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Integrator of the Year

Marcomm Systems Group accepts its award in the good company of friends and colleagues p. 18

Where’s the fire?

How to design and support an effective mass notification system p. 24

Q&A with JP Lapointe Honeywell Security Group’s new general manager for Canada on emerging technologies p. 30 The Garr family, Aaron, Rachel and Josh, learned from their father Howard what it takes to run a successful alarm business. A.P.I. is one of many Canadian security businesses that are being run by multiple generations

A family affair

p.27

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p.28

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owner has passed down the knowledge and unning a successful business has many wisdom that underlay their own achieverewards. ment. Technical expertise and skills are essenOne of the greatest of these is the tial, of course. But — as the experience of the knowledge that, in time, a son or daughter following families illustrates — parents are will take up the reins and lead a flourishing often just as concerned to instill lessons in company into the future. business ethics and sheer hard work. Whether that next generation succeeds L_6100CNA_D_key to success_SPT_BannerAD_Canada 11/8/13 10:30 depends a great deal on how effectively an AM Page 1 Continued on p.22

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Contents November/December 2013

www.sptnews.ca Departments

Features 22 A family affair

4 Editor’s Letter 6 Line Card 30 Q&A

Some of the most effective security businesses in Canada have been managed by multiple generations

Jean-Pierre Lapointe, general manager, Canada, Honeywell Security Group

By Linda Johnson

Columns 10 Fast Forward

Get in on the ground floor

By Steve Bocking

16 Lessons Learned

Features 14 Innovation Zone

A taxing situation

By Victor Harding

20 CANASA Update

24 Where’s the fire?

A new president takes the reins

Why fire technology makes for an effective mass communications tool

A showcase of some of the latest and greatest products featured at Security Canada Central

By JF Champagne

By Jason Falbo and David Sylvester

network 26 Thermal camera

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Find these products and more at our online buyer’s guide www.securitypages.ca

The premiere edition of SP&T News’ Product Focus features March Networks’ NVRs, Vicon encoders and Linear high-resolution analogue cameras

http://www.sptnews.ca/Videos

@ www.twitter.com/SecurityEd

Integrator Roundtable Part 3: Transitions

Product Focus:

Looking for the latest IP camera? What about a new managed access control system?

SP&T News recently held a roundtable with representatives from leading Canadian integration firms. The third topic discussed was customer expectations

http://www.sptnews.ca/Videos @SecurityEd • November/December 2013 3

EDITOR’S LETTER

By Neil Sutton

In praise of the end user Why vendors should give their customers a voice in product planning

hen I attend conferences, people hand me things. A lot of things. That, of course, is true for most people who attend trade shows, but it’s especially true for journalists. Not only are we plied with candy, pens, stress balls and keyrings, but we are handed press materials by the bucketload. Mercifully, the days of paper folders stuffed with photocopied press releases are mostly behind us; most vendors prefer to hand out media kits on USB sticks. But the odd paper folder still seems to make it into my luggage. At the ASIS International conference, held this September in Chicago, I picked up a folder from the Honeywell booth with the words “Your Opinion Matters, Join The HIS End Users Committee” written across the front. Inside is information about the committee, an invitation to join and a list of two dozen people who already have. Their backgrounds are diverse — everything from correctional facilities to a cereal company. I met with one of their members, Rudy Wolter, director of North American security and investigations at Citigroup, while at the show. Wolter was candid about his involvement in the committee, convinced of the significance of the end user’s input in product development. He made a great case. There really is no downside to seeking the opinions of the user community and drawing on their knowledge to fine-tune the feature sets of future product releases. It’s the rare occasion when the phrase “win-win,” which is typically used in marketing puffery,

actually fits, but here it does. Certainly, a user may be looking for something that just isn’t possible, and a vendor may have to come back with a more viable alternative, but somewhere in the middle lies genuine product improvement. What impressed me was that Wolter was camped out at the Honeywell booth, eager and willing to share his time. Other vendors would benefit from a similar presence. Not someone who’s there to sing the praises of a particular company, but a person with a vested interest in making a product actually do what they want it to do. Of course, other security companies have their own user groups, but they tend to be more cloistered affairs. Perhaps there’s a reluctance to have a person present who knows how the sausage is made but isn’t on the payroll of the company that made it. End users can be an unpredictable lot, I suppose, and you can’t expect them to always tow the line. But I think it behooves a company to not only have a user group (and listen to them) but allow their voices to be heard outside the walls of the board room. As the security industry becomes more interconnected, with vendors hooking into each others’ products and producing modules than allow for more interoperability, the voice of the end user is more important than ever. Certainly, there are beta testers, quality assurance managers and focus groups out there, but sometimes it takes the informed opinion of an outsider to help a company make its next great leap forward.

“There really is no downside to seeking the opinions of the user community and drawing on their knowledge.”

@SecurityEd

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Your Partner in Securing Canada Security Products & Technology News is published 8 times in 2013 by Annex Business Media. Its primary purpose is to serve as an information resource to installers, resellers and specifiers working within the security and/or related industries. Editorial information is reported in a concise, accurate and unbiased manner on security products, systems and services, as well as on product areas related to the security industry. Feature articles and all other types of newsworthy submissions should be forwarded to the Editor for consideration via mail, e-mail or fax (all listed below). These should be written to reflect the interests of professionals serving the Canadian protection industry.

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EDITORIAL ADVISORY BOARD Carlo Di Leo, Double Vision Group Colin Doe, Veridin Systems Canada Anna Duplicki, LANVAC Travis Firth, Tyco Security Products Mike Jagger, Provident Security Carl Jorgensen, Titan Products Group Bob Moore, Axis Communications Tom Richards, Lionsafe Security Paul Swan, Tri-Ed Distribution Josh Weidman, Ingersoll Rand Head Office: 222 Edward Street Aurora, Ont. L4G 1W6 Canada T: 905-727-0077 F: 905-727-0017 PUBLICATION MAIL AGREEMENT #40065710 RETURN UNDELIVERABLE CANADIAN ADDRESSES TO CIRCULATION DEPT. P.O. Box 530, Simcoe ON N3Y 4N5 e-mail – ncuerrier@annexweb.com Printed in Canada ISSN 1482-3217 CIRCULATION e-mail: ncuerrier@annexweb.com Tel: 866-790-6070 ext. 208 • Fax: 877-624-1940 Mail: P.O. Box 530, Simcoe ON N3Y 4N5 SUBSCRIPTION RATES: Canada: $40 + hst/yr, USA: $60/yr and International: $75.00/yr Published 8 times a year

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Axis breaks into access

xis Communications made waves at the recent ASIS International conference in Chicago with the launch of its first access control product, but information on when it might appear in Canada is currently scant. The product in question is the IP-based AXIS A1001 Network Door Controller, which made an appearance at Axis’s booth at the ASIS show, as well as at several of its technology partners. “Bringing product innovation to the physical access control market is a natural step in Axis’ development as there is a strong connection between access control and video surveillance,” says Ray Mauritsson, Axis president and CEO, in a company statement. The door controller is designed to complement the company’s existing portfolio of IP products,

Remembering Dan Draves

ecurity industry veteran Dan Draves (1963-2013) passed away on Oct. 14. Draves enjoyed a 30-year career in security and spent more than a decade working with Reliance Protectron. Draves’ career with Protectron dates back to 2002, when the company acquired the Canadian operations of Protection One. Prior to that, he worked with Rogers CanGard in Vancouver. Dan Draves At Reliance Protectron, he held the positions of operations manager in Toronto and regional manager, central Canada. He was promoted to director, residential installations for Canada, not long before his passing. Reliance Protectron president Daniel Demers says that Draves took on his new role “with a vigour, interest and energy that inspired those managers that reported directly to him, as well as others that had the privilege to work closely with him.” Draves is described by those who knew him as positive, friendly and cheerful. He was well-respected by his industry peers and the customers he served.

SP&T News • www.sptnews.ca

and its open architecture allows it to integrate with other IP video and intrusion detection systems. The product, which includes the web-based AXIS Entry Manager, is described by the company as a “readymade solution” for small and medium-sized installations of approximately 10 doors. The AXIS A1001 has been beta-tested by four major American integrators and is currently slated for a Q4 release in the U.S. only. Axis country manager for Canada Bob Moore acknowledged that “certainly the cat’s out of the bag,” but there is currently no official timeframe for making the product available up here. “Other countries and regions will be considered for secondary launches of the product, but those haven’t been set in stone,” he says. Axis has established itself in recent years as one

of the leading manufacturers of IP video systems and is one of the founders, along with Bosch and Sony, of the ONVIF standards body. The fact that Axis has entered the access control arena caused a stir at the ASIS conference, but Moore points out that the company has a heritage that predates the video surveillance systems it is best known for today. “TCP/IP had just been ratified and [the company founders] saw a future in networking,” says Moore, adding the company was founded in 1984. The first product they came out with was a protocol converter, which allowed two machines to talk to each other. In the 1990s, Axis was known for its print servers. It wasn’t until 1996 that Axis released its first network camera. Axis has not released a roadmap for future access control products, but, says Moore, “We are an IP company. We’re a network company and we’re always looking for other opportunities.”

Lenel, Interlogix fall under single leader

arry Ell recently took on a joint role, looking after both the Lenel and Interlogix UTC brands in Canada as regional vice-president. Ell, formerly Canada sales leader for Interlogix, says that the two existing Canadian sales teams for Interlogix and Lenel are now aligned in a single support structure. The move has been “well received by the channel,” he says, since there will be added support for the brands in Canada. From an end-user perspective, the move is virtually transparent. Larry Ell In Canada, there are now three geographic divisions for Interlogix —

Central, Eastern, Western — handled by three sales managers and one field sales manager. For Lenel, there are two territories: Ontario to the Maritimes and Canada West of Ontario. They are handled by two regional sales managers in Canada with additional support coming from two U.S.-based business development managers. The company is also bringing two field sales engineers on board. A similar restructuring for Lenel and Interlogix has already occurred in the U.S. American sales territories were reduced to three from five. Ell has also inherited Interlogix intrusion brand Verex.

WatchNET reaches agreement with Ingram Micro

ngram Micro recently reached a deal with WatchNET, a Toronto-based manufacturer of surveillance equipment, to distribute its products. WatchNET makes a variety of security solutions including cameras, DVRs, NVRs and storage devices, as well as access control products like controllers and proximity readers. The company began making IP-based products about two year ago, and it seemed like a logical step to get in touch with Ingram Micro, says Erik Jacobsen, WatchNET’s vice-president of sales and of marketing. The two companies met about a year ago and started talking about the possibility of a distribution agreement. “They have a lot of inroads into electronics and the IP world. It seemed a good fit that way,” he says.

Jacobsen estimates that about 60 per cent of WatchNET’s products are now IP-based. He notes there is still a demand for analogue products in the market, but it is “trending towards IP. There’s definitely a change coming.” Roman Dabrowski, senior business development manager, physical security, at Ingram, says the distributor is continuing to sign up more security dealers and resellers — particularly those who see the advantages of IP-based technology and the value of specializing in networking tools and systems. The company is also turning IT resellers on to security systems, many of whom are able to quickly get up to speed on IP solutions. He adds he was impressed by WatchNET, particularly the training centre it operates at its Toronto location.

LINE CARD Tri-Ed forms international alliance

ri-Ed Distribution is a founding member of the International Alliance of Independent Security Distributors, a new group that the company hopes will help increase its presence overseas. International expansion is a logical move for a distributor that has established a strong presence in North America, according to Tri-Ed president and CEO Pat Comunale. The company operates in the U.S., Canada and Puerto Rico through its 65 locations. “For the last several years we’ve been growing our business both organically and through acquisitions,” says Comunale. “Several of our key custom- Pat Comunale ers [have] been asking, Do we have any opportunities overseas?” The answer to that question comes in the form of an alliance between Tri-Ed and Aditya Infotech, an independent security and safety products distributor based in New Delhi, India. The plan, says Comunale, is to add more member companies over time — likeminded independent distributors that can help the alliance extend its international reach. “Instead of passing on opportunities, we’ll be able to refer them to alliance members,” adds Comunale. Tri-Ed has worked with Aditya in the past and shares some common manufacturers for OEM brands.

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The companies, along with other independent security distributors that join the alliance, will share best practices and business opportunities we well as “leverage our purchasing power as though we were a global business,” says Comunale. Each alliance member signs a distribution agreement, but there are limits to the partnership. “Aditya doesn’t have a say in my business and I don’t have a say in (theirs), but we will continue to collaborate and use best practices where we see fit,” explains Comunale. The alliance is considering new members and already has a third in the works. Comunale says the alliance would like to establish a presence in Europe, Africa and Latin America. The power of the group will come from its ability to act as a global entity, he says, adding that manufacturers represented by one of the member organizations will quickly be able to tap into what is potentially a much larger pool. “I think it will be an opportunity for the manufacturers to have a global message as opposed to a regional one,” he says. Comunale says the alliance will communicate regularly and meet in person twice a year at large international security trade shows.

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Avigilon donates equipment to U.S. shelter

ancouver-based Avigilon has announced a donation of a full HD surveillance system to Harbor House of Central Florida, an emergency shelter and community organization for women, men, children and pets who are victims of domestic abuse. The installation took place in October, coinciding with Domestic Violence Awareness Month, a time set aside to recognize the strength of survivors through events and community gatherings across the nation. “Given that many of our residents are escaping dangerous situations, we are very grateful to receive this donation from Avigilon,” says Carol Wick, CEO at Harbor House, in a statement. “The HD surveillance system will vastly improve our security capabilities and increase the feelings of safety and sanctuary at Harbor House. Avigilon’s program is truly making an impact on neighbourhoods and organizations in need.”

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LINE CARD A.P.I. earns ULC certification

A.P.I. Alarm Monitoring, a provider of security monitoring services, has earned the Shared ULC certification for Fire and Burglary monitoring, for its Vancouver monitoring station. “Becoming ULC listed in Vancouver shows our determination to continue our growth and support of our vast dealer network in the lower mainland area and western Canada as a whole,” says Aaron Garr, director of operations, in a statement.

TycoIS partners with Lenel Tyco Integrated Security announced a partnership with Lenel Systems International to provide its customers the Lenel OnGuard Access Control Solution, an enterprise card access solution and upgrade solution for customers of Casi-Rusco. The solution was show-

cased recently by TycoIS at the ASIS International Annual Seminar and Exhibits in Chicago. “This partnership enables an ideal, cost effective migration path for our existing Casi-Rusco customers and adds a highly respected enterprise card access solution to the TycoIS portfolio,” says Jay Hauhn, vice-president, industry relations, TycoIS.

Tri-Ed releases IP catalogue

tion of the 900th interoperable Z-Wave product: an addressable smoke alarm by BRK Brands, the makers of First Alert

branded products. “The Alliance congratulates First Alert for achieving this smart home landmark. American sales territories were reduced to three from five.,” says Z-Wave Alliance chairman Mark Walters.

UTC creates new division Tri-Ed Distribution has released its 2013-2014 IP Product Catalogue, available now at all branches throughout the U.S. and Canada. Dedicated solely to IP video, the catalogue showcases more than 80 pages of products from 50 of the industry’s IP manufacturers.

Z-Wave certifies 900th smart home product The Z-Wave Alliance, an open consortium of global companies that oversees Z-Wave, has announced the certifica-

FAST FORWARD

United Technologies Corp. announced the formation of UTC Building & Industrial Systems, combining Otis Elevator Company and UTC Climate, Controls & Security. It named Geraud Darnis as president and CEO of this new organization. The company says that UTC Building & Industrial Systems will be the world’s largest high-technology building systems provider with more than 120,000 employees, US$29 billion in annual sales and a direct presence in more than 60 countries. The organization’s products

include Otis elevators and escalators; Carrier heating, air-conditioning and refrigeration systems; and fire and security solutions from brands such as Kidde and Chubb.

Access Direct Sales represents Arecont Vision

Access Direct Sales is now representing Arecont Vision in Canada. Access Direct Sales provides representation in all Canadian provinces. “Access Direct Sales is the perfect partner to help Arecont Vision further penetrate the growing Canadian security market demand for IP surveillance solutions,” says Carole Dougan, vice-president, North America sales, Arecont Vision. “With experienced ownership and a knowledgeable team, Access Direct Sales is able to educate distributors, systems integrators, architects and engineers and end user customers how megapixel technology lowers total system cost, improves system performance and delivers superior detail in live and recorded video.”

By Steve Bocking

Get in on the ground floor Why new construction projects mean new opportunities for the motivated integrator

ccording to a 2013 study conducted by Statistics Canada, investment in non-residential construction is expected to reach $178.9 billion this year. To a security integrator, this not only presents an opportunity to generate more large-scale commercial business, but to develop a reputation for designing and installing impressive network-based security systems for Canadian businesses. The fact is, you start with a blank slate. There are requirements set and a budget in place, but using the latest IP security technology to suggest forward-thinking concepts is where an integrator can really make a positive impression.

Think multi-system unification Access control is the obvious need for any new major building, but video surveillance integration is also becoming a standard requirement. Similarly, there is new demand for licence plate recognition (LPR) as well as building management, heating and ventilation, intrusion, flood detection, intercoms,

10 SP&T News • www.sptnews.ca

elevators, etc. Unifying all these security and business systems under a single, easy-to-use platform is a great way to make the lives of operators easier.

Implement application-specific features

ability to offer each tenant their own system privileges to IP access controllers, cameras, video feeds and data within their offices, while only giving building guards access to common areas. Larger buildings might benefit from interactive map capabilities to navigate through 2D or 3D layouts and find cameras quickly. New sites often have good Internet connectivity; smaller sites with less than 10 cameras might be interested in Cloudbased video services. For the integrator, this is an easy installation that provides customers with IP video surveillance at an affordable monthly cost. In the end, these new projects offer a lot more flexibility over analogue-to-IP conversion. Providing the benefits of open architecture and unification right from the onset not only heightens security and improves operational efficiency, but also gives end users the opportunity to innovate and grow for years to come.

Taking full advantage of the latest unified platform will allow for efficient building management. For example, a new building might enjoy having the

Steve Bocking is the business development manager at Genetec (www.genetec.com).

Consider the latest IP hardware With continuous advancement in security technology, customers have their pick when it comes to video surveillance and access control devices. Choosing an open architecture platform will allow you to select from a number of suppliers’ latest HD quality cameras for more sensitive locations, or the latest 360-degree cameras for areas that would benefit from an all-encompassing view, such as a lobby. A new build gives you carteblanche to place IP cameras and door hardware in locations that are best suited for the overall security of the building.

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Applications Arizona casinos track keys

Marine terminal opts for wireless network Penn Terminals, which are privately owned multi-purpose marine terminals on the Eastern Seaboard, were in the market for an IP camera surveillance system to cover an 88-acre perimeter and interior buildings. Among the challenges to competing this installation was placing the IP cameras in the proper positions to cover

At sister properties Casino Arizona and Talking Stick Resort in Scottsdale, Az., Morse Watchmans KeyWatcher key control system stores, controls and tracks keys that are used for access to sensitive and highly secured areas of the casinos where money and chips are held, including the slot department and cages. A KeyWatcher key system is also used by the casinos’ security departments to store and track keys needed throughout the facilities. Key control cabinets will not open until the system verifies that the user has permission for the specific key requested. “We like that we have key accountability and tracking of all keys on-site,” says Roxanne Manwell, access control supervisor. “It alerts us when keys are not turned in correctly and/or are overdue and we can send out the report to the departments for notification purposes.”

very large areas, as well as achieving IR imaging along the river. A wireless network solution from Fluidmesh was deployed to help manage these requirements. “Penn Terminals was interested in using high-performance video and thermal imaging to secure the facility and improve operations,” says Fluidmesh engineer and regional sales manager Alex Clark.

School district links 26 buildings with IP network

Dec. 10-12, 2013 Axis Communications’ Academy Axis Certification Preparation and Fundamentals Training Saskatchewan, Sask. www.axis.com/academy/ca/index.htm Dec. 11, 2013 Canadian Security’s Focus On Series: Campus Sheraton Parkway Richmond Hill, Ont. www.focusonseries.ca

Traverse City Area Public Schools (TCAPS) in Michigan are using Milestone’s XProtect open platform video management software (VMS) as the basis for an integrated security system. Since each school previously had a stand-alone system, the security was upgraded to connect all 26 buildings in the district on one IP network. TCAPS covers 300 square miles over three counties in Central Michigan, with thousands of students, teachers and staff. The increased need to protect them and the valuable public property of its 26 buildings prompted a custom security system to enable monitoring all school activity from a central hub that integrates all security systems in the district into one platform. A total of 685 cameras were set up in TCAPS and 19 monitoring stations were established.

Appointments

Dec. 12 & 13, 2013 Tri-Ed Vancouver Kantech Corporate Edition Certification Training Vancouver, B.C. www.tri-ed.com Dec. 17 & 18, 2013 Tri-Ed Edmonton Kantech Corporate Edition Certification Training Edmonton, Alta. www.tri-ed.com Feb. 2-6, 2014 BICSI Winter Conference & Exhibition Rosen Shingle Creek Resort Orlando, Fla. www.bicsi.org March 18, 2014 APA Ottawa Roadshow 2014 Ottawa Conference Event Centre Ottawa, Ont. www.apainc.ca March 20, 2014 APA Montreal Roadshow 2014 Crowne Plaza Airport Hotel Montreal, Qué. www.apainc.ca April 1-4, 2014 ISC West Sands Expo & Convention Center Las Vegas, Nev. www.iscwest.com April 23, 2014 Security Canada East Sheraton Laval Laval, Que. www.securitycanadaexpo.com

Dan Marston

•

Murray Kreuzer

Dan Marston has been promoted to director, electronic security at Diebold Canada. Marston has been with Diebold for seven years and was formerly national sales manager. In his new role he will oversee all aspects including sales, finance and delivery of operations. Murray Kreuzer is now the western regional sales manager at Kanata, Ont.-based Raytec Systems. Kreuzer was previously an IP Imaging Specialist with Bosch Security Systems. Steve Wolf has been appointed to senior vice-president, sales for the Americas at Kaba Access and Data Systems Americas. Wolf will lead the North American sales

12 SP&T News • www.sptnews.ca

Steve Wolf

•

Chris Nolan

and business development teams responsible for access control, safe locks, embedded access and physical access systems. Chris Nolan has joined Bosch Security Systems in Canada as regional sales manager for Ontario. Nolan brings 15 years of experience in the security industry to his new position. He will work with Bosch’s distributor network and with key accounts to promote the company’s expanded intrusion portfolio, which now features a broader range of products available in Canada. Barix has appointed Ronni Guggenheim as CEO. Guggenheim’s recent leadership roles include Minicom Digital

Ronni Guggenheim

•

Joe Hurst

Signage and ComQi. Barix founder Johannes G. Rietschel has served as CEO of Barix since its inception in 2001, and will remain with the company as executive chairman and CTO. Joe Hurst has been appointed president of DMP International, a privately-held independent manufacturer of intrusion, fire, access control, network and cellular communication products. Prior to joining DMP International, Hurst served in various positions with GE Security including president for Latin America and Asia as well as senior vice-president with the responsibility for Olympic security.

May 8, 2014 Security Canada Alberta Deerfoot Inn & Casino Calgary, Alta. www.securitycanadaexpo.com May 29, 2014 Anixter Showcase Montreal Airport Marriott Montreal, Que. www.anixter.ca June 4, 2014 Security Canada Ottawa Ottawa Conference and Event Centre Ottawa, Ont. www.securitycanadaexpo.com June 25, 2014 Security Canada West River Rock Casino Resort Richmond, B.C. www.securitycanadaexpo.com Sept. 18, 2014 Anixter Showcase Mississauga Convention Centre Mississauga, Ont. www.anixter.ca

The 2013 INNOVATION ZONE line up

Access Control Management Software With a completely redesigned user interface Aurora delivers a new experience that entrenches Keyscan’s commitment to innovation and forwardthinking. Aurora unleashes the expanded power and capability of Keyscan’s new line of access control units. Together, it offers native support for 45,000 credentials (with impressive expansion to 90,000); 10 assigned groups to a single cardholder; multiple credentials assignable to a single user; unlimited user-definable optional fields, an all new communication structure and impressive panel-to-panel global communication. All this and much more make Keyscan Aurora the software solution that will support any small or mid-size access control installation while also exceeding the demands of large-scale access control deployments. Contact us for more information or a demo. Toll Free (Canada/USA): 1-888-KEYSCAN (539-7226).

www.keyscan.ca

Home Connect™ Technology

Kwikset, the leader in residential security, introduces the NEW SmartCode™ 914 deadbolt with Home Connect™ Technology! This deadbolt is a new addition to the SmartCode family, and is the most robust SmartCode lock ever made. The metal housing delivers quality that can be felt for added security and durability. Expanding your security system solution with Home Connect Technology, a Kwikset SmartCode keyless entry lock will talk wirelessly to security and home automation systems via Z-Wave to enhance your customer’s lifestyle.

www.kwikset.com 14 SP&T News • www.sptnews.ca

Integrated Property Management Solutions

Flush Mount Keypads

TX3 Community portal is a web-based property management tool for property developers, managers, and end users alike. Part of Mircom’s TX3 Unified Solution, TX3 Community portal works seamlessly to create a customized building environment that enhances the occupant experience and allows property managers to do what they do best. The TX3 Community platform features: • Occupant details database including parking stall assignment, emergency contact information, access card permissions and ID numbers, and requests for trade services; • Building communications tool including bulletins and notices for fire alarm testing and community news; • Issue awareness and promotion; • Community Watch with a selection of cameras to view common areas such as entrances or parking lots; and • Centralized documents and forms.

www.mircomgroup.com

With selectable stand alone and Wiegand output and an optional plug-in Lazerpoint RF™ 2-channel wireless transmitter, Camden Door Controls’ CM-120 Series take keypad performance to a whole new level. ‘Camden Tough’ flush mount CM-120 series keypads includes CM-120i, indoor model, and the CM-120wV2 outdoor model, featuring a vandal resistant, back lit, metal keypad. All models feature 999 users, fixed or variable 1 – 8 digit code lengths (with up to 10 million possible code combinations), (2) 3 Amp. Form ‘C’ relays, 1 - 255 second time delay, request to exit (REX) input, door contact input, antitailgating, latch mode and global lock out.

www.camdencontrols.com

IP Solution

Network Video

Digital Watchdog’s complete IP solution is a compilation of the state-of-the-art Blackjack™ network video recorders, industry-leading 2.1 and 5 megapixel IP cameras from the MEGApix™ series and the one of a kind DW Spectrum™ IP and analog video management software. DW’s Complete IP Solution shatters the boundaries of conventional surveillance with limitless scalablity, unmatched bandwidth savings and superior image quality.

Optimized for IP surveillance, D-Link WebSmart, EasySmart and SmartPro Switches are now equipped with Auto Surveillance VLAN, which lets you quickly, easily, and automatically create a reliable hybrid network that can handle both data and surveillance traffic. Auto Surveillance VLAN automatically creates a separate VLAN for surveillance traffic and sets QoS for that traffic to high-priority. This allows surveillance traffic to be secure, and ensures that surveillance video continues to stream smoothly and reliably, even during periods of heavy data traffic. Doing this normally requires you to manually add and configure each device to your network. Auto Surveillance VLAN makes this process automatic and configuration-free.

www.digital-watchdog.com

www.dlink.ca

The Canadian Security Association (CANASA) partnered with SP&T News to produce the Innovation Zone — a showcase of new and innovative security products which were featured at the Security Canada Central show in Mississauga, Ont., Oct. 23-24, 2013.

Sarix Professional Range

SECURITRON ICPT

Within the Sarix Professional Range, the Sarix IBP Series bullet cameras feature an autofocus remote zoom lens for wide angle or long range surveillance needs. Additionally, the Sarix IBP Series features advanced color science, a mechanical IR cut filter, and advanced integrated adaptive IR illumination for increased sensitivity in low-light installations. All Sarix Professional cameras integrate with major Securitron uses its expertise in electro-magnetic third-party video management systems through solutions to deliver power in a whole new way. The the Pelco API, and other third-party software PowerJump uses inductive coupling to send energy and systems through the open ONVIF Profile S wirelessly across the door gap to power electrified standard, and they work seamlessly with Pelco locks and latches. Retrofitting electrified locks into video management systems. Features: Up to 5 existing openings just became easier – no core Megapixel (MPx) Resolution; Up to 30 Images per drilling the door. The PowerJump protects your Second (ips) at 1080p; Autofocus Motorized Remote power pathway by making it invisible, eliminating Zoom Lens; Integrated Adaptive IR Illumination; wires across the gap that are vulnerable to Accessible Edge Storage with Micro SDXC Card; vandalism or breakage. Motion Detection and Camera Sabotage Analytics; Operating Temperature from –40° to 50°C (–40° to 122°F); Power over Ethernet (PoE) and 24 VAC Power Input; Compatible with Pelco and Third-Party Video Systems; ONVIF Profile S Conformant; 3-Year Security Pages Ad 11-2013 - 2G & 3G-4G Networks - Final.pdf 1 11/14/13 1:48 PM Warranty and Support.

www.pelco.com

telguard_SPT_Nov.indd 1

www.assaabloy.ca

Wall Mount Rack

The Hammond Wall Mount Rack (HWMR) series was designed to easily mount network equipment in IT environments with limited floor space. Unlike similar racks, Hammond has integrated both depth adjustment and pivoting swing out capabilities in one quality open rack system. Available in 12U, 20U, 24U and 32U rack unit options the HWMR can easily adjusts from 18 to 24 inches in depth to accommodate a wide range of equipment sizes. Canadian made, the HWMR is constructed of 12 and 16 gauge steel and has been tested to nearly double the suggested load rating of 220 pounds.

www.hammondmfg.com

@SecurityEd • November/December 2013 15 2013-11-14 3:15 PM

LINE CARD SECURITY STATS The uncooled thermal security camera market is forecast to see unit shipment growth of 25 per cent over the next five years, close to twice the rate of the CCTV and video surveillance market. Source: IHS

Cloud traffic will represent more than two-thirds of global data centre traffic by 2017 and will grow more than fourfold from 2012 to 2017. Source: Cisco Global Cloud Index

How has home automation changed the residential security market

Opened up the market to new customers

Brought new competitors into the market

6.7%

33.3%

Changed the public perception of home security

13.3%

Still too early to tell what impact it is having

Broadened the range of potential RMR opportunities

13.3%

33.3%

Source: Conducted in Sept./Oct. 2013 on www.sptnews.ca.

LESSONS LEARNED

market watch Company (ticker)

Price (Nov. 7) 52-week low 52-week high

ADT (ADT) $42.63 AlarmForce Ind. (AF.TO) $9.30 Avante Logixx (XX) $0.26 Avigilon Corp. (AVO.TO) $26.20 Checkpoint Systems (CKP) $13.50 Cisco Systems Inc. (CSCO) $23.11 Diebold (DBD) $29.25 Flir (FLIR) $28.22 Gentex (GNTX) $28.46 Honeywell (HON) $85.46 Ingersoll-Rand (IR) $66.59 Johnson Controls (JCI) $46.02 Mace Security (MACE) $0.34 Napco (NSSC) $5.85 Richardson Elec. (RELL) $11.14 ScanSource Inc. (SCSC) $39.76 Stanley (SWK) $81.05 Tyco Int. (TYC) $35.87 United Technologies Corp. (UTX) $107.27 Verint Systems Inc. (VRNT) $35.57 Vicon Industries (VII) $2.98 Viscount Systems (VSYS) $0.08

$38.09 $9.10 $0.04 $9.50 $7.71 $16.68 $27.59 $18.58 $16.13 $58.29 $44.65 $24.75 $0.18 $2.90 $10.61 $25.83 $66.18 $26.17 $74.44 $24.60 $2.33 $0.01

$50.37 $12.60 $0.37 $26.26 $18.25 $26.49 $35.40 $33.81 $31.49 $87.94 $68.93 $47.50 $0.59 $6.40 $12.48 $40.05 $92.76 $36.93 $112.46 $38.34 $3.46 $0.15

By Victor Harding

A taxing situation What are the implications of selling shares of a business versus selling the assets?

met with three different alarm dealers recently, all of which were intent on selling their businesses. Amazingly enough, not one of them knew about the tax benefits of selling shares. By now, every small business owner in Canada should know that they have a one-time capital gains exemption of $800,000 towards the sale of shares of what the Canada Revenue Agency calls a Privately-Controlled Canadian Corporation (PCCC). Every PCCC owner should check with their accountant to ensure that their company qualifies for this tax exemption, but I have yet to be involved with a business that did not. So what does this mean for alarm company owners? If you are looking at just the tax aspects of a deal, it means that on balance, owners should be trying to sell the shares of their company wherever they can. In many cases, if the owner had placed shares in his family members’ hands two years before the planned sale, the owner could get $800,000 of the purchase price tax free for every family member. So what happens if that same owner has sold

16 SP&T News • www.sptnews.ca

“assets”? Here are the tax implications: as a large percentage of the sale price of most alarm companies will likely be the sale of the monitored accounts, the CRA designates this part a sale of goodwill. Accordingly, 50 per cent of the sale price assignable to goodwill will be designated as “eligible capital” and can distributed tax free to the owners. The remaining part of the sale price will be taxable in the company. I have seen this taxed in two different ways. Some companies report it as regular business income and have it taxed at the small business rate in their province (usually 16-19 per cent). Other companies, I think more properly, treat this remaining 50 per cent as a capital gain taxable at 46.2 per cent (Ontario). However, using what is known as the refundable dividend tax, by paying dividends the owner can get a dividend tax credit back to effectively lower his corporate tax rate to the same as the small business tax rate. So far, then, the effective tax rate on selling assets is just 16-19 per cent on half of the purchase price, which is not that great. What really tilts the decision towards selling

shares is, in addition to the tax on the corporation, the owners will still have to pay tax on getting the proceeds out of the company to them. This will involve paying a bonus or dividends. Each is taxed at different rates. Owners should speak to their accountant about which method to use. So why are most deals done as asset deals? Firstly, buyers purchasing shares cannot write off any part of the purchase price. Buyers buying assets can write off the amount of the purchase price pertaining to different tangible assets at the depreciation rate that applies to the asset class being bought. The goodwill portion, which is usually the largest part of an alarm sale, is again considered eligible capital and can be written off at seven per cent declining balance per year. This means that for a buyer, buying assets is better from a tax perspective. Alarm companies owners, however, need to hang tough and hold out for a share sale whenever they can. Victor Harding is the principal of Harding Security Services (www.hardingsecurity.ca).

Peace of mind that your surveillance system is working properly–anytime and anywhere. OpenEye’s ReportStar is a cloud-based health monitoring service that enables you to verify the operation of your OpenEye recorders and cameras. Use ReportStar to review day and night camera images, check system health, view alarm history, or check the remaining recording space on any OpenEye recorder. All your surveillance system’s information is at your fingertips with e-mail and SMS notifications of critical system alerts, periodic system operation summary e-mails, and an online portal to view advanced reports. All OpenEye recorders are ReportStar ready.

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Vancouver Tel 604.257.0800

Edmonton Tel 780.448.0793

Calgary Tel 403.571.6980

Winnipeg Tel 204.697.8743

Scarborough Tel 416.289.2257

Toronto Tel 905.677.8997

Quebec City Tel 418.687.8877

Montreal Tel 514.739.5989

Ottawa Tel 613.733.2279

Halifax Tel 902.481.8743

Special Focus

Integrator of the Year

2013

Integrator of the Year awards gala



Marcomm Systems Group president Dave Trudel accepted the Integrator of the Year Award with humility, thanking his entire team for a tremendous effort



n Oct. 24, Marcomm Systems Group received SP&T News’ Integrator of the Year Award, sponsored by Anixter, for its outstanding work installing a security system for the Toronto Forensic and Coroner’s Complex. Many well-wishers were on hand to help them celebrate the evening.

All smiles are Gary Mistak, senior vice-president, ECS, Anixter; Peter Young, publisher, SP&T News; Dave Trudel, president, Marcomm Systems Group; and Jeff Hofstetter, director of marketing - enterprise cabling and security solutions at Anixter

together we can…

educate

inspire

By supporting Mission 500, you can join the legions of security professionals who are donating their time and resources to help improve the lives of children around the world. Just $35 a month provides food, education and healthcare services to a child in need. A small investment in our collective future. Together with Mission 500 we can make a difference.

 



Samsung Techwin’s Canadian national sales manager Daniel Couillard; Chris Strong, regional security manager, Western Canada, Anixter; and Tom Cook, vice-president sales, North America, Samsung Techwin

Anixter Canada vice-president, security solutions, Allan Smith and Sam Boyajian, regional security and fire sales manager, Johnson Controls

nourish Find out how you can help by emailing us at pr@mission500.org, or calling George Fletcher directly at 305-321-3193.

Enjoying the meet and greet before the awards ceremony are Peter Lintzeris, sales manager, Canada, Milestone Systems; Danny Zavaglia, branch manager Johnson Controls’ security and fire division; and Manuel Nylen, vice-president, field sales, Americas, Milestone Systems

heal

Chris Phillips, security sales specialist, ECS, Anixter; Robert Burns, business development manager at Convergint Technologies; and John Day, sales representative at Contact North

The Security Integrator of the Year Award, sponsored by Anixter, recognizes excellence in Canada’s integrator community

CANASA UPDATE

By JF Champagne

A new president takes the reins ADI’s Philippe Bouchard will lead the new-look board of directors into 2014 and beyond

hanks to our exhibitors, sponsors and attendees Security Canada Central was once again the biggest event of the year for the electronic security industry in

Canada. During the event, we held our Annual General Meeting where we introduced our newly elected Board of Directors and Executive Committee. I am proud to announce that Philippe Bouchard was elected as our National President. Phil is a lifelong supporter of CANASA and longstanding employee at ADI with 17 years of service. He brings to us his enthusiasm and dedication to customer service. Under his leadership, I believe the association will better serve our members, supporters and sponsors. Carl Jorgensen from Titan Products Group moves up from second to first vice-president. Carl has been actively involved in expanding our partnerships with sister associations such as ASIS and has also helped grow CANASA’s presence in Alberta. Newly elected to the executive as second vice-president is Gordie Hebb from Tri-Ed. Based in Halifax he is no stranger

20 SP&T News • www.sptnews.ca Canasa_SPT_June.indd 1

to CANASA, having served on the Atlantic Board for more than 10 years. Reappointed to the Executive Committee are Ontario-based Carol Cairns of Cairn Control Systems as treasurer and B.C.-based Kevin Hincks of Tyco Safety Products as secretary. Both will continue in their respective roles while providing insights from their home provinces. Our outgoing National President, Don Budden of ADT, will continue as our Past President to support the Executive Committee. Under Don’s leadership, we built a very strong organization, equipped with solid structures, policies and new bylaws. We also managed to launch the Canadian Accredited Security Contractor (CASC) Program and set the stage to update our education offering. I suspect that Don will dedicate some of his newfound spare time to support our government relations initiatives. I would like to also acknowledge our new National Board Members: Stu Armour from Affordable Security Systems in B.C.; Neil Jones from Reliance Protectron in Alberta; Wendy Zaporosky from SecurTek in

Saskatchewan; Richard McMullen from FCi and Derek Christian from Keyscan in Ontario; and John Milsom from JonSecure and Colin Armstrong from Armstrong’s National Monitoring both from Atlantic Canada. They will join returning Board members George Robinson from CL2G Consulting in B.C., Chris Strong from Anixter in Alberta, Ellery Demedash from E2 Security in Manitoba as well as Michel Houde from Reliance Protectron and Jean Rho from Technilogic in Quebec. I’m asked from time to time if CANASA is my full-time job! While this may make you smile, to me it is a reminder that I do have the great privilege to work for CANASA (yes, full-time) and its National Board of Directors, and to represent our industry. People who volunteer on our Board and Executive perform their duties, in addition to their regular work, without getting paid. The only compensation we can offer them is our greatest appreciation. Thank you! JF Champagne is the executive director of CANASA (www.canasa.org).

2013-06-24 2:08 PM

Special Focus

SCC 2013

ecurity Canada Central, held Oct. 23-24, 2013, was once again an opportunity for the Canadian security industry to meet, learn about new products and network with friends and colleagues. The conference was

preceded by CANASA’s Monitoring Symposium and also featured the announcement of a new association president, Philippe Bouchard (turn to the CANASA Update column on p.20 for more details).



Joe McCann, owner of Bulldog Fire & Security, accepts a “key to success” award from CANASA executive director JF Champagne, as one of the first seven companies to join the CASC program



(From left): Mike Mahoney, senior engineering manager with David Ito, product manager and Azad Hassan, accounts manager, Mircom Group of Companies

John Frazer, regional sales manager, Western Canada with Alex Grenda, product manager, Rutherford Controls International



 Steve Lubin, national accounts manager, residential access solutions, Canada, Kwikset, provides attendees with some technical information during an Innovation Zone presentation

Joseph Ferenbok, assistant professor at the University of Toronto, provided some keen insights on surveillance and privacy during the CANASA Monitoring Symposium lunch keynote address

Ken Van Der Wetering, Western Canada regional sales representative; Martin Villard, Canadian sales and support representative; Norbert Artur, sales manager, Canada, Aiphone

David Liu, national sales manager, with Archie Mandap, sales engineering manager, Vivotek

@SecurityEd • November/December 2013 21

A family affair

By Linda Johnson

Inheriting a business is no cushy ride. Parents and offspring talk about the transition, and why starting at the bottom is sometimes the best way to reach the top Continued from front page

A.P.I. Monitoring (Concord, Ont.)

The Garrs of A.P.I.: Aaron, Rachel and Josh

Howard Garr, president of A.P.I. Monitoring in Concord, Ont., began bringing his children, Josh, Aaron and Rachel, into the business early on. During junior high school, they went to work evenings and weekends and during summers, learning the business from managers and staff, as well as their father. “They all started from the bottom and had to work their way up: learn each division, how it operated, what everyone did. So they came into the company with complete knowledge of every aspect,” he says. “I expected more from them because they were my children. They had to work harder, they had to

22 SP&T News • www.sptnews.ca

do every job, they had to work long hours and they had to learn the business.” Howard also wanted his children to understand the importance of keeping personal and business lives separate. At the office, they had to remember they were not at home and to conduct themselves in a professional manner. Aaron, director of operations, says their father’s training extended well beyond learning the business. “Family values were always instilled in us and were brought into how we conduct ourselves at work, with staff and customers,” he says. “He taught us that respect is earned, not given, and that work always comes first.” Rachel, administrative director, and Josh, director of sales, both agree parental expectations made the early years more challenging. “I think learning from a stranger would be easier,” Rachel says. “You have less to prove to a stranger. We’re always trying to prove ourselves to our father.” Josh recalls how they always felt pressure to succeed in the business. “We grew up our whole lives with a great role model, and we had a lot of pressure put on us to learn and to achieve. Where our friends would get together and hang out after school, we were expected to show up at the office a couple days a week and start learning the job.”

Damar Security Systems (Sarnia, Ont.)

Chris Currie with his father Dave

Dave Currie, president of Sarnia, Ont.-based Damar Security Systems, was in the security business when his son, Chris, was born. As a child, he often got to see his dad at work. “When he was a little guy, he’d go with me on service calls,” he says, “and as he got older, he got more involved in the business. We had lots of discussions about philosophy and integrity, how to treat customers properly.” At 13, Chris started working summers in the installation service department, learning to perform installations. A few years later, Dave took him to a CANASA training course. “So he had his ATC Level 1 before he started officially to work in the alarm business.”

Dave says he and Chris have always been aware that many second-generation businesses fail, and they’ve worked hard to ensure Damar continues. “His philosophy is like mine: do the right thing for the customer. That’s always worked for me, and I’m sure it will continue to work for him as he goes on his way and I fade into the background,” he says. As he grew up, says Chris, vice-president and IT manager, the sources of knowledge were all around him. He learned a lot by osmosis. “Obviously, there was a lot of shop talk, with mom and dad being the principles of the company. I was constantly immersed in it. If we were out for dinner on a Friday night, they’d be talking business, and I was always listening to that,” he says. Chris also gained much experience and knowledge during the summers he spent working in the installation service department. “I learned a lot from dad, but I also learned a lot from our technicians. One of the benefits of growing up with the technicians is that they knew me from such a young age. I was still the boss’s kid, but they treated me like another technician,” says Chris, who went on to do a three-year college IT program. “I’ve really grown up in the business. Plus, having mum and dad’s knowledge readily available is obviously going to benefit me in the long run,” he says.

want an employee to know. But being your own, you can tell him all aspects of the business because eventually, it will be his,” she says, adding, “maybe you come down on them a little harder because of that.” Colin, branch manager at Armstrong’s station in Moncton, N.B., says his training has been largely on the job. After graduating with a degree in business, he started working as a station operator full-time. “I continued to move up and learn,” he says. He became a station supervisor and then operations manager. In 2010, he transferred from the Dartmouth, N.S., to the Moncton station. “It’s been a hands-on process for me,” he says. “At this point I have a good feel for how the company operates on a day-to-day basis as far as the alarm monitoring goes. And that allows dad to move away from the daily grind.” Colin thinks he learned more about the business because he learned from his family. “You certainly get the truth when you learn from your parents and from the company being in the family,” he says. “They’re going to tell you how it is and how things have to be done, and you work together to make things better. Certainly, learning from a parent is a different experience than learning from a teacher.”

Fontaine Electric (St. Boniface, Man.)

Armstrong’s National Alarm Monitoring (Chipman, N.B.)

Mother and son, Annette and Andre Fontaine

Colin Armstrong and his father Gary

Gary Armstrong, president and owner of Chipman, N.B.-based Armstrong’s National Alarm Monitoring, says his son, Colin, started learning about security as a child. “Colin learned the business from the ground up. He has always been a kid that’s involved in the business,” he says. During high school, Colin worked summers with one of Armstrong’s dealers to learn how to install, manage and repair alarms. Between university terms, he trained as a station operator. Over the years, Gary says, Colin learned a lot from the company’s general manager, Dan Small. “Dan has been with me for 22 years. He plays a big part in our family life — friends forever.” Gary says ethical business practices were what he always wanted to teach his son. “If there was anything I tried to instill, it was to be fair and honest with people and always tell things exactly like they are, to be very upfront with people. If there is an issue, that is the best way to handle it,” he says. Colin’s mother, Jennifer, chief financial officer, says one of the advantages of teaching their son the business is that they can be more open with him. “I don’t think there’s anything you couldn’t say to your own son. There might be things you wouldn’t

Since its founding 100 years ago, Fontaine Electric has been family owned. Today, owner Andre Fontaine marks the fourth generation to lead the St. Boniface, Man.-based company. His mother, Annette, says she and Andre’s father, Robert, who died in 2011, were most concerned to pass on to their son an approach that combined professionalism with understanding and patience. “That was very important, how he treats customers — and his employees. We have employees that have been with us for 35, 40 years,” says Annette, president. “We believed employees should be treated with respect and to listen to them if they have concerns.” Andre’s education in security began in a practical way but quickly expanded to encompass a range of responsibilities. “I’ve been working here since I was old enough to push a broom and clean the back shop. I was always in on the weekends with my father, doing inventory, working on the service vehicles,” he recalls. “He basically treated me as if I was the owner of the business from a young age, and he got me involved in the business end of things early on. We worked on everything together and spoke about everything.” Andre also learned from others in the company. During his apprenticeship as a journeyman electrician, he worked with Ernie Jobin, who has been with Fontaine for almost 40 years. “Ernie taught me and

passed along some of the tricks of the trade.” His parents, Andre says, helped him understand the inner workings of the business and what he calls “the politics of getting things done.” “Most employees wouldn’t understand the process involved in everything from the estimating, meeting the clients, right down to making sure the staff is happy. I had all the cards laid out in front of me,” he says. However, the main lessons he learned from his father, he adds, were about business ethics and running a sustainable company. “He believed the key component of a business is taking care of your employees,” he says. “Take care of your employees, and you’ll be in business a long time.”

Price’s Alarms (Victoria, B.C.)

The Price family: Mother, Peggy, son, Kevin; and father, Bob

Bob and Peggy Price of Victoria, B.C.-based Price’s Alarms never assumed their son, Kevin, would go into security. At university, he studied art and then went to work in film and animation. After about four years, however, he came back to the business and was given a comprehensive training course. “He spent time in the stock room. He spent time out doing sales,” says Bob, president. “We’re a big believer that the next generation has to get its hands dirty. We gave him a year or so to experience the different aspects of the business.” Bob says they wanted to instill in Kevin an understanding that he has to be prepared to do everything he asks employees to do. “You should lead by example. You shouldn’t be afraid to do any of the mundane jobs that have to be done,” he says. Peggy, vice-president of administration, says it was also important for their son to learn that the responsibility for decisions will always come back to him. “Instead of saying, ‘He told me to do it,’ Kevin has to ask questions, collect information, reason out the answer and be willing to stand by that answer. The buck stops with him,” she says. Kevin’s earliest work experience included flipping burgers and handing pamphlets to tourists. But, as soon as he turned 18, he got his security licence and worked a few years as a technician and in service dispatch. Returning to the business, Kevin, vice-president of operations and the fourth generation in the family business, started at ground level. “I was packing boxes and pulling jobs for the techs and worked my way from the inventory and purchasing into sales and service,” he says. Kevin says his father taught him always to be on the lookout for ways to increase quality and efficiency. “He taught me to approach everything with a questioning attitude. As I go from one area to another, I see what’s happening and ask, ‘Is this best practice? Is there any way we can improve it?’” he says. “And we have a very open working relationship, so I never had any issues about asking questions.” Linda Johnson is a freelance writer based in Toronto.

@SecurityEd • November/December 2013 23

Where’’ss the fire? How fire alarm systems can be utilized as a mass notification tool to communicate all types of emergencies By Jason Falbo and David Sylvester

ass notification and emergency communication was first defined in 1997 by the United States Department of Defense (DoD) in an investigative document termed: “Khobar Towers Report.” The report was developed in response to the deadly terrorist bombing of an American Military housing complex in Saudi Arabia in 1996. The report concluded that significant loss of life could have been reduced and even avoided entirely if there were an effective means of alarm and “mass notification” in place at the housing facility. A mass notification system (MNS) provides information and instructions about emergency conditions in a building, area site, or other space. The objective of an MNS is to protect life by indicating the existence of an emergency situation and instructing people on the actions they should take through concise, accurate, timely, and

24 SP&T News • www.sptnews.ca

“The core objective of MNS is to save lives and reduce hardship by providing timely emergency messaging.” well-directed messages. According to recent market research, the global market for mass notification systems is predicted to be $2.41 billion by the end of 2013 and grow to an estimated $6.41 billion in 2018. This article will highlight the advantages of installing a government-recognized UL- 2572 compliant solution.

Getting started When developing an MNS solution, the first step is to perform a risk analysis to determine the technology that is best suited for the facility. Often, the security team provides a list of typical emergency and non-emergency incidents they address throughout the life cycle of their campus. NFPA Standard 1620 defines a

risk analysis as follows: “to characterize the likelihood, vulnerability, and magnitude of incidents associated with natural, technological, and manmade disasters and other emergencies that address scenarios of concern, their probability, and their potential consequences.” The goal is to anticipate and define the circumstances under which a mass notification system shall be utilized to protect lives. Once you have done that, the next step is to establish an appropriate response for any noted incident.

Fire alarm emergency voice communication systems Since mass notification systems provide information and instructions about emergency conditions in real time, the live audio and text message

content typically drives the specific user requirements. As such, both audible and visual signal based emergency communication solutions have been steadily growing in use over the last 40 years. The building code requires that fire alarm systems provide emergency voice communication in lieu of bells or horns in both high-rise and large assembly occupancies. With the development of mass notification, the utilization of the fire alarm emergency voice communication system for incidents other than fire has become prevalent. System integrators now look to UL-2572 compliant solutions when integrating with existing fire alarm system structures. This has come mainly from the need to provide live voice instructions to occupants in buildings, especially for large assembly and high-rise facilities where the uncontrolled evacuation of people creates more risk. Fire-alarm voice evacuation systems evolved from basic paging systems to an integrated emergency voice evacuation broadcast system that is operated from the display and control

What’s Next? • Development of smart messaging algorithms based on human behaviour during emergency situations • Revisions to the Canadian Common Alerting Protocol (C-CAP) as an industry standard for MNS reporting • Adoption of the new CAN/ULC-576 mass notification equipment standard by the local authorities centre located at the Central Alarm and Control Facility (CACF).

ty, power output, and coverage; and • Speaker layout in a facility based on room dimensions and surfaces.

Fire alarm systems integrated with mass notification

Integration advantages

In the late 1990s, and especially in the early 2000s after the terrorist attacks in New York City, the industry focus shifted to providing rapidly disseminating information to mitigate casualties during emergency incidents. Fire alarm systems are required to provide both survivability and emergency operation performance. They are afforded with emergency power and supervised circuits that report off-normal conditions on their system if they occur. Therefore, utilizing fire alarm for mass notification provides a higher level of survivability than just connecting to a disparate computer or VOIP-based telephone system. Fire alarm systems are regulated to provide both signal audibility as well as emergency message intelligibility. This means that when integrating security and IT messaging systems, fire alarm systems provide a higher level of performance. There are many factors that affect the intelligibility in voice messaging design, including: • Reverberation generated by the various surface materials and furnishings of a facility; • Speaker properties such as sensitivi-

Since fire alarm systems must be supervised and wiring faults must be reported, the user confidence in the system performance is ensured. This is especially important when utilizing a fire alarm system for mass notification incident broadcasting. The emergency response team will be confident that the system will operate as intended during the incident. Fire alarm systems are combined with various peripherals such as sensors and speakers which are considered “safe” units. In a safe unit, regulatory testing is performed to ensure that unit construction will withstand the test of time and internal wiring of the unit does not have to be supervised. Safe units are verified with their control equipment through compatibility testing during the manufacturer listing phase, and regularly on-site via system tests and inspections. For example, the National Fire Code of Canada requires monthly operational tests of the fire alarm emergency voice communication systems. Fire alarm systems undergo the most comprehensive laboratory testing to ensure survivability. Examples include:

• Integration of Building Information Modeling and Geospacial Information Systems as applied to emergency response visualization tools • Increase in the use of wireless tactical emergency graphical display systems

• Environmental dynamics: high temperature, low temperature, and high humidity; • Power supply lines transients such as varying nominal, under, and overvoltage inputs to the system; • Enclosures performance tests such as quality construction and resistance to electromagnetic interference; and • Emergency backup battery tests such as the charging circuitry is evaluated for its potential to provide 24-plus hours of battery backup for both lightly and fully loaded system configurations. Fire alarm systems and their realtime operating systems and dedicated firmware also provide sophisticated scheduling options and advanced logic constructs to allow customizable programmability as required. Software is guaranteed to perform in a consistent manner without fault and with predictable timing. The software written for fire alarm control

units often follows standards adopted in other life-safety critical environments including avionics, health care, and nuclear facilities. For the reasons mentioned above, mainly the reliability of the hardware, supervision of all external wiring, well-designed real-time embedded software routines, and system design and programming flexibility, fire alarm systems have become the de-facto platforms for mass notification solutions. The core objective of MNS is to save lives and reduce hardship by providing timely emergency messaging to all intended recipients. Man-made and natural disasters are unavoidable; the key to providing a successful solution is to understand the risks, plan in advance, and leverage proven technology. Jason Falbo is vice-president, engineering and David Sylvester is the director of research and industry affairs at The Mircom Group of Companies (www. mircomgroup.com).

@SecurityEd • November/December 2013 25

Product Previews

The latest in security technology

Thermal network camera Axis Communications

Swing door operator Stanley Security

The D-4990 Low Energy Swing Door Operator is an electromechanical unit designed to provide safe, automatic and/or minimum manual operating force ingress and egress assistance, particularly for entry points with ADA ease of accessibility requirements. The operator opens and closes the door slowly in a controlled format, providing the user – particularly the physically impaired – time to negotiate the entry/exit. The unit incorporates a motorized system to power the door opening cycle through an actuating signal. Included within the assembly is a Stanley D-4550 Heavy-Duty Door Closer.

The AXIS Q1931-E Thermal Network Camera is a bullet-style IP camera that comes out-ofthe-box ready for outdoor installation in harsh environments and tough climates. AXIS Q1931-E is suggested for monitoring of areas where early detection of an intrusion attempt is critical – specifically in complete darkness and challenging conditions – including at industrial facilities, fence lines or railroad tracks. The camera offers high contrast 384x288 resolution thermal images with four available lens options to provide maximum flexibility for different detection ranges and fields of view, extending from 220 m / 240 yd. (50°) to 1800 m / 1970 yd. (6°). AXIS Q1931-E is also the first thermal camera to support Axis’ Corridor Format, which allows the camera to deliver a vertically-oriented, 9:16 portrait field of view.

www.axis.com

DVR lockbox

Video Mount Products The DVR-MB1 Mobile/Rackmount DVR Lockbox is designed for end users who require the flexibility of DVRs being either portable or rack mounted in settings that may be prone to theft or vandalism. Possible applications include: educational transportation fleets and protection and safety first responders looking to protect sensitive information that may be stored on mobile recording devices. Interior dimensions of the lockbox are: 17” W x 13.8” D x 3” H. The DVR lockbox is mountable on left, right, bottom, and rear sides and securing strips are included for mobile applications. The front door can be secured with a key lock.

www.videomount.com

www.stanleysecurity.com

Web-based access control Interlogix

TruPortal 1.5 is a web-based access control solution that offers scalability for small- to mid-sized applications. Designed for organizations needing to protect two to 64 doors, the solution requires no onsite server or software. The product includes a native app for remote-based management using iPad, iPhone and Android phones and offers video capability through integration with TruVision surveillance recorders and cameras.

www.Interlogix.com/truportal

Access management software Quantum Secure

The SAFE Software Suite includes a new reporting engine, while new out-of-the-box templates automate a wide range of security operations. The new, faster reporting engine for the SAFE Software Suite delivers insights by monitoring security activity, assessing risk, measuring customer satisfaction and tracking key security indicators. A wide array of ready-to-use security dashboards can be personalized to improve performance through key performance indicators (KPI) that track key metrics, assign goals, and compare benchmarks.

www.quantumsecure.com

HD network cameras Canon

The VB-S30D PTZ (pan-tilt-zoom) Micro Dome Full HD Network Camera, VB-S31D PT (pan-tilt) Micro Dome Full HD Network Camera, VB-S800D Fixed Micro Dome Full HD Network Camera and VB-S900F Micro Box Full HD Network Camera are new additions to Canon’s camera line-up. The new ultra-compact S-series network cameras have been designed for indoor environments that require sensitive monitoring of specific areas or items, such as in the retail, education, commercial and hospitality sectors. PoE (Power over Ethernet) and ONVIF (Open Network Video Interface Forum) Profile-S Conformance allow system integrators to install all four new lightweight full HD cameras as part of a new or existing security network. The S-series cameras include high-sensitivity CMOS sensors, large-apertures, wide-angle lenses and dual DIGIC processors.

www.usa.canon.com

Integrated security platform Kantech

Measuring 2.25 x 7.5 x 8.5 inches and weighing 3.7 pounds, the Intevo Compact is compatible with all Kantech controllers and can connect up to 16 American Dynamics’ Illustra Series IP cameras without the cost of an additional licence. The Intevo Compact supports H.264, MPEG-4, MJPEG formats and a variety of IP cameras, including megapixel cameras. Featuring a 1TB hard drive, the unit can handle up to 256 doors and 10,000 card users. It comes preloaded with Kantech’s EntraPass Corporate Edition security management software, including connectivity with the EntraPass Go mobile application and EntraPass Web. It is built on Windows 7 Embedded OS and is also compatible with iPhone, iPod Touch, iPad and Android mobile devices via EntraPass Go.

www.kantech.com 26 SP&T News • www.sptnews.ca

IP PoE extender MuxLab

The LongReach CCTV IP PoE Extender (500112) allows one CCTV PoE IP camera (up to 15.4W) to be connected up to 1,000 ft (300m) via a single 75-ohm coax cable in a point-to-point configuration to a PoE LAN switch. The Extender provides for a surveillance solution for various applications such as campuses, highways, airports, hotels, casinos, prisons and more. The 500112 supports up to 330 ft (100m) on the LAN connection and features LED indicators for power, IP traffic and 100Mbps.

www.muxlab.com

360 degree IP dome Sony

Megapixel camera Arecont Vision

SurroundVideo Omni Cameras feature four multi-megapixel sensors that can be individually adjusted to capture different fields of view within a full 360° range. The cameras are available in 5 MP, 8 MP, 12 MP and 20 MP configurations. The low-profile cameras will have multiple lens options available from 2.8mm up to 16mm. Omni Cameras feature Wide Dynamic Range (WDR) technology in the 12MP configuration which delivers a dynamic range of up to 100dB at full resolution without lowering the frame rates. Additional features include dual H.264 (MPEG-4 Part 10) and MJPEG encoders and privacy masking, extended motion detection with 1,024 zones per channel and binning in 12 MP and 20 MP models for increased sensitivity in low light applications.

The SNC-HM662 360 degree hemispheric-view dome IP camera features a 360-degree panomorph lens and is certified as an ImmerVision Enables solution. The ImmerVision technology generates clearer images and provides more pixels at the edge of a frame, as compared to traditional fisheye lenses. It also supports electronic pan/tilt/zoom (ePTZ) and 11 different viewing modes through the Sony Web viewer. The SNC-HM662 corrects for the image distortion common with 360-degree lenses by de-warping the video with video management software. The SNC-HM662 also supports two-way audio with an optional microphone and speaker, power over Ethernet (PoE), and edge storage capabilities.

NVR series 3VR

The 1000-5000-series recorders are scalable, enterprise-class solutions, offering forensic search and case management capabilities, and the ability to add integrated analytics. Each NVR is optimized for the bundled VisionPoint VMS through a web-based interface. The 1000-series is a hybrid analogue and IP camera solution with support for up to 16 cameras. The 2000-series is a compact NVR designed for ATMs and other installations where space and heat is an issue. The 3000-series is a desktop solution with support for up to 16 channels of analogue or 48 IP cameras with power to run 3VR’s analytics. The 4000-series supports for RAID and JBOD configurations, and up to 32 analogue and 48 IP cameras. The 5000-series supports up to 48 analogue and 128 IP cameras, RAID and JBOD configurations, in a rackmount solution.

pro.sony.com

Key-programming device Medeco

The Logic and M3 Logic Mobile Programmer is a versatile remote key-programming device that allows administrators to update credentials via a mobile phone connection. The new Mobile Programmer, developed to enhance the capability of the Logic Web Manager system, is designed for granting temporary access at remote locations or activating a key at a future date and time. Accountability is also enhanced with the ability to upload audit trail data without the need to recall keys. The Mobile Programmer creates a system requiring “dual-authentication” to gain access. Only a person with the correct Logic key and a Mobile Programmer setup to access a secure Logic Web Manager system can gain access to areas preset by the administrator. If no access is required at the time, then the key remains inactive.

www.arecontvision.com

www.medeco.com

www.3vr.com

131106_CA-QNAP_AXIS_ACC_ Global_1025_4-25x5-75.pdf 1 11/6/2013 5:23:51 PM

Indoor IP dome March Networks

The MegaPX 360 indoor dome is a fixed indoor IP dome that delivers 5 MP resolution and features a 180° panoramic mode (when mounted to a wall). The camera’s digital PTZ with de-warping is designed for indoor spaces where the user needs to see details of an entire area all at once. One dome can deliver an overview of an entire area, such as a convenience store or bank lobby. With the camera in 360° mode, users can utilize a digital PTZ function to see high quality video from multiple angles at the same time. The full field of view is recorded, allowing users to go back and look at different areas at any time. The camera integrates with March Networks Command video management software and hybrid NVRs to provide browser-based management. The camera is also ONVIF-compliant, allowing it to be used with a wide range of third-party systems.

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PTZ camera OpenEye

CMY

The CM-M806 camera is an indoor 18x optical zoom IP HD PTZ camera. The camera’s lightweight indoor housing makes it suitable for pole mount installations, and an optional flush mount kit allows for drop ceiling installations. The CM-M806 provides true 1080p images using Sony’s digital wide dynamic image sensors. The camera’s digital slow shutter function allows for longer exposures in low light conditions and can transmit 30FPS in either H.264 video or MJPEG. The CM-M806 offers complete integration with OpenEye network and hybrid recorders, as well as control through keyboard controllers using OpenEye Direct PTZ.

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Reliable and high-performance choices for 8-channel and 16-channel recording

Full spectrum of storage solutions and 16-channel recording

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@SecurityEd • November/December 2013 27 Qnap_SPT_Nov.indd 1

2013-11-13 9:00 AM

Product Previews

The latest in security technology IP security cameras Point Grey

Web-based access control Honeywell

A technology upgrade to the NetAXS-123 web-based modular access control system helps small to mid-size businesses to secure their doors. Ethernet virtual loop (EVL) technology uses a single IP address to talk to multiple control panels. This helps to drive down at-thedoor costs by using existing local area networks (LAN) with Power-over-Ethernet (PoE), eliminating the requirement to run a dedicated wire loop to each control panel. Through EVL and the LAN, dealers no longer need to configure each NetAXS-123 control panel individually. Instead the control panels are automatically discovered and linked together. Dealers are able to connect multiple NetAXS-123 panels and automatically issue updates.

www.security.honeywell.com

The first two Cricket IP security cameras offer 720p and 1080p resolutions at 60 fps, using Sony Exmor CMOS sensors. The Cricket camera employs Sony’s Xarina IP camera platform, which integrates Sony’s image signal processing and video encoding capabilities to provide multi-image wide dynamic range (WDR) functionality, 2D and 3D noise reduction, H.264 and MJPEG compression, multi-streaming, and ONVIF compatibility. Both models are compatible with 1/3” manual iris or DC auto iris lenses, sold separately. The CRPOE-13S2C-CS (720p60) is priced at $299, the CR-POE-20S2C-CS (1080p60) model is $349.

www.ptgrey.com/cricket

LCD monitors TRU-Vu Monitors

The SRM-15.6J Sunlight Readable monitor features a 15.6” widescreen LCD panel, 16:9 aspect ratio, 1,000 nits brightness and 1366 x 768 (720p HD) resolution. It provides DVI and BNC video inputs, as well as VGA and HDMI via the included adapter cables. The SRMTS-15.6J is a Sunlight Readable Touch Screen monitor, featuring a SAW (Surface Acoustic Wave) touch panel. It has the same 1,000 nits brightness and other specifications as the SRM-15.6J. Both models are designed to produce clear colour images, even in direct sunlight. They are designed for use in a range of military and law enforcement applications, including remote surveillance; in vehicles, aircraft and on ships; on ground stations and more.

www.tru-vumonitors.com

PSIM software VidSys

The VidSys PSIM software 7.5 includes updated features such as mapping enhancements, advanced search capabilities and other operational enhancements that are designed to help users more easily manage and respond to events. The software offers new geocoding functionality, enabling operators to identify locations of interest based on address look-up for faster situational awareness. In addition, users now have the ability to create shared global or private salvos, enabling real-time collaboration between multiple users or agencies. Other feature enhancements include additional map support on the VidSys PSIM mobile app and the ability to customize device icon policies, definable fonts and background colours on VidSys situation summary dashboards.

www.vidsys.com

NVR

IndigoVision

SAS-enabled NAS QNAP

These business-class, SAS-enabled Turbo NAS models, include TS-EC1679U-SAS-RP and TSEC1279U-SAS-RP which support both SAS and SATA 6Gbps hard drives, and the 2.5” high-density SSEC2479U-SAS-RP, SS-EC1879USAS-RP and SS-EC1279U-SASRP. The support of SAS hard drives increases disk input/output performance and offers high reliability for data transmission and storage. The new models offer storage expansion port(s) allowing capacity expansion with QNAP RAID expansion enclosures to fulfill mission-critical storage needs of small and medium businesses. The new SAS-enabled models are equipped with a QuadCore Intel Xeon 3.4GHz processor with 8GB DDR3 ECC RAM, feature 10GbE-ready network connectivity, and support SSD caching to boost IOPS performance.

www.qnap.com 28 SP&T News • www.sptnews.ca

The NVR-AS 4000 provides 500 Mbps data throughput and 200 camera per NVR recording capability. It utilizes the company’s Distributed Network Architecture (DNA) technology, meaning no additional management servers are required. Additional features include: enterprise grade nearline SATA Hard Disk Drives (HDDs), RAID 6 storage redundancy, quad networking ports and dual power supplies. In addition, IndigoVision’s inbuilt Automatic Failover software means a redundant NVR will automatically record, should an individual NVR-AS 4000 stop recording due to network or power issues. The NVR-4000 is available in 1U and 2U form factors with 6,9,18 or 30TB usable storage options and has recording support for more than 350 third party IP camera models as well as IndigoVision’s full range of IP cameras and encoders.

www.indigovision.com

Cloud-based cameras Iveda Solutions

Zee cloud-based video surveillance cameras are enabled for use with the IvedaXpress cloud-managed video hosting service. These plug and play IP cameras are designed for consumers and small businesses. With IvedaXpress, Zee cameras may be placed in numerous locations and accessed via a single online dashboard on virtually any Internet-enabled smartphone, tablet or computer. The IvedaXpress platform utilizes a fully redundant network architecture that allows 24/7 Web access to live and recorded video from the Cloud. There is no local recording device to be stolen or destroyed. The Zee product line includes indoor, outdoor, fixed and Pan/Tilt (PT) cameras.

www.ivedasolutions.com

Plug-and-play storage Bosch Security Systems The DIVAR IP family consists of all-in-one video management systems as well as plug-and-play storage solutions designed for HD video recording. DIVAR IP 3000 and 7000 combine a network recorder, storage array, client workstation and integrated software, while the DIVAR IP 2000 and 6000 include a network recorder and iSCSI storage array. The DIVAR IP 3000/7000 appliances are equipped with Bosch’s Video Management Software (BMVS) and offer advanced alarm processing. The DIVAR IP 3000 supports up to 32 channels with up to 8 TB of storage. The DIVAR IP 7000 comes pre-licensed for 32 channels, and can be expanded up to 128 channels. Its internal storage supports up to 16 TB of recorded video.

www.boschsecurity.com

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FYI

FOR YOUR INFORMATION

COMPANY

PAGE #

PHONE #

WEB ADDRESS

API Alarm

800-897-1039

www.apidealers.com

Axis Communications

800-444-AXIS

www.axis.com

CANASA

905-513-0622

www.canasa.org

Chubb Edwards

800-878-2281

www.chubbedwards.com

CML Security

877-525-4109

www.cmlsecurity.com

Digital Watchdog

866-446-3595

www.digital-watchdog.com

Harding Security Services

416-925-7474

victor@hardingsecurity.ca

HID Global

800-237-7769

www.hidglobal.com

Honeywell Security

800-467-5875

www.security.honeywell.com/canada

J.C. Gury Company

800-903-3385

www.jcgury.com

Mission 500

18,19 305-321-3193

www.worldvision.org

Network Video Technologies

800-959-9870

www.nvt.com

OpenEye

888-542-1103

www.openeye.net/easydvr

QNAP Systems

416-546-7168

www.qnap.com

Reliance Protectron

866-711-6111

www.protectron.com/careers

Speco Technologies

1, 2

800-645-5516

www.specotech.com

Telguard

TRI-ED

www.telguard.com 800-398-7282

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@SecurityEd • November/December 2013 29 CGury_SPT_Feb.indd 1

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QA &

or JP Lapointe, the GM position at Honeywell in Canada comes as a natural progression. He’s spent more than 15 years with the company and has seen the industry undergo numerous transitions — most recently, the intense focus on home automation and how technology is changing the perception of security systems in the eyes of the end user. Lapointe spoke with SP&T News not long after his promotion to discuss Honeywell’s role in emerging technologies, the differences between Canadian and American markets, and why integration is one of the industry’s main drivers. SP&T News: What is your background with Honeywell? JL: I started with Ademco Group Canada back in 1997 as a territory manager responsible for the Eastern Canadian market. That was before we were acquired by Honeywell in 2000. At that point, I was asked to be a member of the acquisition integration committee, which was there to facilitate the integration of Pittway within the Honeywell family. That same year, I took on a new role within the company, becoming a national account manager, responsible for key accounts in the Canadian market. In 2006, I became the first Canadian national accounts manager to be in charge of both Canadian and U.S. accounts. So my responsibilities stretched across the border. I managed and supported some of the largest national dealer programs across the two countries. Around 2010, I was asked to be responsible for all three lines of business: intrusion, video and access. SP&T: What responsibilities does your new position entail? JL: It encompasses everything from sales, marketing and technical and customer support for all three lines of the business. SP&T News: What opportunities do you see for Honeywell in Canada in the immediate future? JL: I see that there are a lot of opportunities for us. I’m very excited and optimistic about Honeywell Canada’s future. Of course, we will continue to strengthen

30 SP&T News • www.sptnews.ca

with Jean-Pierre Lapointe, general manager, Canada, Honeywell Security Group By Neil Sutton

relationships with the dealer community. We also want to break the barriers between video, access and intrusion. I believe that integration is the future and we’ll be moving in that direction to help put customers on an easier path towards a connected home and a connected business. And ultimately bringing the focus towards understanding how the connected home helps save energy and how the connected business can be a bottom line asset to our customers. SP&T News: What are Honeywell’s goals for the home automation market? JL: It is a market that has really evolved. I’ve had the luxury of being involved in both the Canadian and the U.S. markets. As of late, I see the Canadian market really embracing technologies such as Z-Wave, Wi-Fi and two-way voice. The connected home message resonates not only with our dealers but with our end users — and also the lifestyles of the end users. They’re demanding more mobile technologies, [that work with] devices such as iPhones and iPads. SP&T News: How are the U.S. and Canadian markets different? JL: I see an interesting dynamic between our countries. The differences are much less today than they were say, five or 10 years ago. I feel in the past the U.S. market seemed to adopt emerging technology at a faster rate — Wi-Fi and two-way voice are maybe a couple of examples of technologies that grew faster in the U.S. But I also believe that dealer competition and the digital world — access to more digital tools — have really helped bridge the gap. Wi-Fi, two-way voice and Z-Wave technologies have really picked up speed in terms of adoption in Canada. SP&T News: Has it become more necessary for the security industry as a whole to embrace interoperability? JL: We will continue to develop our relationships with our key partners and of course we will continue to nurture and grow our ADI relationship, as an example. Our dealer and integrator networks are also very important to us. It keeps us

in check and it’s another way for us to keep our fingers on the pulse of what our customers want and need. We will grow our key dealer programs: FAP, (First Alert Professional), CSS (Commercial

SP&T News: To what extent do you rely on your dealers to push that message and how do you prepare them to do that? JL: Our networks bring training and value-added services that are top-notch in our industry. We will continue to push in that direction.

SP&T News: What developments can dealers expect from Honeywell? JL: We’ve got a very broad portfolio. Our focus will be the same: the ability to play in every category and very well in every category. However, we feel that customers will ultimately be driving the agenda. In my previous role, I became adept at learning how to listen to customers and respond to their needs. I see that as a great asset to my new role. We have some high profile offerings right now in the connected home or connected business, Cloud services, IP video, alarm communications and of course dealer RMR. Dealers are key to us and they will continue to be a core focus moving forward.

SP&T News: To what extent is the consumer driving the home automation market? JL: For any good manufacturer, listening to what your customer is asking for and needs is key. We have adopted a “voice of the customer” approach at every level of the organization. That’s really getting a sense of what are the trends out there, customer behaviour. As a company, we always keep our minds open to that and as a result, it has a direct impact on how we approach new product development or new solution development. As a company, our customers are really the dealer population out there. That’s our channel, but we feel that’s also important that we get the pulse of the ultimate end user. That is part of our DNA and part of our market research strategy. That is how we come up with solutions that hopefully meet the customers’ needs. The last statistic I heard is that the Canadian market has one of the highest penetration rates when it comes to highspeed Internet. That’s something that the customer — whether residential or commercial — is investing in. Wi-Fi is a great example of using existing technology to offer services for the connected home or business.

SP&T News: With home security market penetration estimated at roughly 20 per cent, what can Honeywell do as a company to grow the market? JL: I think it ties back to what the customer wants and how dealers are really going to drive the business. We, as a manufacturer, will continue to provide leading-edge technology and the tools. But ultimately, by listening to our customers and how they see it . . . addressing our customers’ needs is how we’re going to adapt our message. But I believe more than ever, especially with the end user in mind, that we have the right technology and solutions to meet that customer demand.

SP&T News: Is there any aspect of the Honeywell business that the company can improve? JL: At the moment, I think we’ve got a wide spectrum of offerings that position us well with our customers. There’s always areas that we’re looking at — maybe other businesses, maybe other products outside of intrusion, video or access that could become an opportunity. But again, I think it goes back to the customers’ needs. Whether it’s a residential need, a commercial need or an integrator’s need, we are well positioned to be able to address those needs, perhaps with new solutions or new products in the future.

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