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January 2011 Vol. 33 No. 1

2011 Industry Forecast Issue

CEOs Share Secrets for a Successful Year 9 Innovations to Help You Sell More Video in the Next 12 Months

Analysts Say IP Cameras, Access and Integration Will Pace Growth

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January 2011 Vol. 33, No. 1

CONTENTS Top suppliers reveal the video technology innovations, applications and opportunities that will matter most in 2011.

— See page 44

❯❯2011 Industry Forecast Issue

◗ COLUMNS 8 Between Us Pros With Scott Goldfine

Urge Business Basics 101 for 2011 32 CEOs Tightly monitoring every facet of operations remains priority No. 1 as installing security firms continue to claw their way out of the economic doldrums. Five veteran CEOs explain how they stopped the bleeding in 2010 and why — although they can’t let their guards down — they expect 2011 to be more fruitful. By Scott Goldfine

See Growing Pains, Gains Ahead 40 Analysts Marketplace expansion is expected to be stunted as it emerges from the recession. Still, IP video, systems integration and home controls are among industry growth areas. SSI speaks with half-a-dozen analysts to get their take on what’s in store for the security industry in 2011. By Rodney Bosch

Continues to Enhance Its Security Image 44 Video Clearer pictures, higher intelligence, more intuitive interfaces, expanding applications, descending costs — these are just some of many compelling factors propelling video surveillance forward. A dozen top technology providers encapsulate where the market stands for 2011. By Scott Goldfine and Ashley Willis

54 Moon Security equips a Washington high school with addressable fire

Believe in what you’re doing and success will follow.

22 Convergence Channel With Steve Payne

Delving into video storage matters.

26 Tech Talk With Bob Dolph Leak detection opens opportunity floodgates.

28 Fire Side Chat With Al Colombo Take charge of battery power requirements.

30 Monitoring Matters With Peter Giacalone

Offering clients value that translates into your own RMR.

67 The Big Idea With Ron Davis How to and why you must make a difference in this industry.

Solution Addresses School’s Safety Needs

alarm detection. Heat sensors, annunicators and much more feed into an fire safety solution to precisely pinpoint alarm locations. Also, an education market specialist tells how to cultivate that business. By Rodney Bosch

Cover photo by Lloyd’s Studio Photography


68 Legal Briefing With Ken Kirschenbaum

How ex-Brink’s dealers are reacting to ADT takeover.

◗ DEPARTMENTS 4 13 58 62 66

Security Exchange Industry Pulse Ad Index The Essentials MarketPlace • JANUARY 2011

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Security Exchange Web Watch


NOW ON IP VIDEO / SURVEILLANCE CHANNEL One of the seven targeted channels (others are Business Management, Access Control, Fire/Life Safety, Intrusion, Systems Integration, Vertical Markets) of SSI’s newly redesigned Web site, this section is dedicated to everything related to IP, digital and analog video surveillance. The channel includes industry and business news, trends and technology

features, installation case studies, application articles, product notices, expert columns, blogs and much more. Whether it’s IP cameras, megapixel cameras, HDcctv, video management systems (VMS), DVRs, NVRs, servers, storage alternatives, compression, standards, systems integration, monitors, fiber, UTP, WiFi, mesh networks, etc. — you’ll have all the info you need at the click

of a mouse. Join others who are equally serious about this red-hot market by making the IP Video / Surveillance Channel one of your primary online destinations.


First Alert Pros ‘Connect’ at Annual Honeywell Dealer Convention

Al Colombo, Ron Davis, Bob Dolph, Steven Gibbs, Steve Payne, Bob Wimmer, Jeffrey Zwirn Contributing Writers

Ashley Willis Associate Editor, ext. 419

Staff E-mail addresses are firstname.lastname@security (e.g. Contributors‘ E-mail addresses are HOW TO CONTACT ADVERTISING & MARKETING

■ West

■ East

Dynise Plaisance 3520 Challenger St. Torrance, CA 90503 (760) 519-5541 Fax: (310) 533-2502

Tara Schelling 2738 Furlong Road Doylestown, PA 18901 (215) 794-7015 Fax: (215) 794-7756


U.S. Security Services Revenues Expected to Reach $63B in 2014

SIA Calls Latest NRC Biometrics Research Outdated

Stanley CSS Buys 2 More Sonitrol Franchises

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


Security Scanner® Web Poll Question:

What is your 2011 revenue growth projection? EXCEPTIONAL, OUTSTANDING, 30% OR AT LEAST HIGHER 20%

Rodney Bosch Managing Editor, ext. 426

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

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

5 most-viewed news stories during November

Kratos Ups Henry Bros. Bid After Diebold Makes Counteroffer

Peggy Onstad Publisher, ext. 477





16% 7% 29% 19% 16% 13% More than half the respondents to the November Web poll are projecting double-digit revenue growth in 2011. However, nearly a third expect to see little to no growth, or even a decline, during the coming year. Log onto to view SSI’s Security Scanner archives as well as cast your vote for the January question: What is your leading grievance regarding wholesale distributors? BLOGS

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

Some of the things we’re talking about …

• A Great Example Why Selling Environmental Monitoring Is

For the latest news as it happens, sign up for SSI’s eControl Panel at

Essential • Copper Theft Still Keeping Cops Busy • Visonic Set to Debut New Wireless Systems Based on ‘PowerG’ • Honeywell How-To’s Include Web Marketing, Managed Video and Government Business

Engage in the conversation! 4

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

Winner • 2005 Finalist • 2003, 2004, 2005, 2006, 2007, 2008, 2009 • JANUARY 2011

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Taking a Communications Cue From Our Southern Neighbors

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found Lou Fiore’s “Averting an Alarm Communications Gap� (see September issue or to be a very complete article! Our company, based in Argentina, began developing/manufacturing cell backup devices back in 2003. First it was AMPS; then TDMA. They were not “sunset� but “blacked-out� with few months’ notice to give GSM more frequency room. So we switched our products to GSM, and now we are fully engaged into GPRS and IP. We experienced trouble with GSM and some ISPs providing VoIP; in both cases because of poor audio quality, making Contact-ID DTMF difficult to pass through. Not to mention SIA or other protocols! Luckily, in Latin America most alarm systems use C-ID. As it is a challenge for dealers to plan and take preventive measures in contracts and customer communications, the challenge for us manufacturers is to develop products and solutions that can maintain most of their functionality while network services availability shifts. We Latin Americans are comfortable planning for the unknown ... or at least we are used to it! Unstable business environments are our daily realities, so maybe taking a look south will let you know a few “tricks� we developed as antibodies! PABLO BERTUCELLI General Manager RightKey S.A. Buenos Aires, Argentina

Learning How to Sell Service Contracts


his news story (“Service & Maintenance Contracts to Become Big Piece of Integration Market�) brings to light one of the single largest reasons that the ESA [Electronic Security Association] National Training School [NTS] developed its Troubleshooting, Service and Maintenance course. With dramatically shifting profit centers in most conventional alarm / security integration companies, refocusing on providing “profitable� service and maintenance provides companies with profit opportunities previously unrealized in the past. If you have not taken the ESA NTS Troubleshooting, Service and Maintenance course you should add it to your 2011 to-do list. Classes are available in both classroom and online formats.

ONLINE COMMENT ServiceContracts0111

Appalled by Activities of the Accused


n response to the news item, “Alarm Industry Investors McGinn and Smith Launch New Venture�] “ ... McGinn said he and Smith have a right to earn a living despite the federal government’s characterization of their dealings.� Yeah, right. I don’t think either of these two clowns have ANY rights after what they’ve done. Their future should be prison and liquidation of all assets to repay those defrauded. Period. End of story. To think that they would be somehow permitted to launch a new “business� right now is unfathomable to me.


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Between Us Pros

Taking On 2011 With Purpose


f you don’t feel excited and invigorated each and every morning because you are part of this great industry then you had better check your pulse. That’s because throughout the recession security has been among the most even-keeled businesses, with the recurring revenue model in particular demonstrating its

resiliency. The products and services continue to advance and expand, and are in demand. The ceiling is sky-high as the great majority of the marketplace remains untapped. But there’s an additional component of even greater importance: purpose. “It seems that we all — even our company — sometimes forget why we’re here,” Bill Zeller, CEO of Lantana, Fla.-based Mellon Security & Sound Systems, recently told me. “From the standpoint that when we go out to sell an alarm system, and people are interested in buying it, they have to be convinced that this is an investment they are making in their safety and their family’s safety. I believe in what I’m doing; it’s right. I’m not in it just to make a difference, but I think I have.” Zeller made those comments during the executive roundtable discussion featured on page 32. Be sure to check out my Under Surveillance blog ( under-surveillance.aspx) for some entertaining and inspiring anecdotes from Zeller addressing our industry’s core mission of securing and safeguarding people’s well being.

By Scott Goldfine scott.goldfine@

With those factors in mind for 2011, how can you not seize each day with gusto knowing the rewards are as much financial as they are fulfilling? It’s no wonder — as evidenced by all the participants in that roundtable, and for that matter most folks I encounter who have chosen this industry as a career — that even during sluggish economic times and in the face of almost any challenge optimism reigns supreme among security professionals. Now that you’re in the right frame of mind, how about some incisive business strategies, industry trends analysis and innovative technologies? All of that and more is in store for you inside this, our special 2011 Forecast Issue. But before preparing to conquer the New Year, take a look at my annual month-by-month review of the news stories that defined the year just ended (for the full items, search by headline at and consider their possible future implications. ■ Editor-in-Chief Scott Goldfine has spent more than 12 years with SECURITY SALES & INTEGRATION. He can be reached at (704) 663-7125 or

◗ Top Security Industry News Stories of 2010 JANUARY




Tyco Acquires Brink’s Home Security for $2B Note: Combined ADT and Broadview as largest security installation and monitoring services provider

Protection One to Go Private in $828M Deal Note: Jim Covert and Tim Whall reunite to lead No. 2 security installation and monitoring services firm

Report: POTS Use Will Drop 22% by 2014 Note: Called attention to migration away from landlines, a trend transforming alarm monitoring

Henry Bros. Electronics to Be Acquired by Kratos Defense Note: Government contractor bids for high profile integrator HBE, which is later pursued by Diebold





Budget Weary Toronto to Increase Fines for False Fire Alarms Note: Emblematic of cities looking at alarms as way to help compensate for millions of dollars in deficits

ADT Splits in Two to Better Focus on Customer Segments Note: Brink’s/Broadview acquisition funneled into residential and small business, and commercial units

Stanley CSS Acquires ChicagoBased Security Company Note: Pyramid Alarm acquisition one of many made in 2010, including more Sonitrol franchises

SIA Calls Latest NRC Biometrics Research Outdated Note: Biometrics’ embattled year saw SIA fighting misperceptions, privacy concerns and legislation




SIA Revises False Alarm Reduction Panel Standard Note: Industry’s most important panel standard, CP-01, refined and now includes CO detection guidance

Texas Municipality Orders All Businesses to Install Surveillance Cameras Note: Unlike false alarm fines, here end users are penalized for NOT investing in security solutions

Ascent Media Corp. Acquires Monitronics for $1.2B Note: Year that began with a top 5 national provider (Brink’s) being acquired ended with another

MARCH Tri-Ed, Northern Video Systems Acquired by Private Equity Firm Note: Combination, along with other 2010 buys, established strong No. 2 security distributor to ADI

8 • JANUARY 2011

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Introducing the network video certification that shows your strengths

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

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

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Industry Pulse In Depth

Cash-Strapped SIAC Aims to Broaden Fight Against False Alarms FRISCO, Texas — The Security Industry Alarm Coalition (SIAC) enters 2011 with an ambitious agenda to broaden its dual mission to stave off nonresponse alarm ordinances and foster relationships with law enforcement agencies across North America. Funded solely by donations from a limited number of installing security

SIAC Executive Director Stan Martin (l) is presented a $30,000 donation by CAA President Matt Westphal (r) during the 2010 CAA Winter Convention. Center, ADT Industry/Law Enforcement Liaison Jon Sargent.

contractors and suppliers, SIAC will aim to establish up to six state alarm committees this year in addition to the 12 such working groups it currently maintains. Creating the alarm committees involves repeated face-to-face conferencing with individual state police chief organizations to facilitate adoption of SIAC’s national model alarm ordinance, which details best practices to reduce false dispatches. Once a chief’s organization agrees to form a permanent committee, three dealers from the state’s alarm association are then assigned to the group. “Together they work to customize the national model ordinance on a state level that chiefs can then promote to their peers in other jurisdictions,” says SIAC

Executive Director Stan Martin. “We consider that a long-term solution to ensuring good communications between the industry and law enforcement.” By its own estimation, SIAC’s outreach efforts during the past six years have resulted in the organization positively influencing alarm ordinances to varying degrees in 48 states. “We believe roughly 80 percent of new ordinances being passed are touched by us. Occasionally one does get by that we didn’t know about, but we believe we’re influencing or having some input in eight out of 10 ordinances in the country,” Martin says. Even though thinly staffed, SIAC’s liaison efforts have been instrumental in helping municipalities of all sizes significantly reduce false alarms while curtailing or altogether thwarting onerous nonresponse policies. For instance, after adopting enhanced call verification (ECV) and other best practices from SIAC’s model ordinance in 2004, Olympia, Wash., has achieved up to a 90-percent reduction in false alarms. “SIAC has already won the false alarm battle. They have the solutions,” says Keith Jentoft, president of RSI Video Technologies, who actively meets with law enforcement agencies across the United States promoting priority response to enhanced video alarms. SIAC is credited for persuading even the staunchest officials among police and governmental agencies who were proponents of severely restricting response to intrusion alarms. Such was the case in Sparks, Nev., where the current police chief, Steve Keefer, strongly urged city officials to adopt a non-response ordinance in 2006. “No doubt about it, the relations between the alarm industry and the police department were adversarial,” he

says. “SIAC came in and did a very good job of creating a ruckus with the city council and the news media. In hindsight, however, it ended very well. With [ECV] and other measures we were able to cut false alarms to an acceptable level.” SIAC will have to contend with ongoing severe budget limitations if it is to succeed in its plans to expand law enforcement liaison efforts, plus tackle other goals such as response issues surrounding false fire alarms. The organization operates on a “shoestring budget of about $800,000” per year and needs to hire a couple more staffers to further engage the law enforcement ranks across the nation, Martin says. “Our budget really should be double what it currently is. We are at capacity right now.” Major contributors to SIAC include ADT, Honeywell, Security Industry Association (SIA) and a host of others, which are listed on its Web site. But these contributors represent only a fraction of companies in the industry that benefit from SIAC’s work. During the recent California Alarm Association (CAA) Winter Convention, CAA President Matt Westphal explained as much during the event’s general assembly. After calling Martin to the stage to present a $30,000 donation from CAA, Westphal made it clear to the gathering of a few hundred alarm dealers why SIAC deserved their financial support. “Contributing to SIAC is like paying yourself. They’ll expertly fight the ordinances and unIndustry Pulse fair regulations for AT A GLANCE the industry and let In Depth......................... 13 you concentrate on News.............................. 14 Hot Seat......................... 16 running your busiDataBank ....................... 18 ness,” he said. Company News ............ 20 • JANUARY 2011 13

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Industry Pulse Industry News

DALLAS — Nearly a decade after first investing in the company, Abry Partners LLC has agreed to sell Monitronics Int’l Inc. to Ascent Media Corp. The deal is valued at $1.2 billion, including assumption of existing structured financing but excluding certain liabilities. The cash portion of the deal is $413 million. “This is a very good example of the smart investment capital that is available and anxious to invest in our industry,” says Peter Giacalone, SSI’s “Monitoring Matters” columnist and president of Giacalone Associates LLC, an independent security consulting firm. “The security industry is a very attractive investment for many new players who desire entry to the recurring revenue monitoring business.” Dallas-based Monitronics uses a nationwide dealer network to sell, install and service the security systems it

© Rabin

Monitronics Acquired by Ascent Media Corp. for $1.2B

Ascent Media Corp.’s deal to buy Monitronics Int’l is expected to close by the end of February.

monitors, buying monitoring contracts from dealers. It also outsources onsite technical support to its dealer network. Abry began investing in the company in 2001. Monitronics did a recapitalization in July 2004, after which the firm owned 45 percent of the company, according to a Securities and Exchange Commission filing. Monitronics’ revenue totaled $272 million and EBITDA of $187 million in its fiscal year ending June 30,

◗ ASSA ABLOY to Pay $80M for LaserCard IRVINE, Calif. — ASSA ABLOY, the parent company of HID Global, has signed an agreement to acquire secure ID solutions provider LaserCard Corp. for about $80 million. Headquartered in Mountain View, Calif., LaserCard’s credential constructions feature

the company’s counterfeit resistant optical security media (OSM) and embedded hologram technology that enables documentation authentication with the human eye. The deal, which is expected to be completed in the first quarter, will advance HID Global’s worldwide

market position in the government sector and will expand the company’s technology portfolio. The acquisition includes LaserCard’s wholly-owned German subsidiary, Challenge Card Design (CCD), a provider of card personalization and ID management solutions.

Samsung, GVI Security End Distribution Relationship RIDGEFIELD PARK, N.J. — Samsung Techwin America and GVI Security have mutually agreed to part ways, ending a years-long relationship in which GVI served as Samsung’s master distributor. Samsung will now distribute its video surveillance products to systems integrators and other distribution houses through its Ridgefield Park, N.J., headquarters. Samsung said the move will help the company become a “significant contributing partner” to the systems integrator and distributor marketplace. “We want to be an integral part of our channel partners’ business strategy,” says Frank Defina, senior vice president for sales and marketing, Samsung. “And we will continue to expand our product offering to provide our customers with the best performance and value proposition.”

amounting to increases of 16 percent and 22 percent respectively compared to the same period in 2009, according to the company. Monitronics President and CEO Mike Haislip said the transaction with Ascent provides Monitronics a platform to further strengthen its leadership position in the $29 billion security market. “Our unique business model that starts with our dealer network, allows us to build our subscriber base and scale the business, generating margins that can’t easily be matched by others in the industry,” Haislip said. The deal is expected to close Feb. 28.

ASG Security Acquires in Oklahoma Market BELTSVILLE, Md. — ASG Security expanded its footprint into Oklahoma with the acquisition of TnT Security Services, which operates out of offices in Tulsa and Oklahoma City. Established in 2003, TnT serves 15,000 local residential and small business customers, and employs 60 people. The purchase price was not disclosed. “We found just a great opportunity in Oklahoma that allows us to continue on our growth strategy and enter a brandnew market,” ASG CEO Joe Nuccio tells SSI. “They are one of the most efficient companies I have seen in a long time. And the ability of the employees to continue to grow is really outstanding.” ASG will eventually add in larger commercial and government business services to TnT current operations, Nuccion says. TnT operates a CSAA Five-Diamond central monitoring station, but Nuccio says it has yet to be determined how that side of the business will be handled.

For the latest news as it happens, sign up for SSI’s eControl Panel at

14 • JANUARY 2011

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Industry Pulse

HOT SEAT: New ASIS Prez Takes Charge Ray O’Hara, CPP, began a one-year term as president of ASIS Int’l on Jan. 1. He now takes the reins in executing the organization’s strategic plans, which he’s been intimately involved with the previous four years as a board member. O’Hara is executive vice president, international services and consulting and investigations, for Andrews Int’l, a provider of security and risk mitigation services. Is there a particular initiative you want to see accomplished this year? I am supporting a couple of initiatives very strongly — young professionals and women in security. Both of those are important to us for growth and for long-term stability. The ASIS organization is a secondcareer organization. Members come into this organization, oftentimes from the law enforcement community, with some pretty rigid thinking. So we want to work on that because the business aspects of security are very important to all of us, including the integrator community. But the younger professionals and the women in security are becoming more visible, so we feel very strongly that we have to have a roadmap to help them find positions that support our industry. We need to give them avenues to take a real hard look at this as a career. What do you see as the best opportunities right now for systems integrators? With the enterprise issues that are facing organizations, you have to deal with what you have. Those days of ripping everything out and replacing is just not going to happen anymore. So

Ray O’Hara, CPP President ASIS Int’l

integrators have to be creative in ways that support the corporate security mission of the organization if there is one. There should be a security plan and a physical security roadmap. And that can’t always be with brand new equipment that doesn’t speak to what’s installed. Integrators are an integral part of the security program because you have to have reliable equipment. As we progress more and more to an Internet-based security program with the IP cameras, voice over IP, all that stuff, we’ll be running programs globally. The days of the fences are important, but they’re not that important in a sense. Intellectual property is speeding by at a blink of an eye today and something that you can’t see or touch. FIND IT ON THE WEB F For much more from our conversation, visit F w

How would you assess the progress America has made post-9/11 in protecting its people? I certainly think we’ve come a long way and we’re better for it. Is there still a way to go? Yes. We’re continuing on into this environment that’s electronic and moving quickly into the cloud-based computing and other things like that. Our challenges are not over in not only protecting assets of organizations, but the people that work in those organizations and the people that move around the world in their jobs. That’s where all of us, manufacturers, practitioners, and others, have to come together and make sure we have a vision that we’re all kind of going in the right direction.

◗ Alarm Management Madison, Conn., has amended its false alarm ordinance. Residents now pay a $25 registration fee for alarm systems. Non-registered users get one false alarm without penalty; a second false alarm is fined $100. Registered users get three false alarms, then a $100 fine on the fourth false alarm. The Monroe, Conn., Town Council passed an ordinance that decrees residents will be fined $50 a second false alarm dispatch. Fines increase for repeat offenses. The ordinance was pared down from an original version, which called for a one-time alarm system registration fee, as well as a yearly maintenance fee. The North Las Vegas City Council passed an ordinance that allows the city’s fire department to fine residents and businesses for false alarms. Repeat offenses will be fined $500. Alarm owners receive one free false dispatch in a 12-month.

. . . . . . . . . TRANSACTION Ticker . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . … Ascent Media Corp. acquires Monitronics Int’l. … Kratos Defense & Security completes deal to acquire Henry Bros. Electronics … Select Security purchases Fire Systems Inc. of Ephrata (Pa.) … ASG Security expands footprint into Oklahoma with acquisition of TnT Security Services.

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Industry Pulse DataBank

Adoption Rates of Advanced CCTV Technologies According to SSI’s latest annual Installation Business Report (IBR), despite all the buzz about megapixel cameras and video analytics, a considerable percentage of installing security contractors have yet to jump on the bandwagon. Megapixel cameras especially are considered to be a growth area this year. To learn more about how the video surveillance market is expected to perform in 2011, check out the Industry Forecast on page 40. Also, read about the latest CCTV technology innovations on page 44.

Percentage of CCTV Installs Incorporating Video Analytics

49% 27%










The average percentage of video surveillance installations that include video analytics is 10 percent. Less than 2 percent of respondents to SSI’s latest IBR said all of their installations included the specialized software.

40% or more

Percentage of projects that include analytics

Percentage of IP Camera Installs Using Megapixel Models

46% 23% 10% 1-9%








8% 50-59%

60% or more

The average percentage of installed IP cameras that are megapixel is 31 percent. Nearly 9 percent of respondents to SSI’s latest IBR said all of their IP camera installations called for megapixel models.

Percentage including megapixel

◗SECURITY CIRCUIT Jan. 16-20: Building Industry Consulting Service Int’l (BICSI) Winter Conference & Exhibition; Rosen Shingle Creek Resort in Orlando, Fla.;; (800) 242-7405.

Did You Know?

Jan. 27-28: New Jersey Burglar & Fire Alarm Association (NJBFAA) Annual Symposium; Tropicana Hotel in Atlantic City;; (609) 695-4444. Feb. 7-10: ASIS Int’l Physical Security: Introductory Applications & Technology; Lake Buena Vista, Fla.; www.; 703-519-6200.

The Barnes Buchanan Conference will be held Feb. 10-12 in Palm Beach, Fla.

Feb. 9-10: PSA Security Network Education Tour: New Profits Made Easy; Denver;; (800) 525-9422. Feb. 10-12: Barnes Buchanan Conference; The Breakers Palm Beach, Palm Beach, Fla.;; (412) 562-1433.


The average number of intrusion installations per dealer in 2010. Find more SecuritySTATS at

18 • JANUARY 2011

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ideas for life


We’ve got it all covered. Panasonic offers surveillance system solutions with superior performance and cost-efficiency for virtually any application. Configure the system that best meets your specific needs from the most comprehensive line of IP, analog and hybrid products available. Our latest innovations include i-PRO SmartHD cameras and recorders with automatic real-time face detection, and UniPhierŽ see more large-scale integrated chips to assure the highest levels of integration. with your They’re advancements that will make any system smarter and more smartphone cost-efficient. Any way you view it, Panasonic has got you covered.

Panasonic System Networks Company of America

Surveillance, Monitoring & Video Imaging

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Industry Pulse Company News

Central Station Alarm Association (CSAA) appoints Monique Silverio as director of marketing and communications. Silverio, a former direcSilverio tor of communications for the Security Industry Association (SIA), brings more than 22 years of writing and editing experience, primarily in the building/facilities operations-related fields. Vector Security names Gary Fraser as director of North American sales, national accounts division. Fraser, who has previously held executive sales positions at Fraser Sensormatic, ADT and WG Security Products Inc., will bring his experience level in many aspects of retail loss prevention technologies to the company. Silent Knight by Honeywell appoints Jonathan Beach as regional sales manager for the U.S. northwest territory, where he will be responsible for providing sales supBeach port to Silent Knight’s Farenhyt engineered systems distributors and security equipment distributors. Beach previously served as project management lead for Allied Fire and Security. Berk-Tek, a Nexans company, names Bethany Sarchet as the new strategic account manager. Sarchet will be responsible for developing and driving national Sarchet distribution sales and marketing initiatives. Sarchet formerly served as the national sales account manager and market development manager for General Cable.

C.O.P.S. Monitoring Unveils Mega Data Center Williamstown, N.J.-based C.O.P.S. Monitoring has teamed up with centralized storage provider Zumasys to deploy its fourth and fifth automation system mainframes. The mainframes will be located in a data center called the SuperNAP (network access provider), a Las Vegas-based 407,000-square-foot facility. “In addition to the ability to monitor our dealers’ alarms from any of our strategically located central stations, we can also process signals from our mainframes located at the SuperNAP,” says Jim McMullen, president and COO, C.O.P.S. Monitoring. “The great thing is that all of our dealers, regardless of size, benefit from our mission to be the most consistent and reliable service provider in the industry.”

Kenco Expands Montana Business With Latest Acquisition Kenco Security and Technology, a designer and installer of commercial and residential burglar and fire alarm systems, has purchased Bigfork, Mont.-based Anchor Alarms Inc. All Anchor Alarms employees will continue to service customers and help grow the newly integrated business. With several offices in Montana, including Billings, Bozeman, Helena and Great Falls, and one in Cody, Wyo., Kenco also designs and installs access control systems, intercom systems and whole-house audio, home theater and structured wiring.

Matrix Systems Donates Services to ‘Extreme Makeover’ Family For the Jan. 2 episode of ABC’s “Extreme Makeover: Home Edition,” turnkey access control and security solutions provider Matrix Systems donated access control equipment and installation services to the Grommesh family of Moorhead, Minn. “Our security business is solely in commercial markets such as government, transportaMatrix Systems installed an access control system into a futuristic room for an episode tion, health-care, education, commercial and of TV’s “Extreme Makeover.” industrial facilities, but we were honored to provide this needy family a residential adaptation of our services,” says James Young, president, Matrix Systems.

Photo credit: John Birdwell


Distributor Graybar Looks to Reach Larger Ohio Client-Base Graybar, an electrical and communications products distributor, has opened a new facility to serve its customers throughout the Akron-Canton (Ohio) region. Branch Manager Jim Lostoski will lead the 26-member team at the 37,800-square-foot North Canton, Ohio-based facility. “By combining our current Akron and Canton branches into a larger, more updated facility, we will be able to provide enhanced customer service throughout the region,” says Bob Smith, director of operations, Graybar.

Video Monitoring Company Iverify Raises $30K+ for Cancer Research Iverify Inc., a Charlotte, N.C.-based video monitoring company, donated $31,250 to the Pan-Massachusetts Challenge (PMC), a bicycling fundraising event for cancer research. More than 5,000 participants, including the Iverifysponsored Team Iverify, traveled 192 miles in two days from Sturbridge, Mass. to Provincetown, Mass., on bicycle. All proceeds from the annual event will support cancer research at the Dana Faber Cancer Center. “We are very proud to be able to join thousands of other riders and great organizations support of the research funding for the defeat this terrible disease,” says Iverify CEO Mike May.

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1/4/11 7:56:09 AM

Convergence Channel

Storage Strategies The first installment in a three-part series about storing video data provides an overview of the essentials, such as the formula for calculating storage requirements. Also, find out the distinctions between the differing RAID types.


Courtesy Bosch Security Systems

ne aspect of the converged IP market that has seen the most rapid change is storage. Continuous advances in both the speed and size of storage media, as well as the reduction in cost, have created a moving target that is driving our industry toward more and more storage capability for systems of all sizes. In this first installment of a threepart series covering storage types

By Steve Payne

and related issues, we’ll take a look at some of the foundational principles of data and video storage. We’ll also touch on what’s around the corner in terms of future technology evolution and increased efficiencies.

The Bigger the Better

Of all the advances in digital storage, capacity has certainly moved the fastest. It wasn’t that long ago the size of a hard drive was measured in megabytes. Today we consider gigabytes as insufficient for all but the smallest installations, and terabytes are now the standard. Larger systems are already moving into the world of the petabyte (1,024 terabytes!). This acceleration in storage capacity was predicted by Moore’s Law more than 30 years ago. Moore’s Law is a concept introduced in a paper by Intel co-founder Gordon Moore in 1965. It laid out the idea that computer hardware — originally it applied to the number of transistors on an integrated circuit (IC) chip, but has since expanded to other aspects of computer technology — doubles in capacity every two years. Moore’s prediction has been shown to be eerily accurate throughout the past couple of decades. Technicians install RAID or redundant array of indeIt is important to remempendent disks storage. These devices utilize multiple ber, however, that along with hard drives in a single machine to create a single virtual volume the recording box will use to store video. large capacity hard drives,

the size of the video files themselves has also increased, especially with megapixel cameras. It is very tempting to simply think that “more is better” and devise a storage scheme accordingly. But it is still critical to do as much calculating as possible when it comes to determining storage requirements. Here is the basic forumla: captured image size + number of images per second + desired retention time = storage needs.

Considering Reliability It’s enticing for some people to believe they can buy a recording box of some kind (DVR, NVR or hybrid) without hard drives and instead buy off-theshelf storage devices from their local or online PC supplier. While the cost savings may seem to justify this approach, it is very important to keep in mind that not all drives are created equal. That $88 2TB drive from the online PC store might work fine for your home computer or server, but that doesn’t mean it is appropriate for a video recording system application. The PC and the NVR, while similar in hardware, have very different work patterns. Your PC, as busy as it might be, can’t compare to the duty cycle of an NVR or DVR. When using a home computer and its hard drive, you might call up documents or other information to read, you might write a document, you might check some E-mail or download some files off the Internet. All of which is pretty basic stuff; the percentage of actual time

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the drive is in use is relatively small. A few reads here, some writes there, but mostly downtime. For the hard drives in a video recording device, the world is very different. Remember that in most cases a video system is working constantly, 24/7. Depending upon recording schedules and other factors, a drive can be in write mode 100 percent of the time. At the same time, with no interruptions, that same drive can be asked to read or retrieve video for someone’s review. That constant 24/7 writing with no breaks can take its toll on a drive. In the past few years, hard drive manufacturers have seen the increase in the security market, and acted accordingly. One of the things they started to do was to test and assess hard drives to the more stringent video standards and engineer the devices to stand up to that level of punishment. Of course, these new standards eventually find their way into drives of all levels. Rest assured that the $88 2TB drive mentioned earlier doesn’t meet those expectations. In short, buyer beware.

Surmounting the Weakest Link Hard drives are generally the weak point in any video recording system. The constant workout described above, coupled with the heat generated by that work, makes it very easy for hard drives to fail. Add the word “inexpensive” to that combination and you’re asking for trouble. Keep in mind there are a couple of different ways the storage system on a DVR or NVR can be configured. At the most basic level resides JBOD or “just a bunch of disks.” JBOD has no redundancy whatsoever. As video files are being captured they will be written to a single drive until it is filled up. The recording then moves to next hard drive and so on until all the drives are full — at which point the process starts again. In the case of a JBOD box, if any single drive fails all the video is lost

from that particular drive only. Understand that if this happens, the video is pretty much gone forever, unless the not-at-all-inexpensive services of a data recovery company are enlisted. If there is a neces- While purchasing off-the-shelf storage devices best suited for home computing may offer cost savings, these devices are ill suited for sity to have the video around when you video surveillance use. Look for storage devices that meet stringent video standards. need it (and show me a video security system that doesn’t need that requireRAID 5 — Referred to as striping with ment), then there are several steps that parity, RAID 5 is the standard in our can be attained to achieve that goal. industry. Just like RAID 0, the data is RAID or redundant array of indebroken into pieces and written across pendent disks is a system of utilizing all the drives. In this case, however, multiple hard drives in a single maan extra piece of information is addchine to create a single virtual volume ed to the mix, called parity. The parithe recording box will use to store ty information is stored in the form of video. In essence, the operating sysa mathematical calculation and contem doesn’t know that the big storage tains data from all the other drives. If volume it sees is actually made up of any one of those other drives fails, the multiple physical hard drives. parity data can be used to rebuild a RAID technology itself is broken up new replacement drive. Therefore, no into different levels, each offering difvideo is lost. ferent benefits to the system. FollowOne drawback to RAID 5, though, ing are brief explanations for these is that if a second drive fails before the differing types of solutions: first failed drive is rebuilt completely, then all video is lost across all drives. RAID 0 — This, the most basic RAID Of course, the odds of that happening level, offers the ability to create a are slim, but it does happen. large storage volume from multiple disks with the use of striping. Striping RAID 6 — Recently, RAID 6 has burst breaks up the video data into smallonto the scene and is becoming very er chunks and divides those chunks popular. This version is very similar across all the physical drives in the arto RAID 5, but with a second parity ray. RAID 0 offers speedy reads and block written to each disk. That secwrites, but no redundancy whatsoever. ond block gives the array the ability to If you lose one drive, you lose all video stay running if two drives go down tofrom all the drives. gether. RAID 6 is rapidly becoming the standard to beat. RAID 1 — Providing a mirroring capability, this RAID level takes a single Next month we’ll examine some of drive and completely duplicates it on the connectivity and network options for another drive of the same size. If one creating large video storage systems. ■ drive fails, the other is ready to take MCSE- and CCNA-certified Steve Payne has more over and nothing is lost. RAID 1, howthan 15 years of industry experience and heads Convergence Consulting, an IP and security solutions ever, does not give you any read/write consulting firm. Be sure to also read his Integrated Thoughts blog at performance boosts.


Convergence Channel

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1/4/11 8:02:51 AM

Tech Talk

Just Add Water for More RMR Water leaks are one of the leading sources of damage for homes and businesses. Detection solutions are available to help your customers avert such miseries and boost your revenues.

Numbers Make Need Apparent Water leak damage does happen, and more often than most may think. In fact, as I was writing this article a TV news show mentioned how a local couple was on a trip and the neighbor contacted them when he noticed “water streaming out of the couple’s front door.” In this case it was a busted second-floor toilet plastic pipe fitting. The damage was extensive and the family will be doing repair work for four to six months. Consider these compelling water damage statistics: $500+ million to buildings $150 million from washing machine hoses alone

• •

million from leaking hot water •$50+ tanks families with ruined homes •250,000 in the United States broken pipe can deliver a flood •One in excess of 5,000 gallons in just an

• •

If the concept is so simple, then why aren’t your salespeople selling this service? After all, it doesn’t hurt to ask your customers or prospects, as in some cases you are sure to hit a hot button. You will find some have already had to go through, or know someone who has gone through, the lengthy and costly repair process from water damage.

eight-hour period One broken ice maker tube can cause many thousands of dollars in damage Homeowners insurance doesn’t cover flood damage, or it is very limited

Many Methods to Detect Leaks



ou have done your job and provided your customer with burglary and fire detection with 24hour monitoring. However, you may have overlooked another valuable service you could be providing. Did you know that home water damage claims are nearly three times the frequency of home fire claims? Does your sales presentation provide equipment and monitoring services for the detection of water leaks? Just a few strategically placed sensors and controls could save the day with your customer when, not if, a water leak happens in their home or business. This month we take a look at some water leak detection equipment and strategies to apply this technology that you may want to consider.

By Bob Dolph

Fans are used to dry out a flooded residence. Water damage is the single most costly insurance claim made by homeowners. Buildings incur more than half-a-billion dollars in water damage each year.

damage is the single most •Water costly insurance claim made by

homeowners The number of water damage claims continues to climb exponentially each year

Most of us know that the technology for detecting or sensing water is, for the most part, pretty basic. You have an open circuit sensor that will sound an alarm or send a signal when water on the floor completes that open circuit.

Water leak detection (WLD) systems come in several configurations. Some vendors offer all devices in a turnkey package, while others offer separate build-your-own components. Let’s take a look at some of the choices. The first, and most obvious, configuration is a WLD system that includes an electrically operated control valve actuator on the incoming water supply and multiple wired or wireless WLD sensors. Make sure the installation of the control valve meets local code. Remember, it should NOT be installed in front of pipelines that provide water to critical systems such as fire sprinklers. Some WLD manufacturers provide electrically operated valves that incrementally close and avoid a dangerous hydraulic condition called “water hammering” that can damage the water pipe system. You may also want to consider battery backup for the control valve unit. There is at least one manufacturer that has a control valve unit that also does the sensing of overall water flow to the home or business. This unit has

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off valve and wireless sensor(s) combination package. Optional temperature sensors for freezing pipe supervision are available. ELK Products — The versatile Water Shutoff Valve (WSV) can be electrically controlled by wireless receiver or alarm panel. It includes a quality stainless-steel valve. FloLogic — Single valve control units with built-in sensors for centrally detecting water flow in a home and away mode. The device can be controlled by an alarm system. Presents no need for local spot WLD sensors. George Risk Industries (GRI) — Known for its security sensors, GRI also makes WLD sensors. The 2600 and 2800 models offer WLD spot sensors that can complement either GRI’s water valve shutoff (WVS) or other control systems. WVS has monthly valve cycling testing and trouble reporting capability. GreenField Direct — The PipeBurst Pro Series is a high quality, commercialgrade line with a seven-year warranty. The TickerValve controller (see photo) closes incrementally and avoids water hammering. The units feature monthly valve testing. The sensors are corrosion resistant and detect if flipped over, and are wired or wireless.

In alphabetical order, here is a sampling of the many providers of WLD devices and systems:

Honeywell — The 470-12 model allows water or any conductive nonflammable liquid to be detected with low voltage and low current. It can monitor up to two sensor probes simultaneously.

DynaQuip Controls — The WaterCop system offers a nice automatic shut-

RLE Technologies — The Seahawk leak detection system uses a special

8 Suppliers Offer WLD Solutions

Courtesy GreenField Direct

an away and home setting. In the home mode the unit will allow 30 minutes of water flow for daily activity, from dish and clothes washers or showers. In the away mode the control valve will cut off the water supply after detecting only 30 seconds of water flow. While WLD sensors come in many different flavors, the concept is similar. They are placed in strategic locations such as near hot water tanks, washing machines, toilets and at the lowest level in a dwelling. They are spot detectors and have probe tips that when shunted by water will complete a sensor or alarm circuit. One manufacturer even offers an alarm that alerts if sensors are accidentally turned upside down. Another provides a sensor that works on both top and bottom sides. Every effort should be made to mount sensors so that they cannot be accidentally moved or flipped over and then would not sense the leaking water. Sensors come in both wireless and wired configurations. There is another vendor that makes a rope-type sensor that can be strapped directly to pipes or placed on the floor. Interfacing with alarm systems is a big plus. This can be both input and output from your system. In the WLD systems that have home and away modes you can tie them into a home and away output function of the alarm system, thereby making it more natural to operate this feature. You can also provide at least one alarm zone for alarm feedback from the WLD systems. At the bare minimum you could offer the monitoring of a simple single station WLD sensor as a sales closing option or additional recurring monthly revenue (RMR) for WLD services.

Installation of water leak detection systems, such as the PipeBurst Pro shown here, is simple. These devices often include wireless sensors with an electrically operated water flow valve.

leak detection cable with EOL supervision. The length of this unique cable can be up to 300 feet and can be directly strapped to water pipes. Winland Electronics — The WaterBug Series are commercial quality WLD devices. Supervised sensors and controls come in a turnkey package.

Summing Up Your Sales Strategy So you have a lot of great choices. You can offer the customer everything from the monitoring of a single WLD sensor; an intelligent flow controller with sensors built in; a valve controller with wired or wireless spot sensors; WLD sensor cabling; and integration with alarm system controls and sensors. This sounds like the perfect sell-up package. Good luck with your WLD sales! ■ Bob Dolph has served in various technical management and advisory positions in the security industry for 30+ years. To share tips and installation questions, E-mail Bob at Check out his Tech Shack blog at • JANUARY 2011 27

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Fire Side Chat

Battery Life’s Key Role in Life Safety Maintaining power is one of the foundations of any fire/life-safety system. Find out the codes, standards and calculations you need to know to make sure batteries deliver when needed.


eliability and redundancy are important aspects of all fire alarm systems, whether they stand guard in commercial facilities, multiple-family dwellings or single-family residential structures. This is one key reason why battery power is taken so seriously by engineers, installers and the local authority having jurisdiction (AHJ). It’s important to utilize the right battery capacity in a fire alarm system. This is achieved by conducting mathematical calculations prior to the field work. It’s also important how and where you install your rechargeable batteries, not only from a functionality standpoint but also to comply with code. NFPA 72, 2010 Edition, published by the National Fire Protection Association (NFPA), provides a lot of good information on battery power as required in code-compliant, UL-Listed fire alarm systems (note that all code references in this month’s column are from the 2010 Edition unless indicated otherwise). Let’s take a look at battery power from a code standpoint as well as how it applies to realworld design, installation and maintenance practices.

Battery Capacity Review As part of a secondary power supply in a fire alarm system, rechargeable batteries in commercial fire alarm

systems are required by code to provide standby operation for a minimum period of 24 hours with a subsequent ring time of five minutes (Section Emergency voice/alarm communication systems fall under Section[2]: “The secondary power supply for in-building fire emergency voice/alarm communications service shall be capable of operating the system under quiescent load for a minimum of 24 hours and then shall be capable of operating the system during a fire or other emergency condition for a period of 15 minutes at maximum connected load.” Residential structures with a codecompliant fire alarm system are required to provide standby power for a period of 24 hours with a subsequent ring time of four minutes (Section 29.6.4[3b]).

By Al Colombo

As you would expect, the failure of either primary (public electric bus) or secondary (rechargeable batteries) must result in a trouble condition at the appropriate locations within 200 seconds (Section 10.12.1, NFPA 72). For additional information on trouble signals, please refer to Section 10.12, NFPA 72.

Rechargeable Fundamentals

One of the most fundamental requirements associated with rechargeable batteries is “capacity,” which is measured in amp hours (AH). The AH rating is a required marking on all rechargeable batteries and it’s one that you cannot ignore. As a general rule of thumb, the higher the AH rating is the larger the battery and the larger the cabinet that holds it must be. In addition, the larger the AH rating, the longer the battery will last under load. The AH rating, as it appears on a battery, relates to the length of time that you can expect normal operations while drawing 1 amp of current. For example, a 7.5AH, 12V (V = volts) battery at full capacity will provide 7.5 hours of operation under a 1A load. If the load happens to be 0.5A, then you can expect 15 hours of standby with a full charge. Calculating load current and subsequently battery capacity is fairly straightforward. First, ask the manufacturer of the Be sure to install rechargeable batteries in a well ventilated cabinet fire alarm panel if it has a calculation program (usually an that is also capable of providing physical protection.

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Excel file) that provides all the calculations required by the local AHJ. Chances are there is one. If so, your work will be relatively easy to complete. Or secondly, if there is no pre-established program available, then you’ll have to do the calculations by hand. In brief, you’ll have to calculate both standby and alarm battery capacities. Adding them together you must add a 20-percent margin of safety. Here are initial formula and calculations to get started: Basic formula for battery capacity time (in hours or H) X current (in amps) = capacity (AH) Calculating total battery capacity Step 1 — 0.083H (standby time) X current (amps) = standby capacity (in AH) Step 2 — alarm time (in hours) X current (amps) = alarm capacity (AH) Step 3 — standby capacity + alarm capacity = raw capacity (in AH) Step 4 — raw capacity (in AH) X 1.2 (20% headroom) = total capacity

Figuring Out Standby Capacity Now let’s probe a little deeper and fill in some of the unknowns for our calculations. Begin by listing all of the loads to be placed on battery power during standby operation. Be sure to include the current drawn by the motherboard in the fire alarm panel as well as relays, internal modules, smoke detectors, addressable input modules, the digital alarm communications transmitter (DACT) or City Tie module, and any other devices. In addition, list all the load currents that will be experienced during alarm. Be sure to list them separately and insert their values into the appropriate locations of the formula. As an example, let’s say that the standby current is 0.5A and the alarm current is 12.0A. calculate standby capacity: •First, 24H X 0.5A = 12AH alarm capacity: 0.083H •Then, (5 minutes) X 12A = 0.996AH

This 12V, 7.5AH rechargeable battery was either exposed to a high charging current or extreme temperatures for relatively long periods of time.

total raw capacity: 12AH + •Then, 0.9961AH = 12.996AH finally, headroom: 12.996AH X •And 1.2 (+20%) = 15.5952AH Most likely the installer will use two 18AH, 12VDC batteries in series for this application. Not only does this assure that the batteries used in this fire alarm control panel meet the minimum requirement with an additional 20-percent safety margin, but it also addresses to some extent the normal degradation of battery power during the batteries’ lifetime. Although this will vary from manufacturer to manufacturer, as a general rule battery capacity will reach the halfway point after about three years of operation. It’s good to have some additional headroom just in case.

Observing Code Requirements In actuality, it’s a combination of NFPA 72 and NFPA 70, National Electric Code (NEC) that determines how and where we install our batteries. NEC’s Article 480, 2005 Edition, for example, offers helpful information on battery use. For instance, assure that the batteries you install are well protected from physical harm. Of course, we do that by placing them in a metal box. We then install that box where it is not likely to come in contact with tow motors and other potential sources of harm. When batteries are installed on racks, those racks, according to NEC, must be treated or painted with a sub-

stance that will retard deterioration due to potential contact with the battery electrolytes. If the location of the batteries is different than the fire alarm panel, the exact location must be noted inside the panel for reference. We must also protect open battery contacts so they do not come into contact with metal boxes or another battery contact. Each battery must also be marked with the date when it is installed, or a date code must be available on the battery for reference at a later time.

Special Storage Considerations Venting of gases in battery compartments is an important issue that you should be aware of even though it’s the manufacturer of the fire alarm panel that usually takes care of this. Due to chemical processes that occur during recharging, gases can occur in the vicinity of these batteries. Thus, proper ventilation must be assured in order to avoid a potential explosion. Because these batteries are usually confined inside a metal box, heat can become a problem in some cases. This is especially true when placing the metal box in an environment with a relatively high ambient temperature. For this reason, look ahead at the time of installation and be sure to consider temperature. Freezing can be just as detrimental to the proper operation of a battery supply as overheating. If it’s likely to experience high or low temperatures during the life of the system, then it may be expedient to install the battery box in a location someplace remote from the alarm control panel. For more information on battery calculations and installation, refer to the manufacturer’s installation instructions. I also recommend you consult Chapter 10 of NFPA 72 and Article 480 of NFPA 70, 2005, for code references and other information. ■ Al Colombo is an award-winning writer who has covered electronic security and life safety since 1986. Visit his Web site at, and check out his Security Sense blog at • JANUARY 2011 29

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Monitoring Matters

Turning Wants Into Needs


control monitoring and management, along with remote video monitoring and management, are well known examples of this. Although these are good and prosperous examples, please don’t lose sight of the fundamental monitoring services we deal with daily that could allow you to sell in a much more proactive manner while achieving greater RMR. It really doesn’t matter if it is a residential or large commercial application. The technology we have available at such affordable pricing makes it appealing to all. When these services are offered and explained properly, consumers get engaged. I know this firstAlthough it is always important to hand and I am a address the needs and requests huge believer in of a client, it’s also your job to selling comprehenexplain how your proposition sive systems. Concan go much further than they sumers need and originally expected. want to be educated. I have experienced where a consumer could not gest reward I received from this expejustify paying for a system installarience was learning a new way to sell. tion coupled with monthly payments I felt that for the first time I had a sysof $27.95. Yet this same customer tem and services I could sell in a manwent on to purchase a slightly more ner that would allow me to outline expensive system, plus $39.95 RMR, how the recurring monthly revenue because of the value he believed the (RMR) and system investment would additional services, including environgive the client tangible ROI. mental monitoring, delivered. This was not the typical burglar One great sales philosophy I don’t alarm RMR that felt like insurance; ever forget is, “Turn wants into needs.” i.e., you pay for it and hope you never People will buy things they absolutely have to use it. This was an investment need, even in tough times. Therefore, that reaped benefits every step of the it is essential you communicate to the way for the client. consumer how and why the services you offer will enhance their life and Emphasizing Customer Needs reduce their stress. I mention the above experience as People usually buy a security sysa case in point of utilizing RMR as a tem because they fear an intrusion. management tool for clients. Access s a young burglar alarm salesman in the early 1980s I got my first crack at selling a system with access control, including entry doors, elevators and climate control. I designed the system, priced it and sold it in a fashion that was new to me: the sales pitch to my potential client was based upon return on investment (ROI). The sale was especially attractive because it was the first time my small alarm company won a big job competing against ADT. Although it was a great win both professionally and financially, the big-

By Peter Giacalone

This could be stimulated by a number of suggestions and/or events. It is rare that they would call just for an environmental system. Most consultants responding to or cold calling a potential client usually stay on target when dealing with the fear factor. This is a big mistake. Although it is always important to address the needs and requests of a client, it’s also your job to explain how your proposition can go much further than they originally expected. Demonstrate for them how the investment they planned on making to protect themselves, their family and/or their business can also serve as a daily management tool. Start with monitoring environmental factors such as temperature and water and how this could be extended to include true remote management along with just about anything else they need to manage. In some cases, you will be able to demonstrate this great value and it will almost appear the monitoring of a security system is not even a factor because they can justify the expense based upon all the value-added services you can provide We live in a very competitive world. You should always use all available tools when competing. Don’t be afraid to explain what you can provide clients. Ask questions and remember one of the great habits of successful people, as noted by author Steven Covey: Seek first to understand, then to be understood. ■ Peter Giacalone is president of Giacalone Associates LLC, an independent security consulting firm.

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❯❯2011 Industry Forecast

All photos by Lloyd’s Studio Photography


(l-r) Mike Ash, Garden State Fire & Security Co.; Larry Matson and Mike Matson, Matson Alarm; Bill Zeller, Mellon Security & Sound Systems; and Mike Miller, Moon Security Services are overcoming economic adversity by deploying sound business practices as well as new strategies.

CEOs Urge

Business Basics 101 for 2011

Tightly monitoring every facet of operations remains priority No. 1 as installing security firms continue to claw their way out of the economic doldrums. Five veteran CEOs explain how they stopped the bleeding in 2010 and why — although they can’t let their guards down — they expect 2011 to be more fruitful.


By Scott Goldfine

n what has become an annual event within an event, SSI once again convened with a group of leading security company executives during the First Alert Professional Convention. The extensive roundtable discussion that took place at Florida’s Boca Raton Resort covered many pressing issues facing installing businesses today, but special attention was given to what took place in 2010 and what’s anticipated for 2011. Together, Mike Ash, president of Garden State Fire & Security Alarm Co. in Aberdeen, N.J.; Larry and Mike Matson, principals of Matson Alarm in Fresno, Calif.; Mike Miller, vice president of Moon Security Services in Pasco, Wash.; and Bill Zeller, CEO of Mellon Security & Sound Systems in Lantana, Fla., provide a frank assessment of how they have withstood economic challenges and detail their plans to restore profitability. Adding to the scope is the fact that the participants’ firms are of varied size, market focus and location.

A couple of terms that recur throughout the conversation are reinvention and fundamentals. The former pertains to abandoning what no longer works and exploring new markets; the latter relates to emphasizing the basic principles of sound, frugal practices throughout your enterprise. For much more of this session — including the massive problem of transitioning customers from landline-based phone services, how difficult it is to recruit good employees and the necessity of supporting trade associations — be sure to visit With 2010 in the rearview mirror, I’d like to get everyone’s take on how you would sum up the year. Larry Matson: In these times, I think the companies that have the stronger management and the stronger presence are going to survive. It’s been a really hard year trying to keep our customer

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Most of what we are getting monitored is not from home sales now; it’s purely from our reputation. If I hadn’t started this business in 1977, if I had started it a couple of years ago, there is no way I could make it. Bill Zeller, CEO Mellon Security & Sound Systems

base, working with people that are having hard times. California has a pretty high unemployment rate, a lot of foreclosures. Part of our market, Central Valley, has one of the highest foreclosure rates in the nation. But, we pulled through. Our numbers are actually better than they were in previous years. We’re having more cancellations, but we’re working harder to keep our numbers up. We’re still growing. Mike Matson: It’s been difficult. Doing business has been more expensive because you’re used to smaller amounts

of cancellations, and now you’ve got a higher amount and so we have to add a lot more to keep our growth going. We’re also qualifying people we want to do business with. It used to be that they would qualify us. We’re helping a lot of people through some hard times, you know. Contractors and building owners have seen funding cuts to their bases. You have to watch how deep you get in with them, but you want them to succeed because when they succeed, we succeed. Mike Miller: Business has been slower for us, and tough. I agree that you do

have to watch out for the attrition; you do have to watch out for the collections side of it. But, because construction is down, then that’s affected us on our stuff that would be fire and CCTV and access control systems. So, we’ve had to offset it with other divisions that we have working within the company as a whole, but it’s been an interesting struggle. When I travel across the nation and I talk to other dealers, we’ve all had to get lean and mean. We had to reduce costs; we had to do that by people and by processes. It was a tough look in the mirror when you had to go to work and then deal with those decisions and opportunities. But we had to do it to protect the rest of the employees. It hasn’t been just this year. It was last year for us, too. Bill Zeller: We had to completely and totally reinvent ourselves. We were residential. There were some years that we were doing 1,500 to 1,800 houses a year. One day I said to one of our employees, ‘We have a problem.’ And he said, ‘What’s

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It comes down to fundamentals, watching your pennies and putting systems in place. We use SedonaOffice and became a First Alert dealer, which is extremely helpful. And GPS units in company vehicles pay for themselves and keep everybody honest. Mike Ash, President Garden State Fire & Security Co.

that?’ I said, ‘Cement trucks.’ And he said, ‘What do you mean?’ And I said, ‘There are no cement trucks.’ And he said, ‘What?’ And I said, ‘If there are no cement trucks, then there are no slabs.’ So we started to reinvent our business. We went into more cameras and we went to home shows, which I hadn’t done for years. I don’t accept recessions. I was determined to make money each year and keep our employees. I have never worked as hard as I have worked in the past year. And sometimes I thought

to myself, ‘What am I doing?’ We decided we were not just an alarm company. I set up a division for home theater and all types of stereo. A lot of our success financially has been because people are buying that type of thing in this area, they spend the money. We’ve done a couple million dollars in stereo. But you have to watch everything today. Right now, every PO comes across my desk. We’re not buying stuff we don’t need. We have trackers on all the vehicles to make sure we know exact-

ly where they are and what’s going on. We’ve cut our costs tremendously. Our monitoring is growing by about a percent or a percent-and-a-half a month after attrition. Most of what we are getting monitored is not from home sales now; it’s purely from our reputation. If I hadn’t started this business in 1977, if I had started it a couple of years ago, there is no way I could make it. Larry Matson: To jump in on what you said, we’ve also cut our costs and really put the money where I think it should be. We’ve kind of taken a little leap of faith. We’re improving our call centers; we’ve spent a lot of money on improving our software and our call center software. The economics are different right now, so we can get a little better deal than we could have four or five years ago. So we’re looking at areas we know we’re going to need to build our infrastructure and improve things. We’re putting our money into our future, even though it’s kind of hard to do even that. ➞

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Mike Ash: We’re a much smaller company. When we were moving and grooving, we had 18, 20, 26 employees, and now we’re down to 10. So for the smaller guy, it’s been a tough year. It wasn’t as bad in 2009 because 2008 was the best year we ever had. That filtered into the first quarter of 2009 and I was thinking, ‘What is everybody talking about?’ Then April came and I checked my phone to see if it still had a dial tone [laughs], since that’s about when it hit us. A lot of what you guys talked about is that it comes down to fundamentals and watching your pennies. A lot of that has to do with putting systems in place. We use SedonaOffice, and we became a First Alert dealer in 2009, which is extremely helpful. I get to sit at roundtables with gentlemen like this and learn things. You don’t get that anywhere else. GPS units in company vehicles, they pay for themselves. You’ve got to have it because it keeps everybody honest. We have the guys use their cell phones to log field service units to keep things paperless. We bill after the first half-hour’s labor and then every quarter-hour after that. It was amazing how every call was 30 minutes. There was never a call that was 35 minutes until we put the field services in there, which clocked when they got in there, when they were done; it was automatic. Also, I have guys who have been with me for 20 years, so when they go into a customer’s house and they replace the sign, they think it’s $20 so off the top of their head they put down $20 when it’s really $35. But you keep on adding up from there to here. With field service units, you’re just doing math so no mistakes are made.

An age-old problem we have is salespeople who don’t go back and see their clients. They don’t go back for referrals; they don’t go back for add-ons. Our customers have forgotten who we are; we’ve forgotten who they are. That’s pretty tough talk in the mirror. Mike Miller, Vice President Moon Security Services

We have had to lose people. I hated to do that, but we have gotten ourselves, luckily, ahead of that. We focused in on what our core was, serviced our customers, went ahead with radio only for all installations other than commercial fire. From that, you can go to Total Connect in the add-on services and go into wireless. It’s easier to add on a wireless CO detector and not have to go back and run a wire. And it allows you not to have these amazing techs have to go out and troubleshoot because if a window over there is bad, it’s the transmitter. So that cuts down on specialized labor. Looking at 2011, I don’t think we’re going to see much difference in the economy. And I wanted to transition to 2011 from the year just past. Do you foresee many differences? What are your top strategies going to be in 2011? Ash: Bill talked about it in doing home theaters in that it’s tough to get into doing something else. Small guys have got to watch that. If you’re not doing it right, you have to be very careful when you move into other fields because you have to take care of the customer, and make sure you’re not selling your

We’re launching a major campaign to get all of our old systems updated to GSM mode. We’re trying to add more protection. We’re also, which may not be the best thing, going to market against some of our weaker competition. We’re staying strong in the market and we’re working smarter. Larry Matson, President Matson Alarm

name out. I’m sure that some small guys can do that. In 2011 we’re just going to hold down where we are and add on those AlarmNet radios, add on Total Connect, managed access, which I think is going to be a big thing. We’re going to look to increasing our RMR. The nice thing is that with residential, two or three years ago, it used to be $24 a month for residential monitoring and now it is $34.95. I like Total Connect because you’re constantly allowing that customer to arm or disarm when the alarm goes off and interact through a cell phone. You’re touching that customer all the time, so I like those types of services. Zeller: I think 2011 is looking better than 2010. As I mentioned, we have reinvented ourselves and we’re getting used to what we are doing in the new business. It’s been a challenge, and you know what? I enjoyed it. I think we were so busy doing so much, for a few years a dead person could have run my business [laughs all around]. It was simple. People were in place, and that was it. We were adding customers so rapidly that if a customer decided they didn’t agree with some of our policies it was like, ‘Go ahead. Take off!’ But now, I made more decisions the past year than I’ve made in probably the previous five years. If this one doesn’t want to pay the service call, we’ll do it anyway. It’s been challenging, and it’s been a lot of fun. I think we’re going to have a lot more of that in 2011. When you talk about going into home audio/theater, in terms of the personnel installing and servicing those systems, are they the same people who are doing the security? Zeller: Absolutely not. We had two people who were with us that were audio

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specialists because we always have been in the sound business. When we decided to get into this, we became CEDIA members. This stuff is so tremendously complex you need someone who not only can work a computer but also has gone to school to build a computer! They have to understand everything from one end to the other. We don’t send those people out on alarm work at all. The alarm people are the alarm people; the sound people are the sound people. Did you standardize on one product, or did you find that you can’t do that? Zeller: I would love to do that; however, with home theater and stereo I don’t think it’s possible. When people are spending $100,000, $150,000 or $200,000, they are going to want their own input, and they have to be wooed. It’s very different from a security sale. I had one customer who gave me such a hard time with the alarm prices. He signed a $120,000 theater contract like it was nothing but was killing me over the alarm system. And then I overheard him say to my daughter-in-law, who is my vice president and runs the audio division, ‘You know these chairs that recline? I kind of hate to have people have to put their hand down and release it. How much to make these 10 chairs electric?’ And she said, ‘Sir, that would be almost $4,000 a chair.’ And he says, ‘I think we should do that.’ [Laughs and head shaking all around.] He spent about three times as much on that as he would on an alarm system. It’s an amazing business, it’s a different world. What’s in store for your business in 2011, Mike Miller? Miller: I’m evaluating the critical performance factors for our business in terms of sales, what’s in the pipeline, and daily, weekly and monthly reporting. You need to know as you’re building toward your goal and your budgets if you are going to make it or not. I know that if we can hit these numbers here, I get all of my bank covenants and P&L issues covered, and everybody is happy. When we see that on a daily/ weekly basis then if we’re off a little bit

It used to be that you bought an alarm because you had money and you wanted to protect your stuff. Now you have to buy a system because there are more criminals out there because people aren’t working. So we’ve turned that around where it used to be a luxury and now it’s something you have to have. Mike Matson, Vice President Matson Alarm

we can look at how we might compensate for some of it the next week. One of the things I’m most concerned about is our attrition, and I have customers who are older than dirt. We have new competition and more competition. I thought we had four or five competitors at most, but I did a recount and found it’s now 12 plus the national companies. We’ve pretty much have had it to ourselves and we’ve been spoiled; I admit that. An age-old problem we have is salespeople who don’t go back and see their clients. They don’t go back for referrals; they don’t go back for add-ons and all of that. It’s nothing new; it’s back to basic fundamentals. Our customers have forgotten who we are; we’ve forgotten who our customers are. That’s pretty tough talk in the mirror right there, and that’s stuff that I don’t like to admit. Another area we’re looking at is RMR add-ons, there has to be internal growth there. We’re just now starting to get our act together in terms of making sure of the AlarmNet, Total Connect, radio backup is primary not secondary. Something new in our state has to do with a company called Tegris. They provide Web-based back-office, third-party administration for local fire marshals. There are fire systems out there that are not in compliance, and they’re not in compliance because a) the client doesn’t change it unless the fire marshal tells them they have to fix something, and b) with ever tightening budgets, the fire marshal’s going, ‘I don’t have time to follow-up on these.’ It’s a life-safety issue. So this company comes in, meets with all of the service providers within the city and then has access to your ac-

counts. They then notify them, ‘We’re going to be getting everybody in compliance. It cost $15 for inspection.’ And you’re going, ‘Great, I’m going to add that on to charge the customer, if it’s being forced by the fire marshal.’ And this compliance means less liability exposure and extra dollars. You’ll be seeing more of this type of thing I believe. Last but not least, let’s hear what the Matsons have in store for 2011. Mike Matson: It used to be that you bought an alarm because you had money and you wanted to protect your stuff. Now you have to buy a system because there are more criminals out there because people aren’t working, and you have to protect yourself. So we’ve turned that kind of around to where it used to be a luxury to have it and now it’s something you have to have. Larry Matson: We’re launching a major campaign to get all of our old systems updated to GSM mode. We’re trying to add more protection. We’re also, which may not be the best thing, going to market against some of our weaker competition. In fact, we’ve already seen a lot of people just coming to us for monitoring because they know we’re a First Alert dealer and we’ve been around. These people can’t get their company out to see them when they need them because maybe that company had to cut back on their workforce. So we’re staying strong in the market and we’re working smarter. ■ F FIND IT ON THE WEB There’s a lot more conversation from this T roundtable online at www.securitysales. ro com/roundtable2011.

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What alarm dealers in the know, know

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❯❯2011 Industry Forecast MARKET ANALYSIS

Analysts See Growing Pains, Gains Ahead

© Gunn

For starters, marketplace expansion is expected to be stunted as it emerges from the recession. Still, IP video, systems integration and home controls are among industry growth areas. SSI speaks with half-adozen analysts to get their take on what’s in store for the electronic security industry in 2011.


By Rodney Bosch

espite the uneven economic recovery, electronic security industry analysts see the North American marketplace to be on stronger footing compared to the previous two years, but with only a slight uptick in overall performance forecast in 2011. Among the industry bright spots, networked equipment, in particular IP cameras, is expected to experience robust growth driven by product improvements and the further shift away from analog systems. Increased systems integration and the ability to offer end users newfound business efficiencies beyond physical security will also pace growth in IP- and Internet (or cloud)-based solutions. SECURITY SALES & INTEGRATION interviewed half-adozen leading analysts who track various aspects of the electronic security industry in order to bring you our 2011 forecast report. In a nutshell, as the industry emerges from the recession, manufacturers and installing security contractors alike will

have to continue forging an upstream thrust as budget-strapped end users from a cross-section of vertical markets remain sidelined or in search of funding for their security purchases.

Access Control on the Network Now that the integration of logical and physical access control has come to fruition, network-based access control systems are being looked to as a significant driver in a variety of market niches. According to IMS Research, the end-user size of the electronic access control market in the Americas will be about $620 million. That’s a significant improvement compared to 2009 and 2010 as the Americas market is estimated to have declined by more than 17 percent during that span. “The biggest growth areas for access control in 2011 are going to be those impacted by government spending,” says Blake Kozak, an Austin, Texas-based market analyst for IMS Research. “The money will be targeted for airports and utilities where it is going to filter through in terms of upgrading systems and HSPD-12 compliance.” ➞

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Health-care facilities, driven by regulations to protect patient information, will continue to fuel the access control market in the coming year as well. Also colleges and universities can be expected to remain a growth area. While the retail industry continues to struggle due to economic pressures, the banking and financial services sector is primed to return as a growth area for access control after its recent turmoil, Kozak says. “It will come back quickly when it does rebound,” he says. In 2011, access control systems will increasingly reside on an IT network to allow for integration with other IPbased systems, as well as to advance scalability and provide new business efficiencies for end users. The most prominent trends gaining traction include Software as a Service (SaaS), remote managed Web-based systems and electronic cylinders, all of which utilize IP infrastructure. SaaS and Web-based access control technologies have made systems far more accessible for smaller markets, and opportunities are now available for systems integrators to sell a solution that offers the customer an attractive return on investment (ROI). “We are looking at sales to increase as the prices of the systems become increasingly competitive,” says Jennifer Mapes, a senior industry analyst with The Freedonia Group, a Clevelandbased research firm. More and more small building operators, who previously maintained mechanical locks, are recognizing the

Electronic Access Control Equipment by Product Type

Source: IMS Research








Revenues in Millions

In the North American electronic physical access control marketplace, revenues from panels are forecast to account for nearly half of the roughly $555 million in total sales among other product types in the sector.

value proposition available with electronic access control. “And buildings that previously had access control are looking to trade up to more sophisticated versions as they become easier to integrate and are increasingly price competitive,” Mapes says. Sandy Jones, president of Chardon, Ohio-based Sandra Jones and Co., says Internet-based services in particular, have allowed systems integrators to change their business models necessarily in the wake of recession’s carnage. “Their business model was a contractor’s model and not until 2008 did they feel the real pain from that. They realized how they had to change their business,” she says. Systems integrators will increasingly look for logical ways to build recurring monthly revenue (RMR) by offering customers value-add services, so products and services that allow them to do that — including SaaS and cloud computing — are expected to see strong growth. “If you look at some of the things we believe will sell — hosted access control,

◗ Readers Share Views on Key Trends for 2011

SSI surveyed readers on what business trend or development will have the greatest impact on the industry in 2011 and why.

Roy Fleshman Northside Security Inc. Clarksville, Ind. “The economy recovering will be the most important factor. This will help the industry as a whole, and especially help in getting small businesses back on their feet and do more hiring by midyear. It will provide more money for expansion as well.”


David Boisvert HELP Inc. North Attleborough, Mass. “The implementation of the iPad. The ability of a client to be able to not only control their security system from the iPad, but also view what is going on at their home or business is a huge plus and a difference maker when comparing systems.”

John M. Feeney VinTech Digital Security Chicago “Streaming video (analytics). We need to start using the video content for other uses, either for predictive measures or marketing.” Additional responses are included in the online version of the story.

video monitoring, video verification — the Internet is such a pivotal piece because it allows for operational improvements,” says Jones. “I think the Internet will do for integrators what the digital dialer did for alarm dealers.”

IP Cameras Are on a Steep Climb According to SSI’s latest annual Installation Business Report (IBR), published in the 2011 Gold Book, the average growth in networked IP-addressable camera installations was 22 percent in 2010. In installations involving IP cameras, 25 percent included megapixel models. Those numbers are primed to increase in 2011. A major shift that began to be observed in 2010 and is expected to only grow in prominence this year is new video installations that are increasingly IP-based. “Two and three years ago you would see most new installs would go analog. Now you may see half or a majority of new installs are IP. That is really a changing world,” says John Honovich, founder of “You certainly are going to do service and upgrades with the analog systems, but more and more in the midmarket in North America you are seeing people going IP.” Analog products and systems are expected to achieve a small amount of growth at best in 2011, according to Dilip Sarangen, a senior industry analyst for research firm Frost & Sullivan. “IP-based products are definitely where the growth is and it will grow at a pretty rapid rate in 2011,” Sarangen says. “I would say it will grow at about

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IP Camera Sales Annual Growth Rate 50+%


15% 2009





The global recession decimated IP camera sales, resulting in sluggish growth rate in 2009. The tide began turn, however, later that year as dozens of new IP camera were released, followed by an improved economy in 2010 that fueled increased demand. In 2011, the forecast is even rosier for year-over-year growth as more IP products hit the market and IP camera standards are adopted.


20 percent, whereas as analog products will be between 0 and 2 percent.” Systems integrators, especially the larger companies, are helping fuel IP video growth by doing a much better job nowadays of explaining to the end user what the video can be used for, says Jeff Kessler, a New York-based managing director of Imperial Capital, a security market research and advisory firm. “Integrators are getting down to focusing on those select functions and select analytics that make sense to the enterprise,” he says. “If a CSO or even the COO of a company begins to understand better what that proposition is, it makes a lot more sense to them to install this stuff for more than just perimeter protection, which in the past has been the security sale.” After bottoming out in 2009, IP camera sales in particular are forecast for a very robust year globally, and especially in North America. Product improvements, continued progress in camera standards and a stabilizing economy tell only part of the story why IP is gaining fast on analog sales. “There are so many lower cost megapixel cameras on the market and so many manufacturers offering them,” Honovich says. “Support is really now widespread. The barriers over the past five years have continued to drop. Just like 2010 was great for IP camera growth across the board, 2011 looks to be every bit as strong.”

Economic Numbers At a Glance At press time, The Conference Board, a private research group based in New York, announced its gauge of future economic activity rose in November at the

fastest rate (1.1 percent) since March (1.4 percent), suggesting the U.S. economy will strengthen early this year. Construction of new homes in the U.S. remained at a low level in November, while permits for new construction fell, according to government data released at press time. Housing starts rose 3.9 percent to a seasonally adjusted, annualized rate of 555,000 in November, the Commerce Department reported. However, that’s nearly 6 percent below the year-earlier period. Thus, despite housing starts making some progress, any recovery in housing is expected to be agonizingly sluggish. The mixed bag of economic news also translates to the electronic security market where analysts interviewed for this story expect overall growth in the industry to remain slow. “Our view is that we are still pulling up out of the recession. We can see the light at the end of the tunnel, we just don’t know how long the tunnel is,” says Bill Ablondi, director, Home Systems Research, for Dallas-based Parks Associates. (The online version of this story includes brief 2011 forecast outlooks for a handful of market niches in North America based on comments by from analysts interviewed for this story.)

Mass-Marketed Home Controls In the residential space, product and service providers from outside the security industry will bring to bear new offerings in 2011 that are expected to feed consumer demand for home management controls. Consequently, alarm dealers will be pressured to keep pace

and expand their own portfolios, according to market analysts. Mergers and acquisitions activity in 2010 presents a clear picture of the impending shift coming to the residential marketplace. Consumers will increasingly be offered a variety of Web-enabled mobile applications, home management and monitoring solutions. Among the transactions, in December Motorola Inc. bought 4Home, which provides connected home services such as energy management, security and monitoring, and media management. AT&T acquired Xanboo, which was one of the original home automation players, providing energy management and monitoring services. And in November, competing broadband home management providers iControl Networks and uControl agreed to merge. Both companies offer home monitoring, security and energy management products accessible through the Internet and mobile phones. “What this all points to is IP-based connected home services is starting to happen,” says Ablondi. “We are expecting some announcements early in 2011 from some of these firms. Comcast is already in the market with an offering [in Texas]. We know that there are others seriously exploring the opportunity as well.” Regardless of the looming threat from outside vendors, traditional alarm dealers are well positioned to begin offering similar services as well, Ablondi says. “Dealers have a relationship with consumers. If they take heart and adopt new technology they can expand their market. This is something new they can put in their portfolio and go and sell,” he says. ADT recently entered the mass-marketed home control ranks with its Pulse offering, which is based on a platform by iControl and offers remote management of security cameras, thermostats and limited lighting controls. Parks Associates research suggests the traditional residential security market could be expanded by as much as 5 to 10 percent during the next five years by layering on these new types of offerings. ■ Rodney Bosch is Managing Editor of SECURITY SALES & INTEGRATION Magazine. He can be contacted at • JANUARY 2011 43

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❯❯2011 Industry Forecast STATE OF SURVEILLANCE

VIDEO Continues Enhance Its

Security Image

© Kuzin


Clearer pictures, higher intelligence, more intuitive interfaces, expanding applications, descending costs — these are just some of many compelling factors propelling video surveillance forward. A dozen top technology providers encapsulate where the market stands for 2011.


By Scott Goldfine and Ashley Willis

n an industry predicated on leadingedge technology, video surveillance is security’s belle of the ball insofar as sex appeal and innovation are concerned. Combine that with proven, reliable success in security and operational applications alike; reasonable price points and exponential growth; and an upside that’s off the charts. It’s no wonder video has been such a dominant phenomenon the past decade. Video surveillance, or CCTV as it was referred to then, has captivated security dealers and their customers since VCRs were introduced in the 1970s and then became widespread during the 1980s and 1990s. However, the possibilities, features, applications and interest level began to skyrocket when DVRs hit the market around the turn of the century. The fascination with video has continued unabated with further developments such as IP-based sys-

tems, high definition images and sophisticated software. Given its high visibility and unlimited potential to shape and redefine the marketplace, any assessment of what 2011 holds for the security industry would be remiss without a thorough examination of the latest video surveillance innovations. To find out, SSI interviewed experts from a dozen leading developers and suppliers of video products and solutions. What follows are their insights on exciting technologies such as megapixel cameras, HDcctv, video management systems, video analytics, night vision and many more.

Megapixel Provides More Details Even casual observers have noticed the significant impact megapixel images and cameras have had on the video surveillance industry. High definition

(HD) video (defined as a minimum resolution of 720 to 1,080 pixels) allows for better identification of subjects, requires fewer cameras to cover a given area, provides for specialized applications such as license plate recognition (LPR) and a host of others only now beginning to be realized. “Once most end users have seen megapixel images, they want megapixel cameras for their system,” says Sara Scroggins, senior product marketing manager for Pelco by Schneider Electric. “That means successful integrators will have to know how to optimize networks for megapixel streams.” According to SSI’s latest research, 31 percent of installations involving IP cameras now include megapixel models. However, successful deployment of megapixel cameras requires carefully balancing design elements such as network configuration, bandwidth,

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compression and frame rates, among other considerations. “The greatest challenge is how to make these systems easy to install and consistent in their behavior, video quality, network performance, etc.,” says IQinVision President/CEO Pete DeAngelis. “At this point in time, these systems are too close to being ‘one-off’ with too much individual tweaking for every system. Variability in system performance in the form of networking

HDcctv Allows Analog Upgrades

Courtesy FLIR

Although almost the entire high definition discussion in the surveillance realm has revolved around megapixel video, recently an alternative has surfaced. HDcctv is built on technology pioneered for broadcast television. It transmits video uncompressed and without being encapsulated in TCP/IP. HDcctv promises many of the benefits touted by megapixel IP cameras while permitting the use of conventional analog equipment. “Some installers have stayed away from IP system applications because of the networking and bandwidth issues,” says Pat Lathouris, director of communications for Speco Technologies. “HDcctv now gives installers a high definition alternative to megapixel-quality IP cameras. HDcctv digital cameras deliver high speed digital video over standard coaxial cable and BNC "If you’re protecting a critical asset, you don’t get the connectors, giving installers a day off because it’s dark out or happens to be foggy. The security system still needs to function just as well as familiar platform.” it did when it was bright and sunny outside. That’s the Reliance on coax, though, message that thermal delivers," says FLIR's Andy Teich. and its ability to typically and image quality/encoding requires a transmit signals only 100 meters, is at good deal of expertise.” the root of one of two leading challengAnd these challenges are becoming es HDcctv faces in the marketplace. The both easier and more complex to deal other issue is limited product selection. with as resolutions continue to escalate However, according to Shaun Kim, diwith larger megapixel images. Howevrector of CNB Technologies, those mater, certain advances mitigate some of ters will soon be resolved. the aforementioned issues as well as “HD displays are readily available the technology’s history of struggling and HDcctv cameras are being develwith dimly lit scenes. oped by all the major camera manufac“Some of the most exciting develop- turers. Development of HDcctv DVRs ments are coming in the advancement has been slow, but that will change in of wide dynamic range imagers with 2011,” he says. “A lot of installed comegapixel resolution,” adds Scrogaxial cables are not adequate for HD. gins. “These developments are being Technologies are under development driven by advancement in CMOS im- to maximize the transmission distance ager technology. Historically, CMOS over copper cables, and the use of fiber has not performed as well as CCD un- optics is another option.” der low-light conditions.” DeAngelis, Once a wider assortment of equipagrees, “There has been dramatic im- ment becomes available and the cabling provement in multi-megapixel CMOS restriction is conquered, Kim predicts sensor technology. We have reached swift and significant HDcctv adoption the point where you do not have to across a variety of end customers. sacrifice video quality for resolution “HDcctv systems will spread anymore.” throughout the industry rapidly,” he

says. “Facilities that demand high security will be the first targets — casinos, airports, power plants, etc. HDcctv can provide real-time high quality video in mission-critical facilities.”

Lenses Critical to Image Quality With so much attention placed on HD cameras, NVRs, storage capacity and so on, a vital element sometimes lost in the shuffle is the need for precise and high quality optics. Much in the way a sound system is only as good as its speakers, surveillance images are critically reliant on lens choice. “The clarity of the images is very important and also that of distortion, especially in the case of the wide-angle lenses,” says Chuck Westfall, technical advisor for Canon USA Super Imaging Group. “When I’m talking about clarity, I’m not just talking about the center of the image, but all the way out to the corners. This is something that tends to get overlooked.” The emergence of megapixel cameras has only served to make any lens shortcomings more glaring than ever before. Yet the overriding quest continues to be both extending the capabilities of the human eye to see farther and a larger field of view, while also trying to replicate the ability to simultaneously focus on subjects in a scene both near and far away. As manufacturers like Canon continue to address these and other optic needs, making end users aware of such challenges helps keep expectations reasonable. “Any time you’re looking at trying to answer customers’ needs, you have got to give them something they’re going to be able to see very, very clearly,” adds Westfall. “It’s a challenge in terms of resolution; it’s a challenge in terms of angle of view; it’s a challenge in terms of sensitivity. These are things that all make a difference in terms of the performance of the camera.” As is typical with selecting a security solution, the most important consideration is the particular application. What is the specific need and how can the technology/system be most effectively used to solve it? ➞

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external environment where you need the power of a lens to be able to zoom in, and the other being a very tight space in an internal area where you need to be able to have wide-angle coverage to see as much as possible.”

“The key point is that they need to be able to match the lens to the assignment they have,” says Westfall. “There are basically two major types of environments to deal with, one being the

Courtesy Pelco by Schneider Electronics

VMS Makes Systems Easier to Use

"Factors driving megapixel adoption include new regulations for minimally acceptable quality, frame rate and retention periods," says Pelco's Sara Scroggins.

As video surveillance systems have migrated to enterprise networks, become more sophisticated, expanded in scale and complexity, and more frequently integrated with other systems such as access control and intrusion, the need for a unified user interface has become paramount. These trends have led to the emergence of video management systems or software (VMS) and the open or nonproprietary platforms to facilitate interoperability. “Capabilities of video management systems continue to expand, many of them driven by the benefits of open architecture,” says Gadi Piran, president of OnSSI. “Collaboration with

third-party vendors helps to extend the core benefits and functionality of video management software to include cutting-edge technologies such as video analytics, and to expand networks using wireless mesh and broadband networks to enable viewing of live video anywhere from a mobile device.” End users find VMS appealing because it simplifies using and interacting with the video surveillance system. In addition, many are discovering the wealth of operational efficiencies beyond traditional surveillance or security that can be gained by allowing the VMS to facilitate overall enterprise management tasks. “Video systems can provide a new and effective management tool useful throughout modern companies,” says Piran. “Video can be easily made available from anywhere the corporate network extends. Video can help with process control, personnel management, inventory tracking, quality control,

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Courtesy IQinVision

also the issues of failure rates customer service and a range and backup or redundancy. of other uses.” Today, capacity has risen draMore specifically, VMSmatically to keep pace with based solutions play especialincreasing storage demands ly well into several vertical while prices have continued markets. These include educato plummet. tion, government, health care, “Appliances delivering intransportation and homeland tegrated IP- storage area netsecurity. work [SAN] technology are “Real-time video counow a mature part of the physpled with the reach of corpoical security market,” says Jeff rate networking are a powerWhitney, vice president of marful combination for a diverse "I guarantee that when an end user sees the video quality that can keting for Intransa. “Appliancrange of organizations that be achieved with megapixel cameras that is what they will want," es, properly executed, can simare only now beginning to un- says IQinVision's Pete DeAngelis. plify the effort and reduce the cost of derstand and embrace these expand- but in cases where the link is broken for different reasons, they will start to installation and ongoing operation of a ed benefits,” says Piran. “This exciting, physical security solution, while improvuntapped potential also relates to an- record the video locally. This is a very other challenge in the enterprise en- powerful solution,” he says. “In addi- ing overall system performance.” tion, being IT-friendly provides easy One of the key developments in the vironment, which is the need to show a return on investment [ROI] for any maintenance for these devices. Anoth- area of storage has been the introducer plus is lower power consumption, tion of solutions specifically designed technology purchase.” meaning edge devices are more ‘green’ and engineered for the functionality and rigors of video surveillance. Much Edge Devices Cut Network Load and environmentally friendly.” Edge devices place an incumbent trial and tribulation transpired atOne of the most substantial wrinkles since IP-based video came into challenge on integrators to convince cli- tempting to use devices intended for ents that the typically higher cost for the computing or other purposes rather vogue has been moving away from equipment can be offset by long-term than security. Today’s storage applianccentralized system architectures toward so-called “edge” devices, espe- gains. Another hurdle is that the com- es aim to cover many bases. plexity of the hardware and software can “The best appliances are designed to cially the cameras. Where cameras had make it difficult to integrate the devic- offer the simplicity of a DVR, eliminatbeen little more than image conduits es such that all features and advantages ing hundreds of potential commodity networked to NVRs or DVRs, decencan be fully realized. Two organizations server and storage choices, and optitralized topologies include intelligent cameras with built-in features like re- — ONVIF and PSIA — have been estab- mized specifically for physical security lished to contend with this issue. requirements,” says Whitney. “Applicording, storage, analytics and more. “We’re still not there with the ONances continue to grow in power and “IP cameras are kind of an integracan simultaneously support other aption of the camera itself plus analog vid- VIF/PSIA protocol,” says Shahmoom. “It’s kind of on the side where usually plications like access control and video eo encoders. In one piece of equipment, the protocol that is being used to inte- analytics on a single platform. That furyou have both the video, the camera itgrate the edge device to the VMS is still ther reduces complexity and cost.” self and the video compression board,” the proprietary one from each manuIn many projects, storage can represays Guy Shahmoon, a product manager for Verint. “The devices are becoming facturer. But this will evolve. In the fu- sent as much as half the cost of a video ture, we will definitely see more edge surveillance system, which means it is smarter. With the storage and analytics on the edge they are really starting to be- device manufacturers supporting ON- also where an integrator can save their VIF and PSIA. This will eventually help customers the most and/or realize the come almost self-contained devices.” highest margin. As Whitney describes, Sending less data less often from and ease the integration, and should there are a host of other benefits to be camera locations fulfills the objective make it more reliable and seamless.” had with storage appliances as well. of avoiding bandwidth constraints and “Eliminating the bench time needoverburdening the network. However, Storage Solutions Maintain Data as Shahmoom points out, there are nuEarly on in the introduction of digital ed to integrate servers, storage, compomerous other advantages to edge devic- video and later networked video, where nents, operating systems and applicaes, including a secondary reason for de- and how to store all that data presented tion software into a single, functioning platform with an appliance, integrators centralized storage. numerous challenges. The capacity of are able to reduce their installation costs “Not only can edge devices compress hard drives was limited with the largest the video and send it over the network, ones being very expensive. There were and chose whether to pass on some or all 50 • JANUARY 2011

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the savings to their customers,� he says. “Appliance solutions are also able to be easily upgraded, plugging in additional capacity without halting operations.�

Analytics Allow for Smarter Alerts As the number of cameras and surveillance systems continues to grow and proliferate at an unprecedented pace, it is becoming more apparent that steps must be taken to better organize, analyze and evaluate all the captured video data. Humans are ill-equipped to monitor so much information on their own. Fortunately, programmers have been busy creating advanced algorithms to make sense of all this video “noise� in the form of video analytics. “Video analytics is a form of machine vision or computer vision that evolved from being able to look at or pick out objects and still images to the ability to do it with video that is rapidly moving images going through the machine,� says Craig Chambers, CEO of Cernium. “We tend to think of video analytics as higher end functionality that really allows you to do a full assessment of what the objects are in a scene and what they’re up to.� The prospect of and potential of video analytics has captured the imagination of the security industry and general populace alike. However, it’s only very recently that the technology has been refined to where the performance is approaching the hype. This is now hastening its widespread dissemination and usage. “Within just a year or two, you’ll see it in pretty much every DVR and most IP cameras that are on the market,� adds Chambers. “The technology has really gotten a lot more sophisticated and diverse now. It’s everything from line crossing, and in some cases facial recognition, to object classification.� The ability to deliver facial recognition performance, something that had traditionally been an expensive proposition with limited application and accuracy, is particularly noteworthy. Bill Taylor, president of Panasonic System Networks Co. of America, is among those enamored with this breakthrough. “New NVRs on the market today have embedded face matching capability that eliminates the use and

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added expense of external software,” he says. “In real-time they match registered face images with a face displayed on a live camera feed. When a match occurs, alarm notification is sent.” Video analytics offers several benefits beyond making life easier for security personnel, or increasingly making some of them expendable altogether. Many of these are powerful selling points as they deliver end users a compelling return on the investment. “In terms of being able to provide capabilities that couldn’t be provided before to their customers, everyone should be interested,” says Chambers. “For instance, you can radically reduce the amount of storage necessary to keep relevant video since all the unimportant information is filtered out. Plus you can direct only relevant information to people through the network to mobile phones, PCs or wherever they happen to be.” Taylor cites some specific types of prospects likely to show keen interest in the virtues of analytics. “There are many niche applications that will add further revenue generation possibilities for integrators and dealers,” he says. “Examples include the banking and financial markets for identity verification, retail and supermarkets to alert of suspected/known shoplifters,

and corporate facilities for visitor management applications and notification of restricted personnel.”

Night Vision Not Afraid of Dark The military has long used technologies such as thermal and infrared (IR) imaging to be able to pick up people or objects in the dark. These devices or systems were quite sophisticated and were generally steeply priced, which made them cost prohibitive for most civilian security applications. “There are two prevalent types of night vision technology,” says Andy Teich, president of the commercial systems division at FLIR. “In addition to thermal, there is what is commonly called infrared, which runs at shorter wavelengths than thermal and requires some sort of lighting. You can buy an IR camera with an illuminator for a few hundred dollars. The least expensive thermal cameras are around $3,000, but they will approach $2,000 in 2011.” Everything radiates some level of heat and thermal imaging captures those signatures regardless of day or night conditions. One of the features that makes thermal so unique is its ability to not only render surveillance footage in total darkness but also the fact that it overcomes visual obstructions.

“Thermal cameras offer true 24/7 capability,” says Teich. “The ancillary factors are, not only can you see at night, but if somebody were to set off a smoke bomb or if there was a fire, you could see through the smoke just perfectly. You can also see through other light obscurances such as fog, snow and rain.” Night vision-capable cameras lend themselves to a diverse and unique range of surveillance applications that are only being scratched by the security industry. As the prices continue to drop, this figures to be an area of significant growth for enterprising providers. “This is a very exciting time because the technology has really been catching on in the security sector the past 18 months or so,” says Teich. “If you’re up on emergent technologies like thermal imaging and [FLIR’s proprietary] color night vision, and you bring that as a solution to your customers, you now have a differentiated offering that can solve problems other integrators likely can’t.”

Video Verification Validates Alarms While the bulk of video surveillance innovations relate to networked systems, there is another area with perhaps even greater immediacy for most providers — particularly alarm dealers and monitoring firms. That is vid-

◗ High-Tech Camera Does Goodwill Good By Scott Goldfine

Some of the latest innovations in video surveillance are helping integrator ComSurv of Charleston, S.C., help Goodwill Industries of Lower South Carolina deter crime at its 21 donation centers. The problems were occurring at drive-up lanes where donations are collected in bins.

Mobotix multifunction megapixel cameras have helped curtail a rash of after-hours thefts at Goodwill Industries of Lower South Carolina donation center drive-up lanes. See the full story online.

After-hours theft had grown to approximately 30 percent of donations, costing thousands of dollars per year. “We had an analog video surveillance solution in place, but the cameras were very limited in their capabilities and effectiveness,” says Brad Kyzer, the organization's loss prevention specialist. At each location, ComSurv installed a Mobotix M24 Allround outdoor camera 14 feet from the ground and 10 feet from the start of the donations awning. The camera comes with a fixed 43mm lens that captures the entire drop-off area. A 16GB MicroSD card inside each camera records the images and plays them back offsite. The cameras also feature two-way audio support. “We used the decentralized Mobotix system in order for them to be able to capture necessary quality video without the need for an entire overhaul of the system. They can keep their analog system and also be able to capture license plates of vehicles stopping on every donation area,” says ComSurv CEO Jose Noy. A month after the first cameras were installed there were two theft attempts in which clear footage was provided to local authorities that led to the immediate arrest of four individuals. Plus, police were able to recoup more than $1,100 in donations. (The complete case study of this project plus an exclusive photo gallery can be viewed at

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eo verification of intrusion alarms. Technology is now available to help dealers minimize false police dispatches. “Cordless, wireless video alarms — I’ll call them standalone video alarm systems, or even standalone video intrusion alarms — are becoming increasingly valuable because law enforcement is giving higher priority response to alarms that are verified because they are treating them like a crime in progress,” says Keith Jentoft, president of RSI-Videofied. “These systems are inexpensive; they compete with a standard system.” There is an increasing body of deployments of this technology that has not only decreased false alarms but also helped put more perpetrators behind bars. Suitable for indoors or outdoors, this particular solution combines a compact camera and a PIR motion sensor so when activity is detected, surveillance footage is captured. “When an intruder trips it, the PIR is the switch for the camera and it takes a 10-second video clip of what caused the alarm,” says Jentoft. “The alarm and video clip of what caused it are sent to the central station over the cell network, so the monitoring person can see why they had an alarm and dispatch differently. What happens is you have a virtual eyewitness to a crime in progress, so of course, cops come faster.” With the price point dropping in the past 18 months to where this video verification is now applicable to residential as well as commercial/industrial customers, Jentoft sees a great opportunity for dealers. “I would look at upselling verification to your existing customers,” he says. “We have an upgrade kit that you can provide both video and a cell upgrade to an existing system. So as people are getting rid of their phone lines, the dealers are having attrition issues because if you get rid of your phone lines, your system doesn’t work. Now you can get rid of your phone line and upgrade your system to video with cell backup using the cell network.” ■

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FIND IT ON THE WEB F To T o read the entire interviews of the experts featured in this article, check out the Under fe Surveillance blog at www.securitysales. com/blog/under-surveillance.aspx. • JANUARY 2011 53

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Solution Add


Moon Security Services equips a Washington high school with addressable fire alarm detection. During the extensive installation, the integrator overcame voltage challenges due to extreme distances, plus issues with synchronizing strobes and other devices. Included, an education market specialist tells how to cultivate that business.


By Rodney Bosch

o resolve overcrowding at its only high school, Pasco School District in Pasco, Wash., completed construction of a $72 million high school in time to welcome students for the current school year. Situated on 80 acres in southern Washington, Chiawana High and its student body and staff are now protected by an advanced fire/life-safety solution that has been provided by Moon Security Services Inc., which is also based in Pasco. The newly minted, 325,000-square-foot Chiawana High School features stateof-the-art classroom and extracurricular facilities that serve 1,600 students in grades 9-11. The school will eventually accommodate 2,000 students with the first senior class graduating in 2011. With an emphasis to keep operational and maintenance costs down and meet requirements for a scalable solution, the systems integrator selected an advanced intelligent analog addressable fire alarm solution for its client. While working with the latest fire alarm technology offered newfound efficiencies, the integrator nevertheless had to contend with multiple challenges. Because the expansive size of the campus, the integrator had to overcame extreme distance issues in order to supply proper voltage to strobes and other devices, as well as synching all of the peripherals.

Inaugural FACP Installation Moon Security, a large full-service regional provider of security and fire/life-safety solutions, initially won the bid for the high school project in June 2007. While the specification was originally written for the district by a Seattle-based architect

firm, Moon Security Project Manager Robert Fleshman would ultimately redesign the solution and take advantage of the latest fire alarm technology from Silent Knight by Honeywell. Moon Security, which is a Silent Knight Farenhyt Engineered Systems Distributor (ESD), selected the IFP2000 fire alarm system. Notably, Silent Knight received UL approval for the IFP-2000 just prior to Moon Security launching the project, giving Chiawana High the distinction of receiving the first deployment of the sophisticated solution. The IFP-2000 fire alarm control panel (FACP) includes a built-in synchronizing line circuit (SLC) that can support 159 Intelligent Device Protocol (IDP) sensors and 159 IDP modules. Additional SLC loops can be added using expanders, increasing capacity to a maximum of 636 points per panel.

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For Chiawana High, Moon Security expanded the number of SLC devices by deploying the IFP-2000 and a RPS2000 panel side-by-side in a central location, plus an additional seven RPS1000 intelligent power modules spread throughout the campus. The school’s IFP-2000 solution supports two remote annunciators for viewing event information and nearly 1,000 SLC devices, including pull stations, heat sensors, smoke detectors and beam smoke detectors for large areas with high ceilings. As is standard practice at many schools, the pull stations include a cover that sounds a local alarm to prevent tampering by students. With a total installation cost of about $150,000, Moon Security utilized subcontractors to perform sprinkler, elevator recall and electrical duties. The entire system is monitored offsite by Moon Security’s UL-Listed central station, and the company is also responsible for all system maintenance and testing. Contracting these services with Moon Security has offered the end user multiple value-add benefits.

ry Chiawana High School. Add to that a large gymnasium with multiple basketball courts and other indoor sports facilities, a performing arts theater, a student commons area, a library and assorted administration offices. Indeed, it’s a long, long way across the total expanse of the campus: Chiawana High registers as the largest school in Washington. And as any fire/ life-safety professional can appreciate, the distances between some locations on campus and the main FACP are extreme. Voltage drop and correct power supply become immediate concerns. “Obviously you can’t have a notification appliance circuit [NAC] that’s 27 volts and will be only 6 volts by the time it reaches the end,” says Fleshman. “The distance issue for both the initia-

Moon Security Services Project Manager Robert Fleshman redesigned an original fire/lifesafety specification, electing to install an intelligent addressable fire alarm system by Silent Knight. Moon Security installed, programmed and tested the head-end equipment, all of which consumed about 200 man-hours.

“For more cost-effective operations and maintenance, we’ve moved toward remote monitoring and maintenance of our fire and security systems,” says Tom Brandon, project manager for the school district. “When something can be corrected offsite, it is much less expensive and safer than waiting 24 hours for maintenance personnel to come to the school.”

Overcoming Distance Challenges Visualize a capital ‘E’ laying flat on its back and you’ll have a good idea of the architectural shape of the two-sto-

tion devices, which are on the SLC, and all of the stuff on the NAC circuits, is a real significant challenge when you get out on that kind of distance.” The IFP-2000 is a distributed network panel equipped with S-bus modules, which allows it to communicate with the subpanels, SLC expanders and the NAC expander power supplies. “We distributed these power supplies with the expanders in strategic locations throughout the school. Now instead of an 800-yard piece of wire when we go out to the end-of-line on a horn • JANUARY 2011 55

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strobe, it’s only 200-300 feet or even less, like 100 feet,” Fleshman explains. The same result is achieved with input devices since the SLC is talking to these addressable devices in the field. Because the devices are only a couple hundred feet or less away from its power source, voltage drop is nonexistent. “That also speeds up your communications process so when a smoke detector goes off or a pull station is activated, whatever, that signal arrives at the fire alarm panel in 2 seconds at the most,

and more like a half-second,” Fleshman says. “Whereas if you have a real long run with a whole bunch of stuff on it, you’re communications time can be 6 to 8 seconds.” To further detail the installation, located in every other wing on each floor, the RPS-1000 intelligent power modules ensure distance limitations are mitigated and that devices do not exceed 50 percent of the voltage drop allowance. “Because this system is scalable, we were able to connect additional pow-

er modules throughout the school and expand the number of devices without worrying about distance limitations,” explains Fleshman. “That makes for a more reliable system while also allowing us to scale back the power for energy efficiency.”

Synchronizing Is No Small Notion Moon Security installed, programmed and tested the head-end equipment, all of which consumed Continued on page 61

◗ How to Tap Into the Education Market


SSI recently spoke with Beverly Vigue, vice president of education markets for Ingersoll Rand (IR), a provider of access control, mass communication and other electronic security solutions. In the following interview, Vigue discusses the challenges and opportunities for systems integrators working this dynamic vertical market.

Apprise key trends in the education market as you see them right now. When you talk about education there is higher education and there is K-12. If you look at the K-12 market, I think the biggest buzzwords are lockdown, either mechanical or electronic. You have student tracking. Schools want to know where the kids are when they get on the bus, when they get off the bus, and student attendance — is every child sitting in a seat? There’s money that comes back to that school district [based on student attendance]. Next is visitor management because of the Jessica Lunsford Act. Almost all the states in the union have legislation pending that says in the case of the K-12 environment, if you have a workman, for instance, who goes onto the campus you have to make sure they are not in the sexual predator database. Those are the big pieces of the pie, I would say. The problem is you have more than $400 million worth of deferred maintenance that nobody can afford to take care of. How do you find funds to do the things that you need to do, especially in security, be it mechanical or electronic?

The perception among some integrators has been that K-12 was one of the hottest markets, but some of the funding dried up. What challenges does that present today? This deferred maintenance is where schools are getting into a lot of trouble because they don’t have money to do the simple things. There are four basic things: I’ve got to close the door, I’ve got to latch the door, I’ve got to control my access, and I can’t compromise my safety to do all of that in a regular school building. Yet they’re deferring regular maintenance, so then someone has to go around and make sure all the doors are closed and latched. They don’t have the manpower to do that. How can we help them? The only way we see that is by getting them to understand where they can get the money from the federal government through grants. I don’t think it’s going to get any easier in 2011. What can you recommend to integrators to help them be successful in the education market? Understand first which schools are going to have funding and which ones are not. Who’s going

to make the decisions? Is it at the school board level? Is it the principal? Every single district will be different, right? You really have to understand your territory before you start calling on anybody. I think a lot of us just call whomever we’re comfortable calling on and we don’t care for that sales call and understand what the user’s needs are. Maybe a particular school is already 100-percent fine and hasn’t had any incidents, so why are we trying to reach out to them? The big thing is it’s not going to be new construction. It has to be aftermarket. New construction has really dried up. I think being prepared, understanding what’s happening in my district, understanding who has the money, and if there is a need come in prepared to talk about where they can find the funding. I see that as one of the failings throughout our entire industry is that we never really prepare for the call the way we should. Is it even more complex in the higher education market to identify the decision maker? On a college campus we find that there might be five different budgets around the campus and they might have three access control systems — the academic building has something and maybe the athletic facility has something else. It just depends on who is controlling all of that. As an integrator, if you are trying to pull all of that together then you have to have all of those deci-

sion makers, all the politics around the table and get them to agree on the direction they really need to go. Then you have to say if I have two or three head-end systems, are they having problems with them? Do they have a one-card solution? There’s so many different things that they have to do. As a dealer, am I tied into a one-card provider? Am I working with somebody who already does the vending, already does the laundry and will that one card operate in my access control system. It’s a lot of things to consider. There are going to be challenges on the funding side, but what growth do you foresee these markets moving forward? We’re looking forward to having an uptick in 2012. It is going to be steady. We see community colleges are the ones that are exploding right now. That marketplace is exploding because of the number of older people going back to school, and younger people who would have gone to a four-year school but have parents who are saying, ‘Whoa, I can’t afford that, you’re going to go to a community college and you’re going to stay at home.’ These community college campuses are going to have to expand. So they’re going to get funding through increased tuition, not a lot, but there is tuition. They have to find innovative ways to create revenue, but I think community colleges is going to be a big opportunity.

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Ad Index

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AES Corporation .............................................................................39


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


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


Kirshenbaum & Kirshenbaum, PC .................................................58


Aiphone Corporation .......................................................................41


Minuteman Power Technologies.....................................................23


All American Monitoring ...................................................................5


Monitronics ......................................................................................31


Altronix .............................................................................................53


National Monitoring Center (NMC) ...............................................15


Arecont Vision ........................................................................... 34-35


Nissan Commercial Vehicles ...........................................................17


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


NVT .....................................................................................................3


Bolide Technology Group ..................................................................7


Optex America, Inc. .........................................................................47


Chamberlain Group, Inc..................................................................33


Panasonic System Solutions Company ..........................................19

Code Blue Corp. ...............................................................................51


Schlage .............................................................................................25


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


Security Central ...............................................................................57


EasyLobby, Inc. ................................................................................45


Security Door Controls ......................................................................6


EMERgency24 ................................................................................ C3


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


Fike Alarm Systems ........................................................................ 48


SSI - Digital Edition .........................................................................53

FireNetOnline ..................................................................................58


SSI - PDQ......................................................................................... 65

HID Global .......................................................................................37


SSI - Sammy’s...................................................................................63

HIKVISION ......................................................................................49


Video Insight ................................................................................... 21



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



Sales.......................................Residential/Commercial............................................$200.00 Monitoring .............................Residential/Commercial............................................$200.00 Service....................................Residential/Commercial............................................$200.00 Lease.......................................................................................................................$200.00 Commercial: includes supplemental rider for add ons and to increase limitation of liability All-in-One (Not available in all states)......................................................................$600.00 Sales, Monitoring , Service Contracts (one contract) Residential/Commercial Disclaimer Notice....................................................................................................$175.00 (Additional Equipment Systems & Service, VOIP Disclaimer Notice) Access Control Administration & Service Contract................................................ $375.00 Audio/Video ............................................................................................................ $375.00 Fire Alarm Sale & Installation - Commercial ........................................................$375.00 Fire Alarm Monitoring Commercial fire alarm monitoring.....................................$375.00 Fire Inspection Service .......................................................................................... $375.00 Contract For Fire Equipment/Extinguisher/Smoke Detector/Sprinkler & CO Inspection Fire Alarm All-in-One Combines Sales, Installation, Monitoring, Service & Inspection ...............................................................................................$850.00 Fire Alarm Lease - Commercial .............................................................................$375.00 Includes supplemental rider for add ons & to increase limitation liability Standard Fire Alarm Sales /Fire Suppression .......................................................$375.00 Sprinkler Equipment Contract CCTV Sale Sale, Service and Monitoring/Data storage & Monitoring…...................$375.00 ....... .................$ $375 375.00 .00 CCTV Lease Supervisory Equipment Lease..............................................................$375.00 st ................... ......... ...... . ...$37 $3 5.000 NAPCO I See Video® Sales & Installation Contract................................................$375.00 ito tori r Contract..................................................... ................. ...... ......... .. ... .. ........ . ... .. ........ $$375.00 3 .00 375 Remote Video Monitoring Monitoring ugh cen centra trall stat sstation) tation ion)) (through internet access - not throu through central sponse nse Le Lease ase/Sa /Sale le - Con Consum sumer er Use Use.. ............................ .........$20 $200.00 Personal Emergency Respo Response Lease/Sale Consumer Use.................................$200.00 e Ins Instal tallat latio ion, serv r ice,, moni m onitor toring ing.............................. ........... ................. ....$2 $200. 0 00 Residential Lease Installation, service, monitoring.................................................$200.00 ntractor or Agr Agreem eement For su subb or or general g contract actor or..................... r ........................$20 $2 0.00 Sub-Contractor Agreement contractor.......................................$200.00 letio tionn Cert C ertifi ificat cate e........................... ...................... . ............ ..... .......................................$ ..$40.00 Completion Certifi cate...............................................................................................$40.00 mmer mercia ciall & Re Resident tial ial-- use use aft after e instal talla tal lation & eve lat ev ry se servic ce call Commercial Residentialinstallation every service ploy oymen mentt Agre A greeme em ntt Wit W h Rest estric r tivve Coven C nantt............................................. .. ..... $2 200.00 Employment Agreement With Restrictive Covenant.............................................. $200.00 C-1 For Form FFinancial in nci ina ncial a Statement Statemennt .............................................................................. ......................................................................... ..... ...... . . $50.00 $50.0 $50.0 0 0 UCC-1 ntra ral Sta ation ion Co Contr raccts ........................................................................................ ..................................................................................... .. ...... ...... .. . $3 375. 5.00 00 Central Station Contracts $375.00 wayy con ntra ract bet be weenn c/o wee /o ins stalleer & sub bscrib ber, sseparate eparaate for form m wher w heere 3-way contract between installer subscriber, where /o is ssue UL ce ert rtificcate forr inst tallerr c/o issue certificate installer nstal ta lerr Co C ntrrac act............... ...... ................ . ............ . ...... . .......... .. .............................. . ..............$ $375 375.00 00 Installer Contract.....................................................................................................$375.00 Sta atio t nar aryy Guar ua d ““Rent-A-Cop”..............................................................................$375.00 Re ent-A -A-Co -Cop”...... ................... .............................. . ...................... ...... .. ... ...... .......$37 375.0 00 Stationary Guard Tel eleph ephone on Sa Sale les.…..................Comm mmeerciaal or R Re sideential al ........................................ ....................... .. .......... ...... ..... ...... ... $20 $200.0 0.000 Telephone Sales.…................Commercial Residential $200.00 Tel e eph ephone one Se Servic ce ..................Commercial ..................Com Commer me cia ial or or R eside dentia iall ....................................... ................. .......................... $$2 00 000 00. Telephone Service Residential $200.00

Order Industry Approved Alarm Contracts On Our Website at:

Al Colombo’s Safety & Security Blog

On Al Colombo’s Safety & Security Blog you’ll find new, exclusive content related to technology and administrative issues that center on life safety and security. There’s no need to wait until the next magazine issue arrives in your mailbox. ± Winners of the “What’s Wrong With This Picture” ± Questions From the Field, Part 1 & 2 ± Take our Public Camera Poll ± Public Cameras and Public Crimes ± Reader Response to this Blog ± Honor Among Thieves ± For the Love of Technology ± What’s wrong with this picture? (contest) ± Acting as a Team ± Alleged Crimes Catch up to Local Scrap Metal Dealers ± Retailers That Value Initial Sale Above Long-Term Relationships ± Shopping for an Alarm System and More on PINs ± A Word About Passcodes & Passwords

Read it today on Al Colombo’s blog.

Go to:

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Moon Security Services Inc. monitors Chiawana High School’s fire/life-safety solution at its UL-Listed central station and is also responsible for all system maintenance and testing.

about 200 man-hours. Electricians were subcontracted to install the conduit, wiring and assorted field parts, including strobes and horn strobes. While some FACPs require shielded wire for the SLC, Fleshman explains, the IFP-2000 installation only required using TFN control cable, a general purpose cable type. TFN or regular fire cable can be used with the IFP-2000, principally because communications from the S-bus module and SLC are not susceptible to interference from fluorescent lights, motors and the like. Utilizing TFN cable also provided added convenience due to simpler device hook-ups, not to mention lessening the likelihood of post-installation headaches.

“Using shielded wire is fine except that at every splice box and every device, that shield has to be connected correctly and invariably that’s where you find ground faults with the shielded cable,” Fleshman says. “In this installation, the electricians ran the TFN and I instructed them which color wire to use and they followed my suggestions and did great job for us.” For the most part they did anyway. Enter a vexing synchronizing issue. Although the IFP-2000 has a selection to synch various types of strobes from differing manufacturers, Moon Security would learn the electricians had failed to set all of the hundreds of devices to use the same output. “Each particular group of horn strobes needs to be on the same circuit

Among the structures on the new 325,000-square-foot Chiawana High School campus is a large gymnasium, library, performing arts theater and a student commons area, above. The cost for providing an advanced fire/life-safety solution to protect the entire campus totaled about $150,000.

As a standard practice at many campus settings, pull stations located throughout the high school include a cover that sounds a local alarm to prevent tampering by students.

and they need to be synchronized with all the other ones. That was a significant challenge,” Fleshman says. Fleshman and his crew discovered the synchronization issue during pretesting. “If the devices aren’t all set the same it will completely throw off the synchronization. One device would sound different and you’d take a look at it and it wasn’t matching up with the synchronizing,” Fleshman says. After meticulously correcting the output issue, Moon Security moved on to complete the project. Of course, no fire/life-safety installation is truly complete until the fire marshal says all code requirements have been satisfied. Due to the project’s extensive size and breadth, a pair of fire marshals were brought in to confirm Moon Security’s labors and witness testing of the entire system. The fire marshals, along with representatives from the school district and the district’s architect firm, were onsite during the testing phase, which wended through the expanse of the whole school and adjoining buildings. “It went very well, but it did take an entire week to complete the testing,” says Fleshman. “They were all pleased with the outcome.” ■ FIND IT ON THE WEB F The online version of this story includes T aadditional installation photographs, plus a partial list of equipment used in the project. Visit • JANUARY 2011 61

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The Essentials American Dynamics Illustra 400 Series IP Camera Offering H.264 technology at 30 frames per second (fps), the Illustra 400 Series of IP cameras by American Dynamics of Boca Raton, Fla.., part of Tyco Security Products, features 896 X 720 pixel resolution and dynamic bandwidth management, according to the company. Key features of the Illustra 400 include wide dynamic range, 0.2/0.01 lux low light quality, advanced onboard storage up to 32GB, power over Ethernet (PoE)-driven infrared (IR) illuminators, remote management, and a Web-based interface translated into 16 languages.

ComNet Managed PoE Switch

ComNet Communication Networks of Danbury, Conn., adds the ComWorx CWGE2FE8MSPoE, a high capacity managed Ethernet switch that provides power over Ethernet (PoE) to peripheral devices such as IP cameras and video encoders to its ComWorx VL line. The switch makes available eight 10/100TX ports and two 1,000Mbps combination ports that utilize easily interchangeable small form factor pluggable (SFP) devices, such as optical interfaces. All eight ports support the IEE802.3af PoE standard. Two ports are gigabit-configurable for copper, or multimode or single mode optical fiber, selected by optional ComNet SFP modules.

Hoyos EyeSwipeNano Iris Scanner

Approximately the size of a dollar bill, the EyeSwipe-Nano iris scanning access control system by Puerto Rico-based Hoyos Corp. can capture the irises of people from a distance and in motion at a rate of 20 people per minute, according to the company. The product will use the same iris-scanning technology that powers the company’s entire suite of biometrics products. FREEInfo/11252

Corbin Russwin Access 800 WI1 Lockset

Toshiba IK-WD12A 2-Megapixel Camera

Toshiba Surveillance & IP Video of Irvine, Calif., releases the IK-WD12A mini-dome IP camera, which captures 2-megapixel resolution video at up to 30 frames per second, in both MPEG4 and M-JPEG formats for simultaneous real-time monitoring and high-resolution recording. The company maintains that the camera’s flexible design is enhanced by power over Ethernet (PoE) that permits mounting of the camera where electrical power is not available. Featuring a true day/night infrared (IR) cut filter, the IK-WD12A also includes motion detection, alarm recording with E-mail notification, and two-way audio with built-in microphone.

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

The Access 800 WI1 lockset with intelligent Wi-Fi access control by Corbin Russwin of Berlin, Conn., integrates several components, including ANSI/BHMA, Grade 1 hardware, proximity reader and door monitoring, into a single device. Available in cylindrical locks, mortise locks and exit devices, the product does not require wires to run, according to the company. The lockset uses an existing IEEE 802.11 b/g Wi-Fi network and HID 125kHz proximity credentials. Capabilities include real-time alarms.

SECO-LARM SL-S212 12-Inch Flexible LED Strips Irvine, Calif.-based SECO-LARM releases its SL-S212 12-inch flexible LED strips for visual signaling, fence and gate lighting, and stairway lighting. Available in red, white, blue and yellow, each strip is flexible with a peel-off selfadhesive backing. Up to 30 strips can be connected, and each strip can be cut at every three LEDs to accommodate any installation, according to the company. The strips are energy efficient (only 2.4W), have gold-plated connectors and reverse polarity protection.

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Honoring security dealers/integrators that exemplify professionalism in their sales, marketing, business and installation efforts.

Entries are now being accepted. For more information, or email:

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The Essentials Bosch FlexiDome 2X Day/Night Compact Camera

Featuring a 6-50mm varifocal lens, the VDN-498 Series of FlexiDome 2X day/night compact cameras by Bosch Security Systems Inc. of Fairport, N.Y., offer infrared (IR) sensitivity and an IRcorrected lens that ensures they are always in focus, according to the company. Bosch maintains that its 2X-dynamic technology with 20-bit processing is twice the power of conventional cameras and delivers high image quality in all lighting conditions. The camera is able to analyze images pixel-by-pixel using 2Xdynamic technology and wide dynamic range sensors.

Camden Door Controls Request to Exit Switch

Camden Door Controls of Ontario, Canada, presents UL 294-tested request to exit switches for access control systems. Compliant models include CM-30 and CM-300 illuminated switches for applications with low ambient lighting, CM-30EE version (with built-in electronic timer), CM9000 vandal-resistant switches for harsh applications and CM-5085/4085 mushroom push-buttons with adjustable pneumatic (mechanical) timer, the company says. In addition to UL294 compliance, the switch is also tested to UL61058-1, CSAC22.2 and IEC 61058-2-4 standards for electrical safety.

Nissan 2012 NV

Assembled in Canton, Miss., the 2012 Nissan NV (Nissan van) will be available in three models: NV1500, NV2500 HD and NV3500 HD. An available center console offers innovative storage compartments and space to hold binders and a laptop computer. Powered by a 4.0-liter V6 or 5.6-liter V8 engine, the NV features wide cargo floor, square-top wheel-well housings and nearly vertical sidewalls. The cargo area also features a full-length inner panel to prevent cargo from denting the vehicle’s outer skin, according to the automaker.

Yale Real Living Touch-Screen Deadbolt Locks

Lenoir City, Tenn.-based Yale Locks & Hardware, an ASSA ABLOY Group company, adds a touchscreen deadbolt and lever locks to its Real Living portfolio. Available with either a sleek capacitive touchscreen or push-button key pad, the locks include voice-assisted programming in English, Spanish and French, according to the company. Additionally, the product features personalized access-control scenes for up to 250 users, and access to all user programmable settings via Yale’s Control4 user interface.

CNB Intelligent IR Camera

CNB Technology of Long Beach, Calif., releases the CCM-24VF intelligent infrared (IR) camera, which features digital signal processing (DSP) technology. The camera automatically controls the intensity of IR illumination to capture the details of objects in close range, the company says. Equipped with a 1⁄3-inch high sensitivity CCD, the camera, which has a built-in DC iris varifocal lens, features high resolution images of 600TVL, motion detection and RS-485 interface.

AES-7094 IntelliPro Subscriber Accessory Module

The AES-7904 IntelliPro subscriber accessory module by Peabody, Mass.based AES Corp. has been tested for full data communications and now allows for full data capture from the modem II and modem III formats of Bosch/Radionics alarm panels. The module monitors the alarm panel’s digital dialer output. In normal operation, the IntelliPro will also transmit full CID and pulse formats from the alarm panel through the AES-IntelliNet network to the central station for processing, the company says.

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Broadview Security (now ADT) accepts the 2010 PDQ award. Past winners include: Alarm Detection Systems, Altronic Alarms, Brink’s Home Security and Vector Security.

Call for Entries “Promoting Partnerships in Public Safety”


ecurity companies and law enforcement agencies work together as partners, sharing information and communicating frequently to protect public safety and serve their communities. The Security Industry Alarm Coalition (SIAC), False Alarm Reduction Association (FARA), and SECURITY SALES & INTEGRATION created the POLICE DISPATCH QUALITY (PDQ) program to promote cooperative best practices, to reduce unnecessary dispatches and give officers the most complete information when responding to alarms. We are looking for companies that exemplify an all-out effort to reduce false alarms from implementing ECV (Enhanced Call Verification, a.k.a. two-call verification) to utilizing ANSI CP01-compliant control panels, training customers and working closely with law enforcement. The best overall collaboration will be honored with the 6th Annual North American PDQ Award .

• The winning security company will receive $1,000 for hotel and airfare to attend June’s Electronic Security Expo (ESX) in Charlotte, N.C., and will participate in the award ceremony. • Monitoring and/or installing alarm dealers in the U.S. and Canada must mail an application postmarked by Feb. 28, 2011.

• Outstanding program ideas will be featured in SECURITY SALES & INTEGRATION magazine, in security association publications and their Web sites, and at ESX 2011.

• Security companies and local police officials should meet now to form partnerships in public safety.



Download an application and the judging criteria package at • SS1equip.indd 65 SS1110pdqfpha.indd 1

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847-955-2345 • JANUARY 2011

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The Big Idea

Scandal Shows Need for Quality Association Volunteers IDEA of the Month

By Ron Davis

If you had just one really great idea you could share with the alarm industry, what would it be? This month’s great idea comes from Chet Donati, president of the Illinois Electronic Security Association (IESA).

Donati’s great idea: Put safeguards in place to make certain internal unlawful behavior is not allowed to proliferate and continue unnoticed.


ometimes bad things indiscriminately happen to good people. Case in point, this month’s column was to feature industry veteran Chet Donati sharing a really great idea having to do with taking care of central station customers. As an alternative I would like to bring up how Donati, in his role as president of the Illinois Electronic Security Association (IESA), handled a recent embezzlement scandal that resulted in the association suffering a significant financial loss. The greater context here is to provide stimulus for considering the vital role volunteers play in service to the industry. In the wake of the IESA scandal, allegedly perpetrated by its former executive director, the question on many people’s minds is “Chet, the scandal happened on your watch. What advice do you have for other alarm associations so they don’t fall prey to similar criminal behavior?” A little background about Donati is in order before we continue further.

Simply, he is a quintessential alarm guy, top to bottom. Donati started out his professional life as a cop, then decided to stop chasing the bad guys and help catch them. To that end he launched an alarm company — Midlothian, Ill.-based DMC Security Services, located near Chicago. Through the years Donati has led his company to significant growth, specializing in burglar and fire alarms, access control, CCTV, private investigations and pre-employment screening. Along with his IESA responsibilities, Donati is active in both the Central Station Alarm Association (CSAA) and the Electronic Security Association (ESA). The question I posed to Donati sparked this month’s great idea. He also went on to explain the importance of assembling a strong board with members who can help you foresee some of the unexpected, clandestine events that may be taking place. And, significantly, review everything that comes across your desk regarding the association or organization, Donati says.

Let’s take it one step further. Today’s state and regional associations are becoming more and more necessary within the framework of the alarm industry. I was talking to Donati about this subject while he was on his way to a meeting in a Chicago suburb that’s starting to offer fire alarm monitoring services (not a good thing for our industry, but I digress!) First of all, if you ever decide to serve as an officer in an association be sure to explore and understand the reasons and motivations for doing so. Usually, these start off as personal aspirations to serve and give back to the industry. That is all highly admirable. But you’ll also want to make sure you have the intestinal fortitude and skills necessary to constructively contend with adversity. As many association executives can attest, when everything goes right, everyone else gets the credit. When everything goes wrong, the president takes the blame. Here is the rub: This industry can little afford not to have quality volunteers. It can’t afford to burn out those who do serve with dedication. I would like all readers to consider the following: Ask yourself not so much what your association leaders can do for you. Rather, what abilities do you have to offer that would help the association further grow and enhance value to its members? Come up with a positive answer to that one and you’ll have come a long way to contributing to the industry. ■ Ron Davis is President of Davis Mergers and Acquisitions Group Inc., formerly Davis Marketing Group. Also known as The Graybeards, the company is active in acquisitions and mergers exclusively in the alarm business. • JANUARY 2011 67

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Some Brink’s Dealers Don’t Have Broad View of ADT Editor’s Note: SSI is pleased to welcome renowned security industry attorney and legal expert Ken Kirschenbaum to its group of esteemed columnists. Ken is also a member of SSI’s Industry Hall of Fame.


By Ken Kirschenbaum

Brink’s, or any other program for that s many of you know, erything from equipment, ads, truck letmatter, may not have considered what the Brink’s Home tering, stationary, etc. happens when the deal doesn’t work Security AuthoThen came ADT. Of course there out and terminates. Certainly none rized Dealer Prowas instant name recognition, but not thought they would be out of business gram changed names after a long run all dealers were pleased with the ADT and unable to enter the alarm busiand became Broadview. Shortly after brand or reputation. ADT relied on the ness in their hometown (I’m not sure weathering that adjustment, BroadBrink’s dealer agreement to negotiate Brink’s restriction is that limited). view sold to ADT. The transition has its way with dealers. But I approached the issue with a difplaced many of those dealers in a The Brink’s dealer agreement, howferent view. What exactly was the dealer quandary. Let’s take a closer look. ever, does not appear to have any proagreement all about? The answer may Some of the dealers were welcomed vision that permits the change in tradesurprise you, or may seem obvious. to the ADT program, others were rejectmark. There is nothing I read that ed. Some, I assume, resisted bepermitted the Brink’s dealer procoming ADT dealers. All of them, gram to call itself something else. Of course there was instant The dealer agreement licenses at least those who contacted me, name recognition, but not all the Brink’s mark to the dealer. were faced with restrictive covedealers were pleased with the It does not license any mark the nants in the Brink’s dealer agreeADT brand or reputation. ADT program decides to use. ment that prohibited the dealer relied on the Brink’s dealer from soliciting the subscribers sold I concluded that the Brink’s agreement to negotiate its change to Broadview and then to Brink’s or Broadview, and also way with dealers. to ADT renders the contract unrestricting the dealer from competing in the alarm business. enforceable by ADT; the dealers The Brink’s dealer agreement grantCan ADT hold the Brink’s/Broadwould be released from their obligaed the dealer the right to use the Brink’s view dealer to the Brink’s dealer agreetion and any provisions in the agreetrademark. The dealer was required ment and enforce the restrictive covment. I believe ADT could still prevent to use the mark in an approved way; enants? Analysis of the law dealing dealers from soliciting the accounts all equipment was to have the mark, with restrictive covenants would sugsold to Brink’s/Broadview, but that’s and equipment had to be approved. gest that those provisions are enforcebecause the law implies a restriction Of course, the attraction to the Brink’s able, particularly a provision that proin that situation, not because of the dealer program was the high recognihibits a dealer from soliciting the very contract in place. tion that the Brink’s name had. The fasubscribers that were sold to Brink’s. Before you run and rely on this admous trademark seemed to blend well Courts in different states interpret vice, keep in mind that I read only with security systems. But Broadview and enforce restrictive covenants in the agreements sent by a few dealhad no such name recognition, and different ways, some holding to the ers; there may be other agreements in only a well financed and planned marsanctity of contracts and others conplace. Have your own attorney read keting campaign could help transform sidering the needs of the restricted the agreement and advise you. ■ an otherwise nondescriptive name into employee to earn a living balanced Ken Kirschenbaum is managing partner in the law firm Kirschenbaum & Kirschenbaum, where his daughter, a high recognition brand. The transition against the entitlement of the employJennifer, is also a partner. The opinions expressed in this column are not necescould not have been easy for the dealer/buyer to protect its business insarily those of SSI. The content is intended to be ers. New names had to be used on evterests. Dealers that signed up with informational and not taken as legal advice.

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

Legal Briefing

68 • JANUARY 2011

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Does That New Central Station Have Your Best Interests in Mind?

If your accounts were recently sold to another central station, protect your recurring revenue and switch to EMERgency24 Dealer-Friendly Contracts Q Maintain complete account ownership Q No forfeiture for late payments Q Cancel accounts with no obligations or cost Financial Stability Q No staffing cut-backs Q Continued investment in technology Q New headquarters in 2009 Q Fifth branch location in 2010 Full Line of Monitoring Services Q Fire and Burglary Q Personal Emergency Response Service Q Video, Two-Way, Internet and more A Higher Level of Service Q In-house electrical, telecom and software engineers Q Free newsletters and custom literature for end-users Q Free sales leads from multiple Internet sites

EMERgency24 has helped independent alarm dealers achieve success since 1967. We realize dealers spend decades building their account base to produce a reliable source of revenue. We also understand a dealer's frustration when these accounts are then sold to another company and they had absolutely no say in the deal whatsoever. If this has happened to your accounts and you are concerned about a decline in service, switch to EMERgency24. For more information on how to move your recently sold accounts, call the EMERgency24 Sales Department at 1-800-800-3624 today.

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1/4/11 7:17:21 AM 10/6/09 12:56:04 PM

the perfect Rx

Honeywell Prescribes Pro-Watch® to Secure Major Teaching Hospital Jersey Shore University Medical Center has a solid reputation for providing the most advanced healthcare in central New Jersey. With hundreds of people coming and going daily on the 26-acre campus, Jersey Shore needed a security solution that would integrate seamlessly with the CCTV and the infant abduction systems already in place. They turned to integrator Service Works, Inc. to install Honeywell’s Pro-Watch® security management system to protect their students, staff and patients. Now Jersey Shore can teach and serve the community knowing that its fully integrated access control, digital video and intrusion systems are in place to protect everyone on campus.

For additional information, please call 1-800-323-4576 or visit to learn how Honeywell security solutions can cure your companyʼs security needs. Pictured from left: Steve Govel, President, Service Works, Inc. and Doug Amici, Project Manager, Service Works, Inc. © 2011 Honeywell International Inc. All rights reserved.

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SSI January 2011  

January 2011 - Security Sales & Integration, technology & business resource for the professional systems integrator

SSI January 2011  

January 2011 - Security Sales & Integration, technology & business resource for the professional systems integrator