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Contents June/July 2015

www.sptnews.ca www.sptnews.ca Departments

Cover Story

4 Editor’s Letter

15 Big stakes for stations

6 Line Card • CANASA elects new board, president • 3VR hires new reps in Canada • CANASA announces scholarship winners ` • PPM owner buys risk management solution provider • Toronto’s Phybridge acquires NVT

Monitoring companies tackle the big issues from improving relationships with first responders to increasing the market penetration rate

30 Q&A Andrea Martin, president, ADT Canada

Features

Columns 12 Integrator Perspective

22 Listen up

Set the bar high

How cameras can integrate with audio to improve overall surveillance

By Richard McMullen

12 Camera Corner

A 360° view of the panoramic camera

By Colin Bodbyl

By Richard Brent

14 Lessons Learned Taxes to remember

By Victor Harding

24

28

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

@ www.twitter.com/SecurityEd

Integrator Roundtable: The rising threat

SP&T News: Issue Insight

Looking for the latest IP camera?

What about a new managed access control system?

Follow us on

Editor Neil Sutton provides some behindthe-scenes insight into news and features going into each new issue of SP&T News

www.sptnews.ca/videos

SP&T News asks integrators to offer insight on how the security industry has changed and adapted due to terrorism threats both overseas and closer to home.

@SecurityEd • November/December 2014 3 www.sptnews.ca/videos

EDITOR’S LETTER

By Neil Sutton

Making connections To grow this industry, we need to listen more effectively to dealers and customers

J

une has been a busy month.

I attended two of CANASA’s regional conferences (Security Canada Ottawa and Security Canada West, in Richmond, B.C.), which gave me the opportunity to meet with security professionals.

Based on those meetings, I can tell you this: it’s a hard scrabble for some dealers and integrators. Many are looking for ways to generate new sources of RMR and hang on to customers in a highly competitive industry. Core security services may not always be enough and DIY options have become increasingly abundant.

This is a topic that came up several times during the Central Station Roundtable (see our cover story). Based on some of the comments made, DIY is a reality, and has been for some time, but third-party monitored solutions are ultimately what is going to provide the consumer peace of mind.

I think where the industry needs to make better connections with those consumers is in making it clear that these are potentially life-saving services that can offer a layer of protection that DIY cannot.

I can certainly appreciate some of the frustration out there. As roundtable participant Anna de Jager-Duplicki of Lanvac pointed out, these services are certainly affordable for most Canadian households, yet people will lavish far greater attention (and money) on their home entertainment technology. But she also pointed out that it’s not just about selling security anymore, it’s about selling lifestyles.

I think that’s the real watershed moment for the industry — harnessing that “lifestyle” package and making it appealing

to the consumer. In my opinion, there’s quite a long way to go to really make that connection, but on the plus side, there’s a huge green field opportunity ahead for security.

That became abundantly clear during my interview with Andrea Martin, the new president at ADT Canada. Martin is an expert in change management and more than well acquainted with how subscription models work through her experience at Reader’s Digest.

Martin was also making the rounds at some of the U.S. security shows this year to familiarize herself with the industry. She noted that there’s a try-it-and-see attitude with some companies — put a product out there to see if can gain any traction with the consumer.

She freely admitted that she’s a newcomer to security and these were just her initial impressions, but I honestly believe she’s right. I opined in this column at the beginning of the year that some home automation providers are guilty of innovation for the sake of innovation, without really building a solid use-case with the potential audience. Martin said she wants to truly get an understanding of what these customers are looking for, and that seems like the best approach possible in uncertain times.

As for the trade shows, those are always a great way to engage with the dealers and installers of security products. I would also love to hear people’s thoughts away from the trade show floor. Please let us know where you think the industry is headed and what it’s going to take for us to get there.

“Core security services may not always be enough.”

Your Partner in Securing Canada Security Products & Technology News is published 8 times in 2015 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 Director of Soul/COO, Sue Fredericks

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, Medeco

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CANASA elects new board, president

T

he Canadian Security Association (CANASA) has elected Richard McMullen as its new national president.

McMullen, who was elected to the position on June 4, replaces outgoing president Philippe Bouchard. Running for election wasn’t an easy decision, says McMullen but “sometimes you’ve got to stand up and say, ‘I’ll run for this position and see if I can help effect some positive change.’”

McMullen is a long-standing member of CANASA, having served two terms as president of the Central Ontario Regional Council. He is also active in the Crime Stoppers organization and was elected president of the National Capital Area Crime Stoppers in 2013. Professionally, he is partner, security solutions, with Ottawa-based security integrator Fleming Communications Inc. (FCi). Most recently, he became a regular contributor to SP&T News, writing the “Integrator Perspective” column (see p.12 for the latest installment).

CANASA members also elected Carl Jorgensen vice-president and Carol Cairns as treasurer.

On June 3, CANASA held its AGM at the Security Canada Ottawa expo, naming a dozen directors to its national board: Stuart Armour, Carol

CANASA executive director JF Champagne with Richard McMullen, CANASA’s new national president

Cairns, Kim Caron, Anna de Jager-Duplicki, Ellery Demedash, Gord Hebb, Carl Jorgensen, Shawn Lazaruk, McMullen, John Milsom, Jean Rho and Mary Vella.

Additionally, de Jager-Duplicki was voted president of the Central Ontario Regional Council, taking the position vacated by McMullen.

“The balance, the representation we’ve got, makes [the board] very powerful,” says CANASA executive director JF Champagne, who also expressed gratitude

3VR hires new reps in Canada

3

that make up the bulk of its business; VR is committing more resources to Canada, resulting and small and medium-sized cusin what the company hopes tomers — everything from schools to commercial buildings to “mom will be a doubling of business here and pop” operations. over the next year.

Spillane says 3VR Rick Spillane, 3VR’s should be able to leverage senior vice president of its expertise in retail and global sales, says the San financial verticals to win Francisco, Calif.-based more of that business in company, which speCanada. “We would like cializes in video intelto add some banking loligence solutions, has gos and also retail logos expanded its presence in the Canadian marketin Canada by adding place. With 3VR being so two new manufacturer’s Rick Spillane, 3VR strong in those two verrepresentative firms in ticals from a product set the East and West. SP Dynamic, based in Waterloo, Ont., standpoint, we feel like we’re very will cover Canada from Manitoba well suited for some of the banks to Newfoundland for 3VR. Surrey, that are looking to upgrade their B.C.-based SVT Solutions will rep- systems,” he says.

He estimates that Canada curresent 3VR in the West. The company has also augmented its channel rently accounts for approximately strategy by working with distributor five per cent of its total global busiSynnex to help develop partnerships ness, but expects that to increase at least twofold this year. in Canada.

“We feel like that is probably Spillane describes 3VR’s approach to the market as two-tiered: going to happen,” he says. large, global or national customers — Neil Sutton

6

SP&T News • www.sptnews.ca

to Bouchard for the two-year term he served as president prior to McMullen. “Phil Bouchard was very effective in his mandate,” he says, noting some major initiatives of the past year, such as CANASA’s online repository of alarm bylaw information, launched last October, as well as the provision of standardized contracts for CANASA members.

CANASA also presented four awards during its AGM: the National President’s Award to Bouchard; the Regional Council of the Year award, won by the Golden Horseshoe Regional Council and accepted by council members de Jager-Duplicki and Joseph Rossano; the Outstanding Contributor Award, won

by McMullen; and the Honorary Member Award, won by Bert O’Grady.

Security Canada Ottawa, which opened shortly after the AGM, was well received, says Champagne.

The association has not reported final attendance numbers, but pre-registration was higher than in 2014, which was the expo’s debut year.

“I was keen to see a show start in Ottawa,” adds McMullen, who hails from the Ottawa area. “I thought that the local community could support it and that’s proven to be the case.”

— Neil Sutton

CANASA announces scholarship winners

C

ANASA’s Ontario Regional sense and some from a philosophical Councils have announced perspective. Some were more from the winners of their schol- a technical perspective. There was a arship program, providing $2,000 lot of different ways of approaching awards to Courtney Harmison and it,” he says.

Courtney Harmison was able to Jocelyn Hoevenaars, to go towards attend Security Canada Ottawa in their post-secondary education.

Lauren Burns was awarded a person to receive her award. She has $500 runner-up scholarship, thanks been volunteering with CANASA for to an additional donation from PG approximately five years and plans to start a justice services program at Security Associates.

The submissions were judged Algonquin College this fall.

by CANASA members, based on — Neil Sutton a mix of required criteria: grades, volunteer service and an essay on the social impact of security.

Angelo Bucciarelli, a member of CANASA’s Southwestern Ontario regional council, was one of the judges. “I found the essays really interesting,” he says.

“Some of them talked Courtney Harmison receives a $2,000 scholarship award from more in a theoretical CANASA national president Richard McMullen

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LINE CARD PPM owner buys risk management solution provider

K

lass Capital, the Toronto-based equity company that acquired PPM in December last year, has made another acquisition — this time to capitalize on the growing importance of enterprise risk and compliance.

Toronto-based Resolver, a provider of risk, compliance, and assurance software will become part of PPM, according Will Anderson, who took over as CEO following the Klass acquisition.

Anderson says he actually met with Resolver before he even approached PPM, since they are “probably a little bit more straight down the centre of my hypothesis around the increasing cost of managing risk.

“Whether risk is become greater or less, I don’t know the answer to that, but it’s certainly more top of mind. Government is doing a lot of work to create regulation — some of it is going to be helpful and some of it is going to be just added noise. I was really looking around for a system to help manage that,” he says.

Resolver is actively engaged in risk mitigation,

he says, helping customers be more proactive about actually reducing it.

According to Anderson, organizations should be able to take a more holistic view of their risk and security needs, integrating them more effectively into the broader corporate structure to generate a more complete profile.

“If you’re managing risk in a Fortune 500 company, you’ve got all kinds of different systems; you probably have multiple GRCs, probably have a health and safety system and a physical security system and you may have a cyber system. We run into clients that have eight different risk systems and if you want a full picture of your risk, you’re having to pull out a lot of different stuff,” explains Anderson.

Resolver has a staff of 50 and serves approximately 400 clients, mostly in the U.S. and Canada.

There is not much overlap between Resolver’s customer list and PPM’s, says Anderson. In the few cases where customers have both systems installed, there will be added opportunity to determine how synergies can be achieved. The goal is to take them to market jointly under the PPM banner, he says. “We are in the process of pretty tightly integrating those two teams.”

— Neil Sutton

Toronto’s Phybridge acquires NVT

T

oronto-based Phybridge announced its acquisition of California company NVT, creating what one executive is calling “a perfect fit of companies.”

The acquisition was first revealed on the eve of the ISC West conference in April. Allan Smith executive vice-president, security division, at Phybridge, says that Phybridge’s IP-based communications equipment combined with NVT’s longstanding legacy of analogue transmission products helps create a more complete product portfolio.

Phybridge will leverage the NVT name for its security market products and use its own name for its voice-over IP market presence. At press time, Smith said that some decisions regarding operations had yet to be made. Phybridge employs approximately 15 people and NVT employs more than 30. “We’re getting the NVT name, the NVT infrastructure, the NVT people, a rep network, and access to their existing relationships,” he says.

He adds that the company will continue to sell through distribution and work with integrators, “creating demand for the end user and pulling it through the channel; we will not sell direct to end users.”

Phybridge also won a New Product Showcase award for it CLEER (Coax Leveraged Ethernet Extended Reach) Switch at ISC West this year.

— Neil Sutton

SECURITY STATS The data centre physical security market is US$613.8 million in 2015 and expected to reach US$1,223.1 million by 2020.

Source: Research and Markets

market watch Company (ticker)

Global revenues from smart home automation systems are expected to grow at a 21 per cent CAGR between 2015 and 2020.

Source: ABI Research

What up and coming security tool will have the biggest impact on the industry?

Storage/ compression solutions

Biometrics for identity management

6.9%

6.9%

Predictive analytics

Drone technology

77.6%

8.6%

Source: Conducted on www.sptnews.ca in April/May 2015

8

SP&T News • www.sptnews.ca

Price (June 5) 52-week low 52-week high

ADT (ADT) AlarmForce Ind. (AF.TO) Allegion (ALLE) Anixter International (AXE) Avante Logixx (XX) Avigilon Corp. (AVO.TO) Checkpoint Systems (CKP) Cisco Systems Inc. (CSCO) Diebold (DBD) Flir (FLIR) Gentex (GNTX) Honeywell (HON) Johnson Controls (JCI) Mace Security (MACE) Napco (NSSC) ScanSource Inc. (SCSC) Stanley (SWK) Tyco Int. (TYC) United Technologies Corp. (UTX) Verint Systems Inc. (VRNT) Vicon Industries (VII) Viscount Systems (VSYS)

$36.53 $10.20 $61.90 $68.32 $0.38 $18.40 $10.16 $28.58 $35.59 $30.72 $17.21 $103.74 $52.18 $0.40 $5.60 $39.21 $103.50 $40.22 $117.00 $64.12 $1.41 $0.03

$30.45 $9.87 $43.81 $67.08 $0.23 $13.15 $9.62 $22.49 $30.63 $28.32 $13.17 $82.89 $38.60 $0.32 $3.98 $31.32 $79.03 $38.15 $97.30 $45.89 $1.29 $0.02

$42.88 $12.25 $63.42 $105.33 $0.44 $26.16 $14.48 $30.31 $40.90 $36.36 $19.06 $107.10 $53.45 $0.49 $6.16 $42.52 $104.47 $46.64 $124.45 $66.45 $6.14 $0.13

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LINE CARD Applications

Calendar Mobile SOC helps keep music festivals safe

Care facility selects access control The Commonwealth Center for Children & Adolescents, an acute care, mental health facility for youth, has chosen AMAG Technology’s Symmetry V8 access control system with Symmetry CompleteView Video Management System and Symmetry PowerProtect NVR platform to secure its hospital facility in Staunton, Va. The Center, with beds for up to 48 youth, provides treatment through multidisciplinary teams of child psychiatrists, clinical psychologists, nurses, social workers, activities therapists, teachers and behaviorally trained direct care staff.

Symmetry will control access throughout the facility and staff and patients will use their access cards to properly identify themselves and to gain access to authorized areas. The Center is operated by the Virginia Department of Behavioral Health and Developmental Services and is affiliated with Western State Hospital.

Police department equips surveillance unit

Hikvision and Eagle Eye Networks have partnered with the Lawrence, Mass., Police Department to create a mobile surveillance solution. Hikvision cameras installed in a police van are linked to the Eagle Eye Security Camera Video Management System (VMS) to provide secure remote access to live and recorded video.

When the Lawrence Police Department noticed that the city’s unlawful activity periodically changed locations rather than remain rooted in a fixed area, they decided that a mobile unit would be the most efficient and cost-effective solution to ensure safety. The van is parked in “trouble spots” throughout the city; officers at the police station use the video feeds as a tool to monitor activity, as do patrol cars in the vicinity of where the van is parked.

The ability to securely access and view video across multiple sites in a single view decreases response time for police officers in the field, according to the providers.

September 15, 2015 Security Canada Atlantic Halifax, NS www.securitycanadaexpo.com September 17, 2015 Anixter Showcase Toronto, Ont. www.anixter.ca

Unified Command is using Milestone Systems VMS software in its mobile security operation centre (SOC).

The company hires local law enforcement, dispatch and emergency service personnel for 40–50 big events across the U.S. each year, such as the music festivals Hard Summer and Outside Lands, Coachella and Stagecoach.

“Since we can all communicate with each other directly, we respond more quickly,” says Chris Gandy, chief technology officer.

For example, when a call comes in that someone has passed out, the dispatcher in the command centre uses the call’s point of origin to identify the closest camera and directs that camera to scan the crowd to the person needing attention. The dispatcher gives the exact location to the medics.

September 24, 2015 Canadian Security’s Focus on Series: Hospitality Richmond Hill, Ont. www.focusonseries.ca September 28 – October 1, 2015 ASIS International Seminar and Exhibits Anaheim, Calif. www.asisonline.org September 28-29, 2015 Connected + Toronto, Ont. www.connectedplusshow.com September 29 - October 1, 2015 PERS Summit Park City, Utah www.perssummit.com September 29, 2015 ADI Expo Vancouver, B.C. www.adiglobal.ca October 6, 2015 Anixter Showcase Calgary, Alta. www.anixter.ca October 9-14, 2015 CSAA Annual International Meeting Sonoma, Calif. www.csaaintl.org

Appointments

October 14-17, 2015 CEDIA Expo Dallas, Tex. expo.cedia.net October 21-22, 2015 Security Canada Central Toronto, Ont. www.securitycanadacentral.com Frank DeFina

•

•

•

Mark Walters

Frank DeFina has been appointed as the new senior director, strategic sales, for Hikvision USA. Prior to joining Hikvision, DeFina served as executive vicepresident of sales and marketing for SightLogix. He has also held senior executive positions at Samsung Techwin and Panasonic.

The ZigBee Alliance has announced Mark Walters as its vice-president of strategic development. Walters was previously chairman of the Z-Wave Alliance.

Aiphone has appointed Karlis

10 SP&T News • www.sptnews.ca

Karlis Praulins

•

•

Letha McLaren

Praulins as regional sales representative for Ontario. He will be based in Mississauga, Ont. and will work with Cyril Pineault, RSM for Eastern Canada.

Icontrol Networks has announced the appointment of two senior executives: Letha McLaren will lead Icontrol’s product and marketing initiatives as chief marketing officer, and Corey Gates will oversee technology across all business units as chief technology officer.

Michelle Dimech has been appointed branch manager for

Michelle Dimech

•

Roman Dabrowski

APA’s Toronto Branch. She will also work on sales development collaboration with Claude Desrochers, president, and André Cheply, vice-president of operations. Malcolm Chevrier has also been added as customer service representative and inventory control at the APAToronto Branch.

WatchNET has hired Roman Dabrowski as Canadian vicepresident sales and operations.

Dabrowski was previously with Ingram Micro’s physical security division.

October 29, 2015 Anixter Showcase Montreal, Que. www.anixter.ca November 18-19, 2015 ISC East New York, N.Y. www.isceast.com November 19, 2015 ADI Expo Montreal, Que. www.adiglobal.ca December 9, 2015 Canadian Security’s Focus on Series: Health Care Richmond Hill, Ont. www.focusonseries.ca

LINE CARD Eagle Eye Networks CEO buys Brivo

Brivo has been acquired for US$50 million by Dean Drako, president and CEO of Eagle Eye Networks. An integrated solution combining Brivo OnAir Cloudbased access control with Eagle Eye Networks’ Cloud security camera system will be made available by Brivo as an initial step with sales expected to begin in July. The solution will include: video verification of door events, with natively viewable and searchable video; and door event visibility in video — Brivo OnAir door events will appear within the Eagle Eye Security Camera VMS. Brivo’s Cloud-based access control system currently services more than six million users and more than 100,000 access points.

Drako is also the founder of Barracuda Networks.

Acquisitions for Mircom

Toronto-based Mircom Group of Companies has acquired Hollywood, Fla.based A1 Fire and Security, now known as Mircom Engineered Systems Florida.

Other Mircom ES U.S. locations, including Irvine, Calif., Chicago Ill., Clayton N.C., Niagara Falls, N.Y., and a National Training Center in Cedar Grove, N.J. The company also announced its acquisition of emergency communications company Metis Secure, based in Oakmont, Pa. Metis Secure systems are used to broadcast targeted, emergency alerts and instructions to everyone at the site of an emergency.

the closest node which transmits it further through other nodes right to the command centre. Should an intruder connect to just a single node in the network, they will be able to manipulate the data transmitted through it. In the case investigated by the researchers, the network of cameras used no encryption.

ADT partners with LG ADT has announced a partnership with LG to introduce an LG Smart Security product combining ADT’s monitoring and video hosting with a security camera gateway solution. The LG device will allow a user to monitor their home remotely along with ADT service for

additional protection. The device can also serve as a smart hub, allowing users to connect peripheral devices and control them through a central app.

ADT also announced a product integration for later this year with Nest’s learning thermostat as well as enhancements to its own Pulse platform.

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Flaw discovered in city surveillance

Research by Kaspersky Lab has uncovered configuration flaws in a city-based CCTV system which could be exploited by hackers. The research was undertaken by Kaspersky Lab’s Vasilios Hioureas and Thomas Kinsey from Exigent Systems. They examined the security video surveillance network in one city. Cameras were connected via a mesh network — a type of network in which nodes are connected with each other and serve as stepping stones for data. Instead of using a Wi-Fi hotspot or wired connection, nodes in such networks transmit data to

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@SecurityEd • June/July 2015 11 2015-06-15 10:08 AM

INTEGRATOR PERSPECTIVE

By Richard McMullen

Set the bar high Security has new and difficult challenges, but the industry should hold its head up

W

hile these may be uncertain times for the Canadian economy, the electronic security industry continues to thrive in most markets across the country.

Our industry has historically weathered many economic down turns and continues to adapt to changes in technology as well as the competitive landscape. Maintaining a competitive advantage can prove challenging for some organizations. Keeping up with technology advances while attracting and retaining talent are universal challenges for all sectors of the economy. The electronic security industry is no different.

Margin erosion is certainly a concern for integrators as new competitors enter the market. Today, many network cable companies and even electricians have entered what was traditionally alarm and security company space. Don’t get me wrong — competition spurs innovation and can even help to balance out the market. We all must adapt and evolve with these ever changing realities. How we adapt is the

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proverbial work in progress. In my opinion, service is a key differentiator. People — from receptionist, operator, technician, sales representative, manager to CEO — also make a difference in setting any organization apart as a leader in the field.

“I, for one, think we are a profession.”

Many integrators struggle to attract and retain strong technical resources. Today’s technician deals with more complex computer and network integration than ever before. Attracting talent requires opportunities and creative employment options for all. Each unique business model, from multi-national corporations to a single entrepreneur, have the potential to develop creative work environments that allow all to flourish. Like many security integrators, we focus time and resources on training and development. Monthly in-house technical training sessions help develop talent and teamwork. Specialized

industry training like the CANASA ATC (newly launched online version) along with manufacturers’ certifications help to round out a diverse technical competency required for complex projects.

Recognition as a “profession” continues to elude our industry. While many provinces have recognized our trade, there remains the unregulated cloud that still prompts much debate amongst many in our industry. We should all remember that the work we do every day contributes to the safety and security of our communities.

Life safety products and services are deployed across the country, helping to protect life and property. We aid in crime prevention, detection and deterrence. We help solve crime and limit loss from theft, fire and other calamities. There is still much work to be done to secure the “profession” banner; I for one think we are a profession. This industry is filled with professionals — think of yourself as one.

Richard McMullen is partner, security solutions, FCi (www.fci. ca), and national president of CANASA (www.canasa.org).

By Colin Bodbyl

A 360° view of the panoramic camera Selecting the right technology and model will depend greatly on the specific application

T

his has proven to be the year of the panoramic camera.

Panoramic cameras are not new, of course, but they’ve been rapidly growing in popularity. With so many new options, many integrators are wondering what type of panoramic camera is the best fit for their clients. On a basic level, there are only two different types of panoramic cameras, fisheye cameras, and multi-sensor cameras.

Fisheye cameras use a single lens to capture a 360° or 180° degree scene. Due to their simple design, they are the most cost effective panoramic solution. However, for fisheye cameras to be effective they need to be paired with the right VMS. Since the image is severely warped by the lens, the image needs to be de-warped (either in the camera or VMS) to make it useful. De-warping in the VMS is generally preferred as it allows users to digitally pan, tilt, and zoom as if they were using a traditional PTZ. Fisheye cameras are best suited to indoor applications. While fisheye cameras can be used outdoors, most scenes will prove to either be too big,

12 SP&T News • www.sptnews.ca

“Dewarping in the VMS is generally preferred.” or too poorly lit. Indoors, fisheye cameras are the most effective means of tracking people or traffic flow across a large space using only a single camera.

Fisheye cameras are also very good when paired with traditional cameras. For instance, fisheye cameras can cover a large casino floor, allowing security guards to track people through a single view as they move around the room. Traditional cameras can then be installed at choke points, allowing security to capture ID shots as people enter or leave a room.

Multi-sensor panoramic cameras are quite different. These panoramic cameras typically have three or four image sensors and lenses that are positioned to capture a panoramic scene. Multi-sensor cameras only have one IP address and typically only use one software licence (despite displaying as three or four individual video streams). The video streams can be stitched together to create a single

panoramic image, though most VMSes do not offer live image stitching.

Multi-sensor panoramic cameras are an expensive solution for small indoor applications. That being said, multi-sensor panoramic cameras are far more effective than fisheye cameras when used outdoors, in low light applications, or in large warehouses. Due to their design, multi-sensor cameras can offer the same kind of low-light performance as traditional cameras. They also do not distort the images in the same way fisheye cameras do, which means less processing power and more image detail.

While fisheye cameras are a more cost effective option, their capabilities are limited by the nature of their design. Multi-sensor cameras provide the best image detail and low-light performance, but in smaller applications they are often times excessive.

Deciding between multi-sensor and fisheye panoramic cameras should come down to the scale of the scene rather than the end user’s budget.

Colin Bodbyl is the principal of Zeecure (www.zeecure.com).

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LESSONS LEARNED

By Victor Harding

Taxes to remember Selling your security company is always a big deal, no matter how much money you generate from the sale

I

n past articles I have said two main things about taxes when it comes to selling your security company:

1. For most sellers it is better to sell the shares of your company than the assets because of your potential capital gain exemption on the sale of shares of a privately controlled Canadian corporation.

2. While you will get taxed when you sell assets, selling assets usually attracts a larger purchase price than for shares, and more buyers.

The points I want to make here are: The taxes on the sale of assets are a significant item. (I will show you how significant.) On the other hand, the buyer of shares is losing a significant tax shield in buying shares, particularly if they are not in the small business tax category.

Let’s talk about the taxes that a seller of assets pays when selling assets rather than shares. Assume that the purchase price for the alarm company is

14 SP&T News • www.sptnews.ca reliance_SPT_June.indd 1

$1,000,000. Under existing Canadian tax rules, 50 per cent of the $1 million price can be returned to the shareholders tax free as eligible capital (dividend) assuming that the bulk of the $1,000,000 purchase price was for the account base in the first place. The other 50 per cent will be taxed in the company in the year of the sale at approximately 15.5 per cent (2015 Ontario small business tax rate) generating up $77,500 of taxes.

However, the balance of the purchase price is still in the company. To get this out to the shareholders, it will have to be “dividended” or “bonused” out. The tax on getting the money out to the shareholders can vary with some tax planning and will depend on how much other income the shareholder has but using a personal tax rate of 20 per cent would not be unfair giving rise to $84,500 of taxes moving the money from the company to the owner.

In total then, this asset sale could create creates $162,000 of tax or 16 per cent of the original price.

Assuming that the deal had $25,000 of RMR, this suggests a rational seller should ask for a multiple of

6X more if he is selling assets.

Now let’s look at the same transaction from the buyer’s point of view.

What would the buyer lose in tax shield if they bought shares? In buying shares, they cannot write off any part of the purchase price. The actual amount depends on whether the buyer is in the small business tax category or not.

As most of the larger buyers are not in the small business tax category, they lose the present value of the tax savings at approximately 27 per cent (general corporate tax rate) of the tax write offs. Taking into consideration the fact that only 75 per cent of the eligible capital can be written off and taking a present value on the tax shield at 4 per cent, this would work out to about $140,000 in lost tax shield.

If the RMR on the deal was $25,000 this means that a rational buyer should pay almost 6X less to buy the shares.

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

2015-06-22 9:46 AM

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STATIONS

Monitoring companies debate the inevitability of false alarms and what’s next for dealers

I

t could be argued that monitoring stations are the backbone of the alarm industry.

Their role is essential and their actions can help save lives. But the business does not come without its challenges, some of which have dogged the industry for decades, like false alarms and a static market penetration rate, and others are relatively new on the horizon.

SP&T News recently gathered senior leaders from four monitoring companies — Armstrong’s National Alarm Monitoring, a.p.i. Monitoring, Lanvac and Counterforce — to address not only the challenges but the opportunities in monitoring and how they can work together with dealers, responders and technology providers to take the industry in new and interesting directions.

Lewis Jacobson, director of dealer sales, a.p.i. Monitoring; Kim Caron, director - business development, Armstrong’s National Alarm Monitoring, Anna de Jager-Duplicki, vice-president, business development, Lanvac; Paul Curren, manager, dealer support services, Counterforce

@SecurityEd • June/July 2015 15

“The alarm industry has been extremely diligent and we have all worked extremely hard to reduce the false alarm rate.”

— Paul Curren, Counterforce

SP&T News: How is the false alarm rate affecting the business?

Kim Caron: False alarms are an issue. I think we as an industry have created the problem and need to take responsibility for it, going forward. Manufacturers have certainly stepped up and changed product. I think we still need training for end users. I’m not sure we’re going to solve the issue. I still think no matter what, [with] the way the systems are designed currently, we’re going to continue to have a false alarm problem. Most consumers, we feel, that are purchasing a system for the first time, they have no idea the system is ever going to false, until they get their first false alarm. And then it’s like: Oh my goodness, it actually is a false alarm. And they become more complacent about it.

Lewis Jacobson: I don’t know that it can be solved, but it can be certainly managed better. I think programs like the ECV, enhanced call verification, and video verification will go a long way to fight the false alarm problem. But I don’t think it’s solvable because where there are humans, there will be errors, and it will be an ongoing problem.

Anna de Jager-Duplicki: I do agree with many of the comments. I don’t think it can be solved. But I think there’s a lot we can do to manage it. With video verification being a new service and being more affordable and attainable to the general public, there is an opportunity for us to avoid false dispatches, false calls, to improve the end user’s experience, to re-establish relationships with police departments across the country and for monitoring stations and manufacturers to continue to develop tools.

I’ve seen CANASA step up and do a lot to start addressing these issues, such as giving dealers tools to access [bylaw] information and pass that information down to the end user. A lot of it is getting the end user engaged, informing them of the problem in our industry.

And some of the police programs need to be addressed because sending an invoice to the central station defeats the purpose of that invoice, which is to alert the customer there are fines; there are repercussions to false dispatches and user error. And many times, when that invoice goes to the station, it’s two months before the customer even sees it. So the service company has to play an active role in getting involved before that invoice is even generated: watch those alarms, be in touch with your customers.

Paul Curren: It’s a large problem. We’re looking at consumer education, which is a key component of this. The public really doesn’t understand the consequences of false alarms. So we’re working on that basis. The other thing we find is: regular maintenance on alarm systems. There’s a lot of customers that just let it go way too long, and of course customers that

16 SP&T News • www.sptnews.ca

don’t want to pay for service is a huge issue. In the odd case, quality of the installation [is the issue].

So we’re looking at a number of programs through our quality management to see how we can continue to reduce false alarms. But I think the industry, and Counterforce for sure, we’ve worked at it diligently for years. I think we’ve made a lot of headway in the last 15 years, and we’ll just keep plugging away at it. It has to be a partnership with emergency services. And we have to find workable solutions that manage the cost, not just for police departments but for monitoring stations.

KC: You talk about video monitoring. I’m not sure that’s the answer. We’re going to see a person on site; we see a video; we’ll know that someone is there. It doesn’t mean that Aunt Sue or someone else could not still be there. We don’t know. I’m not sure the technology is there to change the false alarm issue.

They want to be able to catch the person. If we can give them valid data that will help them in their job, that’s something they may listen to us on. But just to continue to go to a site because it’s a false alarm? They don’t want to do that anymore.

We have to be more proactive and assist them.

We’re trying to get information.

AD: While I do think video verification will play a large role in reducing false alarms, it will not by any means stop them all together. Central stations have to play a large role in the administration, entry and deployment of video verified alarms to determine who is allowed to be on site, what is a threat, how do you determine that threat.

I do think [regarding] police departments, there’s a big misconception in their eyes as to what our industry does and how we enforce it based on many conversations I’ve had with local AHJs (Authority Having Jurisdiction). They don’t understand the difference between a wholesale monitoring centre [and] a dealer. That’s imperative to educate them on that because the sooner they realize there are two separate parties at the table, the sooner they’ll be able to drive programs that address those parties’ needs specifically.

I have seen areas where CANASA is very involved with local police departments, fire departments, and let’s say, Crime Stoppers.

And I find, in those jurisdictions, we don’t see the same type of alarm programs being made. We find that there’s more consideration for our industry.

We have a problem, but we have to work together to solve it. Incurring steep fines? Many people have deep pockets; that won’t solve it. So, we need to start working towards a solution, which again I feel strongly should be focused on isolating the offenders.

KC: The fact is: what is a false alarm rate? What will be acceptable? 98 per cent? Is it 50; is it 20; is it 30?

The problem is, there’s always going to be a false alarm rate, with the legacy issues we have today. We can do verification; we can do all that stuff. We’re still going to have a false alarm rate. But what you don’t know, what you can’t measure, is: what service did we provide? Did we have a deterrent? Are they minimizing the damage when they break in? Did we stop a break-in? All these things, we can’t measure.

The fact is, we can talk about false alarms right until we’re blue in the face, and we can try all these things — don’t stop them; continue doing them — but it’s bigger. So that’s where guard service response comes in. We’re saying that we have an alternative. Does it have to be police?

We’re just talking about burglary right now, I’m assuming. But the fire side is the same problem.

They’re doing trucks. In the old days, when we dispatched fire, all we were paying for was diesel. Everything else was paid for: facilities were paid for, people were paid for, trucks were paid for. It was just diesel. Now, they’re saying no. It’s $450 a truck, or it’s $500 a truck. The fact is, they need money. So they’re using our issue, and they’re mandating those things. So I’m not sure. I think we’re far apart, and we need to get to the right people at the table to say, what do we need to do?

PC: The alarm industry has been extremely diligent, and we have all worked extremely hard to reduce false alarms. So the variances between the monitoring stations are very slim, and they are business specific. But when it comes to dispatching, and what we dispatch on, we’re on a common playing field. The industry has worked incredibly hard to reduce false alarms and respect emergency services and costs and all those things. If you look at the industry’s use of guard services in the last 15 years, and how much that has escalated — and that’s all calls and dispatches not going through local police departments — I think the industry has managed that extremely well.

LJ: I think the answer has to come from the private sector. We’re all talking about meeting with the government. I don’t think the government really cares about our industry as a whole. The number of

“There’s been do-it-yourself since the beginning of this industry.

There will always be that and it’s not a bad thing.”

— Kim Caron, Armstrong’s National Alarm Monitoring

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“No doubt we’re selling lifestyles now, not just security.”

— Anna de Jager-Duplicki, Lanvac

alarms is not the issue. The issue is they have had [decreases] in their budgets; they’re trying to make their budgets. So they’re looking for new sources of revenue. That is why they’re charging. They’re not trying to dissuade false alarms. That’s not their purpose, to dissuade false alarms by charging. They’re trying to make up budget shortfalls, and I don’t think they care what our false alarm rate is. I don’t believe that the industry as a whole can do much to change most of the major police departments’ and governments’ outlook on this issue.

AD: For me, speaking of the programs they’re putting out, the bylaws that are being made do talk about enhanced verification, do talk about not even calling them unless you have done this, this or this. That to me implies that they don’t want the dispatch. They want to avoid that dispatch. And I think they’ve just come to a point where they don’t understand our industry and they don’t know where to start to address this. So that’s one thing I disagree on: I think there’s a lot of opportunity for us to work with them.

SP&T: Do you think it’s up to the dealer to make sure the user is fully aware of the consequences of their actions and the proper use of alarms?

PC: I think the dealers in the industry are extremely responsible. They do exceptional work, and they work very, very hard in order to build strong relationships with their customers, and they want their customer to be happy. Yes, they give out manuals; yes, they’ll have conversations. And the monitoring stations usually help out customers if they have questions or if their system’s beeping and they can’t turn it off. And general trouble shooting is provided by all of us, and we provide staff for that.

So I think it’s more of an education to the end consumer. But it’s collective: the industry, police departments, emergency services and all of these. We need to find a way to communicate with the consumer about the cost of false alarms and how they can assist in reducing them.

SP&T: Does fire present the same set of concerns?

KC: To me it’s life safety. It’s a big difference. One’s protecting property; it’s just property. Life safety is a big deal, and that’s where my personal concern is, to make sure we don’t go down the road of false alarms.

So that’s where I think we have an opportunity to try and engage and work with the AHJs to say, what can we do to make it better? Every AHJ that I talk to, they all manage it differently. I was in Saskatoon a couple of weeks ago, to Winnipeg, to this area [Toronto-area], to the East coast, to Alberta: they all manage it totally differently.

PC: On the fire side, Kim’s absolutely right on the life safety. It should be a non-negotiable issue. Here in Ontario, carbon monoxide detectors are now man-

18 SP&T News • www.sptnews.ca

datory. Which is another issue, whether you’re going to have it monitored or not. If you’re going to have it monitored, then it’s going through a fire department.

LJ: You don’t have a lot of time before it becomes dangerous.

AD: And what a tough call it is for all of us. When we call someone, they say everything’s fine here. And you’re saying, well, it may not be.

PC: But you can’t have emergency services push to have something like carbon monoxide detectors made mandatory and then expect not to respond to alarms generated by that product. So, it’s a two-way street, and that’s why the partnership has to be much stronger than it currently is.

KC: And that’s where I think the focus should be: much more on the AHJs than on the worker side, if we’re going to do something.

SP&T: How is security different now in the eyes of the consumer?

AD: No doubt, we’re selling lifestyles now, not just security. The people that are in the market for doit-yourself, it’s a way of getting them exposed to the idea of monitoring, the idea of a security system. We know, with the millennials, part of the issue we have now is instant gratification. Everybody wants everything now and they want the information at their fingertips; that’s what they’ve become used to.

Upon receiving this security system, and these alerts, maybe it’s a novelty at first, maybe it’s something you’re having fun with. But the first time you’re in the shower or you get off a plane, you’re on vacation, and something happens — it’s Murphy’s Law that it will happen at the most inconvenient time — and you miss that and your insurance company doesn’t cover your claim ... very quickly they’ll be leaning back to a monitored solution. It’s inexpensive; it’s attainable.

I find it ludicrous that people will spend hours, days, weeks, months sourcing the best technology, the best TV, the best radio and will have an alarm system on the front door that they don’t know what model it is, how old it is and that is the piece of

equipment that’s supposed to protect not only those items you’ve sourced but also your family, your property, everything that means something to you.

So, I think the more we educate the end user to say, yes, sure, it seems like a great idea, try it out, but when you’re ready, we’re ready for you. And it’s just an introduction.

KC: There’s been do-it-yourself since the [beginning] of this industry. Radio Shacks, whatever. There will always be that, and it’s not a bad thing. The technology’s growing so quickly that the consumer just goes online and picks it. That will always be [the case].

It’s interesting, though, because there’s so much on video and they can get their app — I don’t know if that’s eating away at our existing base. I’m not sure.

The fact is we’ve got a 22, 24 per cent penetration rate across Canada, and it’s been flat for the last 20 years. That’s where the penetration rate has been. It’s not moving. So, the question is why? What should it be? Should it be 100 per cent?

So will we, in our careers, see it at 100? No. Maybe we’ll see it at 50. You look at Apple, at Google.

They’re coming in; they’re going to make a change.

It’s not a bad thing for our industry, that someone’s shown interest.

SP&T: Have you seen an appreciable difference in the market with the growing popularity of DIY? LJ: I haven’t seen it. As Kim said, there has always been a DIY market. I haven’t seen a great demand or attrition of business because of DIY, at least in Canada. I think it’s just another segment, just like discounters of monitoring and just like anything right now: there are different segments. There’s always your low-cost customer, and then there’s your customer that wants it done right, and they’re willing to pay for that, to have a professional look after it. So, I haven’t really seen a change on that. In terms of the technology, it’s an evolution. I don’t think it’s a revolution. It will evolve, but I don’t think there’s anything happening tomorrow. I think it’s going to take a decade or two anyway.

SP&T: How is your relationship with the dealers; what are they looking for?

KC: From the manufacturer to the distributor to the central station, they really need assistance in many aspects. They do appreciate a sit-down to give them as much knowledge as possible about the industry to help them with the problem solving, where to go, what [should] happen. And there’s so much more communication now from when I started in the industry.

“I think programs like ECV and video verification will go a long way to fight the false alarm problem.”

— Lewis Jacobson, a.p.i. Alarm Monitoring

phone companies are changing from being a telephone company to being a content or media company. With security companies, you have your security segment, but really they’re having to become more of a technology provider. It’s not just about security anymore, or life safety. It’s about everything. It’s about home automation; it’s about card access; it’s about video.

New entrants into the industry need a much stronger IT or technical background. Whereas before you had traditional security professionals, now you need technology professionals.

PC: The new dealers are, to your point, a lot more savvy. We now have, from the new dealer range, them calling us: Can you add this service? Have you looked at this? Have you seen this? The new dealers are driving the technology in monitoring stations and what services we provide. So they are very savvy.

But it is a new world and, to Lewis’s point, it hasn’t been defined yet. It is going to continue to grow and move for the next 10 to 20 years. But this whole discussion about emergency services, I’m not sure the industry has been given anywhere near the credit it deserves for the work that all the players in it have contributed to deliver a high quality service to the consumer.

We’ve helped communities; we’ve assisted police departments in identifying challenged areas ... we’ve driven technology and we’ve delivered services in a best-in-class style — collectively, as an industry. So I would like to see more co-operation with emergency services and some other departments to work with the industry to be able to continue to deliver for the next 10 to 20 years.

Panelists agree that false alarms are a persistent problem, and unlikely to go away, but they could be managed better. Likewise, the DIY market is not something to fear, since it can open the door for some consumers to monitored alarm solutions, introducing options they may not have known were available.

AD: Relationships are critical. Working with partners that you trust, that are going to help guide you or where you can share information. I find that a lot of the older dealers that I interact with, they started in the industry by virtue of being a technician for somebody else and slowly said, I can do this, and became their own company. So the business part: [they got just] the training they needed to be successful.

And sales wasn’t necessarily there. They kind of stumbled into it, did an amazing job. Now imagine if they had that business training to help them take their business to the next level. So now, you want to be working with companies that are ahead of the digital curve, that are giving you advice, that are in-

vesting heavily in research and development because we used to have a shelf-life of maybe six years, then it became six months. Now, if we get six days, we’re lucky. So there are a lot of products to wade through; there’s a lot of information.

So, building their brand: for a long time, that was not on anybody’s radar. But small guys, they need to get their image out, they need to get their name out.

That’s another big part of the puzzle for new guys.

They want to make an impression on their customer.

They want to find ways to make a lasting impression. And that all ties back to long-term retention.

LJ: I think you’re changing from — almost like the

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Listen up Understanding the role of audio monitoring, security and privacy policy

By Richard Brent

W

hen it comes to surveillance, using video alone can only go so far. In many cases, video can be a reactive tool, played back after an incident has occurred to determine the cause of the crime or identify a suspect. Today, more security professionals are realizing the importance of integrating audio into their cameras and how audio can be a proactive, preventative resource that provides the missing element in a surveillance solution. In other words, audio adds ears to the eyes of a security solution and yields information that offers greater situational awareness, real-time response and return on investment for end users.

The role of audio in surveillance The compelling reason for integrating audio into a surveillance system is that it greatly enhances and complements the security solution. One of the primary ways audio monitoring demonstrates its value is by offering alarm verification and crime deterrence.

For example, let’s say a central station officer receives an alert from one of the zones that he’s monitoring.

A microphone’s audio feed gives the officer a second opportunity to verify whether it was a true or false alarm before dispatching someone to the area, which saves the end user time and resources. Moreover, if a two-way audio system — such as intercom or speakerphone — was integrated with a camera, the central station officer could speak to an unwanted visitor.

The officer could give a verbal warning such as, “You in the red shirt. We see you and the police will be here in 60 seconds.”

This type of dialogue often scares the suspect and deters further activity.

This is just one example of how twoway audio monitoring, when paired with video, can play a crucial role in preventing crime.

Audio monitoring proves to be an important component in a securi-

22 SP&T News • www.sptnews.ca

ty system when it delivers additional evidence. By integrating a microphone with a camera, staff can gain important information such as the number of voices heard — a clue to the number of people involved — at the crime scene. The audio can reveal if there were gunshots or broken glass, helping authorities determine the equipment and number of police needed to respond to the situation.

By adding audio to a surveillance solution, greater accountability and cost-savings can be achieved — two very important issues for the end user.

If an employee reports that a colleague or customer is verbally harassing him, an audio record can verify the truth and resolve the matter before the issue is taken to court and legal or investigation fees are incurred.

Integrating audio into a camera is also a sound, durable way to upgrade a surveillance system without having to spend thousands of dollars replacing all the equipment. Generally speaking, microphone installation is not time intensive. Depending on the type of microphone installed and who manufactured it, the audio solution can require minimal maintenance throughout the lifetime of the product. In some cases, microphones have lasted 20 years before needing replacement.

The growth of audio The industries in Canada that most frequently use audio are law enforcement, retail, commercial and transportation. In transportation, there has been an increase of access control and regulated entry over the last several years. Adding an audio component to those systems is a smart choice because it provides another checkpoint for visitors and another opportunity to identify the purpose for someone’s visit. Additionally, as retailers continue to focus on preventing cyber attacks and protecting their bottom line, audio offers a way to ensure quality control, resolve customer disputes, monitor business operations, and aid in loss prevention. In instances where retailers receive a high volume of truck deliveries with merchandise, audio can verify that a conversation and transaction took place.

Over the next several years, the security industry will likely see a greater adoption of sound detectors by education centers and municipal agencies. Sound detection and analytics has been one of the most significant innovations in the audio sector in recent years. Experts in audio classification have developed software that analyzes sounds and then uses algorithms to categorize them into alarm-worthy categories such as gunshot, glass break and aggression. If the audio frequency reaches a certain level, the detector will immediately alert staff so that they can quickly intervene. In the case of aggression, where 90 per cent of physical contact is preceded by verbal aggression, a detector can play a huge role in deterring crime.

Concerns for monitoring and recommendations Despite the several advantages of integrating audio into a surveillance system, there are some clear barriers preventing it from being more widely used. The primary challenge is the public’s concern regarding monitoring and privacy. However, there are several facts to keep in mind when it comes to audio and the protection of privacy.

First, and perhaps more important to note, is the fact that new audio solutions like sound detectors actually support privacy. Analytics software in a gunshot detector or an aggression detector, only listens for very specific sound patterns. The products are designed to hear frequency and stress, but not words or language. This protects the privacy of those who may be conversing within the zone being monitored, while still yielding valuable information for security purposes.

Regarding legality, Canada’s law (code CBSA BPD 1101) is one-party consent. Additionally, where there’s no expectation of privacy, monitoring is

allowed. In public areas, easily seen signage removes the expectation of privacy and creates awareness. People always have a choice of where they choose to be. If they know that an area is under surveillance, they don’t have to stand in that area, and they can take steps to avoid it. Although signage is always recommended, commonly held assumptions for specific environments could also remove expectation. For example, if someone is making a speech in a public square, it can be assumed that there may be recording going on.

Generally speaking, it is incumbent on the end user, whether the end user is a municipal government or a small business owner, to remove the expectation of privacy. However, integrators can play an important role by acting as an information resource for their customers. They can do this by knowing the monitoring law that applies to the end user’s specific application and encouraging their customer to post signage. In all cases, integrators should be familiar with legal and privacy obligations regarding audio monitoring before proceeding with an install. Secondly, integrators need to be mindful of microphone placement.

A good rule of thumb is never place a microphone where you wouldn’t place a camera such as a restroom or other private area. Integrators should also be cognizant of the level of expectation of privacy in a given area. If there is a high level of expectation, such as in a residential area, installing audio is not recommended.

Now more than ever, the value proposition of audio is clear. Audio monitoring serves as crucial resource that industry leaders will need to tap into in order to effectively respond to today’s security challenges.

Richard Brent is the CEO of Louroe Electronics (www.louroe.com).

Product Previews

Fire and Life Safety Protective cover STI

STI Single-Gang Protective Cover (STI-6519), brother to the Bopper Stopper (STI-6518), helps protect push buttons, electrical switches, digital keypads, electrical outlets, smaller-sized pull stations, biometrics and volume or lighting controls against vandalism and accidental damage. This hinged cover helps to protect smaller-sized electrical units. The cover, mounting frame and its piano style hinge are molded of tough, clear polycarbonate material. The included frame mounts directly through product mounting plate to an electrical box, eliminating the need to drill additional holes in the wall.

Wireless nurse call Mircom

www.sti-usa.com

MiCare nurse call couples self-forming, self-healing mesh networking technology with ultrasonic signaling to identify and respond to emergency events, ensuring that residents and patients receive the required level of care and security. MiCare provides the ability to customize and tailor features to the needs of specific facilities and users, making it suitable for retirement homes, assisted living facilities, long-term care facilities, hospitals and residential homes. The system includes central software, a main patient unit and a beacon that plugs into a standard wall outlet with battery backup.

Aspirating smoke detectors Xtralis

The VESDA-E VEA series of aspirating smoke detectors combine early warning smoke detection with pinpoint addressability and a variety of annunciation options. They use patented air sampling points and multi-channel micro-bore air-sampling with enhanced or standard alarm sensitivity setting for the sampling points. As a multi-channel addressable system, the VEA detector is able to divide a protected space into sampling locations, enabling the localization of a fire for faster incident response. The detectors are suitable for protection of areas where pinpoint location of fire events is essential, such as offices, hospitals and schools.

www.mircom.com

www.xtralis.com

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5

6/2/15

Sensor technology Halo Smart Labs

Halo is a combination of sensor technology for flash fires, smoldering fires and carbon monoxide in a single device. The new home-alert system connects the device to the Internet and home-automation systems, plus users can receive alerts and adjust settings with an iOS and Android app. It will also send alerts to mobile devices. For the battery operated version, Halo will notify the user with a reminder to their cell phone, informing them that their batteries are running low and need to be replaced. Every Halo smoke alarm is equipped with five different sensors: photoelectric, ionization, CO, heat and humidity.

www.halosmartlabs.com

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Product Previews

The latest in security technology

Ceiling mount adaptor Video Mount Products

The TCA-1 ceiling mount adaptor is designed for security applications including public view monitors or PTZ cameras in retail, commercial, or industrial settings where truss ceilings are used. The TCA-1 will work with VMP’s proprietary masts as well as industry standard 1.5-inch NPT. It is designed to attach ceiling mounts to a wide variety of trussing or pipe. Capable of adapting up to a maximum diameter of three inches or maximum cross section dimensions of 3in. x 3in., the TCA-1 is designed to be an adaptor for nearly any ceiling mount need.

Tester tool

Ideal Industries

www.videomount.com

SignalTEK CT is designed with installers and network owners in mind who need to prove that copper cabling has been installed correctly and is capable of supporting Gigabit Ethernet applications. This new generation of tester carries out two primary tests via its Autotest function: a wiremap test and a data transmission test. The wiremap test identifies and locates crossed pairs, opens, shorts and split pairs using its TDR, while the data transmission test performs at 100Mbit/s or 1000Mbit/s.

Wireless locks Allegion

Schlage NDE wireless locks with ENGAGE technology streamline the transition from mechanical keys to electronic credentials. Using wireless technology, the ENGAGE platform allows users to gain access to interior offices, common areas and other sensitive places by using mobile credentials on compatible smart phones or by using their existing building ID cards. For basic applications, the ENGAGE apps provide the freedom to manage locks, add or delete credentials and view lock history from anywhere. Schlage NDE wireless locks with ENGAGE technology are designed to fit into a standard cylindrical door prep.

4K camera DVTEL

The S2 Network Node VR is an intelligent field panel that brings access control and video management to the network edge. It provides a means for users of S2 access control systems with smaller, distributed locations to connect IP cameras, card readers and other physical security and monitoring devices to a centrally managed S2 system. The fanless product design includes an option for solid-state storage, providing extended product longevity.

Quasar 4K Ultra HD Cameras employ a state-of-the-art, broadcast-quality Ultra HD media processor to deliver four times more detail at full 30 fps than today’s best HD 1080 cameras and more detail than legacy 10MP. The cameras provide imagery at 250M pixels per second while using 30 per cent less storage than competitive HD 1080 solutions. They also feature an advanced low-light 4K image sensor, and are vandal resistant as well as indoor/outdoor compatible.

www.s2sys.com

www.dvtel.com

www.trendcomms.com

www.allegion.ca

Security appliance S2 Security

8 channel NVR Vivotek

IP NVR line Honeywell

Now available in eight or 16 channel models, the embedded NVRs are compatible with Honeywell’s equIP Series and Performance Series IP cameras, broadening options for IP-based surveillance systems.

Customers can select from a wide range of IP cameras, including Honeywell’s equIP Series S line of cameras — featuring pancake, indoor dome, rugged dome, bullet and box cameras ranging from 720p to 5 MP — as well as the Performance Series 1080p IP ball and bullet cameras.

An intuitive setup wizard and Power-over-Ethernet (PoE) plug-andplay functionality reduces system installation time and costs.

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

The Linux embedded ND8322P is an 8 channel stand alone NVR with 8-port 802.3at/af complaint PoE, allowing connection with PoE cameras for a maximum 80 W power supply. Supporting HDMI, VGA local video output, and USB port, the ND8322P can be connected with the display screen and users can control the GUI OSD interface via mouse and keyboard, eliminating the need for a separate PC to search through, or playback video from the NVR.

www.vivotek.com

Wall mount speaker microphone Louroe

AOP-SP-PB is a wall mountable speaker microphone designed to interface with various modes of audio and video transmission systems. It provides bi-directional audio with the receiving source (DVR, PC soundcard, IP Network cameras with audio and video servers with audio). It is vandal resistant and weatherized for outdoors application and features a call button. It contains a built-in microphone and 4” speaker providing bi-directional audio. The microphone can pick up audio within approximately a 30’ diameter. AOPSP-PB comes with two back boxes for both flush and wall mounting. The AOP-SP-PB is designed for access control applications across all industries.

www.louroe.com

Onboard video surveillance LILIN Americas

Featuring an M12 industrial Ethernet connector, rather than a standard RJ45, the FD2452V-M12 five megapixel sensor 360° panoramic IP camera is an advanced video solution to help monitor and deter crime, vandalism or terrorism on public transportation systems. Delivering the effectiveness of 360° panoramic video surveillance and an HD five-megapixel sensor, a single FD2452V-M12 will provide the standard coverage by utilizing the four independent 1920x1080 resolution viewing streams.

www.meritlilin.com

4K surveillance camera Sony

Business intelligence for banking March Networks

Searchlight 4 for Banking is a video-based business intelligence solution providing banks and credit unions with insights into customer service, operations and marketing. It also delivers search and investigation capabilities that enable financial institutions to reduce costs associated with ATM skimming, cash harvesting and other fraudulent activity. Searchlight incorporates intelligent analytics – including people counting, queue length and dwell time – from March Networks’ MegaPX Indoor Analytics Dome camera.

The SNC-VM772R 4K surveillance camera, features resolution that is four times higher than Full HD (1080p). Video can be magnified and examined down to the slightest detail, like facial features or licence plates. In addition, it allows users to simultaneously monitor a large area and a specific object. The SNC-VM772R features a 1.0 type back-illuminated Exmor R CMOS image sensor and bandwidth optimization. It targets various applications including city surveillance, transportation, education, corporate facility and airport surveillance. The camera offers support for up to 20MP.

pro.sony.com

Security management solution Verint Systems

Situation Management Center (SMC) is a next-generation security management solution aimed to provide organizations with exceptional capabilities to mitigate and prevent risks, respond quickly to events and reduce their operational costs.

Verint SMC also enables organizations to maintain compliance with federal and industry regulations, by enforcing standard operating procedures. SMC is built on a scalable, open and flexible environment that helps organizations leverage existing systems without the need to replace them.

www.verint.com

Access control platform Sielox

www.marchnetworks.com

The TCX thermal mini bullet camera combines 24/7 high-contrast thermal video and high-performance built-in video motion detection. FLIR TCX provides the advantage of seeing clearly in complete darkness without any illumination, in bright sunlight, through smoke, dust or even light fog — enhancing accuracy and reducing false alarms. The camera is suitable for integration in any environment, indoors and out — even in temperatures as cold as -40°C.

The Pinnacle Access Control Platform is a solution for Small-to-Medium Business (SMB) applications with 1 to 20 doors. Pinnacle’s access control capabilities are complemented by numerous third party integrations without additional ongoing license fees. These include a smart elevator interface, a one-card campus solution, visitor management and video surveillance integration, and more.

www.flir.com/security

www.sielox.com

Thermal security camera FLIR Systems

360° camera range Oncam Grandeye

Megapixel camera

The Evolution-12 line of cameras provides constant 360-degree situational awareness with full live and retrospective dewarping. The cameras use a 12-megapixel 4K Exmor R sensor to deliver 9.6 MP high-resolution and high-quality image, even in low-light conditions. Evolution-12 offers simultaneous multiple video streams with up to 30 fps @ 2.4MP and 14 fps at all other resolutions.

www.oncamgrandeye.com

Scallop Imaging

The D14-180 is a 14 megapixel surveillance camera that provides full-colour high resolution 180-degree video without fisheye distortion.

At night, the camera offers monochrome, extreme low-light capability for viewing and recording in conditions as low as 0.01 lux. The D14180 processes more than 100 MP per second, providing a 180-degree full situational awareness image with up to four zoom windows. This stream is combined with a second, simultaneous full resolution video stream for recording and forensic purposes.

www.scallopimaging.com

Central station software SureView Systems

Parking enforcement solution Genetec

AutoVu Free-Flow is a new parking enforcement module for the Genetec AutoVu automatic licence plate recognition (ALPR) solution. The new module provides a real-time inventory of vehicles parked illegally in monitored parking lots. AutoVu Free-Flow will record the licence plate of vehicles entering and leaving each parking lot, and compare them to the list of payments received from connected payby-plate-enabled pay stations, permit management systems, and mobile apps. Vehicles that stay beyond their purchased parking period are flagged in a live report highlighting violations awaiting enforcement.

www.genetec.com

The Immix platform is a commercial central station and enterprise command centre software platform that enables businesses, institutions and agencies to monitor disparate security systems and protect critical assets. Built on a Cloud-based, open architecture platform, Immix processes and manages security events generated from any system or device, and presents the data in a single user interface to provide a comprehensive view of security operations.

www.sureviewsystems.com @SecurityEd • June/July 2015 27

Product Previews

The latest in security technology

Mobile client for alarm monitoring Gallagher

Security control panels

Command Centre v7.30 is the next generation of Gallagher’s central management platform which introduces their new mobile application. Command Centre v7.30 introduces a mobile client that significantly extends visibility and control of access and perimeter alarms. Using an Apple iPhone running iOS8, users can monitor and acknowledge alarms; and check and override door and zone status remotely. Command Centre v7.30 also introduces enhanced graphical reporting to help users create meaningful data and easily identify security and business trends. Also released are the Controller 6000 Starter Kits, and new functionality for Gallagher’s T20 Card + PIN Terminal which now provides comprehensive alarm functionality.

security.gallagherglobal.com

Bosch Security Systems G Series Control Panels feature onboard Ethernet and USB connections to speed installation. Built to be future-proof, G Series supports both IPv4 and IPv6. Domain Name System (DNS) support for remote access and central station communications simplifies installation and disaster recovery. It enables IP setup from the installer keypad menu or via Remote Programming Software (RPS) from Bosch.

Camera for vehicles Axis Communications

AXIS P3905-RE is an outdoor-ready camera addition to the family of AXIS P39-R Network Camera Series. They are specially designed for onboard video surveillance in or on buses, trains, subway cars and emergency vehicles. The AXIS P3905-RE is designed to be mounted on the exterior of a vehicle. AXIS P3905RE comes with a 6 mm lens that provides a 55° horizontal field of view optimized for the typical use of surveillance alongside a vehicle.

www.axis.com

www.boschsecurity.us

Mini surveillance camera Pelco by Schneider Electric

The Evolution Mini 360° indoor surveillance camera features a diameter of 4.25 inches (108mm).

The Mini is suitable for hospitality, education, retail and banking facilities—anywhere a small, discreet camera is required. Suitable for ceiling, wall or table mounted applications, the Evolution Mini is an IP camera with a 5-megapixel sensor and no moving parts. The small unit is designed for quick and easy indoor installations where a professional, small indoor enclosure is required.

www.pelco.com

Web-based access control Vanderbilt

Vanderbilt lite blue is a two-door Web-based access control system with expansion capabilities up to eight doors. Built on the Authentic Mercury controller platform, the lite blue controller includes two onboard reader interfaces. Each lite blue system can house up to 5,000 cardholders equipped with an anti-passback function to eliminate unauthorized entry.

www.vanderbiltindustries.com

Proximity card reader WatchNET

The Dual Technology Proximity Card Reader (WAR-EH0) can interface with a wide range of electronic access control systems by complying with the Wiegand communication protocol.

These readers can be ordered to support several EM and HID compatible proximity card and tag technologies. This dual-application product has advanced reader features for wide compatibility with different controller types including multiple RFID card transmission formats, LED and Buzzer control. This Proximity reader is rugged and weather-resistant. Blue backlit LED assist operation in low or no light conditions.

www.watchnetinc.com

Virtual Receiver Sur-Gard

The SG-System 5 virtual receiver features visual verification support to reduce incremental costs incurred by false alarms. With a monitoring capacity of up to 1,474,560 IP communicators (Cellular or Ethernet), SG-System 5 is future-proofed for growing system requirements and IP account expansion. Working with PIRs that are activated when an alarm is triggered, SG-System 5 instantly sends still images to the monitoring facility for assessment and possible action by authorities. The compact SG-System 5 offers the highest account density per U rack available with “hot swappable” line cards and built-in diagnostics. Programming changes are handled through a menu-driven touch screen or remotely.

www.surguard.com 28 SP&T News • www.sptnews.ca JCGury_SPT_June.indd 1

2014-06-09 2:59 PM

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QA &

with Andrea Martin president, ADT Canada

By Neil Sutton

A

DT may be among the best know consumer-facing security organizations, but that doesn’t mean there isn’t room for improvement.

That is one of the tasks ahead of Andrea Martin, who joined ADT Canada as its new president earlier this year. With a successful career in business transformation and subscription models already under her belt, she joins ADT Canada at a time when it is undergoing significant change. Martin recently spoke to SP&T News about her background in the publishing world, the application of that knowledge to her new role in security, and why understanding the customers’ needs will always be paramount.

SP&T News: What were you doing before joining ADT? Andrea Martin: I was at the Royal Mail [in the U.K.]. Prior to that, I was at Reader’s Digest. I had many, many roles: I was vice-president of marketing, then president of Reader’s Digest Canada, then Reader’s Digest Canada and Latin America. Then I moved to Singapore and I was president of Asia-Pacific for Reader’s Digest. Reader’s Digest has two lines of business: a big subscription business but also a big direct marketing business, selling insurance, merchandise, different products. We have a lot of knowledge in database management. I also have a lot of knowledge in subscriptions, statistics . . . I have a lot of background in huge subscription bases, and that’s what I’m bringing to the company.

I’m also bringing my knowledge of change management, which I did at Royal Mail. I was managing director of their database division. I did a lot of change management and partnerships there and turned around the business. I essentially created a new division at Royal Mail. I did the same thing at Reader’s Digest Canada; I transformed the business from a direct mail business to a direct marketing business with one brand to multibrand — I launched a lot of different brands that were very successful around the world. I transferred the company from publishing to content to digital.

SP&T: How does your change management experience apply at ADT? AM: ADT acquired Protectron in July, so we’re in the midst of integrating the

30 SP&T News • www.sptnews.ca

ADT’s Canadian headquarters in Mississauga, Ont.

two operations together to create one ADT, so there’s a lot of change management there. [Our plan] is to integrate the Canadian operations of Protectron with ADT Canada operations and taking the best of both worlds and putting that together as one ADT Canada.

SP&T: How will that affect the Protectron brand?

AM: On the brand side, we’re in the midst of doing a lot of research. As you know, Protectron has many subscribers and it’s an important brand in the security industry. We’re currently doing some research around the Protectron brand

“That’s what I want to bring — to figure out what our customers and our potential customers want.” and ADT brand with our subscribers and new potential customers. We haven’t made any decision on that.

SP&T: How does your Reader’s Digest experience with subscription-based models affect what you’re doing now with ADT? AM: Reader’s Digest Canada, and a lot of Reader’s Digest subscription bases, were huge. Reader’s Digest Canada was by far the biggest subscription magazine, both in the French market and English market. The model there was to bring in the subscribers. We did a lot of analytics to acquire those subscribers and a lot analytics to take those customers in and sell other products, like books, video and music. That was essentially the model at

Reader’s Digest. We made sure we had very strong customer care — making sure those subscribers are happy.

SP&T: How does that translate into customer care for ADT subscribers?

AM: ADT subscribers and Protectron subscribers — it’s very important to have that basic security. But there’s an opportunity for us to move from just safety to being a smart home. What I learned at Reader’s Digest can certainly be applied to the ADT/Protectron model of making sure that we transform our offer to our customer base — more than just safety but the smart home, the connected home with ADT Pulse. Protectron also has the connected home portal and service. What I see in the future is, Protectron, for example, has some health products — so offering those services to our customers.

SP&T: What did you have to learn about the security market in order to fill this new role at ADT? AM: Reader’s Digest had so many different types of products — insurance, merchandise . . . I always had to learn a new product line. It’s different selling a magazine and selling insurance to customers.

So I have the ability to learn different industries. At Royal Mail, even though it was data, it was still logistics. I did have to learn a lot [coming to ADT]. I attended a lot of different conferences — I went to ISC West, I went to Barnes-Buchanan.

I did a lot of learning, going across the country, meeting employees in Canada and also going to our headquarters [in the U.S.]. It was great to see all the different products at ISC West. It’s a changing industry and there’s a lot of new players in the industry. I did go out there to learn as much as I can as quickly as I can.

SP&T: Is there a particular aspect of the security business where you feel you could apply your knowledge directly?

AM: What struck me at ISC is, as an industry, we talk a lot about technical things. It’s an engineering driven industry.

These are my first impressions . . . I think we can bring more thinking around what the customer wants. At Reader’s Digest, the team and I did a lot of research and put a lot of different concepts in front of the consumer, [and asked] “What do you think of this? Would you buy this?

Do you like this? What kinds of different features do you like about this?” That’s why we succeeded. The security industry is changing so much. At ISC West, people were saying, I’m just throwing things at the wall and we’re going to see if it sticks.

But where’s the consumer in that? What do they want? That’s what I want to bring — to figure out what our customers and our potential customers want.

SP&T: How will the Protectron acquisition ultimately affect ADT as an organization in Canada?

AM: When I arrived, I quickly noticed that IT was the most advanced stream of integration. I quickly promoted Luc Derosiers, who was the vice-president of IT at Protectron, as the vice-president of IT for both companies. He just announced his team as one ADT Canada to look at all the IT systems we have for monitoring, customer care, different systems, and making sure what we have to deliver integration.

SP&T: What’s the timeline to get that accomplished?

AM: You can imagine with monitoring, the timeline is going to be quite long. We’re talking about integrating or migrating two different systems. The timeline on that is somewhere between 18 and 24 months. Some other systems are going to be quicker.

SP&T: What has the message been to dealers on both sides?

AM: We went and asked dealers what they wanted from the brand and what they wanted from the product. They gave us feedback and we’re going to be launching a new dealer program in September of this year. What do they want, what do they need to partner with us, to get that good customer experience?

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