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Canon acquires Milestone Systems

Deal provides platform for Japanese firm to make its mark in surveillance p. 8

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How monitoring facilities are stepping up their game to meet customer expectations p. 22

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Andy Teich on the consumerization of thermal technology p. 30

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ADT and Protectron put the pieces together Through a $555-million acquisition of Reliance Protectron, the home alarm giant effectively doubles its presence in Canada By Neil Sutton

DT’s acquisition of Montreal-based Reliance Protectron for $555 million will essentially double the company’s capacity in Canada and provide a springboard for an independent presence here, according to executives. The deal, first announced in April, is expected to close sometime this summer, pending regulatory approvals. Numerous decisions about the future of both brands in

Canada have yet to be made or announced, says Lee Jackson, regional vice-president, Canada, ADT, and will be deferred until after the deal has closed, but the expectation is that ADT will establish a business unit in Canada that will have a greater degree of independence from its U.S. corporate parent. “We’re business as usual from the beginning of the acquisition, once we close on it. But our objective would be to have more Canadian management and control from Continued on p.6

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Contents June/July 2014

www.sptnews.ca Departments Cover Story 6

4 Editor’s Letter 6 Line Card 30 Q&A

Solving the puzzle By purchasing Reliance Protectron, ADT makes a major statement about its commitment to Canada

Andy Teich, CEO, FLIR Systems

Columns 18 Dispatch Digest

By Neil Sutton

Smoke and mirror signals

By Ron Walters

18 Lessons Learned Addressing deal killers

By Victor Harding

Features

19 CANASA Update

20 OCAD University puts faith in emergency app

Toronto school provides students with quick access to security

22 Space station

Monitoring facilities add new features and technology to keep customers satisfied By Linda Johnson

24 Back to the future

National perspective

By JF Champagne

A reliable retrofit solution can be a powerful tool for an integrator By Kim Rahfaldt

By Neil Sutton

28 IP surveillance

27 Intrusion products

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Integrator Roundtable: Training technicians Finding people with the right skillsets can be a challenge for integrators that want to keep pace with how today’s security technology is changing.

Looking for the latest IP camera? What about a new managed access control system? Find these products and more at our online buyer’s guide www.securitypages.ca

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The latest in security products Presented by SP&T News and Tri-Ed Distribution, new product announcements from OpenEye, Kantech, Sony and American Dynamics.

www.sptnews.ca/videos @SecurityEd • June/July

2014 3

EDITOR’S LETTER

By Neil Sutton

Watching the camera companies Consolidation could affect the surveillance industry in unseen ways

hen I started out as a business reporter covering the IT industry more than a decade ago, I cut my teeth writing acquisition stories. At the time, IT was in major consolidation mode, and there was no shortage of news. Whether it was IBM’s penchant for promising start-ups or database giant Oracle’s voracious appetite for enterprise software companies, there was always something to write about. The latter became an almost permanent fixture in IT news publications and websites. In 2004, it acquired HR software company PeopleSoft, in 2005, CRM specialist Siebel Systems, followed by Portal Software, Hyperion Solutions, BEA Systems and then in 2010, Sun Microsystems. Just focusing on video surveillance acquisitions alone, I’m starting to get a sense of deja-vu. The first major deal I remember when I starting covering the security industry, was Schneider Electric’s purchase of Pelco for US$1.22 billion, in 2007. In more recent years, we’ve seen Infinova buy Ottawa-based March Networks, FLIR buy Lorex (see our Q&A with FLIR CEO Andy Teich for an update), Oncam buy Grandeye (thus creating Oncam Grandeye), Vancouverbased Avigilon buy RedCloud and VideoIQ, and Vicon’s merger with IQinVision. None of these command quite the same value as the heady deals coming out of the IT industry a decade ago, but they do indicate a similar trend: the market could be ready for consolidation. There are so many companies out there competing for

customer dollars, it’s seems almost inevitable that there be some sort of a correction. Personally, I find Canon’s recently announced acquisition of Milestone Systems to be one of the more interesting deals to come around in some time. Honestly, I didn’t see it coming, but when I interviewed Milestone’s head of corporate communications for the story in this issue, he raised an interesting point: astute partners have likely thought through the possibility that things could change. Milestone could either maintain its status quo as a privately-owned company, issue an IPO, or become involved in an acquisition agreement. Milestone’s CEO quashed rumours earlier this year that an IPO was on the horizon, which only leaves two other possibilities. What’s so fascinating about the Milestone deal is that the company plays such a pivotal role in the surveillance industry. It is unquestionably one of the top players in the VMS market, supporting more than 3,000 related products. The flip side of that is that no single VMS player is totally dominant in the market. (Research firm IHS estimates that no company owns more than 10 per cent.) How Canon manages Milestone in the coming years could be a bellwether for the surveillance industry as a whole. I suspect, however, it won’t be too long before another major security deal is announced and there will be a new set of variables to consider.

“What’s so fascinating about the Milestone deal is that the company plays such a pivotal role.”

Your Partner in Securing Canada Security Products & Technology News is published 8 times in 2014 by Annex Business Media. Its primary purpose is to serve as an information resource to installers, resellers and integrators working within the security and/or related industries. Editorial information is reported in a concise, accurate and unbiased manner on security products, systems and services, as well as on product areas related to the security industry. 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.

Group Publisher, Paul Grossinger pgrossinger@annexweb.com Publisher, Peter Young pyoung@annexweb.com Editor, Neil Sutton nsutton@annexweb.com Online Editor, Rob Colman rcolman@annexweb.com Art Director, Graham Jeffrey gjeffrey@annexweb.com Account Coordinator,Trish Ramsay tramsay@annexweb.com President, Mike Fredericks mfredericks@annexweb.com

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, Allegion

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ADT to increase presence in Canada Continued from front cover market-specific areas that are independent from the U.S.,” explains Jackson. According to a Seeking Alpha transcript of a conference call on ADT’s Q2 financial results, ADT CEO Naren Gursahaney said, “We really historically run Canada almost as a branch or extension of our U.S. business . . . I think just having greater scale there with a local management team that will be reporting directly to me will bring greater retention and greater focus on that market.” Likewise, added ADT CFO Michael Geltzeiler during the same call, U.S. management will be able to focus on home turf “and not be distracted by that additional market.” Jackson says ADT was drawn to Protectron for a number of reasons, among them the company’s critical mass and management expertise. He says that the conversation about a potential acquisition began with Protectron brass in late 2013.

“Protectron’s management team, and how they’ve managed their business as a standalone business in Canada was very attractive of us,” says Jackson. “We can take a look at how we can establish a Canadian business unit that’s going to have management and control mostly from Canada.” What that business unit’s management team will ultimately look like has yet to be decided. Some major decisions are being deferred until after the deal has closed, says Jackson, however, the plan is to maintain both brands in the market. Both ADT and Reliance Protection have approximately 400,000 customer accounts in Canada. ADT currently operates two central stations here while Protectron has four. No plans have been made that would affect the status of any of the existing six stations, says Jackson. “As far as the technology is concerned, we’ve got a number of different underlying factors that we’ve got

“Our objective would be to have more Canadian management and control.” — Lee Jackson, ADT

“We have a winning formula. They want us to keep that winning formula.” — Daniel Demers, Reliance Protectron to consider.” In terms of customer-facing technology, ADT is known for its Pulse brand — home automation technology that was introduced to the market in 2010. Protectron, on the other hand, supports a variety of platforms, including Honeywell’s Total Connect, 2GIG and Alarm.com. Protectron is used to supporting multiple brands, according to company president and CEO Daniel Demers, having grown through acquisition itself. The company acquired the Canadian operations of Protection One in 2002 and VOXCOM Security Systems in 2007, bringing its customer count to more than 350,000 at the time. “We almost need to support every single panel that’s out there,” says Demers. Demers echoes ADT’s sentiment that it’s “business as usual” for both companies until the deal has closed but observes that “ADT recognized that we have built a strong company with a strong brand . . . We have a

IHS: home automation set for explosive growth

HS reports that Cloud-based home management systems are expected to grow rapidly in the coming years. The research firm predicts that the installed base will increase eightfold from 2013 to 2018. There were 5.6 million users globally at the end of 2013 — five years from that point, the number is expected to rise to 44.6 million. Examples of mass market services include: receiving a notification on your smart phone when a child comes home from school or remotely adjusting your thermostat

SP&T News • www.sptnews.ca

via smart phone or similar device. “Imagine using your smart phone or tablet to detect an intruder in your home or to adjust the temperature in your living room — no matter where you are,” says Lisa Arrowsmith, associate director, connectivity, smart homes and smart cities, IHS, in a prepared statement. Security, telecommunications and utility companies are moving into the Cloud-based home services market in an effort to reduce customer churn and/or increase average revenue per user (ARPU). IHS notes that device suppliers and retailers are

also taking an interest. IHS also reports that North America has led this market thus far in terms of actual subscribers, identifying ADT and Vivint as examples of security companies that are adding smart home functionality to monitoring services. But the phenomenon is definitely a global one. In the EMEA region (Europe, Middle East, Africa), utility companies are expected to account for one-third of the installed base by 2018. In AsiaPacific, “it is device suppliers that are expected to drive the majority of growth,” according to IHS.

winning formula. They want us to keep that winning formula.” There have been a small number of inquiries from end users as to the status of both companies, adds Jackson, and they have been notified that the situation is status quo for now and service will continue uninterrupted. The companies have also communicated a similar message to their respective dealers. “We have no immediate plans as far as any changes in our programs for how our dealers operate today,” says Jackson. “We look forward to taking key learnings from [Protectron’s] business and from our business to help best service our customers in the future.” “We are very close to our dealers,” adds Demers. “We assured them that their relationship remains with Protectron. We’ve built a very strong dealer program.” For ADT, 2014 has been its busiest year since it was spun off from Tyco International two years ago. The company is also readying a commercial business strategy as it approaches the end of a non-compete agreement with its former parent. “We were party with Tyco to a non-compete, non-solicit agreement that basically prohibits ADT from selling into commercial establishments larger than specific square footage. That non-compete lasts until the end of Sept. 2014,” explains Jackson. “Right now we’re servicing what we call small business and have not come to a specific conclusion or strategy yet because we’re heavily in review of what we’re able to expand into and what geographies. That’s the case for both Canada and the U.S. It’s in evaluation right now.” ADT is still predominantly a residential security company, he added, with at least three-quarters of its business comprised of homes.

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Canon acquires Milestone Systems ing to Leurs, helping the company to achieve its growth goals. “Canon has identified the network video surveillance business as an important driver for future growth of the company globally and this acquisition is a strategic step which significantly enhances our offering and capabilities in this market sector,” says Leurs. “The network video surveillance market is a multi-billion euro industry which continues to show huge growth potential and Canon has a strong commitment to build a long term presence as a leader in this industry. Acquiring Milestone allows us to realize these ambitions faster.” Days before the acquisition was announced, research firm IHS published data ranking Milestone and Montreal-based Genetec as the two largest global suppliers of VMS software in 2013 — a market that is currently worth in excess of US$900 million and is forecast to grow to more than US$3 billion by 2018. IHS noted that Genetec is stronger in the Americas with Milestone leading in the EMEA (Europe, Middle East, Africa) region. Despite the relative strength of Milestone, IHS also noted that the VMS market is currently “fragmented” with no single company owning more than a 10 per cent global market share.

By Neil Sutton

European division of Japanese imaging and optical products giant Canon said in June that it will acquire major VMS player Milestone Systems. At press time, the deal was expected to close in early July. Financial terms of the deal were not disclosed. “The only thing we are disclosing is, they are acquiring 100 per cent of the shares,” says Karl Erik Traberg, a spokesperson for the Danish security products firm. Privately-held Milestone was founded in Jacco Leurs, Canon Europe 1998. Now under new ownership, the company Karl Erik Traberg, Milestone Systems will continue to operate as a standalone entity separately, while simultaneously collaborating strongwith its staff and offices intact, says Traberg. “All the ly within the Canon Group to drive growth in the Milestone offices around the world will continue as relevant sectors,” says Leurs in an email interview. they are; the headquarters will stay as they are; the Traberg adds that Milestone will continue to management team will continue as is it. We will conpursue its open platform strategy. The company, tinue working with our partners, suppliers, service known for its XProtect software platform, currently providers and everybody as we have done so far.” supports more than 3,400 surveillance devices from Jacco Leurs, head of professional imaging, Cana variety of manufacturers. “We started about six on Europe, notes that Canon has followed a similar years ago, pushing the open platform consistently model with other acquisitions in the past few years. and putting significant resources behind it. We’ll The company purchased medical software solutions continue doing that,” he says. firm Delft DI in 2012 and the I.R.I.S. Group, a docuThe addition of Milestone provides Canon inment management solutions company in 2013. stant recognition in the surveillance market, accord“Both these software group companies operate

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“I’m pleased to say I organized a rank De Fina, senior vice-presreally good team. The credit for buildident of sales and marketing ing the business goes to that team,” he for Samsung Techwin America, said. “I’m leaving the compaannounced in a recent media ny in much better shape than conference call that he has when I found it.” stepped down as of June 2. He said he would still like De Fina said he is leaving to be involved in the security the company amicably due to industry, possibly in a consult“personal reasons.” De Fina ing or advisory capacity. He joined Samsung just over four added that the security busiyears ago. At the time, the Frank De Fina ness has changed significantcompany wasn’t well known ly during his tenure at the company, for its security products, he said, but noting the increasing role of IT and has grown significantly, particularly in the growing participation of IT profesrecent years. He estimated business sionals in security management roles. growth to be on the order of 75 per De Fina also revealed that he recently cent in the last year alone.

spent time with Silicon Valley giants like Yahoo and Google, absorbing their collected wisdom. “They look at us at a bit naive right now, because to them the biggest issues are data security . . . but what they think we’re missing is the actual physical security of the data centres. . . . [They] told me very frankly that our industry is not addressing some of the things that they see happening.” De Fina had previously spent 26 years with Panasonic. Immediately prior to joining Samsung, he spent two years with Paul Reed Smith Guitars as its vice-president of global sales and marketing.

SecurTek recognizes dealers with awards program

ecurTek recently held its Awards of Excellence Gala in Banff, Alta., recognizing dealer achievements over the past year. The awards were handed out at a special ceremony following the conclusion of SecurTek’s Annual Dealer Conference. According to the company, recipients were judged based on performance criteria in sales, service and geographic categories.

Barix appoints Canadian distributor

P audio solutions company Barix has appointed Oakville, Ont.-based Thorvin Electronics as its new Canadian distributor. “Everything is moving toward IP today, and our AV dealers are increasingly working to move paging and background music systems to the network — a core Barix strength,” says Jean-Marc Langevin, vice president and sales manager, Thorvin Electronics, in a statement. “We also see a rapidly growing

growth opportunities for interest in audio for digital end users across multiple signage as businesses recogbusiness verticals,” says nize its value.” Ronni Guggenheim, CEO Thorvin Electronics spefor Zürich, Switzerlandcializes in audio, video and based Barix. “We believe digital signage products and that Thorvin Electronics systems, supporting comhas the broadest range of munications dealers across Ronni Guggenheim solutions in Canada to help Canada. businesses and organiza“There is a synergy tions move audio across IP networks between Barix and other product with better efficiency, quality and lines in the Thorvin Electronics reliability.” portfolio that creates exceptional

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Sales Award of Merit (Saskatchewan) – Insurguard Security (Province-wide) Honorable Mention - Elite Security (Regina) and Brigadier Security (Saskatoon) Sales Award of Merit (OutsideSaskatchewan) – Digital Canadian (Brampton) Honorable Mention – Guardian Security (Calgary) and Melhoff Security (Medicine Hat) Sales Growth Award Digital Canadian (Brampton) Honorable Mention – Guardian Security (Calgary) and Phoenix Security (North Battleford)

Anniversary

Jason Melhoff, owner and Line Vanier, account manager, Melhoff Security (now ProComm Technology Solutions) with SecurTek president and CEO Darrell Jones.

2014-06-09 2:17 PM

Customer Retention Award of Merit – Melhoff Security (Medicine Hat - Third year in a row) Honorable Mentions – Digital Canadian (Brampton) and Brigadier Security (Saskatoon) Service Excellence Award of Merit – Phoenix Security (North Battleford Second year in a row) Honorable Mention – Melhoff Security ( Medicine Hat) and Prince Albert Alarm Systems (Prince Albert) President’s Award of Merit – Digital Canadian (Brampton) Paramount Security of Maple, Ont., a long time SecurTek Authorized Dealer, also earned special recognition for their commitment as an industry partner over the last 10 years.

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Ontario station earns Five Diamond award

elleville, Ont.-based Alarm Systems and Falcon Security has become one of only a dozen monitoring stations in Canada to earn the Central Station Alarm Association’s Five Diamond Certification. The certification is awarded to companies who can attest that 100 per cent of their central station operators have passed the CSAA Central Station On-Line Operator Kristin Crowe Training Course, which covers communications with customers as well as law enforcement, fire and emergency services. Operators must also demonstrate proficiency in alarm verification, knowledge of electronic communications equipment, familiarity with ULC and NFPA codes and standards and an understanding of emergency preparedness practices. To achieve the award, the monitoring station must also “have demonstrated an exceptionally high degree of responsibility to their local

Tech Tips

community and their customers through the investment of time, money and commitment to 100 per cent quality operator training.” According to Alarm Systems and Falcon Security president Kristin Crowe, the company has focused its efforts on internal improvements. “We stepped back and studied what was really driving the growth in the industry and engaged employees in the planning and implementation process,” she says. “After that was completed, we decided to continue growing and that included achieving the Five Diamond Certification.” The award “validates that our staff and vendors are actually a talent roster of security experts,” she adds. Founded in 1972, Alarm Systems is owned by Sheila Reynolds, along with her children Kristin Crowe, Kyle Reynolds and Kevin Reynolds. The company acquired Falcon Security in 2008.

B.C. rep firm adds new management

anufacturers’ representative firm, Tillicum Agencies, has recently added two well-known faces from the access control business to its management team. After nine years with ASSA ABLOY as the ISS/Persona Manager for Western Canada, Bud Park joined Port Moody, B.C.-based Tillicum as vice-president and co-owner in May. Weeks earlier, John Frazer was appointed general manager of Tillicum following a stint as Western regional sales manager for Rutherford Controls International (RCI). Frazer, located in Calgary, is tasked with growing Tillicum’s business in the Alberta market. Park will represent the firm in B.C., Alberta, and the Territories. Park says that Tillicum’s main line of business is hardware; the company represents multiple ASSA ABLOY brands, including Sargent, Adams Rite, Assa, Corbin-Russwin, Rockwood and Yale. One of Park’s major tasks will be to expand Tillicum’s portfolio. “We’re going to look at trying to grow the security side of the business, with ASSA ABLOY being the No. 1 focus,” he says. He adds that Tillicum is also interested in making accessory products a significant part of its business.

Advice from industry insiders

POE classes and switch selection By Brian St. Onge

OE has been standardized by the Institute of Electrical and Electronics Engineers or IEEE. The standards around POE are the IEEE 802.3AF and IEEE 802.3AT. Under each of these standards there are also classifications that can be associated to the equipment requirement. Understanding these classifications will better arm you in selecting the most appropriate POE switch for your clients. Each standard has 5 classifications (see charts). When a device is connected to the network, communications with the switch will take place Brian St. Onge including IP address, MAC address as well as POE classification. Once a switch identifies there is a POE requirement and the device has been given a class designation, the switch port will provide that class of power to the device. If the device is not classified, the switch will default the port to Class 0, thus allocating full power to that port.

12 SP&T News • www.sptnews.ca

Looking up the POE classification of these edge devices will allow you to better understand the true power requirement of the switch. If you have 20 Class 2 devices on your switch, you require 140 watts of POE budget. For this application, you may choose a 180 watt POE switch. A switch with 360 watts of available power will also work, however it will be at a much greater cost. I have also seen the reverse issue where the lack of understanding of the POE requirements leaves folks short at port 12 when they are installing 18-20 unclassified devices and purchased their switch solely on price. Some manufacturers do not classify their devices. If you are unable to locate any POE classification when attempting to come up with your power requirement, Class 0 for the appropriate standard should be used for the purpose of creating the POE budgetary numbers as this is how the switch would also behave. Understanding the POE standards and classifications will help to ensure a successful POE deployment for your team and clients. Brian St. Onge is a regional security manager at Anixter Canada (www.anixter.ca).

POE STANDARDS CLASS

PSE (W)

0 1 2 3 4

15.4 4 7 15.4 Defaults to class O 802.3AF

CLASS

PSE (W)

0 1 2 3 4

30 4 7 15.4 30 802.3AT

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LINE CARD SECURITY STATS 37 per cent of users perform annual security assessments, and most users do not contract a third party to test their existing PACS (physical access control systems). Source: HID Global

The global installed base of Cloud-based home management services is projected to grow to 44.6 million at the end of 2018. Source: IHS

What impact is the growth of DIY options having on the established surveillance market? Creating a rift between low-cost and high-end options

8.8%

5.9%

Providing more business for integrators as consumer awareness of cameras grows

Giving consumers false notions of what surveillance costs

8.8% Making the local DIY store my new major competitor

17.6%

Negligible impact — this is probably a fad

58.8% Source: Conducted on www.sptnews.ca in April/May 2014

ADT joins Z-Wave board

The Z-Wave Alliance has announced that ADT has become a principal member and a member of its board of directors. “We welcome ADT, a long time Alliance member and key proponent of Z-Wave technology, to the board of directors,” says Z-Wave Alliance chairman Mark Walters. “ADT has been at the forefront of extending Z-Wave throughout the North American residential and small business security market with its award-winning Pulse System. Along with our other board members, ADT will help provide direction for the continued success of Z-Wave into existing and future markets.”

UNICOM acquires wireless mesh firm

UNICOM Systems has acquired Campbell, Calif.-based Firetide, a provider of wireless broadband technology in an all-cash transaction. Details

14 SP&T News • www.sptnews.ca

of the acquisition were not disclosed. “Firetide’s renowned AutoMesh wireless mesh software is a cost-effective and dynamic high-bandwidth network solution providing the architectural foundation for artificial intelligence and robotics, critical infrastructure modernization, energy and water conservation and software-defined networking for Cloud computing,” says Corry Hong, founder, president and CEO of UNICOM Global. “The Firetide organization is very excited to join as the newest division of UNICOM Global,” says John McCool, CEO of Firetide. Founded in 2002, Firetide’s products are used to build private wireless mesh infrastructure and access networks for indoor and outdoor use.

Genetec announces strategic partnership with SALTO

Through a strategic partnership, Genetec and SALTO will offer integration between Genetec Synergis, an IP access control solution, and the SALTO SALLIS wireless technology. Synergis will allow end users to consolidate their new or existing wired and wireless access control

market watch Company (ticker) Price (May 30) 52-week low 52-week high ADT (ADT) $32.30 AlarmForce Ind. (AF.TO) $10.75 Allegion (ALLE) $52.39 Avante Logixx (XX) $0.38 Avigilon Corp. (AVO.TO) $20.65 Checkpoint Systems (CKP) $13.00 Cisco Systems Inc. (CSCO) $24.62 Diebold (DBD) $37.53 Flir (FLIR) $34.91 Gentex (GNTX) $28.92 Honeywell (HON) $93.15 Johnson Controls (JCI) $48.36 Mace Security (MACE) $0.40 Napco (NSSC) $6.18 Richardson Elec. (RELL) $10.18 ScanSource Inc. (SCSC) $39.13 Stanley (SWK) $87.40 Tyco Int. (TYC) $43.64 United Technologies Corp. (UTX) $116.22 Verint Systems Inc. (VRNT) $46.33 Vicon Industries (VII) $2.55 Viscount Systems (VSYS) $0.09

systems into one, and centralize monitoring and reporting. Customers will also be able to manage a single cardholder and credential database without having to work with separate wireless system or duplicate credentials. “Both Genetec and Salto serve customers around the world and we look forward to delivering joint solutions that will respond to both local needs as well as those of multi-site and multi-national installations looking for wireless options,” says Jimmy Palatsoukas, senior manager of product marketing at Genetec.

Boon Edam announces UL, CSA certifications

Boon Edam’s barrier optical turnstile, the Speedlane 300, has been tested and certified to conform with UL Standard 325 and CSA 22.2#247 (Canada). UL Standard 325 is the prevalent industry standard for ensuring the safe operation of doors, gates and access control equipment in the United States. Its equivalent in Canada is CSA22.2#247. All of Boon Edam’s products currently conform to CE (the European Union standard of safety and operation). The company says it is systematically investing in UL

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and CSA certification for all its security entrance products to align with North American standards and streamline installation for its customers. “Today’s business climate places a premium on risk management and Boon Edam has always emphasized safety around the globe,” says Mark Borto, CEO, Boon Edam.

ADI launches Canadian website

ADI has launched new websites in Canada and Puerto Rico with features to help dealers access products, shop and order online. The redesigned Canada and Puerto Rico sites follow a similar platform as ADI’s U.S. ecommerce site and offer product information for more than 100,000 SKUs. The sites’ features including search filters and sort capabilities, product comparisons, pricing, inventory, delivery options and complete account management. Dealers can shop by product or brand, review sales and clearance items, explore support and services, learn out about local training and branch events, view monthly sales promotion flyers, access product catalogues and more.

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LINE CARD Applications

Calendar U.S. retailer deploys loss prevention solution Century 21 is using an American Dynamics IP video solution as part of a unified loss prevention program for its newest store at Jersey Gardens: The Outlet Center in Elizabeth, N.J. The store is the eighth site for the retail business, originally founded in 1961. The solution encompasses more than 40 Illustra HD dome cameras, selected to enhance the ability of Century 21 loss prevention personnel to track individuals throughout the store. Century 21 has implemented the victor video management system, which allows security and loss prevention personnel to view, manage and control recorded video from four VideoEdge recorders. The systems integrator on the project was Tyco Integrated Security.

OKC firm adopts Cloud-based access control

Kimray, a provider of petroleum industry control equipment based in Oklahoma City, Okla., has standardized on Brivo’s OnAir cloud-based access control solution for two of its current facilities, with plans to expand to a wider range of locations. Dowley Security Systems is the Brivo dealer and integrator on this project. Kimray has been rolling out expanded access management control over the last year and a half. Thus far, Brivo manages eight exterior and 16 interior doors. In addition to covering external access, the system manages access to several internal areas, such as storage and offices. OnAir is integrated with the company’s duress system, so that when an employee triggers one of the panic buttons, their location is pinpointed and a record is maintained.

Oceanic research conducted under surveillance

Aug. 14, 2014 Tri-Ed Halifax 9th Annual Customer Appreciation Event Hammonds Plains, N.S. www.tri-ed.com Aug. 20, 2014 CANASA Ottawa Chapter Golf Tournament Pine View Municipal Golf Course Ottawa, Ont. www.canasa.org

The National Oceanic and Atmospheric Administration’s (NOAA) Southwest Fisheries Science Center (SWSFC), in La Jolla, Calif., has installed IQinVision megapixel cameras to provide surveillance of the experiments conducted in their new Ocean Technology Development Tank. “We knew we needed high-quality images of everything going in the tank during experimentation, but we didn’t have the budget for all the cameras we needed,” says Dr. Kevin Stierhoff, Research Fisheries Biologist. “IQinVision matched the number of cameras that we purchased with donated cameras.” In addition to surveillance, fish and plankton will be observed with echosounders.

Aug. 26, 2014 CANASA Manitoba Chapter Golf Tournament Bel Acres Golf & Country Club Rosser, Man. www.canasa.org Sept. 4, 2014 Tri-Ed Montreal Golf Outing & Vendor Expo Club de golf Metropolitan Anjou, Quebec www.tri-ed.com Sept. 10, 2014 PELCO Day Vancouver, B.C. www.pelco.com Sept. 16, 2014 Canadian Security’s Focus On Series: Commercial/Property Management Richmond Hill, Ont. www.focusonseries.ca Sept. 18, 2014 Security Canada Atlantic Moncton, N.B. www.securitycanadaexpo.com Sept. 18, 2014 Anixter Showcase Mississauga, Ont. www.anixter.com/events/ torontoshowcase

Appointments

Sept. 28 - Oct. 2, 2014 BICSI Fall Conference & Exhibition Anaheim, Calif. www.bicsi.org Sept. 29 - Oct. 2, 2014 ASIS International Seminar and Exhibits Atlanta, Ga. www.asisonline.org

Neil Wiseman

•

Pedro Simoes

S2 Security has appointed Neil Wiseman to the position of enterprise implementation manager. Wiseman will oversee the entire implementation process for large-scale global deployments including needs assessment, data migration, system design and integration. Avigilon has promoted Pedro Simoes to its executive management team. Simoes will report directly to Avigilon’s chief operating officer, Bryan Schmode. Simoes joined Avigilon in 2009 and was promoted to senior vice-president of global sales in November 2013. Code Blue has hired Bobby

16 SP&T News • www.sptnews.ca

Bobby Shiflett

•

Jeremy Bates

Shiflett as the regional sales manager for central North America. Shiflett will be responsible for expanding Code Blue’s sales growth and overseeing relationships with manufacture rep firms and dealers in an area that stretches from Texas to Minnesota and Pennsylvania to Nebraska, in addition to central Canada. Prior to joining Code Blue, Shiflett worked with Observint Technologies and Infinias. Sonitrol recently announced its dealers’ association’s newly elected officers at the Sonitrol National Dealers Association (SNDA) Annual Convention and Awards

Mark Ingram

Gary Perlin

Banquet in Fort Worth, Tex. The 2014 SNDA officers are: Jeremy Bates, president (Lexington, Ky.), Joey Rao-Russell, vice-president (Fresno, Calif.), Leo Wanstreet, Treasurer (Detroit), and Chip Shiver, Secretary (Cincinnati, Ohio). • Mark Ingram is joining Tri-Ed Distribution as vice-president of U.S. sales. Most recently, he served as director of U.S. sales for FST21. Promotions at Tri-Ed include the appointment of James Rothstein to chief marketing officer, Mirza Chughtai to chief information officer and Gary Perlin to vice-president of strategic sourcing.

Oct. 7, 2014 Anixter Showcase Calgary, Alta. www.anixter.com/events/ calgaryshowcase Oct. 22-23, 2014 Security Canada Central Toronto, Ont. www.securitycanadaexpo.com Oct. 29-30, 2014 Securing New Ground New York, N.Y. www.securityindustry.org Nov. 25, 2014 Security Career Expo Richmond Hill, Ont. www.securitycareerexpo.ca Dec. 10, 2014 Canadian Security’s Focus On Series: Health Care Richmond Hill, Ont. www.focusonseries.ca

DISPATCH DIGEST

By Ron Walters

Smoke and mirror signals The range of information generated by today’s panels can be daunting

he earliest digital communicators were independent of the alarm panel and reported as few as three signals. However, as alarm products, and especially alarm panels, have evolved, manufacturers have added features galore. I doubt that today’s installations use even a small percentage of the reporting capabilities of this generation of panels. This has caused a problem: alarm systems may send signals to the monitoring station where there is no specific instruction on how the central station should respond. This in turn greatly increases the likelihood that, out of fear of liability, an undocumented signal will result in a dispatch. These undocumented signals present some significant problems: unnecessary dispatches of the authorities; liability to both the installing company and the monitoring entity; and loss of confidence by the alarm owner. In a SIAC article on the ANSI/SIA CP-01 Control Panel Standard we talk about some of the alarm reduction features built into these products. With these features, there are reporting options

LESSONS LEARNED

intended to maximize the information available to the monitoring station while making dispatch decisions. For almost all installations, and in particular residential installations, you should develop a programming default. This governs how every signal that your system is programmed to send to the monitoring station should be handled. With each signal sent, you should also be specific on the action that will be taken by the central station. With a default program in place, you only have to program any exceptions. However, you should also prepare a “no exception” follow-up process to handle your central station activity reports. There are certain signals that should never bring about a dispatch, unless, through verification, you are led to believe an actual crime is in process. A simple unauthorized opening is not evidence of a crime; the owner should be notified, but authorities should not be dispatched. In fact, some recent alarm ordinances are actually prohibiting dispatching to any signal related to open/close monitoring. With CP-01 there are some unique signals that

can be very helpful. A recent closing signal can accompany an alarm trip, telling you that the alarm was just armed, tripped and then the keypad code was entered, meaning an authorized person is on the premises. This signal will be generated on all CP-01 panels, not just the ones programmed to send open and close signals. Aborts are factory default programmed in CP-01 panels. The monitoring station should be made aware of these signals with the specific action you want to be taken. I don’t have enough space here to cover all of the potential undocumented signals. It is your responsibility to familiarize yourself and address these issues ahead of time. The most important people on the monitoring side of our industry are those that enter your customer information and those that edit it and it is your responsibility to supply them with the correct data. For more information on the CP-01 Standard please go to www.siacinc.org. Ron Walters is the director of the Security Industry Alarm Coalition (www.siacinc.org).

By Victor Harding

Addressing deal killers Be prepared to surrender information to a prospective buyer if you expect a transaction to go smoothly

have been closing deals in the security industry for more than 15 years. When I reflect back on why certain deals did not, or were difficult to close, here are some of the issues I noted.

1. The seller could not produce the data that most buyers want to see. This could include not being able to put all the relevant alarm account data onto the standard acquisition spreadsheet or turn over the company’s tax returns or show the buyer the aged accounts receivables. In the fire business, it could be that the seller did not break down his total sales into the various categories of revenue. These are basic requirements that you must have. 2. The seller had liens or other bad items pop up against his company’s and his own name when the buyer did a title search. Most buyers will want to do these checks, so as a seller get there before the buyer and see what it is there. 3. The seller would only do a share deal. The facts are that many if not most buyers do not want

18 SP&T News • www.sptnews.ca

to buy shares. Frankly, I think this is irrational but I can’t change the senior management of the buyers. So unless you have a fairly large company (2,500 accounts or $5 million in sales) as a seller, prepare to do an “asset” deal. Exact a higher multiple out of the buyer and know that the tax consequences are not as bad as you might think. 4. The seller signed a new long term (three-year) lease on his work space as he was about to sell. Recently I had a deal crater because the buyer and the landlord did not see eye to eye; the seller wanted his name off the lease but could not get that to happen. 5. The seller was unrealistic on price or more likely inflexible on terms. Most buyers have issues that they will not budge on. Sellers need to look at the big picture and ask themselves whether not winning on that point is really going to matter. 6. The seller did know they had given out a first right of refusal. All industries have them here and there. In the alarm industry, it is the monitoring sta-

tions that have them. My advice to all alarm account sellers is to check whether you have given a first right of refusal to your monitoring station and if you have, negotiate your way out of it sooner rather than later. 7. The seller could not prove that he was the rightful owner. I had an alarm deal go sideways because the buyer wanted better proof that a divorced husband had the right to sell his business. In this case, the buyer insisted on getting the ex-wife to sign a release. If you are in that situation, have your proof of ownership ready. The facts are, when you go to sell your company, the buyer is going to want to see a lot of information about your company, the assets it has and your customers. Think like a buyer. What would you want to see and feel good about before you drop a bundle on a new business? Most of the time what the buyer is asking for is fair game. Victor Harding is the principal of Harding Security Services (www.hardingsecurity.ca).

CANASA UPDATE

By JF Champagne

National perspective Why the addition of an Ottawa conference is so vital to our understanding of security in this country

he theme for our Security Canada trade shows this year is: “Gain a national perspective in your own backyard.” Simply put, if you want to get the pulse of the electronic security sector in Canada, you need to attend Security Canada Expos. CANASA understands the regional differences of our great country and we manage and produce the Security Canada expos accordingly. This may in part explain why as many as 70 per cent of people attending Security Canada do not attend other shows such as ISC West or ASIS International. We added a sixth show in 2014 with the introduction of Security Canada Ottawa, which allows us to get a better security perspective on the National Capital region. The show was held June 4 at the Ottawa Conference and Event Centre and I am pleased to report that it was a great success. We had the privilege to have Deputy Mayor Eli El-Chantiry, who is also the Chair of the Ottawa Police Services Board, to provide opening remarks and open the

show. During his speech, he mentioned a few times that “we must work better together and learn to share information.” His remarks specifically addressed the relationship between police services, municipalities and the private sector. We have heard that message many times and we have observed that it does not always lead to action. Mr. El-Chantiry pointed out that it is even a struggle to have different police services work together and share information. But I felt he was sincere and it is comforting to know politicians understand, more than ever, that solid public-private relationship is the only way to a viable economic model. Let’s hope that we find ways to maintain and improve our relationships. I saw a great mix of people on the show floor, including traditional security contractors, communication specialists, security directors and government employees involved in security projects. There were many familiar faces but also new ones, many of whom were happy to see a Security Canada event in their region. I was most honoured

and pleased to have the opportunity to meet for the first time Doug Rowlands. While Mr. Rowlands has been retired for many years, his contribution to CANASA is still felt today. I have come across his name countless time while reading minutes, resolutions, policies and other historical documents which shaped what CANASA is today. He was a national president of the association in the late 80’s and received the prestigious RA Henderson Award in 1992. He shared with us how he and other association leaders had to make hard decisions and at one point, “We had no money and did not know if CANASA would survive another 15 days!” I was really proud to tell him how much we had come along and I knew his time as a volunteer many years ago had made a difference. Thank you, Mr. Rowlands, for coming to the show and for your lasting contribution to the association. Long live Security Canada Ottawa. JF Champagne is the executive director of CANASA (www.canasa.org).

CMY

Canasa_SPT_June.indd 1

@SecurityEd • June/July 2014 19 2014-06-10 9:12 AM

OCAD University puts faith in

emergency app The Toronto post-secondary institution puts mobile security software in the hands of students By Neil Sutton

oronto-based OCAD University has deployed a mobile safety and security application for its first-year students in a bid to promote campus safety. The app was developed by Guardly, best known for its incident management/guard dispatch software, specifically for the university. Louis Toromoreno, assistant director, campus security, at OCAD says the university was in the market for new security solutions — particularly those that could provide students with an easier and more effective way to get in touch with the campus’ security department, should the need arise. “Normally and historically, not only on our campus, but the other campuses across North America, when an emergency is happening, people don’t remember how to contact security,” says Toromoreno. “People don’t remember what the phone number is

The Guardly app makes it easier for students to contact OCAD University’s security department in the event of an emergency or crisis situation. Eventually, it may become standard for all students, staff and faculty.

20 SP&T News • www.sptnews.ca

and what extension they need to get hold of security.” Toromoreno says he was tasked with finding some possible solutions to this common issue. Research led to a meeting with Josh Sookman, founder and CEO of Guardly, located not far from OCAD’s downtown Toronto campus.

“There were a lot of improvements to our technology that we needed to do.” — Josh Sookman, Guardly “I happened to meet Josh a couple of weeks after I started to look at a couple of different notification systems. He came to me from a different perspective, which was the mobile

perspective. Then it basically snowballed from there. There was, at the time, no other app of this sort,” says Toromoreno. Sookman says he worked closely with Toromoreno and the security department to ascertain their needs and understand their security and emergency procedures. From there, it was a matter of designing an app that fit those needs. “Essentially they were trying to figure out how to provide something to students and staff that would allow them to reach out to security quickly. They were just getting a lot of people coming into their campus security office. For whatever reason, a lot of people didn’t know the phone number to reach or the extension to reach and it just caused a lot of delays. When we began talking, they understood that by leveraging our technology, they could create a lot of efficiencies,” says Sookman.

While OCAD was open to new ideas, getting them to sign off on a new app was no simple matter, adds Sookman. “To get the business, they put us through the ringer. We talked for probably over a year before they ever put in an order, because there were a lot of improvements to our technology that we needed to do.” The app isn’t simply a matter of providing a button for students to push in order to reach security. It has been developed such that the security department can know the precise location of the student who has made contact. The app uses global positioning data to determine location, and there are virtual geo-fences set up at campus borders. Administrators can use this data not only to determine student whereabouts but to track the number and frequency of security-related incidents in relation to where they occur on campus. Geo-fencing can also be used to target specific mass notification messages or alerts. The app is available for most

major mobile platforms (iOS, Android, Blackberry) and can be downloaded from their respective app stores. On the back-end, it is essentially a Cloudbased service hosted by Guardly. In order for it to receive the go-ahead from OCAD, it required buy-in from university stakeholders, including IT and legal, as well as the security department. It also had to be assessed by the university’s privacy officer. The app will reveal student location data, but only if it is actually triggered by the student; it is otherwise dormant. Students can also manage the amount of data that can be viewed by security. They can provide contact details and a photo, and also pertinent information like ongoing health conditions. Knowing this information can help the security department plan their response in the event of an emergency.

“The app allows the user to notify security of emergencies or incidents as they happen.” — Louis Toromoreno, OCAD “They basically held off on a purchase order until we could show them that we could do something that was better than the status quo,” says Sookman. “[Toromoreno] was wonderful in providing us with a ton of feedback and was super valuable.” The app went through a six-month pilot phase and is now in its second year of deployment. Thus far, it is available to first-year students (and also second-years who downloaded it the year previous). Currently, about 15 per cent of those students have chosen to download it, “which is basically where we thought we would be,” says Toromoreno. At the moment, the app is an “opt-in,” but the university is seriously thinking about making it an “opt-out,” which should help to boost enrollment numbers. It made sense to offer it to first-year students initially, since they undergo mandatory security orientation when they first report to campus. People in their late teens tend to be very familiar with apps of all stripes, having grown up with, says Toromoreno, and are quite comfortable using them. The long-term plan is to open it up to all years, including post-graduate years, as well as possibly staff and faculty. By the four-year mark of deployment, Toromoreno anticipates that about half of the student population will be enrolled. “The app really changes the game for us, in terms of how we respond,”

Location-based data allows the OCAD security department to gain instant knowledge of where an emergency may be taking place. The app only transmits location when activated by the student. Students can also manage how much personal data is made available to the security department.

says Toromoreno. “It allows the user to notify security of emergencies or incidents that are taking place on our campus as they happen.” Thankfully, there have been no major emergencies or security incidents on campus that would put the app to the ultimate test, but Toromoreno says the university is confident that students will have an easier time reaching security should the need arise.

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@SecurityEd • June/July 2014 21

A.P.I. Monitoring in Concord, Ont., is just one of the Canadian companies that has continually made improvements to operations.

S PAC E STATION How monitoring operations are keeping pace with technology to meet dealer and customer demands By Linda Johnson

an Small admits he was glad when Armstrong’s Communication’s last upgrade project was finished. By the end of the project, which took months of in-house planning and collaboration with telecoms and software manufacturers, they had completely re-done the electronics in their two monitoring stations. “Every computer, every server, completely changed our network. We did everything — live,” says Small, general manager at the Dartmouth, N.S.-based monitoring company. “My heart was racing for a while, but everything went really well.” Central stations are putting a lot of effort and money these days into improving their operations. These upgrades — whether they involve software, equipment or training — are helping them increase efficiency, reduce false alarms and, of course, meet their main challenge: keeping up with

the ever-expanding range of technologies and services that they and their dealers want to offer customers. “You have to constantly reinvest and reinvest, or you become irrelevant,” says Small, adding they expect their recent project, which cost about $350,000, will allow them to handle whatever new technologies come onto the market in the next several years. “Our job is to stay current with technology, so the dealers can go buy whatever products they want. They can buy the latest technology and not worry, is this compatible with my station?” One of the big drivers of the upgrades, too, he adds, is the move by security manufacturers to IP technology. “For example, IPDatatel, a cellular unit, uses an Internet port, and it goes directly into our software,” he says. “The days of buying lots and lots of boxes of receivers in racks are slowly diminishing. A lot of this stuff is becoming direct to IP.” With the upgraded infrastructure,

“You have to constantly reinvest and reinvest, or you become irrelevant.” — Dan Small, Armstrong’s Communication 22 SP&T News • www.sptnews.ca

including the installation of a new network by Stratus Avance Network Solutions, Small says, they are able to provide more services. They have just introduced an enhanced app that allows technicians to connect into the station with a smart phone and perform all the functions that previously had to be done by phone, such as place accounts on test/off test, check signals and check call lists. The feature is available to end users, too, providing them access to their monitoring station information on demand, either on a PC or smart phone. They have also just rolled out a lone worker app, he adds. The worker enters into their smart phone the time they plan to begin their shift and how often they will call in. The information is sent to the monitoring station, along with the worker’s GPS location. “If you fail to check in when it alerts you to, or before it alerts you to, we’ll get an alarm at the station and begin tracking your GPS location via your phone. And we’ll call and make sure you’re okay,” he says. In addition to apps, Armstrong’s is working on mobile PERS products, Small says. They have just launched a GPS watch system, in conjunction with iLoc Technologies. Once the watch is locked onto the person’s wrist, the monitoring station can track the person’s location. Concord, Ont.-based A.P.I. Monitoring has also made big changes through their network of monitoring

stations, says Aaron Garr, director of operations. They recently installed a new Avaya phone system, integrating it with both their receivers and voice lines. “It gives us hot redundancy, so we have backup for all of our voice lines and receiver lines. We wanted to ensure that the core of our business was fully protected. It was a huge project. We’ve been working on it for a couple of years,” he says, adding they are also upgrading their station’s software to SIMS 3. At the same time, their in-house training team and training program have been expanded, Garr says. Four full-time trainers and quality control staff work with operators to review quality control and performance. And all new operators must go through an in-house training program. “We want to ensure we are meeting the expectations of our dealers. We’ve always prided ourselves on “Monitoring your way,” which is our slogan. We want to be able to provide the level of service and be able to do anything the dealers want us to do,” he says. Over the past year, A.P.I. has also been working on a change in their operations that will allow them to handle video monitoring and managed services more effectively, Garr says. They created a new managed services division that focuses on video monitoring and card access. Located in a separate section of the station, the division has a new setup, and opera-

tors working there are dedicated to that function. “The future is video monitoring and managed services. We see that growing and growing. A lot of police departments require verification of a break and enter before they’ll even respond. And as the technology becomes more available, we expect that more and more users will be interested in investing in video and video monitoring,” he says. Eric Ruiz, director of operations at Toronto-based Global Link Response Centre, says they wanted to expand the number of services their dealers could offer end users. To do that, they installed a CONETTIX D6100IPv6 communications receiver/gateway, which allows them to receive communications from Bosch panels. “We found that Bosch gave our dealers some flexibility in terms of offerings to their end users. And we’re always looking for technology that will benefit our dealers in providing services out there to compete with the big guys, like Rogers and ADT,” he says. One of the benefits of the new receiver, he adds, is that the station can now control the activation and disabling of accounts. Thus, they will no longer receive signals from customers whose systems have been cancelled but not deprogrammed. “Now, we will have that tool to do that. As your customer base grows, and some cancel, you’re stuck with these cancelled accounts that are still sending signals in. It’s frustrating. It’s frustrating for the dealers on occasion, too.” he says. Ruiz says he expects the technology upgrade will attract higher-end customers for dealers. Many customers

“If there’s a natural disaster in Montreal, that server is being backed up 500 km away.” — Bert O’Grady, Lanvac

who were interested in the “free” alarm system and who are locked into longterm contracts don’t value the security system very much. “The higher-end systems, however, are more for either commercial use or higher-end homes that see the value in a security system,” he says. “And with the growing technology with video and other home automation,” he adds, “the dealer can now offer these as added value services to the end user and get more recurring revenue in return.” At Montreal-based Lanvac, they’ve done a lot of work on their in-house software, creating features that have helped them automate dayto-day operations, says Anna Duplicki, vice-president, business development. The new panel manual feature, for example, allows dealers to access a user manual, a programming or installation manual, directly out of the software. Another feature has made testing faster and easier for both the technician and operator: the system recognizes which technician is on site, knows their smart device address and, working in real time, responds back to the device as the signals are sent, zone by zone. One of Lanvac’s major goals, Duplicki says, is data protection. By building a Tier 3 server room, the company is meeting an extremely high standard for the security of their dealers’ database. “A lot of stations focus on a ULC or Five Diamond listing, which talks about how to build a station, how to train your operators. But, often, how the data is managed is overlooked. But you’re as strong as your weakest link, so we feel that it’s very important to also have a data standard.” The two Tier 3 server rooms have their own access systems, ventilation systems, backups and UPS supports. Plus, notes Bert O’Grady, vice-president, special projects, they’re located in different cities. “If there’s a natural disaster in Montreal, that server is being backed up 500 kilometres away in Toronto and will just carry on as if nothing had happened. We feel the chances of a widespread disaster affecting two major cities Armstrong’s Communication has updated its infrastructure and installed new 500 kilometres apart are network equipment.

remote,” he says. Lanvac’s introduction of what it calls “dynamic call display” has also marked an advance for their stations, Duplicki says. When an operator calls, the customer sees the dealer’s name and phone number, not “central station” or a generic toll-free number. “It has reduced false alarms at the station — the police have told me they have seen a decline in false alarms — because end users are more inclined to answer the phone when they recognize the name on the call ID,” she says. For the same reason, she adds, the feature has also made operators more efficient. If the first person called is more likely to answer, they have one, rather than many, calls to make. In addition, it helps build brand recognition for their dealers: the customer

sees only the dealer’s name. This year Lanvac has started giving new dealers two toll-free lines, each with a different carrier. They encourage them to use both, one as their primary receiver number, and the other as a backup. “So, if Rogers, Bell or whatever the carrier is drops off, their panels will auto-revert to the next phone line,” Duplicki says. “We want our dealers to be stronger than the rest, so we give them this tool to make sure they’re never left without communication.” Despite the new equipment Armstrong’s has just installed, Small says, he knows they’ll continue to invest in new equipment every year. In fact, their current forecasted budget allows for another total replacement of the station’s equipment in about five years’ time. “We’ll put all new in again,” he says. “It’s just moving too fast to stay still.” Linda Johnson is a freelance writer based in Toronto.

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2014-06-09 10:29 AM

BACK to the

FUTURE How integrators can help customers find forward-looking solutions to obsolete security technology By Kim Rahfaldt

n integrator builds his business by cultivating relationships, completing installations and providing outstanding customer service. They develop relationships with their customers by offering quality products, on time and on budget. They carefully choose which manufacturer’s solutions to represent and faithfully resell those solutions because they believe in the product and manufacturer. They invest their time and energy in a few manufacturers because they believe in the product and trust the company will support them. So what happens when the manufacturer you worked closely with for so many years decides to move away from a product line you’ve recommended and supported for years? What happens to your customers who like that product and don’t want to change? End users may get angry, and they don’t always make the distinction between the manufacturer and the integrator. They don’t understand how a system they’ve had for a number of years,

24 SP&T News • www.sptnews.ca

a system they’ve invested a lot of money in, can all of a sudden be “obsolete.” But now you tell them their system is no longer going to be supported, or you can’t get the components or software they need, or that they need to migrate to a new platform. “Manufacturers that [terminate a product line] put us [the integrator] in a bad light,” says Joseph Riotto, president of Totowa, N.J.-based AVS Technology. Riotto adds that the customer may decide to never do business with the manufacturer again, but the truth is, they are also not happy with the integrator and often decide to stop doing business with them too. Now you have an angry customer through circumstances beyond your control. Your customer is asking for assurance that this never happens to them again. Your reputation and bottom line are at risk. What do you do? If the circumstances are right, offer a retrofit solution. A retrofit security solution offers your customers a cost-effective upgrade path, and allows you to protect your reputation, retain some of the customer’s investment costs and positively impact your bottom line. Your customer won’t have to find the budget to

“Offering a retrofit solution is generally a tremendous opportunity to acquire new customers.” — Kurt Kottkamp, Enterprise Security Systems start over. When you work with the right manufacturer, you offer the customer a minimal-disruption replacement program and the opportunity to save money. If you can bring your customers a solution that is cost effective, you will continue your good relationship. Advantages to selling retrofit solutions The last thing you want is an irate customer through no fault of your own. But when a security system reaches the end of its life, doesn’t meet your customer’s needs any longer, or is too costly to maintain, offering a retrofit product may be the best alternative. It’s a quick, cost-effective option. When you present the right solution, it should allow your customer to use much of their existing infrastructure, therefore reducing the overall replacement cost. The customer should be able to reuse their current readers, cards, power supplies, cabinets and wiring. When a customer is able to reuse these components, it allows you to install the system quickly. You don’t waste time pulling wire and rewiring for a new system. You can quickly install the system. You are working smarter, increasing your bottom line and making your customer happy. When you choose the right retrofit solution, your customers should be able to easily transfer the important data from their legacy system to their new access control system. Using a conversion utility saves countless hours and dollars, and eliminates the risks that come with re-entering data. This is a big plus for large customers with hundreds or thousands of card holders. Retrofit solutions offer an opportunity for ongoing work. Some customers have large systems with multiple locations. These large customers will want to plan out and phase in their retrofit, and may upgrade one building or part of the system at a time to minimize disruption of their business. This means they’ll purchase product and installation services from you month after month until the install is completed. You also have the opportunity to sell professional services assistance to customers who require support throughout the retrofit upgrade path. Professional services teams collaborate with integrators and end users to aid in the design, implementation, integration and product optimization of the retrofit solution. Through a team approach, the customer learns to utilize their new system to its fullest potential. You become their trusted advisor on the new system and are there every step of the way to meet rigid timetables and make sure every aspect of the installation is carefully considered. “Offering a retrofit solution is generally a tremendous opportunity to acquire new customers, or earn more of an existing customer’s business,” says Enterprise Security Systems president, Kurt Kottkamp, based in Charlotte, N.C. “It’s also a unique opportunity to earn their trust, because of the risk involved in changing systems.” Grow your business Say it’s your competitor’s customer who has just learned their system is obsolete. You now have the

opportunity to present your cost-effective retrofit option. Use the opportunity to grow your business and pick up new customers from integrators whose reputations are in question, or who do not have a solution to offer. You can offer a fully functional product now and relieve them of working with the manufacturer that is the current source of their pain. You can solve their problem now and help them save money while doing it. “When the manufacturer who discontinues a product and doesn’t offer a seamless migration and is not affiliated with you and you come up with a solution, then it’s gravy,” says Riotto. “It’s a simple flip. The dealer who sold them the original system is now under a cloud and they have a customer who can’t sleep at night and is afraid their system is going to crash at anytime. The end user doesn’t want to talk to the manufacturer or the dealer who recommended their system. If they allow them to stay, the dealer will still be under a cloud. Everything he says is going to be questioned, even though the dealer had nothing to do with the decision [to terminate the product].” This gives you the opportunity to solve their problem as a business partner. You present an economical fix that protects the investment in much of their existing system, and they won’t have to reinvest in a whole new access control infrastructure. Choosing the right solution It’s critical that you are aware of what is occurring in the marketplace and take note of major announcements. Keeping tabs on the industry by reading security magazines, browsing websites or setting up web alerts on your major lines and on competitive products can help you make business decisions that will affect your company’s future and impact your bottom line. When a major manufacturer announces the end of life of one of its products, analyze how that will affect your business. If your customers are impacted, what are you going to do? What opportunities does it create? When choosing a retrofit solution, you don’t want to make the same mistakes you did when you chose the manufacturer that orphaned its product. You need to find a reliable company with the history and references to back them. You need a company that promises backward compatibility, and a company committed to the security industry. What does their history tell you? Have they taken customers for granted before? Choose a manufacturer that believes in exceptional customer service and values long term partnerships that always have the customer’s best interests in mind. Choose a company that controls its own destiny by manufacturing their own hardware and software. In-house product engineering means they have control over product design decisions which are made for their own customer’s needs and requirements. When manufacturers rely

on a third party to manufacture their hardware, they leave themselves open to takeovers, sales and lack of product control. You need a manufacturer that will do what they say they are going to do, especially when it comes to the database conversion of the old product to the retrofit system. Any miscommunication or confusion can cost you your credibility, time and serious money. Most importantly, choose a proven solution. As the size of the retrofit market grows, every manufacturer wants a piece of the pie. Make sure that the retrofit product you choose has sufficient history and experience and that your customer will not be the guinea pigs as the kinks are worked out. Ask for references of successful installations. Also, make sure that the manufacturer is not just reselling panels that replace the legacy ones, but also that they have the conversion tools, skills and services, and experience to make the retrofit go smoothly for your customer. Remember, the panels are not what the customer touches every day. It’s the software. So make sure that the software will meet your customer’s needs now and for the foreseeable future, and the company has the “legs” to support your customer and adapt and grow with them over the coming decades. Make sure the manufacturer is committed to the security business for the long haul. Most customers respond to integrators who are honest and straightforward. The industry and the solutions change fast. It is your job to present the options. They want a good relationship and look to you for answers. Including a retrofit security system option in your arsenal of products means you’ll be prepared to support a pin for pin replacement end of life system for existing or even new customers. Provide a cost-effective, quick to install retrofit solution that requires little down time for the end user from the right manufacturer and watch how your business grows! Kim Rahfaldt is the public relations manager for AMAG Technology (www.amag.com).

@SecurityEd • June/July 2014 25 JCGury_SPT_June.indd 1

2014-06-09 2:59 PM

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Product Previews

Intrusion Detection

Wireless communication Napco

The Napco Commercial Platform simultaneously supports UL commercial wireless, addressable and conventional devices. Napco Crystal-Control Wireless provides the ability to cut costs on expensive wire and long wire runs. Wireless can be added to existing construction and be removed or repositioned if the structure or coverage needs to be changed. The company has also developed alternative alarm panel NetLink Internet/intranet reporting modules. For use in new and retrofit applications, they communicate alarms over the Internet or intranet over a TCP/IP based network, securely using dynamic IP addressing, and can be used for primary and/or backup reporting.

Life safety functionality Interlogix

www.napcosecurity.com

AdvisorOne and AdvisorSync combine advanced life-safety and lifestyle functions for home and small-business use. AdvisorOne features a seven-inch, colour touch screen with and customizable functionality. It can be controlled locally from a built-in touch screen or with auxiliary Advisor touch screens. It can also be controlled remotely via mobile applications. Features include: multi-language support; high zone counts; controls such as door locks, lights, thermostats and electric appliances via Z-Wave protocol and Bluetooth.

Hybrid illuminator Raytec

The VARIO hybrid combines Raytec’s latest Infra-Red and White-Light LED technology into a single unit. VARIO Hybrid works in conjunction with external detectors or alarm inputs to provide event triggered lighting on demand and proactively deter crime. The Infra-Red can be used for general CCTV surveillance and the White-Light can be triggered only when needed on alarm via external devices. VARIO Hybrid features include: interchangeable lensing, elliptical beam patterns with hot-spot reduction technology, LED status indicators and a hand-held VARIO Remote Control.

Control panels

Bosch Security Systems

The Wireless Solar or Battery Driveway Monitor with 4-Channel Voice Receiver (STI-V34100 or STI-V34150) detects when a vehicle enters or leaves a protected driveway. Designed for home or office, it uses a patented magnetometer sensor system. Movement of any large metallic (iron or steel) object close to the driveway sensor triggers a signal from the transmitter to the indoor receiver, causing the receiver to sound a voice message. STI’s voice receiver offers 10 tones/tunes and 53 selectable words (in English or Spanish). Up to four tones/tunes or words can be programmed to identify driveway status (i.e. driveway alert, front driveway motion, etc.).

B Series Control Panels from Bosch are modern Internet appliances with built-in IP communication and a free app for mobile operation. They are compatible with both IPv4 and IPv6 and feature DNS support for remote access and central station communications to simplify installation and disaster recovery. Bosch has also introduced IP camera integration for its B Series intrusion control panels. This allows video motion detection to activate points on the panel, and panel events to trigger camera actions, including sending video clips via e-mail.

www.sti-usa.com

www.boschsecurity.us

www.interlogix.com

www.rayteccctv.com

Wireless driveway monitor STI

iOS app Honeywell

An update to the iOS App for Honeywell Total Connect 2.0 simplifies set-up while bringing the capability of the Honeywell Total Connect website to Apple iPad and iPad mini devices. The new app lets dealers and end-users configure systems directly on the iPad and offers simplified video set-up with built-in help guides for configuring cameras and defining video detection areas.

www.honeywell.com

Fence-mounted sensor Senstar

With three meter location accuracy, ranging fence-mounted sensor FlexZone enables flexible zoning through software. Compared to non-ranging systems, FlexZone reports fewer nuisance alarms while maintaining a high probability of detection. It can detect and localize multiple simultaneous intrusions and provides many features that speed installation time. FlexZone supports 600m (1,968 feet) of sensor cable per processor and carries power and data on the sensor cable — reducing the costs of supporting infrastructure for large sites. For small sites, FlexZone can provide a “one box” solution with up to four zones reported by local relays.

www.senstar.com

Intrusion products DSC

PowerSeries Neo is a scalable commercial and residential line of products. The system is fully customizable with a range of control panels and PowerG-enabled wireless devices. At the core of the system are four control panels, ranging in capacity from 16 to 128 zones and two to eight partitions. Each panel starts with six or eight hardwired inputs, 2-4 hardwired outputs and PTSN communication onboard, with the capability for expansion.

www.dsc.com @SecurityEd • June/July 2014 27

Product Previews

The latest in security technology

Wi-Fi monitoring system Swann Communications

Video door Internet enabling kit Legrand

The Video Door Internet Enabling Kit (CM2001) automatically sends e-mail alerts and/or a live video feed to any web-connected device whenever the door bell is pressed. Designed to be integrated into OnQ’s Selective Call Intercom system, the kit is also compatible with any analogue camera. When the front door bell is triggered, it automatically captures an image of whoever is standing within view of the camera. It then e-mails that image to one or multiple e-mail addresses, creating a permanent record.

The SwannSecure 4 Channel all-in-one Wi-Fi HD monitoring system with monitor and camera shoots real time 720p HD video or still images to a seven-inch monitor. It includes a SwannEye app for viewing on a PC, Mac, tablets and smartphones, including iPhone, iPad and Android devices. Using the system, the user can see in the dark up to 50 feet with the built in IR cut filter. A built-in microphone captures audio. A threestep set-up uses a QR code and smart phone or tablet with no manual networking configuration required. The camera can be mounted on any flat surface, upside down, on the ceiling, or on a wall. The system is expandable up to four cameras.

www.swann.com

IP network dome camera Toshiba

The IK-WR14A is a two-megapixel IP network dome camera that reduces upfront installation time by up to 50 per cent with its incorporation of remote optical zoom, one-touch remote focus, and a new cable management system based on time-saving Power over Ethernet (PoE). Once installed, the camera captures 1080p full HD resolution video at 30 frames-per-second in virtually any lighting condition, indoors or outdoors. The IK-WR14A features a remote optical zoom and one-touch auto focus system that permits the lens focusing process to be completed remotely on a laptop computer.

www.legrand.us

www.toshibasecurity.com

NVR appliances BCDVideo

The EVO Series of low-cost, high-performance network video recorders ship pre-loaded with a choice of Axis Camera Station, Milestone XProtect, or OnSSI Ocularis licences. Each EVO appliance offers a turnkey NVR solution to the security integrator and includes an Intel Xeon processor, BCDVideo’s SMARTconnect and SMARTvms technologies, lifetime telephone support, as well as a three-year worldwide on-site warranty. The EVO10 is a small form factor system which weighs less than three pounds. The unit features a 120GB Solid State Drive for Windows 7 Professional operating system and the VMS. Models are available in either 2TB or 4TB models, both available with RAID 1 for redundancy.

www.bcdvideo.com

Wireless smoke detector ELK Products

The ELK-6050 Wireless Smoke Detector provides a two-way wireless solution with signal acknowledgement and built-in sounder. In the event of a fire alarm, ELK’s two-way wireless technology allows ELK M1 Controls to activate the built-in sounders of all enrolled smoke detectors during the alarm. The ELK-6050 is powered by 3V Lithium batteries and utilizes photoelectric smoke detection technology and includes rapid “rate-of-rise” and fixed temperature detection. ELK’s two-way technology constantly monitors and adjusts RF power levels to deliver clear signals while maximizing battery life.

www.elkproducts.com

Indoor/outdoor network cameras Axis Communications

The indoor AXIS Q1615 and outdoor-ready AXIS Q1615-E combine new capabilities like wide dynamic range, electronic image stabilization and shock detection with Axis technologies, such as Lightfinder and HDTV 1080p resolution. In addition to the ability to transition between Axis’ latest wide dynamic range innovation – WDR – Forensic Capture – and Lightfinder mode AXIS Q1615/-E offer several image processing features to enhance image usability, such as barrel distortion correction and electronic image stabilization.

www.axis.com

IP surveillance Honeywell

The equIP Series S is a family of IP-ready products — including box cameras, IR indoor domes and rugged domes — that integrate with Honeywell and third-party NVRs. The cameras deliver full HD video (up to 30 ips) with 720p, 1080p, 3MP or 5MP resolution for applications from small convenience and retail up to large systems for campus or city surveillance. All of the cameras feature on-board SD card storage to help prevent video loss by storing locally when communication to the NVR or video service is off-line. The equIP Series S features P-Iris that enables sharper images with better clarity and contrast by optimizing the depth of field and sensitivity most suited to any application.

www.security.honeywell.com 28 SP&T News • www.sptnews.ca

PSIM software VidSys

VidSys version 7.6 provides enhanced functionality, increased operating efficiency and an expanded suite of product security tools and features. New functionality provides more systemic user-defined flexibilities and customization options that include new configuration tools, improved visual enhancements, variable settings and expanded search capabilities. Administrators have more granular options for password protocol.

www.vidsys.com

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FYI

FOR YOUR INFORMATION PHONE #

Technologies

COMPANY

PAGE #

ADT

WEB ADDRESS

Anixter

877-ANIXTER

www.anixter.ca

APA

905-612-1666

www.apainc.ca

Axis Communications

800-444-AXIS

www.axis.com

CANASA

905-513-0622

www.canasa.org

Chubb Edwards

800-668-2482

www.chubbedwards.com

CML Security

877-525-4109

www.cmlsecurity.com

Counterforce

866-708-8254

www.counterforce.com

DSC

888-888-7838

www.dsc.com

Harding Security Services

416-925-7474

www.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

Keyscan

888-KEYSCAN

www.keyscan.ca

Kwikset

Maxwell

800-472-7336

www.maxwellmfg.com

Monitronics

561-214-3528

monidealerprogram.com

Reliance Protectron

866-711-6111

www.protectron.com/careers

Samsung

877-213-1222

www.samsung-security.com

Speco Technologies

1, 2

800-645-5516

www.specotech.com

joinADTdealer.ca/SPT

www.kwikset.com/wirelesslocks

News Trends Products www.sptnews.ca twitter.com/SecurityEd @SecurityEd • June/July 2014 29

QA &

or companies to thrive, they must adapt to the times. Security companies are no different. FLIR, traditionally known as a high-end thermal imaging company, has been steadily taking some of its market downstream through acquisitions and new product development. Thermalbased technology is now available at retail — something that might have been unthinkable a decade ago. SP&T News recently spoke to Andy Teich about FLIR’s market strategy and the cool things that can be done when you match thermal technology with an iPhone. SP&T News: How has FLIR been positioning itself in the security market lately? Andy Teich: We’ve been focused on three things in the security sector: one is lowering the cost of thermal imaging cameras for security customers. That is a mantra that we have been working on for the last decade, but have really made significant strides there in the last year with the release of our Lepton imaging core that is quite small and gives you sufficient resolution to do many of the short range security applications with a much lower cost than what has historically been required for thermal imaging. Lepton has been a development that we’ve had ongoing for the last three years at FLIR, and we launched the core product back in January at the Consumer Electronics Show. The second is expanding our camera range to include more megapixel IP-based offerings, and also to include the launch of our MPX technology, which gives you highdef over coax and also allows you to have two-audio and PTZ control signals all over a single coax cable. There the benefit is, you have can existing

30 SP&T News • www.sptnews.ca

with Andy Teich, president and CEO, FLIR Systems By Neil Sutton

installations — home or small business — that are wired with RG59 or RG6 coax that you can now install a high-def camera that incorporates two-way audio or incorporates pan-tilt-zoom. The third issue is, we continue to expand our consumer product offerings in the security space. At CES this year, we launched a product called FLIR FX, which is a self-contained camera offering that has a number of different accessories with it that change its environmental persona. The FLIR FX camera itself is a high def camera that has on-board battery and on-board recording capability and there are different bases you can use it with that allow you to use it for different applications. There’s an indoor base, there’s an outdoor camera enclosure for it, there’s a sports enclosure that allows you to use the camera as a sports activity camera. There’s an enclosure that allow you to install it in your vehicle for realtime monitoring while you’re driving your car.

brand. If you go back to those three things that are new, the most poignant of those is that the Digimerge brand has gone away; it’s been replaced with a FLIR line of professional security products. At ISC West, we launched a total of 30 new products between the thermal and visible spectrum under the FLIR brand that are professional, integrator-class products. That part of the business has been executing well.

“Ultimately, low cost thermal sensors will get injected into the majority of visible cameras that are out there.”

SP&T: How has Lorex/Digimerge technology been integrated into the company’s portfolio since FLIR acquired it about 18 months ago? AT: We’re really in the execution phase of that now. We acquired Lorex for a couple of reasons. We had this vision to take the FLIR brand and take thermal into the security market in a much bigger way. Lorex provided us the platform for doing that. Lorex was transacting about a million cameras a year, so we got that volume base, we got the supply chain that was associated with Lorex; the Digimerge brand within the Lorex company offered us a path to create a line of professional grade visible products under the FLIR FLIR One turns an iPhone into a thermal imaging device.

SP&T: With the pricepoints of thermal imaging coming down, what markets are now opening up to you? AT: Fundamentally, what thermal does for the user is, No.1, it allows you to image in zero lux situations. Lighting becomes a non-issue when you’re dealing with thermal. No. 2 is you have the ability to see through fog, dust and things like that. No. 3 is thermal is very good as a sensor input for video analytics. [Thermal] can really can be applied anywhere security cameras are being used and you want to have some form of video analytics making decisions on whether you capture images or alert the user of a situation. The problem with today’s video analytics that are based on visible imaging technologies is typically it’s some of form video motion detection or analytic algorithm that tend to be unreliable because of changes that happen in the scene relative to light levels, colour and shadows. The nice thing about thermal is, it ignores all of that; it doesn’t see the diurnal cycle; it doesn’t see light levels changing; it doesn’t see colour. And the kinds of things that you tend to be looking for with a security camera — with human activity — have a very high contrast in the thermal spectrum. Ultimately, low-cost thermal sensors will get injected into the majority of visible cameras that are out there, and they will be used to do the video analytic portion of the job. The visual piece will still be used for identification purposes, but the thermal side can do the analytics and will make it much more reliable.

SP&T: IP technology is also more affordable. What does that mean for your product development? AT: The line of products that we launched at ISC West . . . most of those are available as IP products. With the cost of IP chips coming down, that’s fundamentally what facilitates that. Not only do you have active imaging compression at the edge, but you also have an increasing level of image processing at the edge, such that we can run analytics on a thermal image using the same hardware that is doing video compression to facilitate IP transmission. SP&T: What is the rationale behind your new mobile product, FLIR One? AT: It gives thermal imaging capability to an iPhone 5 or 5S. The target markets for that are a DIY homeowner using the product at home to look for energy leaks, plumbing issues, water leaks, insulation voids, moisture damage, pest infestations, those kinds of things. The second target is outdoor enthusiasts: hikers, campers, boaters, hunters. The third category is gadget geeks. These are going to be early adopters. Maybe they’re experimenting with electronics at home, developing their own circuit boards and things like that where they want to measure temperature. SP&T: Where does the “Internet of Things” fit into FLIR’s strategy? AT: In the last year, we created a new vision statement for our business: “The world’s sixth sense.” Fundamentally, if you think about what the Internet of Things is, it’s the connection of sensors to humans via the Internet. These things are devices that sense things. They are connected via the Internet to humans to provide value. We’re the “sense” side of that. As the world’s sixth sense, we make sensors, thermal imagers, visible sensors, radar, sonar — that’s the business that we’re in. We very much believe in that. For example, by creating the Lepton lowcost thermal imaging system, that can play a key role in the Internet of Things — sensing temperature or having the ability to see in darkness is something that provides a significant value to users. The Internet of Things will be the devices that will connect Lepton to users in a meaningful way to make decisions.

2 0 1 4

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• Networking managers • Contractors • Data communications managers • Purchasers • Project managers • CLECs • Telecom managers • Security integrators • OEM specialists • Facility managers

Attendees of this year’s Canada Showcase will be entered into a draw to win a 32GB iPad® Air.*

* Terms and Conditions Due to applicable laws and Anixter’s policy, no Federal, State or Local Government employee, including State University personnel, will be eligible for prizes or food and/or beverages, if provided. If a Federal, State or Local Government employee does register to participate in a prize draw and their name is randomly selected, that draw will be disregarded and another name will be drawn.

1.877.ANIXTER | anixter.ca

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Not just a video encoder...

...but a BIG opportunity to increase your revenue. Did you know that there are over 100 million analog cameras around the world that could be enjoying the benefits of IP surveillance? And did you also know that Axis has some of the most cost-competitive, high-performing video encoders on the market? Axis video encoders provide a cost-effective system upgrade to add intelligence and enhanced image quality to existing CCTV systems. Itâ€™s just what your customers have been looking for. To find out why it pays to sell our video encoders, take a look at www.axis.com/encoders