications, it delivers reliable door activation in any commercial, industrial and institutional application. www.camdencontrols.com/promotions/kinetic

COBALT ROBOTICS - BOOTH 34051

At ISC West 2020, Bosch will highlight the MIC IP ultra 7100i, a ruggedized moving camera which offers 4K ultra HD resolution, 12x optical zoom, and optical image stabilization. The solid metal bodies of the MIC IP ultra 7100i can withstand severe weather conditions, including high winds, 100% humidity, temperatures from -40°C to +65°C, extreme vibrations and high impacts. The metallurgy and finish of the camera provides protection against corrosion. It is designed to satisfy salt-water and marine requirements with an ISO12944-6: C5-M (High) Aluminum Housing Components rating.

The optically stabilized images will maintain sharp pictures even in situations where the camera is subject to vibration, such as on bridges. There is also no need to cut off the field of view to compensate for the vibration electronically.

Even in extreme conditions, video data can be interpreted directly at the source to further improve the level of security or enable the video data to do more than security alone.

Built-in Intelligent Video Analytics matches the robust design of the MIC IP cameras. This type of video analytics stands out because of its ability to differentiate between genuine security events and known false triggers, such as challenging environments with snow, wind (moving trees), rain, hail and water reflections. www.boschsecurity.com

Using artificial intelligence to identify anomalies, the Cobalt robot makes autonomous patrolling and real-time situational awareness possible, delivering quantifiable data and insight into workplace environments. With over 60 sensors, including thermal imaging, 360-degree cameras, ultrasonic sensors, LIDAR, and other environmental sensors, the Cobalt Robot’s mobile patrols can provide an objective and data-filled report of its environment. When issues need to be managed or escalated, the robot alerts team members so they can interpret the data and respond in real time. Cobalt states the user can save time and money with fewer false alarms and improved resource efficiency.

Operating autonomously, the Cobalt robot patrols workspaces along its designated route. If it detects an anomaly or an employee asks for help, Cobalt specialists can then step in, pilot the robot remotely, and interact with people on-site through the robot’s video-enabled touchscreen. www.cobaltrobotics.com

CODELOCKS - BOOTH 33107

KL1100 is the latest addition to the KitLock by Codelocks range of locker locks. Featuring a slimline front plate it gives any locker or envi-

ronment a contemporary feel.

With two modes allowing the lock to be managed locally or remotely, the KL1100 is suited for environments with multiple lockers that would benefit from using and managing RFID cards, such as gyms, spas, hotels, schools and hospitals. According to the company, the KL1100 is easy to install, operate and manage, featuring a powered latch enabling intuitive “push shut” closing. Features include Private Function allowing the same RFID user card to be repeatedly used, such as an employee/student with a personal locker. Public Function is suitable for short-term multi-occupancy applications. KL1100 is available in a metallic silver or gloss black finish and is compliant with ADA standards. www.codelocks.us

DELTA SCIENTIFIC - BOOTH 7045

Delta Scientific’s DSC7090 beam barricade will stop a 15,000 pound (6,800 kg) truck going 30 mph (50 kph) with negative 6.3 feet (1.9 m) of penetration. Raising in five seconds and lowering in two seconds yields a fast cycle rate of over 100 vehicles in and out per hour, making the new DSC7090 suitable for higher traffic and population locations. The dual beam design provides coverage of 12 to 24 feet (3.7 to 7.3 m) of roadway with a full 90 degree opening.

The new DSC7090 will be used in locations where wide roadways need to be secured from attacking vehicles and in larger parking areas where security systems are needed to deter theft. To meet these heightened demands, the DSC7090 deploys sophisticated touch screen controls and the same logic used by key government organizations. This includes an LED light package with traffic lights. Also available is a strobe light and audible alarm package. www.deltascienfic.com

latest version delivers new features, including virtual offline cameras, failover for storage and secure video export with updated user experience and an even more intuitive interface.

New features include:

• H.265 for ONVIF devices

• Layout-as-an-action — a predefined layout can be opened when an event occurs.

• Secure export — .exe, .nov exported files can be protected by a password

• Failover on storage failure

• Virtual camera — users can now import offline video files (wearable cameras, action cams, drones, etc.) into archive and associate with a virtual camera

• RTSP / HTTP dual-stream support

• Webcam support — webcams (built-in and USB) are now supported

• Metadata SDK and plugins www.digital-watchdog.com

DITEK - BOOTH 8056

DITEK, a provider of surge protection solutions for electrical systems, will highlight solutions at ISC West that solve traditional challenges with protecting networked security systems.

Some of the offerings planned for exhibition and demonstrations at the show include these product families:

• Modular network protection products — DITEK offers a family of wall-mount and rack-mount surge protectors that use state-of-the-art circuitry to provide surge protection for Ethernet, PoE and PoE extender circuits.

• UPS products — DITEK’s UPS lineup provides clean and stable power for all types of connected electronic equipment.

DIGITAL

Digital Watchdog (DW) announces the release of DW Spectrum IPVMS v4.0. The

• Antenna protection for public safety radio systems — DITEK’s VSPN surge protector is specifically designed to protect external antenna leads to cellular transmitters, bi-directional amplifiers, distributed antenna systems, GPS transmitters and base stations.

www.diteksurgeprotection.com

for a wide range of buttons & switches

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Learn more at www.sti-usa.com/spt149 or call 248-679-9898

DORTRONICS - BOOTH 1037

Dortronics is showcasing a number of products that demonstrate the company’s ability to custom design and manufacture a wide range of door control products.

Dortronics 4800 Series Interlock Controller is a mantrap solution that accommodates up to five doors, including doors with automatic openers. The unit features adjustable timers for propped door time, panic release unlock time and unlock pause time for REX unlock time. The 4800 Series is available as a controller board only or with a 4-amp Class 2 UL 294 power supply. www.dortronics.com

FARPOINTE DATA - BOOTH 6077

Access control system manufacturers, integrators and dealers are able to provide their end users with a mobile, smart phone application and hardware that provides free download, users’ choice of smart phone or smart card, and distribution via existing or independent access control software. Multiple Conekt credentials can fit into a single smart phone wallet app. Installer adjustable read ranges can be more than 15 feet (4.5 m).

Channel customers have been requesting a mobile, smart phone solution that eliminates many of the frustrations that they have discovered with present smart phone apps and hardware. The Conekt solution provides a way to distribute credentials with features that include allowing the user to register only once and needing no other portal accounts or activation features. By removing these and additional information disclosures, Conekt also eliminated privacy concerns that have been slowing down adoption of mobile access technology, according to the company. www.farpointedata.com

FLIR SYSTEMS - BOOTH 20043

FLIR Systems will showcase its suite of new pan-tilt-zoom cameras designed for visibility and detection for perimeter protection in the harshest environments. Built for critical infrastructure sites, FLIR will debut its FLIR Elara DX-Series and FLIR Saros DM-Series cameras in the FLIR booth.

The Elara DX-Series is a multi-spectral PTZ camera featuring a thermal sensor as well as a 4K visible sensor with optical zoom up to 31x.The FLIR Saros DM-Series integrates a thermal sensor and a 4K visible light camera to capture minute details in low light, darkness and bright sunlight as well as through smoke, dust or light fog. The DM-Series introduces eight new VGA and QVGA resolution options to FLIR’s multi-sensor security lineup.

The FLIR Quasar 4K IR PTZ camera delivers high-resolution visible video quality with low-light capabilities. The Quasar 4K IR PTZ is suited for indoor/outdoor monitoring, applications requiring evidentiary-class footage, safe city surveillance projects and more.

For streamlined security management, FLIR will display a new version of FLIR United VMS. FLIR will showcase its drone solutions and will also present an education session on “Demystifying Drones and Identifying Practical Applications in Security” on March 19, 1:30 pm -2:15 pm in the Venetian Ballroom on Level 2. www.flir.com

- BOOTH 26055

At ISC West, Genetec will showcase Genetec ClearID, a self-service physical identity and access management (PIAM) system that manages access rights and enforces security policies. From corporate offices to regulated multinationals in the oil, gas, mining and petrochemical industries, ClearID removes the day-to-day complexities of managing individual cardholders and access rights, according to Genetec. Guided by an organization’s existing policies, ClearID automates workflows and self-service capabilities to enable a more fluid, efficient working environment without compromising security. By automating access rights man-

agement, ClearID reduces bottlenecks related to managing employee and visitor access requests. Time-consuming paperwork related to granting people access to facilities or specific work areas can be streamlined with automated workflows allowing employees to make on-demand requests in the online portal.

www.genetec.com

HANWHA TECHWIN - BOOTH 14079

At ISC West, Hanwha Techwin will showcase its latest PTRZ multi-sensor IP cameras which feature motorized varifocal lenses and built-in IR illumination for each sensor. Focused on cost savings for both installers and end users, multi-sensor cameras use less cable, conduit and mounting hardware and require fewer ports on the switch and VMS licences due to their single IP connection, according to the company. Each sensor supports remote PTRZ (pan, tilt, rotate, zoom) control for efficient installation and adjustment. Unlike fisheye lenses, multi-sensor cameras have more pixels focused in each direction with a broad range of customizable angles and zoom settings per lens. The 2MP PNM-9084RQZ and 5MP PNM-9085RQZ feature built-in IR illumination while the PNM-9084QZ is a compact four channel PTRZ camera. The cameras feature WiseStream II compression technology and H.265 for reduced bandwidth and storage requirements. www.hanwha-security.com

IDENTIV - BOOTH L20

Hirsch Velocity Cirrus provides a solution for end users and integrators, with lower upfront costs, reduced maintenance and enhanced portability. Now, this capability is available to small businesses as well as the largest global enterprises on a lowcost Access Control-as-a-Service (ACaaS) basis. Users can pay a set monthly price for the services they receive and updates occur automatically.

Cirrus allows customers to manage their systems through any web browser, removing the need to support a thick client, and eliminating time-consuming client-server synchronization.

GENETEC

Hirsch Velocity Cirrus offers cloud-based benefits including high-availability, scalability and cybersecurity technology. Dealers retain their valued customer relationships while delivering low-cost-of-entry, recurring-revenue-based access control solutions. As customers add features and enhancements, Identiv says integrators play a key role to administer system expansions, feature additions and upgrades, providing further revenue opportunities.

www.identiv.com

ISS - TITAN 2201B

ISS SecurOS FaceX Facial Recognition Solution delivers recognition accuracy from various facial angles and under a wide range of lighting conditions. According to the company, the co-operative behaviour of subjects has no major impact on the efficiency of the face recognition video analytics module. FaceX addresses the major issues when implementing facial recognition: poor lighting, accuracy, third party integrations, speed of recognition, angles and anti-spoofing.

ISS SecurOS UVSS (Under Vehicle Surveillance System) automatically captures comprehensive images of a vehicle’s undercarriage, creates databases of high-resolution images and can be paired to respective recognized vehicle licence plates with SecurOS Auto License Plate Recognition. SecurOS UVSS provides a solution for visual inspection of all types of vehicles from passenger vehicles to trucks and trailers. ISS states its biggest differentiator is its machine vision camera: the allin-one aluminum body weighs 28lbs — no need to dig a trench — and installs in less than 10 minutes.

www.issivs.com

CONTROLSBOOTH 20005

The exacqVision facial matching solution, an artificial intelligence enabled system, provides immediate notification of persons of interest who are returning to a retail business, venue or other premise. Suited for retail, education and other businesses, the engine behind exacqVision Facial Matching is Tyco AI, an ever-evolving, deep learning solution.

Tyco Innometriks High Assurance Security Solution integrated with Software House C•CURE 9000 access control software provides an added layer of security with strong credential verification and identity authentication. The solution features an end-to-end FICAM-compliant

PACS system for PIV/CAC credential validation, PACS enrollment and fast processing speeds for certificate validation at the reader in under two seconds. Suited for small, medium and enterprise government and commercial environments alike, the authentication module is embedded into the Software House iSTAR Ultra door controller.

Johnson Controls has added the Illustra Pro Gen3 Bullet, featuring new Smart Wide Dynamic Range that optimizes video quality while minimizing configuration time, to its portfolio. Available with standard or telephoto lens and in megapixel resolutions of 3MP and 4K, the Pro Gen3 Bullet provides customers with a selection of video images to match their operational requirements and is suited for a wide variety of deployments in both medium and large-sized facilities.

www.johnsoncontrols.com

LIFESAFETY POWER - BOOTH 14115

The original flagship FlexPower power supply line from LifeSafety Power has received a comprehensive design update with enhanced features and capabilities: FlexPower FPO Generation 2 (Gen2).

FlexPower Gen2 adds features like OutSmart visual voltage indication across all boards, visually showing the technician the output voltage of the power supply boards and each distributed output. Optional RS-485 capability on FPO and M8 devices allow larger managed systems on fewer network drops with the new NLX NetLink module. Added data points such as AC input voltage and main output current on the FPO power supply and output cycle counts on the M8 give a better view of overall system health. Refinements like built-in low battery disconnect and battery current sensor lead to cleaner installations.

Other enhancements include selectable sealed lead acid (SLA) or Lithium Iron Phosphate (LFP) battery charging, remote main output shutdown on FPO, built-in control relays on NLX and even deeper E4 and E8 enclosures.

Gen2 distribution boards and NetLink com-

munication modules began rolling out in 2019 and with the release of FPO Gen2 power supplies in Q2 2020, the company says the update to the FlexPower product line will be complete. www.lifesafetypower.com

MARCH NETWORKS - BOOTH 26041

March Networks’ new ME6 Series IP cameras are equipped with Ambarella’s CVflow chip technology for intelligence at the edge. The camera line, which includes the ME6 IR DuraBullet and ME6 Outdoor IR Dome, uses deep neural network (DNN) processing power for its embedded analytics for greater insights about people and objects. Embedded analytics include motion, intrusion and loitering detection, as well as abandoned object, object removal, tripwire alarm and stopped vehicle. Additionally, the ME6 cameras come equipped with next-generation High Dynamic Range (HDR) technology capturing three exposures displayed across alternating lines of resolution. The cameras’ IR LEDs can uniformly illuminate objects in the dark at distances of up to 131 feet (40 metres). Both the IR DuraBullet and IR Dome also have weather-resistant (IP66) and impact-resistant (IK10) ratings.

The ME6s offer an advanced Region of Interest (ROI) compression feature that allows users to adjust the compression within identified zones and save on storage. Areas of less importance in the scene can be isolated and additional compression applied. This feature further builds on March Networks’ Low Bit Rate (LBR) feature with smart H.264/H.265 encoding for as much as a 65% reduction in data rates.

www.marchnetworks.com

MORSE WATCHMANSBOOTH 14109

Morse Watchmans KeyWatcher Touch is a modular, scalable key control and management solution. Users interact with KeyWatcher through a 7” touch screen interface. KeyAnywhere enables return of a key to any KeyWatcher in the enterprise; KeyFind lets the user locate which KeyWatcher a specific key is present in, or determine who has it out; My Keys Out allows users to see which keys they have out, if any of their keys are overdue and when their keys will become overdue. Full reporting functionality allows administrators to automatically run scheduled reports and receive them via email.

JOHNSON

Watcher Fleet is a key control system with software designed specifically for fleet management. A dashboard displays vehicle use, bookings, status, and more. Administrators can generate customizable reports to gain actionable insight on fleet utilization and operations.

Morse Watchmans Smarts lets administrators create policies to enable automatic vehicle allocation. Vehicles can be assigned by lowest mileage, most fuel, priority and more. Drivers can be notified automatically via email or text if a specific vehicle is not available, and unique pin codes or optional card or fingerprint readers provide strong key/vehicle management.

Morse Watchmans’ AssetWatcher features built in RFID technology to track assets that are placed in or removed from lockers. It is suited for use in schools, universities, casinos, hospitals and other high-security applications.

www.morsewatchmans.com

OSSA - BOOTH 20060

The Open Security & Safety Alliance (OSSA) will highlight the first commercially available products and solutions including the digital marketplace, following the philosophy and specifications set forth by the alliance, and that are now available to the safety and surveillance industry. The marketplace, developed by OSSA member Security and Safety Things GmbH, gives integrators the ability to customize their video security cameras in the form of downloadable apps. The first apps are already developed, available and ready for use on commercial camera solutions offered by various OSSA members that follow OSSA’s common Technology Stack and philosophy.

From ISC West 2020, the alliance plans to reveal an OSSA Trademark. According to the alliance, this effort provides the industry with a quality seal regarding data security, privacy and customization. The first step of the trademark indicates that camera devices adhere to the OSSA philosophy: companies have signed the

OSSA bylaws regulating amongst other things minimum requirements regarding data security and privacy protection, include a vendor-agnostic open source operating system, can connect to the common digital marketplace, and offer the ability to install and execute third-party apps. www.opensecurityandsafetyalliance.org

PANASONIC - BOOTH 10037

Panasonic Security Systems, a business unit of the newly formed Panasonic i-PRO Sensing Solutions Co., Ltd., will be showcasing a host of new solutions that demonstrate new levels of intelligence for system management, control and image acquisition.

ISC West 2020 introductions include:

• Video Insight, a scalable VMS solution with integrated access control management, features improvements designed to further enhance overall performance and versatility.

• New i-PRO AI Camera Series capitalize on new developments in AI to deliver higher levels of intelligence at the edge. The new series features nine new indoor and outdoor cameras complemented by two software modules and is capable of running advanced analytics at the edge.

• Eight new i-PRO U Series indoor and outdoor dome and bullet cameras features include: H.265 compatibility, Video Motion Detection (VMD), and a host of advanced features found on i-PRO Extreme cameras. The new U Series are bundled with i-PRO Video Insight 7.5 VMS software and feature a five year warranty.

• Panasonic i-PRO will also be featuring its FacePRO Facial Recognition Software, in addition to the company’s recently expanded portfolio of Intelligent Analytics. security.panasonic.com

PLATINUM TOOLS - BOOTH 3037

Platinum Tools announced it will feature the new Waterproof RJ45 Coupler System (p/ns 740C & 741C) during ISC West 2020. The new Waterproof RJ45 Coupler System is now available with MSRPs of $30.00 (p/n 740C Splice Coupler) and $26.65 (p/n 741C Bulkhead Coupler).

The 740C Waterproof RJ45 Splice Coupler features a female-to-female coupler with waterproof end caps which enclose the RJ45 connec-

tors in the coupler housing.

The 741C Waterproof RJ45 Bulkhead Coupler combines a female-to-female coupler designed to mount in a panel or wall, a waterproof RJ45 housing to protect the exposed RJ45 connector, and a dust cap with chain to protect the coupler from the elements when no RJ45 cable is attached.

www.platinumtools.com

RS2 - BOOTH 25109

RS2 recently introduced ACT 365 to deliver a solution providing both access control and video management in a web-based platform that allows users to update or remove user permissions, view cameras or open a door directly from a mobile phone, tablet or PC.

The scalable solution offers the ability to manage multiple sites from a single, unified and user-friendly interface without the added expense of local servers and IT resources. In addition, users can opt for a subscription-based model, allowing them to pay a set monthly price for the services they receive. This ensures users are only paying for what they need at present, with the ability to change the services they subscribe to as their business grows.

RS2 says ACT365 allows its integrator partners to add an additional revenue stream through recurring monthly revenue (RMR). The solution is an option for the company’s partners to add a service-based cloud software technology that’s supported across a variety of markets.

www.rs2tech.com

SAFE ZONE - BOOTH 2045

Safe Zone is a next generation gunfire detection system that alerts authorities with critical information within seconds of a firearm discharge. According to a company statement , “While we may not be able to reliably prevent active shooters, we can minimize the loss of life associated with these kinds of events. By alerting authorities quickly with the information they need to respond to, confront and neutralize the threat, we can end these incidents sooner. Neutralizing the threat

Are you ready to experience the latest in product and service innovation in the electronic security and life safety industry? Join us at ESX 2020 for exclusive educational opportunities, networking with top industry professionals, and so much more! Don’t miss out on all ESX has to offer and secure your Premium Pass to take advantage of our new Tech Tours, interactive roundtable discussions, and world-renowned speakers.

sooner reduces the number of casualties and allows victims to receive treatment sooner, significantly improving their chances of survival.” www.safezonetech.com

SAFR - BOOTH 1097

At ISC West 2020, SAFR will show how to transform a live video stream into a channel for real-time response and actionable insights. The ability to instantly recognize persons of interest, automate watchlists, and deliver custom real-time alerts makes a security team more proactive and better able to ensure a safe and profitable environment. Face detection and recognition are already transforming surveillance and security operations, but computer vision platforms that move beyond the face offer a range of additional benefits, according to the company. Attendees will see how hours of video can be analyzed in seconds with AI algorithms and object detection that revolutionize forensic search. SAFR will showcase new capabilities that enhance situational awareness, protect privacy, reduce bias and deliver insights that can transform security operations. www.safr.com

SIELOX - BOOTH 12109

Sielox will showcase their layered security system solutions, matching the end user demand for integrated access control, incident notification and lockdown requirements. Users can trigger CLASS to push alert level changes throughout a facility, locking all doors from a mobile device. Sielox will unveil the new intelligent 2700 Access Controller, serving as a secure platform for existing systems and future deployment using

MQTT, IoT and Web APIs. Also, on display will be a new edge device, a 2700 controller hosting AnyWare Access Control software creating a single-board two door access control system with expansion investment protection. www.sielox.com

The Telguard Power and Expansion Module (TG-PEM) is Telguard’s newest UL Listed accessory compatible with TG-7 Series communicators. The TG-PEM’s power module allows the user to run the TG7-FS off of a 24-volt panel power, removing the need to hire an electrician to install an outlet. The TG-PEM’s zone expander allows the user to expand the TG-7’s intrusion system with 8 highly configurable zones — 16 if using two TG-PEMs. Furthermore, in a commercial fire installation scenario where there is no DACT, the TG-PEM can be used to connect the TG-7FS to the FACP outputs to deliver fire alarm, trouble and supervisory events. With the addition of ULC S559 Listing, and 180 second link supervision, the TG-7FS will now be available to the Canadian market. Telguard says it has established itself in the Canadian residential space with its ability to use four of the major cellular carriers in Canada with a single SIM. With the introduction of the TG7FS, the company states it is looking to expand its portfolio in the commercial space.

www.telguard.com

TRENDNET - BOOTH 21125

TRENDnet has announced that its Gigabit PoE+ Smart Surveillance Switch Series is now shipping and available; the new Smart Surveillance Switch Series will also be on display at ISC West 2020. TRENDnet’s Gigabit PoE+ Smart Surveillance

Switches are integrated with camera management functions which are easily accessible within the surveillance switch’s user interface.

The Gigabit PoE+ Smart Surveillance Switches Series launches with two models, the 18-Port Gigabit PoE+ Smart Surveillance Switch (TPE-3018LS) and the 12-Port Gigabit PoE+ Smart Surveillance Switch (TPE-3012LS). Camera management functions available through the switch’s GUI include modifying camera administrator access, performing camera firmware upgrades, e-map support, and changing IP addresses.

The PoE self-healing support on these switches include both PoE device-recovery and switch power scheduling. If the Smart Surveillance Switch fails to respond, or if the network connection to a connected device is interrupted, TRENDnet’s Gigabit PoE Smart Surveillance Switch Series will auto-reboot or power cycle the affected PoE port and/or the entire switch. The PoE self-healing support featured on these switches helps to reduce overall network downtime and the amount of onsite support required.

www.trendnet.com

VANDERBILT - BOOTH 5065

Vanderbilt ACT365 is a complete cloud-based access control and video management solution that enables end users to manage their security system from any device at any time. According to the company, the solution allows users to remotely control and manage access to their facilities without a dedicated IT department, giving them the ability to deploy a security solution while saving money on infrastructure investments. Users are able to scale the solution to accommodate additional doors or cameras, as well as view live and recorded video, manage users, conduct muster reporting in the event of an emergency and review alarms — all from a unified cloud-based interface. www.vanderbiltindustries.com

VERINT - BOOTH 24109

Verint’s Situational Intelligence Solutions will be on display, which provide critical insights and situational awareness to SOC personnel to aid them in their efforts to keep people, property and information safe. These include VMS One, the heart of the unified security command centre for mission-critical environments, and NowForce,

TELGUARD - BOOTH 18109

advanced dispatch and response technology that fuses critical data and immediately provides comprehensive situational awareness. Verint’s Fraud and Security Solutions will also be on display, including the EdgeVMS platform. Combining the Verint EdgeVR with a robust software suite, Verint EdgeVMS is a total video management solution for banking and retail organizations. www.verint.com

VIAKOO - BOOTH 32087

Camera Firmware Update Manager (CFUM) is Viakoo’s solution for automated cyber hygiene. This product provides capability to automatically update firmware on camera devices from one or more vendors and perform these updates with a chain-of-trust method that promotes integrity of the firmware. CFUM adds to other foundational capabilities provided by Viakoo that help organizations achieve sustainable cyber hygiene. Viakoo’s CFUM automates firmware upgrades across a security system with multiple camera vendors and VMS manufacturers from a single management console.

Viakoo’s Video Assurance Service (VAS), winner of the 2019 SIA New Product Showcase for Managed Services, is an outcome-based service that eliminates missing video. If an issue is detected, Viakoo automatically diagnoses the root cause and develops a fix-it plan. www.viakoo.com

VIDEO MOUNT PRODUCTS - BOOTH 1046

Video Mount Products will showcase its ERWEN-6E 19-inch wall rack enclosure during ISC West 2020. Now shipping, the 6U ERWEN-6E has an MSRP of $417.95. The ERWEN-6E was developed to be as rugged as the ERWEN-9E, ERWEN-12E and ERWEN-15E wall mounted racks but in a smaller package. The ERWEN-6E features adjustable front and rear rails, removable hinged back panel and a

reversible glass front door. Additional features include:

• Welded steel construction

• Ships fully assembled

• Works with all standard 19-inch rack equipment and accessories

• 16 inches of usable depth

• Rails have numbered spaces with standard 10-32 threading

• Adjustable front and rear rails

• Vented top and bottom

• Top and bottom cable routing knockouts

• Reversible hinged tempered glass front door

• Removable hinged back panel

• Removable locking side panels

• Load capacity – 120 lbs

• Black powder coat finish

• Product dimensions: (W x D x H): 24.3in x 21.9in x 14.5in

• Product weight: 50 lbs www.videomount.com

VIVOTEK - BOOTH 12089

VIVOTEK will demonstrate its MS9321-EHV 20MP 180 degree panoramic network camera with VAST 2 technology during ISC West 2020. The MS9321-EHV multiple sensor network camera features 4 x 5MP CMOS sensors at 30fps and can monitor full 180 degree horizontal views, making it a suitable outdoor surveillance solution. Like its predecessor the MS8391-EV, the MS9321-EHV has the Video Alignment feature that allows the user to adjust the positioning and image quality of each sensor. Along with Trend Micro IoT Security and a weather-proof IP66-rated and vandal-proof IK10-rated housing, integrated Smart IR II technology with adaptive IR enables the MS9321-EHV’s 30M 180 degree IR illuminators to adjust to the scene together or individually to provide the best possible IR image, reducing glaring hotspots and/or underexposed dark spots. www.vivotek.com

CAMDEN IS DOOR CONTROLS

The professional’s choice for advanced door control!

From a basic interface for a telephone entry system, to advanced multi-door mantrap, and everything in between, Camden offers the right solution at the right price – backed by the best warranty in the industry.

CX-EMF2 is designed for the most demanding applications including 2 door (shared) restroom control, mantrap, ATM vestibule control and 5 door airtrap. Also available in CX-EMF-2M metal locking cabinet.

CX-12 PLUS is ideal for interconnecting automatic doors with access control, fire alarm and time clocks. It is also designed to control two automatic doors in vestibules and basic restroom control.

CX-33 The industry’s most advanced door controller has 15 programmable operating modes and is designed to meet the widest range of door control applications.

Building automation and IP network myths

Dispelling some of the common cybersecurity concerns that have traditionally been associated with BAS

By Mel Menke

Building automation systems (BAS) have served as the heart of facility management operations for decades.

Historically, IP-based building automation solutions have not been widely implemented. When they are, the implementation is limited to the supervisory and/or server software level. Recently, IP adoption rates have begun to increase at the equipment controller or “monitor and control” level. IP networks have the potential to optimize BAS, making them more reliable, resilient and cost effective.

However, common misconceptions have created barriers to acceptance for building operators and facility managers. Fortunately, many of these misconceptions have proven to be false or misleading. Taking a closer look at some common myths and providing a realistic perspective into the technology behind IP-based BAS solutions can help building owners make more informed decisions.

IP-based systems and topology

Addressing concerns with IP-based systems starts by comparing network topology options for building management networks.

The three most common building topologies include daisy chain, star topology and ring topology. Here’s a snapshot of their configurations and performance:

Daisy chain: This type of setup links networks

linearly. Therefore, if one of the links fails, all subsequent links down the chain fail as well. This configuration does reduce the amount of wiring and port requirements. However, it makes the network more vulnerable and less resilient.

Star topology: The star-shaped configuration connects all endpoints through a single hub. This provides stronger resiliency, but is costlier to set up due to the higher amount of ports and network switches that are required.

Ring topology: This network is set up in a circular pattern to ensure the last device is connected to the first. Since every device is connected to two devices, it provides additional resiliency. Ring configuration uses less wiring to lower labour requirements and installation costs.

Media redundancy protocol with ring topology

Many ring topology implementations leverage Rapid Spanning Tree Protocol, which is an open standard developed in 2001 for IT networks. Media Redundancy Protocol (MRP) — an open standard developed in 2010 for industrial networks — enables networks to rapidly overcome failures and supports more devices per ring. MRP ring-enabled solutions can deliver system and network performance reliability through superior resiliency, scalability and security. Minimal implementation and maintenance costs with a simplified and streamlined network solution help reduce operational expenses.

Leading MRP ring-enabled solution providers also deliver user-friendly tools to help teams accomplish more with less support. Understanding how IP networks support and optimize building automation system performance is the first step in addressing some of the myths around this emerging technology.

Myth: Risk of downtime from network failure

Reality: MRP ring topology delivers added resiliency

A break in network communication can potentially result in equipment failures. This means if there’s a single fault in the chain, it can trigger additional, larger problems. Building operators want to have confidence that a single fault in the chain won’t cause larger issues.

Using a ring topology configuration ensures all operations won’t be impacted when a single link in the chain goes down. Other types of topology cannot guarantee this. In addition, IP controller solutions that offer MRP deliver shorter recovery and failover times. Real-time alerting through a cloud-based network allows personnel to react instantly to issues.

Myth: Disruptions during implementation

Reality: IP network setup completed in phases

Building automation requires complex implementations that impact many areas of a facility, which may cause concern for some when considering migrating to an IP-based system. In addition, adding new infrastructure can sometimes be costly and frustrating.

However, implementation of IP networking and integration with building systems can be completed in phases with minimal impact or risk to operations. This also allows networks to be easily expandable post-deployment as needs arise.

Myth: Increased capital expenditures

Reality: Ring topology lowers installation costs

When an IP-based solution is poorly implemented, it can add significant cost with additional wiring and cabling — especially when the wrong topology is used. If a BAS system is built on a network topology that is not optimized for the building, it can inflate costs with additional hardware needs.

These concerns can be resolved by using a ring topology, which is inherently more affordable than star topology without compromising network resiliency. Ring topology that’s enhanced with MRP supports far more controllers per ring switch, which greatly reduces hardware and cabling costs.

Additionally, leading BAS providers offer automated configuration tools and procedures to provide fast and standardized implementation that can be performed by BAS technicians to help control installation costs and minimize overhead. This streamlined implementation can be completed in hours instead of days, unlike some traditional network configurations.

Myth: Lack of IT expertise for support

Reality: Minimal IT support or knowledge required

Many building operators feel they lack the necessary IT resources to implement and support an IP-enabled BAS. Due to the number of connections, they believe building automation systems require more IP addresses than their staff and infrastructure can support.

However, leading providers’ IP solutions can significantly reduce the complexity and time to configure. In addition, MRP-enabled ring topology requires less ports and cabling than star-topology implementations, thereby creating less demand on IT.

“Updating software is one of the most recommended security countermeasures by trade associations and government agencies.”

Myth: Security risks with IP connectivity

Reality: Complete network view reduces vulnerability

Many building owners fear IP-connected devices pose an increased risk of cyber-attacks — particularly when the system is not implemented or managed properly. However, many of today’s IPbased networks offer a high level of security with innovative tools to prevent intruder access.

The best approach to cybersecurity is to align existing IT requirements around networking best practices. Having the ability to comprehensively monitor the entire network gives facility managers a holistic view of IT infrastructure and IP-enabled devices in real time.

Considerations for making IPenabled BAS cyber-secure

IP-based building automation solutions are more secure for two primary reasons:

Traffic awareness: Unlike MS/TP-based solutions, where security is provided at the application level, IP-based solutions offer security at both the network layer and the application level. This means the industrial switch — which is implemented as part of ring-enabled IP solutions — acts as the “traffic guard” by determining what traffic is allowed on the network. Configuration tools provided as part of a well-implemented IP solution allows operators to establish the right criteria for the switch or traffic guard.

Device awareness: An IP-based device by nature is more intelligent and communicates securely. Therefore, with an IP-based solution, facility managers know exactly what IP devices are connected to the network and what their capabilities are.

Encrypting network traffic on the IP network using HTTPS or TLS is also critical for security. An HTTPS connection guarantees confidentiality, which prevents messages from being read in clear text. It also helps maintain authenticity and ensures data that is sent between nodes has not been tampered with.

Regardless of networking choice, there are several cybersecurity considerations at the interface, server and supervisory controller levels to help keep your BAS cyber-secure. For example, ensuring the BAS interface requires a strong and complex password and making sure the username and password are obscured helps ensure observational techniques can’t be used to hack the system.

Dormant accounts also pose a security risk and should be identified. Your BAS should allow for centralized user account management, which permits IT control and visibility over every device, application or network, without dictating what resources are the right choice for each group. It also ensures access privileges are limited to the right set of users.

Server and supervisory controllers should

also provide for centralized user account management. Password storage hashing helps guard against someone gaining unauthorized access to the database and retrieving passwords.

Disabling unused ports stops network traffic from flowing through those ports to help prevent unauthorized access. Users should also consider the operating system of BAS devices. IT teams often have policies stating that the OS must be supported by servers and embedded hardware devices.

Updating software is one the most recommended security countermeasures by trade associations and government agencies. Staying current with BAS software is the only way to ensure buildings benefit from the latest features and have access to minor updates and security patches. Finally, cutting-edge BAS software provides users with dashboards that deliver key BAS security status information in one place, helping users easily understand and address potential cybersecurity concerns.

Benefits of IP-based BAS network

Increased system resiliency and security: A well-implemented IP-based BAS solution provides unparalleled system resiliency, ensuring peak building operations are maintained. Because IP-based solutions are highly encrypted, they help protect operations and data while safeguarding against malicious activity.

Reduced capital and operational costs: MRP-enabled ring topology delivers a streamlined, yet robust system to alleviate stakeholder cost concerns. Since there is less overhead for physical equipment, it allows companies to allocate resources over a longer period of time and scale for growth. This configuration also needs less IT overhead and management — further reducing costs.

Enhanced productivity: Using IP technologies allows building owners to quickly solve problems through real-time information about building performance. Combined with visualization, this information can help proactively prevent issues and quickly solve problems.

Greater connectivity, simplified network

The right technology combined with the right topology delivers the most resilient, reliable and cost-effective solution for building operations. IP-based BAS with MRP-enabled ring topology gives building owners, designers and operators the power to cost effectively detect and solve problems faster to increase occupant satisfaction while ensuring a reliable, secure network for smart buildings of the future.

Mel Menke is senior product manager at Johnson Controls (www.johnsoncontrols.com).

Photo: Mumemories/iStock/Getty Images Plus

Product Previews IP Surveillance

Troubleshooting assistant

Milestone Systems

Milestone Systems’ Troubleshooting Assistant is a self-help online tool that enables XProtect users to identify causes of issues and guides them through a step-by-step resolution. The Troubleshooting Assistant is an interactive decision tree that provides support in maintaining, upgrading and troubleshooting many common issues, such as: Being unable to log into the Smart Client; being unable to add a camera; and having server performance issues.

www.milestonesys.com

LCD monitor

TRU-Vu Monitors

The VM-10.1U LCD 8” x 5” monitor produces sharp colour images due to a latest-generation IPS panel. It features both analogue and digital video inputs (VGA, HDMI and Composite BNC), and operates on 12VDC or 90-240VAC via the included power supply. Its powder-coated steel enclosure plus TRU-Tuff treatment means these monitors will survive extensive shock and vibration. The VM-10.1U can also be customized or modified to meet application requirements.

www.tru-vumonitors.com

High-sensitivity camera Videotec

The new ULISSE EVO PTZ range will integrate the high-sensitivity Sony FCB-EV7520 camera. The new ULISSE EVO with the Sony FCB-EV7520 camera has a 30x optical zoom and a 1/2.8” Exmor RTM CMOS sensor with Full HD 1080/60p resolution that produces high quality images, even when surveilling moving objects or in poor lighting conditions. The image stabilisation algorithm means even the smallest camera vibrations are detected and any blur in the footage is dynamically corrected.

www.videotec.com

Video management solution

Senstar

Senstar Symphony 7.3 is an all-in-one solution for video, security and information management. Symphony works with cameras from all major manufacturers and scales to deployments of any size. The platform features built-in support for video analytics, perimeter intrusion detection sensors and access control. The Symphony Windows client is optimized for high resolution displays including 4k. Face recognition has been updated with intelligent real-time algorithms to enhance accuracy and security.

www.senstar.com

ACQUISITIONS AND FINANCING

The security alarm industry is highly fragmented with several thousand independent dealers operating in Canada. The larger dealer is often motivated to acquire the smaller competitor for the aforementioned reasons.

The purchase price for a portfolio of accounts may vary based on a number of factors, including: 1) Signed monitoring agreements; 2) Term of agreement; 3) Auto renewal of agreement; 4) Pre-authorized payment provision; 5) Credit scores; 6) Accounts receivables aging; and 7) Type of equipment installed (age, ability to service, system functionality).

Many of the smaller companies in the industry are motivated to sell their accounts or companies to not only ease the financial strain they may be under but also, in the case of a share sale, to avail themselves of the favourable enhanced capital gains tax under the capital gains

A share sale would typically result in a lower purchase price because the shares cannot be written off (amortized) against income by the purchaser, as is the case with the sale of accounts. However, the after-tax net purchase price to the seller may be greater. The purchaser may also be reluctant to purchase shares because of the heightened due diligence required to determine the veracity of the company’s assets and liabilities.

knockers to locate a reasonable ammount of thes customers. This is an expensive and difficult barrier to overcome. When compared to the complications and expense of luring a customer out of an existing monitoring agreement and trust relationship with the installing dealer, dealers opt to solicit the many

The seller of shares, being a “Canadian Controlled Private Corporation,” may be in a position to take advantage of the enhanced capital gain tax rate resulting in only 50% of the gain being taxable and when combined with each owners “lifetime capital gain exemption” of $866,912 may

Product Previews The latest in security technology

ATM security

Sargent and Greenleaf

Compatible with S&G’s Digital Platform products, the Digital Hood Defense for ATM security increases the overall security of ATM units by protecting the hood from jackpotting attacks — whereby malware has been attached to an ATM to rapidly access money — without compromising convenience for operators. The Digital Hood Defense wires through the same keypad as the vault lock, allowing the user to control access to their hood, vault or both depending on the paired vault lock. www.sargentandgreenleaf.com

Enterprise security management

LenelS2

OnGuard version 7.6 offers feature and operability enhancements to its access control platform, while also extending its cloud compatibility and integration capabilities. An enhanced setting in OnGuard Surveillance and OnGuard Monitor browser clients enables role-based restrictions. An operator is able to view recorded video beyond a specified timeframe to manage privacy or safety concerns. Both clients feature new options that enhance video viewing and simplify navigation. OnGuard 7.6 also includes a dynamic new reader/alarm panel interface. www.LenelS2.com

PoE injector

Antaira Technologies

Antaira Technologies’ INJ-0200G-60-24-T is an industrial high-power IEEE 802.3bt Type 3 Power over Ethernet (PoE) injector backwards compatible with previous IEEE 802.3af/at standards. By utilizing multiple pairs of pins on the RJ45 cable, this industrial grade PoE injector is capable of providing up to 60 Watts of power to end devices. Each port supports 10/100/1000Tx for both power in and data out. The INJ-0200G-60-24-T is IP30 rated, DIN-rail mountable, and supports an extended temperature of -40°C to 75°C, making it suitable for outdoor or harsh industrial applications.

www.antaira.com

Key control cabinet

MedixSafe

Help point solution Code Blue

Key Access Ready Enclosure (KARE) key control cabinets are now available with Bluetooth format card readers. This wireless technology enables users to access their KARE cabinets using their mobile devices as their access credential. With the latest addition of this Bluetooth technology, KARE is now available in three different technologies to achieve access — HID, Multi-Class and Bluetooth format card readers — with a key override built right into the electronic lock. The KARE reader features a Wiegand output that can be connected to any access control panel. The KARE key cabinets come in three sizes. www.medixsafe.com

Fire extinguisher alarm STI

The Theft Stopper (STI-6200) battery-operated alarm offers a steel cable operated switch mechanism, to help stop theft and vandalism of fire extinguishers. If the protected fire extinguisher is moved from its normal position, the device emits a piercing alarm (95 or 105 dB). Completely self-contained, the device does not interfere with firefighting. In case of a real fire, the alarm helps draw attention to the area. The unit comes with a 9 volt battery, mounting hardware, and a short cable to deactivate the alarm for service of the fire extinguisher. www.sti-usa.com

Break management software

TrackTik

TrackTik states its Advanced Break Management solution makes it easier for security organizations to comply with changing break rules and legislation while increasing workforce flexibility. Powered by TrackTik’s Back Office Suite, this solution enables multiple meal and rest break rules to be created and alerts to be set. With an automatic audit trail, features include: an at-a-glance overview of guard break schedules and integration of information with payments and billing. www.tracktik.com

The CB 2-e wall-mounted Help Point features a lightweight, twopiece design. It delivers a 4-inch depth that is slim enough to be ADA compliant, making it suitable for high-traffic areas like parking garages and building entrances. The CB 4-s, Code Blue’s hooded call box, and the former CB 6-s, which will now be known as the Surface Mount Enclosure, have been updated as well to be lighter and more economical. Code Blue also announced the release of the CB RT, a durable, freestanding pedestal that can house either the IP5000 VoIP or IA4100 analog hands-free speakerphones. www.codeblue.com

Licence plate recognition

Genetec

Powered by Intel Movidius Myriad X VPU (Vision processing unit), the Genetec AutoVu SharpZ3 is a specialized in-vehicle ALPR systems that utilizes Intel’s latest deep learning and computer vision technology. The deep learning capabilities in the AutoVu SharpZ3 system enables advanced levels of innovation in in-vehicle analytics, situational awareness and accuracy. The AutoVu SharpZ3 system improves the accuracy of licence plate reads in difficult environments (such as bad weather, heavy traffic, and fast speeds) and is also able to recognize additional analytics such as vehicle type, colour and more. www.genetec.com/SharpZ3

Stop unwanted activity in its tracks.

Audio for security

By adding audio to your surveillance system, you can either trigger a prerecorded message with analytics in the camera or speak live to the scene. Adding spoken response takes you from passive surveillance to active deterrence.

Axis offers complete, high-quality network audio systems that are not only perfect for security purposes but also for public address and background music in schools, stores and other settings. In our portfolio you find speakers, microphones, amplifier, audio bridge and audio management software. They all let you enjoy the many benefits of network audio.

Learn more about our network audio systems at www.axis.com/products/audio