Securtity Products and Technology News October 2014

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CANASA rethinks approach to CASC

Fee structure changed in an effort to draw more participants p. 6

Dealers or DIY?

A growing number of consumers look to their local big box store for products p. 36

Integrating key control Keeping track of keys is the bedrock of a good access control strategy p. 40 Don Connor, general manager, and Mike Godara, vice-president, in front of Habtech’s data management facility at its main office in Mississauga, Ont.

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As part of a comprehensive P3 project, Mississauga, Ont.-based Habtech completes security integration involving CCTV, access control, elevators and much more at the Toronto South Detention Centre

By Neil Sutton

T

he Toronto South Detention Centre is what you might get if you built a jail out of building blocks — giant, concrete building blocks.

The TSDC, which officially opened in January of this year, is comprised in part of prefabricated concrete cells, which were assembled on site. The prison is part of

the Ontario Ministry of Community Safety and Correctional Services ongoing effort “to build new, state-of-the-art facilities with ultra modern features and advanced technology that enhance public safety and internal safety and security.”

T he 1,650-bed facility is thoroughly modern in design and includes a mental health assessment unit, a special needs unit and an Continued on p.30

The latest in security technology

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Contents October 2014

www.sptnews.ca Cover Story

Departments

30 Piece by piece

4 Editor’s Letter 6 Line Card 62 Q&A

Habtech’s awardwinning work on the Toronto South Detention Centre

Jeff Burgess, president and CEO, BCDVideo

By Neil Sutton

Columns

PHOTO: SANDRA STRANGEMORE

Features

22 Dispatch Digest An integrated effort

By Ron Walters

33 Navigating fire safety

New requirements for emergency voice communications

By Howard Diamond

40 Integrating key control

Know where your keys are at all times — and who’s got them

By Fernando Pires

36 Big box bonanza

Reactions from the security community as large retailers carry more products

Accreditation 2.0

By JF Champagne

24 Brand Building The proposal

By Linda Johnson

By David J. Atkins

44 Know your third party

People other than staff may enter a premises every day

26 Lessons Learned

Anatomy of an alarm deal

By Victor Harding

26 Camera Corner

By Ajay Jain

Spoiled by choice

By Colin Bodbyl

display wall 58 Slim cube

50 Thermal cameras

Mitsubishi’s VS-60HS12U 60” Slim Cube is an alternative to LCD flat panels designed specifically for applications that require near-zero bezel, true 24/7 continuous operation, and a low total cost of ownership.

FLIR introduces 12 new thermal security camera models ranging from the BT-Series mini-bullets to the DT-Series PTZ dome cameras.

visit us online

www.sptnews.ca

Integrator Roundtable: Hiring new talent It’s new school vs. old school in terms of the potential job applicants. Do new graduates have what it takes to work in today’s security market?

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

24 CANASA Update

www.sptnews.ca/videos

Follow us on

@ www.twitter.com/SecurityEd

Security Integrator of the Year Habtech wins Integrator of the Year, sponsored

by Anixter Canada, based on an approach that emphasized up-front planning and strong partnerships.

www.sptnews.ca/videos @SecurityEd • October

2014 3

EDITOR’S LETTER

By Neil Sutton

Unsung security The Integrator of the Year award gives a voice to successful projects

A

s a journalist covering the security industry, I’ve become used to the idea that sometimes I may only know half the story.

There are press releases issued by manufacturers that will mention a customer’s line of business but won’t identify them by name. I’ve had conversations with dealers and integrators about projects they’re working on that end with the phrase, “I’d love to tell you more, but…”

I get it. I understand. Security installs are secure for a reason. Sometimes the details are obscured from public view — or at least from a curious reporter — simply because it’s easier and safer to handle it that way. I won’t pretend it doesn’t frustrate me at times. My job is to shed a light on the industry for the benefit of our readers, but most of them know as well as I do that sometimes the whole story will go untold.

When I am allowed a peek behind the curtain, it can be immensely gratifying. All the more so when the story involves the winner of our annual Integrator of the Year award, sponsored by Anixter Canada.

This year’s award goes to Habtech for its work on the Toronto South Detention Centre, a new correctional facility just west of the city. When the SP&T News editorial advisory board met to assess the nominations for the award, Habtech stood out as an example of a project that had achieved true integration and was definitely worthy of the title Integrator of the Year.

When I interviewed the principals at Habtech, Mike Godara and Don Connor, for the story (see p. 30), they were

both extremely, and justifiably, proud of the work they and their colleagues had done for the TSDC project. The work spanned years and required a concerted effort with numerous partners. It involved virtually every aspect of modern electronic security, which has to work reliably for the safety of all concerned. Belonging to a company that deals with prison security, they were also used to saying little about the work they do day in and day out. “We kind of keep to ourselves and don’t talk a lot, but it’s nice to be recognized,” Connor told me.

I’m well aware that for every project that is nominated, there are dozens, perhaps hundreds, that are not. Each year I encourage integrators to take a look at their recent body of work and consider submitting a nomination. Security is an industry on the move and solutions are being applied in new and innovative ways on a daily basis.

I’m glad that SP&T News is in a position to offer a level of recognition to Canada’s security community and provide some insight into a project that is deserving of attention. To see Habtech win this year’s award is especially gratifying since one of the project’s architects, Mike Godara, is about to retire.

I’m pleased we can play a small part in helping him celebrate a long and successful career.

Security may be a hush-hush business but an award-winning project is a great excuse to make a little noise.

“Habtech stood out as an example of a project that had achieved true integration.”

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

@SecurityEd

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CANASA restructures CASC fees

By Neil Sutton

gle-sourcing their contractors.”

In an effort to get more end users actively involved in CASC, CANASA has engaged the services of independent security consultant Michael White. White has joined CANASA on a contract basis as business development manager for the CASC program. White, who was already a member of the CASC’s governing council, is tasked with engaging end users directly. He will promote CASC to corporations, municipalities, school boards and government agencies, as well as architects and engineers who specify security projects.

“Michael’s role is going to be to focus on that audience,” says Champagne. “That’s also an audience

T

he Canadian Security Association (CANASA) is reducing the price of its Canadian Accredited Security Contractor (CASC) program in an effort to drum up more support and increase participation.

“It makes it a lot more attractive to a core group of people that we hoped would jump on board originally.”

“Everything is based on education. The consumer, in this case being the end user, doesn’t know what they don’t know.”

— JF Champagne, CANASA CASC was launched at CANASA’s annual Security Canada Central trade show in Oct. 2012. The objective of the program is essentially to self-regulate the electronic security industry in the provinces that do not already have government mandated regulation in place. In order to qualify for CASC, a security contractor must have all of its technician staff pass CANASA’s Level 1 Alarm Technician Course (ATC) or an equivalent, pass criminal reference checks, be a CANASA member in good standing, and abide by the organization’s code of ethics (a full list of qualification criteria is available on the CANASA website). Initially, the fee structure for enrollment in the CASC program required $3,000 up front, plus an annual renewal rate based on the contractor’s number of employees and the number of provinces in which they operate.

At the one-year mark, CASC had seven members.

Almost a year later, it has nine. CANASA executive director JF Champagne acknowledges that the program has not met membership expectations, so the organization went back to the drawing board and reconsidered its fee structure.

The prices were initially set too high, says Champagne. “It wasn’t just the dollar amount, but it was the fact that we had based our model on [the number] of provinces the contractor is working in.

It turned out for many of our supporters to be cost prohibitive.”

CANASA has removed the geographic component from its fee structure as well as reduced the initial price of entry down from $3,000 to $1,000.

Annual renewal fees are now $500 plus $50 per employee. “We’ve eliminated all references to the number of provinces and made it a flat fee per contractor and then a cost per employee. [Now] there’s a direct correlation between the dollar amount you pay and the number of employees you’ve got, rather than the number of provinces in which you operate,” explains Champagne.

The hope is that the significant cost reduction will be enough to entice brand new participants, as

6

SP&T News • www.sptnews.ca

— Michael White, CANASA

CANASA executive director JF Champagne launched the CASC program at the Security Canada Central conference and exhibition on Oct. 24, 2012.

well as sway those who may have been on the fence.

“You can look at it and know exactly how much you’re going to pay, but it also makes it a lot more attractive to a core group of people that we hoped would jump on board originally. They basically said, at the [original] price point, it was not possible,” adds Champagne.

The other side of the coin for CANASA is encouraging end users who put security projects up for tender to recognize that the CASC program has value for them too. At the program’s launch, the City of Toronto was one of those users who put their faith in the program, requiring that security contractors who wanted to bid on its security tenders be accredited as CASC. A handful of other organizations have since joined Toronto but the aim is to get a lot more involved, says Champagne.

Michael White “The biggest issue we have with CASC is a bit of the chicken and the egg. The value in the program for contractors comes from their capacity to respond to tenders where CASC is playing in the equation,” he says.

“For the corporate end users, specifiers, architects and engineers, they want their requirements for CASC not to be perceived as limiting access to contractors, or in the worst case be perceived as sin-

we see at Security Canada Central, so we’re going to target these individuals to educate them about the benefits of putting CASC provisions in their tenders.”

White, who came on board as business development manager in early September, says that he believes CASC can help forge ties between end users and integrators. Many end users may not even be aware of its existence, so education is key. He says he plans to represent CANASA at security-related user group meetings and conferences in order to spread the word.

“Everything is based on education,” says White.

“The consumer, in this case being the end user, doesn’t know what they don’t know. If you give them something to ‘know’ they can start to educate themselves and ask questions.

“I think the idea of reaching out to all these people is . . . to draw awareness of the program and let them know it exists and that there are companies that are accredited, and to show them what the benefits of this program are to them.”

He says it will most likely be a lengthy process to not only build awareness but to see the results of his work. An end user may be supportive of CASC, but that support may not be evident for several years until they put another security contract up for tender.

However, White is confident not only of end user support but also of support from the contractors themselves. Nine CASC companies may not comprise a critical mass, but “is it 20? Is it 500? I think every day we get another one on board, it’s successful,” he says.

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LINE CARD Veracity aiming to grow Canadian business

Axis offers professional services to Canadian partners

A

xis Communications’ Canadian office quietly launched a professional services group earlier this year to provide its channel partners with additional resources.

“It’s very new,” says Axis’s country manager for Canada, Bob Moore.

“We launched it in a small way starting in May. We weren’t sure what the demand would be. We didn’t want to over-promise. We’re just now letting everybody in channel really know.”

The group, which was publicly acknowledged recently via a LinkedIn post, can perform a variety of tasks as Bob Moore an optional free service, says Moore.

“For anybody in our channel partner program, or an architect and engineer who’s in our A&E program, we can help them with site drawings, help them complete an RFP compliance list.

We can do competitive analysis, amongst other things. That’s the basic skeleton of how it’s defined today,” he says.

The group is led by Gavin Daly, team lead,

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technical services at Axis and its busiest member is Shawn Keating, a solutions engineer who has taken on an increasing number of projects as the professional services group gathers steam.

As demand for these services increases, more resources will be directed into the group, says Moore. It has already surpassed his initial expectations.

“These are our first steps… I would predict that what [this group] does two years from now will not only be better defined, but there will probably be some additional things we haven’t thought of,” he says.

Moore says that, as far as he knows, Canada is the only country within the Axis global organization that has started such a group. He acknowledges the suite of services it offers have been available both here and at other Axis offices in some capacity before now, but the Canadian group’s structure is more formalized. “Whether or not it gets adopted by [other Axis locations], depends on how successful we are here.”

eracity, a U.K.-based company known for its PoE and Ethernet devices, is increasing its presence in Canada by hiring a manager based in Ontario.

Tanya Benoit is Veracity’s distribution channel manager for North America and regional sales manager for Canada.

Canada is already served by three reps regionally (east, central and west), but having a person waving the Canadian flag for the company could help to take it to the next level here, says Benoit.

Tanya Benoit “We’ve always done business in Canada [but] we’d definitely like to grow the business and the market here,” she says.

Currently, the company doesn’t have a Canadian office, but may open one if the business here grows to a sufficient size to warrant it. She says she’d like to help increase business coast-to-coast but the largest area of concentration will likely be Ontario.

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LINE CARD Life Safety opens Canadian office

U

.S. integrator Life Safety Engineered Systems recently opened its first Canadian location in Mississauga, Ont. Life Safety was already quite familiar with Canada, with its main centre of operations just south of the border in Buffalo, N.Y. The company employs about 45 people in the U.S. and is beginning to staff up its Mississauga location.

“We were going to start a little bit slower, but we were able to get some really great employees. We stepped it up a bit. Now we have six employees already. Things are going great,” says Bob Vezina, president of Life Safety.

Jarrod Budd, director of sales and operations for Canada, agrees that “we were going to start small. We had a few major clients, but nothing with the gravity where we needed a whole office.”

But business has picked up in Canada, he says.

The company provides a variety of security and fire installation maintenance and testing services, as well as monitoring services. He says that the company has the capacity of a large, national integrator but “we have that

small-town feel. When we take the approach of clients first, people started to really listen and act upon it. We needed to grow our business relatively rapidly, and in doing so we’ve managed to obtain a large amount of clients and quite large clients.”

About half of Life Safety’s business is for retail clients, adds Vezina, but it also services health care, education, aviation, financial services and other corporate clients. In addition to its Buffalo office, Life Safety also has operations in Philadelphia, Detroit, Phoenix and Minneapolis.

“I saw the need [for a Canadian office],” says Vezina. “We do some work up there now for retailers across Canada, so let’s take the plunge and get the Canadian workers with a Canadian corporation in Canada.”

While there are no “immediate plans” for further Canadian offices, Quebec and the West Coast of Canada are future possibilities. “We definitely want to get a footprint across Canada for sure. That’s our goal. I see the potential for Canada to be equal to the U.S. over time,” adds Vezina.

Maple Armor to open plant in Quebec

S

olutions D’alarme Incendie Maple Armor Canada Inc. will build a plant to manufacture fire alarm systems in Saint-Bruno, Que. on Montreal’s South Shore.

The company says the $30-million investment will generate 70 jobs once the plant is operational.

Zhendong Xu, chair- From left: Gelin Zhang, vice-president, Maple Armor Canman of Beida Jade Bird ada; Weimin Cai, president, Maple Armor Canada; Benlin Yu, Economic and Trade Minister-Counsellor of the Chinese Group, Maple Armor’s par- Embassy in Canada; Martin Murray, Mayor of Saint-Bruent company, Weimin Cai, no-de-Montarville; Zhendong Xu, chairman of Beida Jade president of Maple Armor, Bird Group; and Jacques Daoust, Minister of Economy, Gelin Zhang, vice-president Innovation and Exports. (Photo courtesy of Eric Carrière). of Maple Armor, Jacques come and the Quebec government Daoust, Minister of Economic for its financial support of the Development, Innovation and project. Gelin Zhang says product Exports, and Martin Murray, mayor from the Maple Armor plant will of Saint-Bruno-de-Montarville, initially be shipped to China to officially launched construction of meet high demand there for certithe plant with a ground-breaking fied fire alarm systems, adding, “we ceremony in August. then intend to diversify our export Zhendong Xu thanked markets.”

Quebeckers for their warm wel-

Integrator Integrator Of Of The Year 2014 The Year 2014

10 SP&T News • www.sptnews.ca Habtech_SPT_Oct.indd 1

2014-09-22 11:31 AM

Please visit us at CANASA Toronto, booth 535.

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Canadian amongst NICE 2014 PSAP winners

N

ICE Systems announced the winners of its 2014 Public Safety Answering Points’ (PSAP) Finest Awards in a ceremony held during the APCO International 80th Annual Conference and Expo, in New Orleans in August.

The awards recognize individuals in the field of emergency 9-1-1 communications. The winners this year include three Californians and a Canadian, Christian Paquette, representing the Ontario Provincial Police. Each year, four top performers are selected by a panel of judges from the 9-1-1 industry based on criteria such as: years of service to 9-1-1, contributions to their agency, innovative thinking and execution, depth of knowledge, dedication and positive impacts to public safety communications in their respective communities.

Serving on the judging panel this year were: Lieutenant Peter Brower, Commanding Officer, Tape and Records Unit, New York City Police Department; Ann E. Flynn, Director, 911 Emergency Communications, Cobb County, Ga.; and Gary Loflin, Director, York County Public Safety Communications, S.C.

Director of the Year:

Technician of the Year:

Teresa Murray, Chief Executive Director Sacramento Regional Fire/EMS Communications Center Sacramento, Calif.

Jason Sturgill, Telecommunications Specialist IV Monterey County Information Technology Salinas, Calif.

Line Supervisor of the Year:

Telecommunicator of the Year: Christian Paquette, Communications Operator Ontario Provincial Police Ontario, Canada

Julee Todd, Dispatch Supervisor Sacramento Regional Fire/EMS Communications Center Sacramento, Calif.

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LINE CARD Leviton acquires BitWise Controls

Leviton announced the acquisition of BitWise Controls, a manufacturer of

control and monitoring solutions for residential and commercial facilities. Leviton had been carrying BitWise Controls’ automation controllers for some time already. As part of the acquisition, Leviton will bring BitWise Controls’ entire product line into the Leviton portfolio, including their iPhone/iTouch/iPad and Android app-based GUIs, and the

recently launched hand-held remote control. Additionally, Leviton will offer the Bitwise app on its OmniTouch 7 for applications when fixed touchscreens are required. “Bitwise brings customizable Audio/Video controls to our product portfolio,” says Jay McLellan, president of Leviton Security and Automation.

“Bitwise and Leviton installers now have

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Raytec launches graduate trainee program

Raytec is bringing on five graduates as part of a new Graduate Trainee Program. The new graduates, Ben Chipping, Callum Ryder, Deepak Ghosh, Jazmin Adams and Michael Steel, will engage in a two-year program of projects in different areas of the business, taking on roles in sales, marketing, product design and R&D. They will all initially be based at the company’s U.K. headquarters.

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Ingram Micro Canada announced it is the exclusive Canadian distribution partner of Invixium’s IXM line of biometric fingerprint access control products. As part of the new agreement, Ingram Micro Canada will distribute Invixium’s full line of biometric access control solutions to channel partners throughout Canada.

The aim of the alliance is to broaden Invixium’s Canadian reach and make it easier for partners to market, sell and deploy solutions to business-to-business (B2B) channels. Plans to expand the distribution agreement globally are underway.

ADT to create connections through IFTTT

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ADT has announced a new relationship with IFTTT, a service that enables consumers to create connections (“if this then that”). ADT and IFTTT are planning to test a beta version of an ADT Pulse Channel on IFTTT, connecting a customer’s ADT Pulse-enabled home with more than 100 existing Channel partners. ADT has developed a number of working proof of concepts, and “Recipes” offered could include: If phone alarm goes off at 6:45 a.m., then turn on the ADT Pulse-connected coffee machine; If the doorbell rings, then send an ADT Pulse real-time video clip of the front door.

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LINE CARD ONVIF launches education campaign to cut down on false conformance claims

O

NVIF, a standards body for IP-based physical security products, is launching an education campaign designed to make sure manufacturers are fully aware of how its conformance process works.

There have been examples of companies that may be claiming ONVIF compliance without having actually met all the necessary criteria, according to Per Björkdahl the chairman of the organization’s steering committee Per Björkdahl.

“Up to now, I wouldn’t say we have had an issue with this,” says Björkdahl, but cases are started to emerge. He says, however, that most cases are probably not intentional and there may be some isolated instances of misunderstanding that can be corrected through education.

“We do have a conformance process that you have to follow to be able to claim conformance.

There might be some misinterpretation of how this process works,” explains Björkdahl, adding that ONVIF members “come from all over the world” and there could be language or communications barriers leading to misunderstanding in some of these cases. “We have to quite closely look at each and every case,” he says.

Currently, all ONVIF-compliant products, of which there are more than 3,000, are listed on the organization’s website. To be eligible for that list, ONVIF must certify that a product is conformant with its criteria.

“One of the things that we are undertaking is to make sure that the process is known, and to make it clear to everyone that you have to follow this process,” says Björkdahl, adding that ONVIF is looking at posting videos or webinars on its website to aid in its education efforts.

Vicon, IQinVision merger approved, new CEO appointed

V

icon Industries completed its merger with IQinVision following Vicon shareholder approval at the company’s annual meeting, held Aug. 28.

Weeks later, on Sept. 12, the company also announced that it had found a successor for CEO Ken Darby who said that he had delayed retirement when news of the merger first emerged in March. Former chief marketing officer for

Milestone Systems Eric Fullerton replaces Darby as CEO and has also been appointed as a company director.

In a prepared statement, the company said, “In its search for a new CEO, the Board sought a candidate who could return Vicon to prominence in the video security and surveillance systems market and also integrate the businesses and operations of Vicon and IQinVision.”

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18 SP&T News • www.sptnews.ca

LINE CARD SECURITY STATS

55%

market watch

of small business owners say they never travel without their phone so that they can check in while they’re away.

Source: ADT Small Business Getaway Survey

Global unit shipments of smart cards are expected to rise by

2.1 billion from 2014 through 2019.

Source: IHS

How effective are security equipment manufacturers at marketing to end users?

End users generally rely more on integrators/ dealers to make recommendations, so marketing is just background:

Marketing is a key differentiator for some security vendors:

66.7%

6.7%

Security manufacturers still need to work a lot harder on communicating effectively with end users:

26.7%

Source: Poll conducted on www.sptnews.ca in Aug/Sept 2014

Company (ticker) Price (Sept. 4) 52-week low 52-week high ADT (ADT) $36.88 AlarmForce Ind. (AF.TO) $11.50 Allegion (ALLE) $52.33 Anixter International (AXE) $89.19 Avante Logixx (XX) $0.28 Avigilon Corp. (AVO.TO) $18.10 Checkpoint Systems (CKP) $13.57 Cisco Systems Inc. (CSCO) $24.91 Diebold (DBD) $37.40 Flir (FLIR) $33.62 Gentex (GNTX) $29.46 Honeywell (HON) $94.99 Johnson Controls (JCI) $48.10 Mace Security (MACE) $0.41 Napco (NSSC) $5.38 Richardson Elec. (RELL) $10.09 ScanSource Inc. (SCSC) $38.94 Stanley (SWK) $91.29 Tyco Int. (TYC) $43.72 United Technologies Corp. (UTX) $109.22 Verint Systems Inc. (VRNT) $51.10 Vicon Industries (VII) $4.53 Viscount Systems (VSYS) $0.10

$27.93 $8.66 $40.24 $80.26 $0.19 $15.32 $11.93 $20.22 $28.45 $27.91 $23.44 $80.25 $39.42 $0.30 $4.69 $9.90 $30.65 $74.13 $33.30 $102.18 $35.24 $2.10 $0.04

$46.05 $11.60 $58.29 $115.84 $0.45 $34.50 $18.25 $26.08 $41.45 $37.42 $34.41 $98.09 $52.50 $0.50 $7.70 $12.27 $43.65 $92.76 $46.64 $120.66 $55.08 $6.14 $0.15

Meet the Players David Lyttle, Branch Manager Edmonton, APA SP&T News: How long have you worked in the security industry?

David Lyttle: I have been in the industry for almost 20 years. I started at 20 years old pulling cable for my parents’ security company while I was in college.

“I know IP is here to stay, but it hasn’t come close to its full potential of what it can do for the security industry.”

SP&T: How has the security industry changed since you first entered the market?

DL: I feel the industry has almost done a 180! Just like mechanics of today, security installers have to change to keep up with the new technology. Security systems are becoming digital so they are able to offer better wireless device capabilities and home automation, which offers simple design and installation of the product. We are seeing that manufacturers recognize that ease of installation and training are a selling factor for most installation companies now. In the past, most installers had to learn and memorize what the

colour bands meant on resistors, now most systems don’t even use resistors. Systems used to be monitored by landlines. Now you can get a notice via an app.

For CCTV we are seeing plug and play IP camera systems that allow for installers to focus on the install and not spend a lot of time getting the cameras live for viewing. In the past, they would spend a day designing a system layout with VCRs and matrix systems to get everything they needed for that system to work.

SP&T: What technology, solution or practice is going to take the industry to the next stage of its evolution?

DL: I know IP is here to stay, but it hasn’t come close to its full potential of what it can do for the security industry. I am excited to see what will be coming out in the future. With IP and the Cloud, it will allow another stream of RMR for installation companies.

Video is already being sold as an RMR product with the emergence of IP and we are now seeing access starting to offer web-based door controllers that are firmware upgradeable, easily programmed and can give the customer multiple levels of access. I believe that security companies have to get a basic understanding of what IP can offer them. If they are not yet working with IP, they will be very soon.

SP&T: Are there any hurdles that the security industry still needs to overcome?

DL: One of the main hurdles is still image. The security industry is still not viewed as a trade in many areas of Canada. Now, that has to do with the industry as well.

I believe that we as an industry have to work with our associations that are available to us to gain consumer knowledge that the security industry is in fact a trade.

In some parts of Canada, you are required to go to a trade school to be certified and I feel that there needs to be a national program that can give the industry that certification. When we look for mechanics or plumbers, we want to see if they are qualified; our industry needs that as well.

SP&T: What are some of your hobbies and interests outside of work?

DL: Some of my hobbies and interests are camping and quadding. I also love hockey; both going to games or helping to coach my son’s hockey team.

SP&T: What is your favourite movie?

DL: I am a huge fan of weird comedy. One of my top favourites is Office Space and the classic, Airplane!, with Leslie Nielsen.

@SecurityEd • October 2014 19

LINE CARD Calendar

Applications U.S. school district automates locks and doors North Bend Central School District (NBCPS) has installed Genetec Security Center to better protect its elementary and junior high school students.

North Bend Central School District serves a community of 1,200 residents in the southwest corner of Dodge County, Neb. The school district had been using a small analogue DVR camera system to track minor incidents of vandalism, and doors to both buildings were secured by keys. Upon receiving a sizeable financial federal bond, the school district planned a major infrastructure improvement which included a complete security upgrade. Solutions provider Prime Communications proposed Security Center, for a unified approach to security with surveillance and access control.

U.K. airport reduces to a single control centre

Birmingham Airport in the U.K. recently undertook a project to centralize its control centre operations.

In order to improve operational efficiency and streamline security operations, the airport opted to update its infrastructure by utilizing a single control room to monitor the whole facility. Most of the airport’s existing analogue cameras were replaced with IP cameras from IndigoVision. The remaining analogue units were converted to IP using IndigoVision encoders. The update has allowed the airport to reduce its control rooms from six down to one, helping to improve communications and centralize its surveillance operations. Additional aspects, such as access control and alarm management, can also handled via IndigoVision’s Control Center software.

Scottish university unifies security operations

Oct. 15, 2014 Canadian Security’s Focus On Series: Commercial/Property Management Richmond Hill, Ont. www.focusonseries.ca Oct. 17-18, 2014 CSAA 2nd International Forum Southampton, Bermuda www.csaaintl.org

The University of the West of Scotland (UWS) is using Milestone Systems’ VMS and network cameras from Axis Communications to manage security through one unified surveillance solution, designed and maintained by Boston Networks.

Its four campuses had all been previously running disparate security systems. The university recognized that a centralized approach would be more effective. The initial phase of the migration included the introduction of additional Axis IP cameras across indoor and outdoor areas of the Paisley campus to provide surveillance throughout key areas. Boston Networks then began integration of more than 200 IP cameras and the consolidation of the existing VMS platforms.

Oct. 21, 2014 CANASA Monitoring Station Symposium Toronto, Ont. www.canasa.org 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. 19-20, 2014 ISC East New York, N.Y. www.isceast.com Nov. 20, 2014 ADI Expo Montreal, Que. www.adiglobal.ca Nov. 25, 2014 Security Career Expo Richmond Hill, Ont. www.securitycareerexpo.ca

Appointments

Dec. 10, 2014 Canadian Security’s Focus On Series: Health Care Richmond Hill, Ont. www.focusonseries.ca February 22-26, 2015 BICSI Winter Conference & Exhibition Orlando, Fla. www.bicsi.org

Douglas Florence

•

•

Brian Wiser

Video analytics software company eConnect announced the appointment of gaming, retail and security management expert Douglas Florence as the company’s vice-president of strategic operations. Florence’s previous experience includes Avigilon as well as Las Vegas resorts the M Resort Spa Casino, the Hard Rock Hotel and Casino and The Mirage.

Brian Wiser has been named president of sales – North America for Bosch Security Systems. In this position, he will lead the sales, support, training, customer service and marketing organizations in North America.

20 SP&T News • www.sptnews.ca

Christopher Burton

•

•

Joe Cook

Wiser replaces Jeremy Hockham, who will take on a new assignment for Bosch in Europe.

Christopher Burton has joined the Vanderbilt Industries sales team to grow its base of Canadian customers. Most recently, he served as marketing manager for Ingersoll Rand in Canada with responsibility for electronic access control in its electronic lock division. Burton will work from Toronto.

LILIN North America has named Joe Cook to the position of vice-president/general manager of its operations. Cook will assume responsibility for the North American headquarters in

Victor Biberston

•

•

Jessica Persaud

Arcadia, Calif. He joins LILIN from Moxa America where had served as Business Development Manager for its IP video unit.

SightLogix has appointed Victor Biberston as the company’s director of sales, Western Region. Prior to joining SightLogix, Victor held positions with Pelco by Schneider Electric and Samsung Techwin America.

Jessica Persaud has joined the TOA Canada customer service team. As a customer service representative, Persaud will be responsible for all customer service duties, including assisting customers and processing sales orders.

April 15-17, 2015 ISC West Las Vegas, Nev. www.iscwest.com April 22, 2015 Security Canada East Laval, Que. www.securitycanadaexpo.com April 26-29, 2015 BICSI Canadian Conference & Exhibition Ottawa, Ont. www.bicsi.org May 13, 2015 Security Canada Alberta Edmonton, Alta. www.securitycanadaexpo.com June 3, 2015 Security Canada Ottawa Ottawa, Ont. www.securitycanadaexpo.com

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DISPATCH DIGEST

By Ron Walters

An integrated effort

Marshal your resources to reduce false dispatches and get involved

O

ver the last year, we’ve talked about the five best practices to address false dispatches.

By following and applying these solutions, you have the capability of reducing your dispatches by over 90 per cent. I realize it isn’t likely that anyone will take this information in its entirety and apply all of it across their account base. In fact that was never my intent. Instead it is my hope that you will examine these processes and assemble a plan that works for you, your employees and your customers. In this column, I will attempt to point out the best and easiest path for you to follow.

We can promise you results — sometimes instant results. With those results, you will eventually see the positive impact on your customers and law enforcement, and you will apply more and more of these processes for a fully successful program.

If you do nothing else, you must apply ECV across your account base. There is no cost to you, there is no impact on your daily operations and no increase in your administrative process or labour

costs. Most importantly, if you are not already using ECV, you will experience dispatch reductions of more than 50 per cent,.

Having an organized program in place to train your customers on how to properly use their systems is another piece that costs nothing to deploy.

You can get a free program that is well investigated and available through www.siacinc.org.

The next most effective piece of the alarm reduction process does require action on your part, but in the long run is necessary if you are ever to experience the full benefit of an alarm reduction program. This piece will also deliver the largest benefit to you and your customers. The process of working with your customers causes the majority of your problems. Remember that 85 per cent of your customers should not have any dispatches in any 12-month period. However, when you call every customer that has had any alarm activation, whether there is a dispatch or not, you will build extremely strong customer confidence and more important, loyalty.

At a minimum, start with these two processes. As you achieve success you will see the overall benefit to your company’s reputation and your standing with local law enforcement.

For those who are extremely ambitious, I highly endorse that you use the ANSI/ SIA CP-01 Control Panels. These panels are designed to make the interaction between the alarm user and the alarm equipment more forgiving through features and programming. Some of these features include default programming for longer entry and exit delay times and establishing a minimum 60-second exit delay and 30 second entry delay. Almost 75 per cent of all alarm trips occur during the entry/exit process.

Doing nothing is not an option. As an industry, we need to address our part of the false dispatch and false alarm issue. It is the responsible thing to do, and it is good for business. I highly encourage you to not only join CANASA, but to get involved.

Ron Walters is the director of the Security Industry Alarm Coalition (www.siacinc.org).

Integrator Spotlight By Roger Miller

Head Office: Dartmouth, N.S. No. of employees: 140+ through our primary divisions Geographic areas served: Operations in Atlantic Canada and Ontario Main product lines carried/deployed: Our focus has been on full scale integrations, using the Kantech Entrapass, DSC and American Dynamics products. We provide full range of access, video and security solutions.

Technology specialty: Integration! Government and corporations require their systems be integrated, not only together as a security solution but integrated with their IT infrastructure or their HR and payroll systems. Yes, we do provide a competitive solution on a small CCTV or security system; however it is the larger scale projects that we have competed on and excelled with.

What is the most interested project the company has worked on in recent years?: We have worked on several highly interesting projects in the past couple of years that are well outside the day to day for our business. The design and installation of a full security system for a large casino was something we haven’t done in the past that stands out. Installing the CCTV for

22 SP&T News • www.sptnews.ca

the new state-of-the-art RCMP headquarters in Nova Scotia, with their design team, was exciting. Expanding heavily into protection systems for the aviation industry has been a significant achievement for us as well. Each of these entities is heavily regulated by multiple levels of government which means they have a very high expectation of service from their integrator.

What are the most common end user questions you have encountered?: There are a few common questions the industry as a whole is hearing and working to respond to: • How can they use their mobile device with their access/CCTV? • What are the wireless options for video?

• Migrating from analogue to IP - how can they accomplish this in a multi year plan?

• How can they increase video storage capacity?

• What IT or network support will they require?

It is not surprising that the majority of the common questions are pertaining to the influence of the IP world in the security spectrum. Although the manufacturers are promoting the technological advancements of IP/ IT based security, it is still unclear to many integrators as well as end users how to accomplish this. This means that facilities or security managers have to bring in resources from their counterparts in the IT departments at the early stages. Mapping a new system design or undertaking modifications to legacy systems becomes a multi department project. There are times when the

Back row (from left): Chris Joseph, vice-president; Roger Miller, president; Mike Duffy, business development manager; Shirley Reid, administrative assistant; Randy Milne, operations manager Front row (from left): Cory Clements, systems technician; Dan Haslett, systems technician, Dmitry Tabachuk, senior technician

leadership may come from IT or security management, blurring the age-old lines where “security” is managed by a traditional security manager.

Where are the greatest growth opportunities currently for the security market?: Again – integration. In a world of corporate mergers and acquisitions it is going to become imperative that the protection solutions providers understand what the corporate culture requires from our industry. Regulations at a federal or provincial level are increasingly influencing security decisions, we need to be in sync with the regulations so we are capable of supporting the end users from an informed perspective. Our industry needs to pay attention to what is happening locally as well as globally to best know how to serve the client base.

CANASA UPDATE

By JF Champagne

Accreditation 2.0 Changes to CASC will help bring the program to a larger group of security professionals

M

ost security contractors in Canada wish for more regulations in the electronic security industry.

Yes, Québec and B.C. already have a regulatory framework but we are essentially unregulated everywhere else. People with no experience, no technical training, no insurance and possibly a criminal record can enter our industry. It is not good for business. It is not good for the consumer.

This is why even the most conservative would agree that a minimum level of entry to the industry is needed. Regulation helps those of us who already adhere to best practices, have the knowledge and training and a clean criminal record. While we understand this mean more fees, more paperwork and more rules, it is, in the long run, beneficial.

CANASA members have known these facts for years and each time the government opens the door, we are there to represent the industry. All too often, new laws and regulations imposed by the government fail to achieve the very objective they were designed for in the first place — in this case to professionalize

BRAND BUILDING

the industry and protect the public.

How about regulation where we determine our own rules to make ourselves more professional and protect the public? We have it. It is here. It is called the Canadian Accredited Security Contractor (CASC) Program.

“A minimum level of entry to the industry is needed.”

It is what we need to make this industry better. In fact, it is better than anything the government can put in place. You can now demonstrate to the industry and the public that you are a professional company, you have training in place, you have insurance, and do not employ criminals.

Many of you have looked at the CASC program, but you found it expensive and its structure was not well suited to your reality. We heard your feedback and went back and addressed those issues.

We recently announced a new structure and pricing for the program. This could mean more than a 75 per cent reduction on the price you would have paid last year. While there are still a small number of contractors who have received their accreditation, I can tell you that we have many more coming on board in the near future. Visit the website today and have a look. It is now ready for you.

The program has also retained the services of Michael White, CPP, CRM to promote the program to the architects and engineers community as well as corporate end users and government agencies. Don’t be surprised if you find your customers asking if you are an Accredited Contractor or if you read a tender calling for CASC as a requirement.

I am confident that we will get enough accredited contractors in the foreseeable future to tip the scale and truly achieve self-regulation. That day will be a great day for all of us. Join now.

JF Champagne is the executive director of CANASA (www.canasa.org).

By David J. Atkins

The proposal Create a presentation that sets you above the rest in the eyes of your customer

O

nce you’ve collected the required information to present your business case, a well-constructed proposal is imperative.

It should consist of the following five parts: • The client’s and provider’s purpose • Project data with current system and solutions • Financial details of materials only and installation combined • Benefits summary of ROI and additional gains • Acceptance and terms Bar graphs, pie charts or whatever you chose, should be easy to understand and printable. Visual aids are important. I live in a digital world, but multiple printed copies are a must in a meeting. Not everyone has compatible devices or are necessarily tech savvy. Note taking and highlighting points is more fluid with pen and paper too.

This scheduled presentation should be with all stakeholders. Include the operations manager and any other governing parties to help pool their

24 SP&T News • www.sptnews.ca

acceptance. An open forum overcomes the unknown challenges that each department may raise. Only you and your associates can effectively deliver the message, so make sure all are present.

If possible, present a demo unit that they can touch. Show the technology and build quality that separates your line from others. This could include back-end live support that really delivers above all. It may end up as a draft proposal with pending amendments. Allow their empowerment to further underpin the required improvements.

Try to work through objections by first understanding their point of view. We often know too much and forget to share bite-sized packets of information. Asking their opinion may result in approval to move forward.

We all have responsibilities within our areas of expertise. Acknowledging that each person attending is needed to drive this project can help bond a unified team.

Negotiating at this stage is not relevant. They’ll discuss more internal needs offline when you leave.

Your objective here is to foster an active discussion amongst all and get closer to actionable steps.

Dive into their current system and how it may have served them well in the past. Now compare what your solutions will deliver.

Make sure you mention your project management experience; it can alleviate any discomfort. By owning the quality control, it helps ease the liability for everyone else.

After all, you do this as a profession. As a takeaway, touch on any deferred payment options while underscoring possible upfront payment discounts.

Either way, instill the negative return by postponing implementation.

Ask what their intentions are and when a decision will be made. If there is someone else that needs to be involved, when can you meet with them?

Convey how you can better answer any questions with them attending. After all, it’s their project.

David J. Atkins is the principal of David J. Atkins Consulting (www.davidjatkins.com).

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LESSONS LEARNED

By Victor Harding

Anatomy of an alarm deal Selling a company requires a step-by-step process and attention to detail

O

What I need to know in the initial conversation: What is the size of the business in annual revenues? If it is an alarm company, how many accounts do they have and how much RMR? How much money is the company making? Is the owner committed to selling or are they testing the waters? Are they committed to using a broker, and if so, is it me? Do they want to sell shares or assets? How quickly do they want to move? Do they have any price expectations in mind? In short, I need enough information to determine if the owner is serious enough for me to go to the next step.

Drawing up the brokerage agreement: Every broker will ask an owner to sign a brokerage agreement. This agreement will lay out some or all of the following terms. (Some are more negotiable than others.)

Is the broker asking for an “exclusive,” meaning the owner not work with anybody else for the term of the agreement? Most brokers will only work exclusively.

What term does the agreement have? Mostly I see one year with the option to renew. I will go with less time if it looks like a straight-forward sale. What commission rate is the broker looking for? I have seen anything from two to 12 per cent. Most security brokers operate from four to eight per cent, depending on the size of the deal. What are the payment terms for the broker’s commission? Mostly, brokers get paid when the deal is done. That is what makes business brokerage a risky business. Many deals do not get done. Some, like me, take a partial payment when a milestone like a Letter of Intent is signed. A non-circumvention period is the length of time after a brokerage agreement terminates in which the broker

CAMERA CORNER

By Colin Bodbyl

wners ask me what is involved in selling their company if they use a broker like me. The following are the key steps:

Starting the sale process when using an intermediary: In my business, the process gets going mostly when a dealer contacts me to inquire about using my services to help them either sell or value their business. I have learned over the years that it is better to wait until the seller contacts me rather than the other way round.

will still get paid their commission if a deal is done with a lead generated while the agreement was active.

This is to protect the broker.

Building the confidential business review or selling package: Once the brokerage agreement is signed, the big task of creating an attractive and informative selling package begins for the broker. This requires the broker to get more information on the company — three years of financial statements with explanations where required, a breakdown of the customer base and any monitored accounts. Building this selling package is usually the most time-consuming part. The skill in building these packages is based partly on knowing what buyers want to know and partly on illustrating what makes this business unique. The package needs to cover all the major bases but with a marketing hat firmly on. In the next article I will cover the remaining aspects of most deals.

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

Spoiled by choice With so many surveillance options available, information overload can lead to buyer paralysis

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any manufacturers now have more than 100 different IP camera models to choose from, but is complexity driving away their customers?

There is no one camera for every application.

Manufacturers need to offer a variety and selection of cameras that can be adapted to fit the majority of end-users needs. In the past that meant having a line of dome, box and PTZ cameras while letting smaller manufacturers service niche applications.

In the last few years, however, leading manufacturers have rapidly expanded their product lines to capitalize on smaller niches while at the same time trying to offer more options than their competition.

With the proliferation of megapixel technology adding to product line growth, even the simplest of cameras is now being offered at multiple resolutions.

Expanding of product offerings to serve a wider customer base is easy to justify. Unfortunately, in the process of targeting smaller niches and offering more selection, some manufacturers may actually be driving customers away.

26 SP&T News • www.sptnews.ca

Sheena Iyengar of Columbia University (and author of “The Art of Choosing”) suggests that when customers are faced with too many choices they become more likely not to make a purchase.

“Complex offerings only make customers more likely to question their choices.”

In the late 1990’s Iyengar conducted an experiment in which customers at a large grocery store were presented with a table of jams to taste from. At random intervals, Iyengar would alternate between presenting shoppers with six and 24 different jams to taste from. The results of the experiment revealed that 40 per cent of shoppers stopped to taste jam when six jars were displayed while 60 per cent stopped at the larger display. When it came to purchasing, however, 30 per cent of customers who tasted from the smaller selection ultimately purchased a jar, while only three per cent of customers who tasted

from the larger selection made a purchase.

An important element of the experiment was how each customer made their purchasing decision.

Rather than allowing customers to make a purchase at the tasting table, they had to go to the jam aisle to make their final selection. Customers who tasted jam at the smaller table were more decisive.

As camera manufacturers continue to expand their offerings, they need to keep Iyengar’s study in mind. Do not overwhelm customers with hundreds of cameras to choose from. Instead, group similar products into single categories and marketing materials. If a camera is offered in four different resolutions, do not list it as four different cameras, instead list it as one camera available in multiple resolutions. Complex offerings only make customers more likely to question their choices, and customers who question their choices are more likely not to make one.

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

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SHOW PREVIEW

Toronto Congress Centre | Toronto, Ontario - October 22-23, 2014 Security Canada Central, held Oct. 22-23, 2014, is the largest trade show of its kind in Canada. A premier event for Canada’s electronic security community, the conference and exhibition features a variety of education options as

well as a show floor showcasing more than 140 exhibitors.

A range of new technologies and services will be available for attendees to view and professionals will be on hand to answer any questions.

Exhibitor List Company

Booth#

2GIG by Linear ................................................. 539 A.P.A. ............................................................... 815 ACTi Corporation .............................................. 741 ADI .................................................................. 105 Adrian Steel Co. ............................................. 1012 ADT Security Services Canada Inc. ................... 127 Aiphone Corporation ......................................... 437 Alarm.com ....................................................... 228 Allegion Canada Inc. ......................................... 134 Alpha Technologies Ltd. .................................... 639

Company

Booth#

Altronix Corporation.......................................... 636 AMAG Technology Inc. ...................................... 904 Ameristar Perimeter Security ............................ 226 Ameta International Co. Ltd. .......................... 235 Anixter Canada Inc. .......................................... 123 API Alarm Monitoring ........................................ 623 Arecont Vision .................................................. 241 Armstrong’s National Alarm Monitoring ............. 223 ASSA ABLOY Canada ........................................ 723 AutoGate Inc. ................................................. 1006

Floor Plan

Exhibitor listings as of September 10, 2014.

28 SP&T News • www.sptnews.ca

Company

Booth#

Automatic Systems .......................................... 538 Avigilon Corporation ......................................... 728 AWID................................................................ 635 Axis Communications, Inc. ................................ 314 Bolide Technology Group, Inc. ........................... 933 Boon Edam, Inc. ............................................... 630 Bosch Security Systems ................................... 515 Camden Door Controls ................................... 1038 Canadian Fire Alarm Association ....................... 809 CANASA ......................................................... 1018 Canon Canada Inc. ......................................... 1042 Cansec Systems Ltd. ........................................ 740 CCTV Direct...................................................... 836 CDVI Americas Ltd. ........................................... 514 Central Vacuum Supply................................... 1026 Code Blue Corp. ............................................... 239 ComNet Communication Networks.................... 329 CondoSecure Systems...................................... 110 Counterforce Inc............................................... 736 DAQ Electronics ............................................. 1056 Digital Watchdog .............................................. 430 D-Link Canada Inc............................................ 234 DoorKing Inc. ................................................... 230 Elk Products Inc. .............................................. 909 Etherwan Systems, Inc. .................................... 338 EyezOn-Connect2Go ......................................... 805 Fire-Lite Alarms................................................ 116 FLIR Systems, Inc. ............................................ 131 ForeSight CCTV Inc. .......................................... 634 FST Biometrics (Canada) Inc. .......................... 1022 GAI-Tronics ...................................................... 333 Gallagher North America................................... 905 Gamanet Building Security Inc. ......................... 132 Gem Electronics ............................................... 415 Genetec Inc. ..................................................... 622 GeoVision DBA USAVision Systems, Inc. .......... 1050 Global Link Response Centre Inc. ...................... 928 Graybar Canada ............................................... 422 Habtech ........................................................... 833 Hammond Manufacturing ................................. 215 HID Global - Canada ......................................... 531

SHOW PREVIEW Company

Booth#

Hikvision USA ................................................... 737 Honeywell Security Group ................................. 305 Honeywell Security Group ............................... 1040 Identicam Systems ........................................... 730 IDN Canada Ltd. ............................................... 240 INAXSYS-ICT Security Systems Inc................ 222 IndigoVision ..................................................... 331 Infinias ............................................................. 335 Infiniti Optics .................................................... 915 Ingram Micro ................................................... 627 Inovonics Wireless Corporation ......................... 726 Interlogix.......................................................... 705 iOmniscient (Canada) Inc. ................................. 138 J.C. Gury Company ........................................... 141 K.M. Thomas Company Limited......................... 935 KBC Networks ................................................ 1048 Key 2 Communications Inc ............................... 137 Keyscan Inc...................................................... 434 Knights on Guard Security Surveillance Systems Corp............................................................... 1032 Kwikset ............................................................ 535 Lanvac Surveillance Inc. ................................... 906 LifeSafety Power Inc......................................... 811 LiftMaster ...................................................... 1002 Logenex Innovations Inc. ................................ 1052 Longtech Computer Distribution Inc. ................. 638 Middle Atlantic Canada Inc. .............................. 533 Milestone Systems Inc...................................... 734 Mircom Technologies Ltd. ................................. 715 Mitsubishi Electric Sales Canada Inc. ................ 829 MOBOTIX Corp. ................................................ 837 Monitronics Canada Inc. ................................. 1054 MuxLab Inc. ..................................................... 917 NEC Corporation Of America ........................... 904A N-Patrol Inc...................................................... 939 NUUO U.S. INC.................................................. 931 On-Net Surveillance Systems Inc. ..................... 417 Panasonic Canada Inc. ..................................... 115 Panorama Security Ltd. .................................... 323 Pelco By Schneider Electric .............................. 423 PG Security Associates Inc................................ 118 Potter Electric Signal ...................................... 634A PROTECH / Protection Technologies Inc. ............ 738 Provo Ltd. ........................................................ 124

Booth #337

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Company

Booth#

PSI DATA INC. ................................................... 327 QNAP Inc......................................................... 807 RBH Access Technologies Inc. ....................... 923 RBtec Inc ......................................................... 640 Reliance Protectron Services De Sécurité.......... 112 Your one stop supplier RSI Videofied .................................................... 238 Rutherford Controls Int’l. Corp........................... 615 S2 Security Corporation .................................... 219 Safety Technology International Inc. .................. 637 Salto Systems Inc............................................. 523 Samsung Techwin America ............................... 823 Security Response Center .............................. 337 SecurTek - A SaskTel Company ........................ 722 Booth #426 Booth #42 #426 26 Senstar Corporation ......................................... 236 Sentry Security Systems................................... 632 SightLogix ........................................................SmartVision_SPT_Oct.indd 840 SmartVision_SPT_Oct.indd 2014-09-24 AM 11 2014-09-23 10:06 9:44 AM Smart Vision Direct Inc .................................. 426 Sony of Canada Ltd. ......................................... 631 Source AV Representatives Ltd. ........................ 102 South Western Insurance Group ........................ 739 Southwest Microwave, Inc. ............................... 340 SP&T News - Sécurité Québec Canadian Security ............................................ 527 SPECO Technologies ......................................... 641 Staub Electronics Ltd........................................ 336 Strategic Underwriting Managers Inc. ............... 913 System Sensor Canada..................................... 334 Talk-A-Phone ................................................... 907 Telular ............................................................. 831 The Association Of Ontario Locksmiths (TAOL) .. 139 TOA Canada Corporation .................................. 536 RBH_SPT_OCt.indd 1 2014-09-23 8:51 AM TRENDnet ........................................................ 929 Tri-Ed Ltd. ........................................................ 605 Turnstile Security Systems Inc. ......................... 930 Tyco Security Products ..................................... 405 Underwriters Laboratories of Canada ................ 537 Veracity USA, Inc. ............................................. 927 Video Insight, Inc. ............................................. 732 Professional NAS & NVR solutions provider Videotec Security Inc. ....................................... 921 VIVOTEK USA .................................................. 1030 VMP Video Mount Products ............................. 639A WatchNET Inc................................................... 626 Winbo International Ltd..................................... 937 Small SPTNews Ad.pdf 1 15/09/2014 9:19:22 PM

Booth #807 Booth# 807

Inaxsys 8272 Pascal-Gagnon Saint-Léonard, Quebec H1P 1Y4 www.inaxsys.com | 888-648-6648

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Multi-purpose 12VDC Power Supplies

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Booth #222

Booth #235 @SecurityEd • October 2014 29

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2014-09-19 10:46 AM

2014

SECURITY

INTEGRATOR OF THE YEAR

Mike Godara, vice-president, and Don Connor, general manager, at Habtech’s main facility in Mississauga, Ont.

Piece by piece SP&T News Security Integrator of the Year winner Habtech credits hard work and solid preparation for the success of the Toronto South Detention Centre project Continued from front cover area devoted to Aboriginal programs. Inmates are also able to spend time with visitors through on-site video teleconferencing technology (though in-person visits are permitted in special cases).

The new facility may be a model of modernity, but it is still primarily designed for incarceration, and as such features a highly robust security infrastructure — one that was recently recognized by SP&T News’ editorial advisory board as an outstanding example of security integration. The firm responsible for that integration is Mississauga, Ont.-based Habtech, this

30 SP&T News • www.sptnews.ca

year’s recipient of the Security Integrator of the Year award, sponsored by Anixter Canada. Judges recognized the scope of the project, as well as its complexity, plus Habtech’s ability to work with a broad range of stakeholders and contractors.

For Habtech, its approach was not unlike the prefabricated cell strategy — much of the hard work was done before any of its employees even set foot in the jail. Everything had to be tested and proven well before it could be installed on site.

“I think the big thing for the project in this case was that there was so much detail done with the customer before we actually got on site. A lot of the

things were cleared up before we ever got there, so it made it a lot easier,” says Don Connor, general manager for Habtech.

Habtech was involved with the project from the outset. As part of a P3 (public-private partnership) team led by Fengate Capital Management and general contractor EllisDon, Habtech was selected through a competitive bid process to work on the electronic security aspects of the TSDC. “In the first steps, as far as Habtech’s integration goes, what we had to do was come up with some sample products for the ministry to review so they could see [what it was going to look like] and

PHOTOS: SANDRA STRANGEMORE

how it was going to feel,” says Connor.

“We had a lot of meetings with approximately 10 to 15 representatives of the customer. . . . We had to get all the PLCs (Programmable Logic Controller) and all the integration up and running and be able to demonstrate that it all worked at the same time. We had 29 PLC panels connected and running and functioning.”

Habtech was ultimately responsible for the integration of numerous security subsystems, including CCTV, door control, a perimeter and intrusion detection system, fire alarm, lighting and power control, the public address and intercom system, as well as the aforementioned video visitation system.

The company also developed a GUI for touch screen control systems and digital recording systems. Products deployed include technology from Axis Communications, Pelco by Schneider Electric, Genetec, Aimetis and Notifier by Honeywell. The infrastructure was designed using Wonderware — a first for Habtech since it usually uses its own custom software. Another first was integrating with the facility’s elevator system.

“We had never done integration to elevators at this level in the past,” says Connor. “It’s probably the most complex project we’ve ever worked on.”

Habtech had to work with several other parties also contracted to work on the site, including several U.S.-based security consultants, EllisDon as the general contractor, as well as Habtech’s own sub-contractors which dealt with conduits, wiring, etc.

There were also two phases to the project: Designed for inmates serving weekend sentences, The Toronto Intermittent Centre is a separate facility but part of the TSDC framework. It was up and running several years earlier than its big brother. While a great deal of the work was accomplished before installers were on site, effective communication was essential at all times.

“With the size of the building and the number of IP-based systems that there are — not just ours but those of the subcontractors — it was a very in-depth endeavour to make sure that we didn’t cross paths and have systems corrupt each other,” says Connor. There were, of course, regularly scheduled meetings between all of the stakeholders, but there were also “a lot of informal meetings and a lot of walking around the job site.”

“Because we go last, our schedule gets really, really condensed,” adds Mike Godara, Habtech’s vice-president. “We only put up devices after the walls are painted. To finish in that period was a

Habtech staff: Pavel Rogozine, Denisa Cojo, Don Connor, Karim Premji, Paul Whiting, Mike Godara, Julian Nowak, Sophia Nowak, Jesse Diceglie and Tom Bird.

challenge. We had to deploy multiple testing teams and partition the system for testing, and then test the entire system together.”

As a P3 project, TSDC is covered by a Design, Build, Finance and Maintain (DBFM) contract, and as general contractor, EllisDon was responsible for the Design Build portion of that.

“There was so much detail done with the customer before we actually got on site.”

— Don Connor, Habtech “EllisDon was the GC on the project. It was our team that pulled together the bid,” explains Geoff van der Lee, director of special projects for EllisDon. “Habtech was brought on board as a design-build partner. . . . They were involved from Day 1. They were on board right from ground-breaking right up until completion.”

This is the fourth prison project van der Lee has been directly involved with and “every single one of them gets more complicated than the one before,” he says. “The one that we constructed in Toronto South is very integrated, very electronic-security driven. There are checks and balances and controls on pretty much everything.”

But, like any major project, there were some

TSDC FAST FACTS: • Construction first announced May 9, 2008 • Built on the site of the former Mimico Correctional Centre (dating back to 1887) • Replaces the Toronto Jail and the Toronto West Detention Centre • 1,650 inmate beds (TSDC) • 320 inmate beds (Toronto Intermittent Centre) • Built to meet LEED Silver certification • Most cells include a bunk bed, two stools, a shelf, a sink and a toilet • 70 video visit terminals for public use and five video privacy booths Source: Ontario Ministry of Community Safety and Correctional Services

stumbling blocks along the way, says van der Lee. Meeting the scheduled completion day was a challenge, he says, particularly considering the timeframe and the fact that the project comprised two major components that were completed years apart but still had to be fully integrated.

There were times when not everyone involved saw “eye to eye,” and “there were a few teething issues, as you might expect on a project of that size,” says van der Lee, but ultimately it’s the end result that matters most. “The success of the project speaks to how well the team worked well together,” he says. “Generally, everything worked very well.”

He credits much of the success to the preparation work performed by all parties involved, including Habtech’s diligence before actual on-site work. “Generally the commissioning went well,” says van der Lee, “and [Habtech] had most of the issues resolved before the materials hit on site. We ended up doing a lot of the software testing off-site at Habtech’s plant, so that by the time it actually arrived, it was, in essence, proven.

“Mike’s crew has been great,” adds van der Lee. “There’s been a lot of . . . issues to deal with that a lot of people have worked very hard to fix and make sure work properly and satisfactorily to the ministry. I can’t fault them in any way for the service they’ve shown.”

Habtech has been working in the security integration field for almost a quarter century, much of it in corrections. Due to the nature of the work, the integrator isn’t used to the spotlight, so to have a major project recognized by an award is a rare treat. “We kind of keep to ourselves and don’t talk a lot,” says Connor, “but it’s nice to be recognized as Security Integrator of the Year.”

For Godara, the award is the perfect way to cap off a career. He is planning to retire next year and the TSDC project is a highlight amongst his life’s work. “I’m glad we finished it and it came out great,” he says.

“This will be the thing that I always remember.

I’m an electrical engineer and automation is my field. This being the most automated system, it gives me pleasure to be able to do in my career what I was trained for. Being recognized for our work is an honour.”

@SecurityEd • October 2014 31

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FIRE SAFETY

By Howard Diamond

New emergency voice communication requirements have broad implications for all aspects of the building process

A

s the year progresses, contractors, building owners and architects are busy adjusting to new codes their provinces have adopted.

Most provinces adopt the same requirements outlined by Canada’s National Building Code (NBC), while others adopt their own, slightly modified versions of the NBC. One specific requirement, which went into effect on Jan. 1, 2014 throughout most of Canada, has made sweeping changes to the country’s fire safety industry — particularly around emergency voice communication.

The 2010 National Building Code is a model document presented to the country by the National Research Council. Made up of representatives from different construction and building-related fields, the committee driving recommendations for the code to the National Research Council seek to hammer out ideas that are cohesive for facilities throughout the entire country.

Typically, building codes and standards are reviewed, revised and reissued every five years to address changes in product technology, increased hazards from newer construction and finishing materials, changes identified by inquests, changes

in other standards, and errors, omissions or missing details. Nearly four years after the 2010 NBC was born, a spotlight is being placed on the need for fire alarm voice evacuation systems throughout Canada in new construction and renovated spaces.

Significant changes Previously, emergency voice communication capability was only required for high-rise buildings.

The new requirement, found in section 3.2.4 of the NBC, prescribes voice evacuation systems for all newly-constructed occupancies utilizing two stage fire alarm systems and with an occupant load greater than 1,000 people.

The impact of the code changes is far-reaching.

Although each province has its own flavour of the NBC, most have instituted a similar version of this voice evacuation requirement and have made it effective at the start of 2014. The new code affects

“If there is a building with more than 1,000 people, there is a big degree of risk there to life safety. We want something more than a bell or horn that beeps.”

— Dennis Weber, Fire Alarm Section of the National Building Code

large assembly occupancies, such as shopping malls, banquet facilities, arenas, auditoriums, large retailers (think big box stores), and universities and colleges, to name a few. Existing facilities undergoing major renovations or expansions will also now require the addition of voice communication capabilities.

The voice evacuation system requirement will obviously result in more work for fire alarm installers, needing to add-on voice evac equipment to existing fire alarm systems, and in some instances, replacing the fire alarm system altogether. Who will get this additional work? Most likely those savvy dealers that take the time to inform building owners and managers of this requirement and the related solutions they can provide.

The new code also requires installers to take additional time for verification and testing, which will result in more thorough installations. Even building designers must now carefully consider the new code when designing office spaces, retail stores and other facilities. With large volume spaces and areas with reverberant surfaces or ambient noise, an engineered sound solution approach is needed.

Improved levels of communication “The importance of the emergency voice system is to give occupants more guidance as to what is going on in an emergency situation,” says Dennis Weber, senior sales representative, Vipond — Mississauga, and chair, Fire Alarm Section of the National Building Code. “If there is a building with more than 1,000 people, there is a big degree of risk there to life safety. We want something more than a bell or horn that beeps, which people typically ignore.”

@SecurityEd • October 2014 33

For example, imagine a group of more than 1,000 people in a meeting and a fire alarm voice system announces, “False alarm, stay in place.” The occupants affected are going to be better informed and put at ease. First responders also can communicate a wide range of useful information through the voice evacuation system, such as, “Avoid the north stairwell,” or guide people in an evacuation to help keep them calm.

Finding compliant technology The changes resulting from the 2010 NBC also have a sweeping effect on providers of emergency voice communication systems who need to take into account the requirements associated with the new code.

“One of the biggest challenges we’ve seen is that we are a small marketplace,” says Steve Clemens, executive director, Canadian Fire Alarm Association. “We have to ensure the codes put forth are as effective as possible, as well as achievable.

This means manufacturers and vendors need to have this technology ready for the market.”

There are several types of voice evacuation systems on the market that comply with these new requirements, including Fire-Lite Alarms’ Emergency Command Center (ECC) and NOTIFIER’s Digital Voice Command (DVC).

Sidecar systems can operate standalone or tie-into the fire alarm control panel to broadcast recorded messages or live pages. In some instances, sidecar systems offer an easy means of adding voice

“We have to ensure the codes put forth are as effective as possible, as well as achievable.”

— Steve Clemens, executive director, Canadian Fire Alarm Association evacuation functions to existing fire alarm systems.

The ECC is a standalone audio system that can tie-into nearly any brand of fire alarm system. It can provide up to 16 customized, pre-recorded messages and live paging to communicate alerts for fire and other emergencies to all or specific areas of a facility.

The DVC is designed to directly integrate with NOTIFIER fire alarm systems to create a full-featured audio command centre that can control fire alerts, as well as other types of emergency mass notifications, throughout nearly any size network of buildings and systems. Digital signage, email and SMS (text) alerts, computer pop-ups, and many other types of communications can be controlled through the DVC too.

Promoting safety Voice evacuation systems enable first responders to warn people, tell them the location of the fire or

other incident, and provide further instructions on how to proceed with an evacuation plan. By meeting the specific providence voice evacuation code, facilities ensure that occupants will know exactly what to do in an emergency situation, which will help to minimize injuries and loss of life.

“The new codes help with emergency management in general and the safety of people in buildings, both new construction and retrofits,” Clemens says.

“We are becoming a lot more clear in answering the questions surrounding audibility and intelligibility for all demographics, including those occupants with physical or hearing impairments.”

Clemens also says it’s important to remember those other emergencies that might require intelligibility and the ability to direct occupants in a coordinated fashion — for example, in an active shooter situation.

“This is a chance to make these buildings safer for the public using the latest technology available to us,” Weber says. For vendors, dealers and installers, now is the time to make customers aware of these new requirements for new construction and renovations. Working with these entities to begin phasing in voice evacuation technology into their current systems can save time and headaches down the line when trying to comply with new building codes.

Howard Diamond is the NOTIFIER national sales manager for Canada (www.notifier.com).

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Retailers are offering a wider variety of security products, particularly for the home. Future Shop says consumers are taking more interest in the options available as the technology becomes more advanced and home automation enters the public consciousness.

Big box

Large DIY and electronics retailers have stepped up their game, but professional security companies say they’re not worried

Bonanza

By Linda Johnson

I

f they had looked closely, consumers back in the early 1990s may have seen a few security cameras on the shelves of a big box store in the United States.

But the sale of do-it-yourself security products — particularly surveillance systems and home automation products — through big box retail is not so tentative anymore. In addition to the potential impact on sales, these DIY security systems may also have a less direct, but still important, effect on the professional security company.

Consumers familiar with big box prices will probably be harder to persuade of the value, and higher price, of professional products and services.

Steven Leeds, director of marketing at Miami, Fla.-based Tiger Direct, says they have been selling security products for a few years and recently began focusing on home automation.

“It’s one of our fastest growing categories. We’re really becoming a destination for security and home automation. We’re a leader in the market,” he says, adding in one store the company recently reproduced a home displaying every home automation vendor they carry.

“We’ve taken all those products, whether it be lights, security, door locks and even thermostats, and put them all together to show you how you can do your entire home,” he says.

“With home automation, we give you peace of mind, and it’s the first product that can really save you money: it reduces energy, it’s less wasteful and it’s more environmentally friendly.”

Most of the surveillance cameras sold at the

36 SP&T News • www.sptnews.ca

store are integrated with the Vera Control system, a home automation hub, Leeds says. Users can view their systems and control all other equipment, such as lights, through the Vera app. Their intrusion products are primarily limited to door and window sensors.

“Consumer interest is growing as technology evolves and pricing becomes more affordable.”

— Darren Hansen, Future Shop “We’re not fully into the security business. It’s more peace-of-mind products, being able to watch over your assets. We don’t really sell a full home-security system,” he says.

So far, Leeds says, consumer demand has been very strong and, he believes, will continue to grow.

“It’s the next wave of the technology adoption.

As we become more connected, the connected home is the next step. Connected devices are coming. It’s a very exciting time,” he says.

“And this is our consumer. We cater to DIY and early adopters. We’ve always understood the need for supplying people who want to do things themselves and enjoy this kind of technology. A [large telco provider] will give you the equipment free and then charge you 50 bucks a month. When you buy a product from us, there’s zero services tied to it.

When you buy it, that’s your only cost.”

The focus at Burnaby, B.C.-based Future Shop, says Darren Hansen, senior merchandise manager of home automation, is on smart devices, products that connect to a smart phone, tablet or computer.

The store offers solutions in security, access control and monitoring. Their products include wired and wireless systems, indoor and outdoor camera systems, IP cameras, motion sensors, garage door access, smart locks, door and window sensors, water sensors and smoke and carbon monoxide alarms.

Hansen says consumer interest has been strong, driven largely by price decline, which is allowing more people to enter the category. Consumer awareness has also been raised by recent headlines about new developments in home automation, such as Google’s acquisition of Nest.

“Consumer interest is growing as technology evolves and pricing becomes more affordable. For example, a four-channel, two-camera wired kit with a 500 GB DVR goes for $299.99 every day, or an IP camera with night vision and motion alerts starts at $99.99,” he says.

“The ability to remotely access your security system through your smart phone is an important enabler and has set up the category for further adoption in homes and businesses.”

Despite this growing competition from big box stores, Roman Dabrowski, senior business development manager at Mississauga, Ont.-based Ingram Micro, believes this new option for consumers will not affect established security distributors. With the exception perhaps of very low-end SMB clients, he says, most customers considering buying from a big box store will soon realize they will have trouble installing the systems.

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“And once they install them, they’ll realize there are issues in how they operate. Unless they are able to spend a lot of time with it and make sure they set it up properly, a lot of them are going to get frustrated,” he says. “If they do need some kind of security, they’ll end up calling a security company anyway.”

Dabrowski sees the rise of DIY security products as similar to the move into VoIP. Consumers were buying small phone systems from the big box stores. “They were able to put them in, but they weren’t able to get the full features out of them.”

However, he does think big-box-store pricing may distort customers’ view of the cost of professional systems, making them baulk at the prices established companies charge. Security professionals, Dabrowski says, will have to be prepared to convey effectively the advantages of their expertise and services to customers.

“They will have to be very astute in how they talk about their value and what they do for the clients, and how the system is actually going to perform for the clients,” he says.

“A lot of people just say, ‘I’ll put a camera system in, and it will solve my problems,’ but I think you really need a professional to understand what the customer is trying to protect and then actually design the system to do that.”

Pat Comunale, president and CEO of Woodbury, N.Y.-based Tri-Ed Distribution, agrees DIY security products do not pose much of a competitive challenge to establish security distributors.

People recognize that a professional security system with a monitoring contract is much more effective than a system that just makes a bell go off at their house, he says.

“That’s the real difference between the DIY market and the professional install system. I have my security system because, when I’m sleeping at night, I like to be awakened if something’s going on, and for the fire alarm. If you don’t have a professionally monitored security system, what good is your system when either one of those two instances happen?” he says.

“Technology is driving a lot of this. People think they can monitor their homes on their cell phones, but the truth of the matter is, the time when you’re going to most need the central station or the professional security system, whether it’s for a service call or to dispatch police or the fire department, is probably going to be when you’re in the plane or you don’t have cell service and you can’t get to it.”

Moreover, Comunale believes the residential security market today is underpenetrated. Research

Retailers are able to spark the interest of consumers by offering a wide range of affordable products in a familiar setting, but the established security community maintains that anyone who’s serious about security will ultimately turn to a company with an established track record and professional monitoring services.

indicates the current penetration rate is between 23 and 25 per cent.

“So, if the DIY market takes five per cent, and the overall market grows to 40 per cent — which is what we’re talking about, with some of the larger cable and telephone companies coming into the business and creating more awareness — I think there’s plenty of business to go around for everyone.”

“We’re really becoming a destination for security and home automation. We’re a leader in the market.”

— Steven Leeds, Tiger Direct Comunale says he is not concerned that consumers will expect big box prices from professional security companies. “Consumers are smart enough to know that you get what you pay for. There’s a lot of things in big box stores, and there’s a reason that some products are less expensive than others. I always look for value, but I think I’m smart enough to know the difference between what a professional installs versus an amateur,” he says.

Products carried at Future Shop include wired and wireless systems, motion sensors, IP cameras, smart locks and more.

38 SP&T News • www.sptnews.ca

Joe Wilson, president and CEO of Surrey, B.C.-based Sonitrol Western Canada says the sale of security equipment by retail stores will not affect professional integrators because they’re going after different consumers.

“The DIY consumer is not a prospect for Sonitrol or other integrators. We’re security consultants, who are referred to prospects by police and other security consultants to provide design and installation services.

“The DIY consumer is not interested in these services and is simply interested in an inexpensive intrusion or CCTV system that they can purchase, install themselves and monitor by means of a smart phone or device.”

Being focused on cost, the DIY consumer does not get effective security, he adds. In a big box environment, the sales assistant may not understand the buyer’s security needs or goals. “The guy in the smock is just happy to take your money. ‘Here’s a four-camera system, an eight-camera system, a 16-camera system, and here’s the price point.

Which one do you want?’ Out the door.”

In contrast, security consultants inquire about a customer’s risk and suggest appropriate solutions.

They will also advise monitoring since users tend not to watch their own systems.

“The big box stores tell the customer the system will go to their smart device. But are they going to wake up at 2:37 in the morning when it dings?

And drive down to the site and call the police?” The difference is we’re going to tell you all the things you really need to do,” he says.

Wilson says many people who call them, asking about CCTV systems, quote Internet prices. “We ask how much they are prepared to spend. They say, ‘I’ve seen them on the Internet for $400.’ Well, we say, that’s not what we do. We tell them to go away.”

In fact, he believes the problem of low pricing poses a greater threat to big box stores than to security professionals.

“The big box stores that are providing these products will have a tough time staying competitive because most DIY consumers will also search the Internet,” he says. “Then, they’re find even cheaper DIY equipment.”

Linda Johnson is a freelance writer based in Toronto.

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By Fernando Pires

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s part of the requirement for the safety and security of people, assets and facilities, the management of keys is a fundamental tactic in controlling access.

In fact, key management is a prerequisite for any access control strategy because of unavoidable vulnerabilities when humans are involved. Lost or missing keys, unauthorized duplicate sets of keys, manual log books that are inaccurate and often illegible or not knowing who might have keys when they should not, all have the potential to undermine even the most sophisticated and well-intentioned security initiatives.

State of the art key management systems can resolve these issues and optimize access control solutions through system integration. Today, the most advanced key management solutions can be integrated with the networked security system. Open protocols enable connectivity to access control and other

40 SP&T News • www.sptnews.ca

systems provided by a range of integration partners for multiple levels of security and control.

Integration of multiple locations, with common usage of databases and programming; real time information; local and remote access; computerized reporting; specialized alert notifications and ease of use take key management and access control to the next level.

“Today’s work force no longer sits primarily in a cubicle at a desk. More often than not, the office is wherever the individual happens to be.”

Real time information When network-connected, advanced key management systems can provide real-time information to authorized personnel for monitoring key usage activity. Systems are designed so that every time a key cabinet is accessed to either remove or return a key, the activity is automatically recorded. The time, date and identity of the individual accessing the cabinet are all automatically logged and the data is available with a few key strokes using data management software. Additional information, including when a key is scheduled to be returned or the location of a stored key (i.e. which key cabinet in the system), is also available — knowledge which could be critical in an emergency.

For example, if company vehicles must be moved out of an area because of potential flooding or fire, doing so quickly and efficiently can depend on how quickly each of the vehicle keys can be located.

Immediate confirmation of where the keys are or identification of who has possession of them can make

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the difference in saving or losing an organization’s assets.

Remote access Today’s work force no longer sits primarily in a cubicle at a desk. More often than not, the office is wherever the individual happens to be. Mobile apps allow users to extend their productivity beyond a physical location or regular work environment.

“Critical real time information that is easily accessed on a smart phone or mobile device ultimately provides for a safer, more secure environment.”

By integrating mobile devices with key control and asset management systems, security personnel or other authorized users can see a wide range of live information and can interact remotely with the key control system. Management can maintain optimum control of building keys at any time of the day or night or when away from the primary place of business.

For example, while off site at a seminar or convention, a manager can remotely release a key to a contractor called in to temporarily replace an employee who has called in sick. Or, they can schedule a report to be generated on their return to the office that shows all activity during their absence.

Critical real time information such as keys in use, overdue keys, alarms and system status that is easily accessed on a smart phone or mobile device ultimately provides for a safer, more secure environment.

Security In an information-laden environment, it is easy to miss relevant or important signals. Networkintegrated key management systems can deliver the right information at the right time to the right people on their choice of devices.

Critical information about key control that is communicated across multiple systems enables additional security actions to be taken. With a turnstile-type access control system networked to the key control system, a user who has taken a specific key can be denied egress from the facility until the key is returned.

With a networked system, selected management can be alerted via email if a high security key has been accessed or not returned on time. In integrated, network-enabled key management systems, authorization codes can be changed remotely to help prevent access being granted to a recently terminated employee. This latter action can be accomplished from a global list and all settings are automatically synchronized across the system.

For added security and efficiency, the integrated key management system can be seamlessly administered by the card access system. Through

42 SP&T News • www.sptnews.ca

the card access system, the key management system can be configured for access, storage and tracking.

Comprehensive reports In addition to monitoring the activity live, networked systems enable data to be collected from the various key cabinets and summary reports generated. Key usage data provides a wide range of business intelligence and programmed reports are the easiest and most effective method of assembling and viewing the information.

Authorized personnel can generate practical management reports which trace key movements by time, date and user code as well as audit reports that track keys in use and overdue keys, inconsistent key usage and so on. And for easier reading, the reports can be generated in portrait or landscape mode with colour interspaced lines.

Built-in schedulers can be programmed to automatically download all data to a secure PC as required by the user, including online as transactions occur; periodically; daily at a specified time; weekly with specified day and time; or monthly with specified day and time. As well, email delivery of customized or standard reports can be scheduled for any frequency or specific time, or they can be accessed using a smart phone app. With this capability, management can better sort and analyze information to maintain maximum control of access and security issues.

In the event of an incident, management can query the system for specific details such as listing all transactions between certain times and when doing a follow up investigation, request a report for the hour preceding the incident. Or, immediately following an incident, a report can be generated showing which keys are back in the system and which keys are still outstanding and who last accessed them. Together with the audit data from an access control system, a key control system’s reporting system provides a strong evidence trail.

Convenience Regardless of the number of key cabinets in the system, their location or configuration type, the procedure for accessing the cabinet is always the same. Keys stored in the cabinet can be accessed only by authorized individuals with an approved user code, an access identification card or a pre-registered biometric fingerprint. If the criteria entered matches the information stored in the system database, the key cabinet will unlock and the necessary key can be removed or returned. The other keys will remain locked into place and the activity is automatically recorded.

Solutions for key security, key control and key management can be tailored to the various needs of the user, including the flexibility to have different

levels of security (i.e. dual or triple authentication) in different areas of the premises. Cabinet doors may be solid steel or they may be see-through polycarbonate material. Choices for modules to fill the cabinets may include a selection of mechanical key storage modules, key card modules, lockers of various sizes or simply blank modules to be filled at a later time. The combination of modules is entirely up to the user, offering the ability to customize and also change the system to meet specific needs.

Other system conveniences may include large touchscreens on the front panel with buttons and an easier to use interface with step by step instructions. Keys available for access can be called up on the touchscreen along with information about the location of a specified key, what keys have not been returned and when the key will become overdue.

Messages can be created that will pop up when a particular key is requested; for example, a message reminder that sterile suits must be worn when one is entering a research lab.

Added features that help make a system easier and more efficient for everyone to use may include illuminated key slots to locate keys and random return capability (i.e. return to any key slot in the cabinet or in the system). As an added safety measure, alarms can be triggered for certain predetermined circumstances such as the use of force to gain access or remove a key, invalid user codes, a door left open for more than 10 seconds after use, power failure, a key missing or not returned on time or a key returned by the wrong user.

In today’s highly security conscious environment, the networking capability of advanced key control systems adds value to key management systems and allow best-of-breed solutions to be implemented without costly upgrades or overhauls.

Fernando Pires is the vice-president of sales and marketing at Morse Watchmans (www.morsewatchmans.com).

Video Insight v6 now with access control–FREE! The new Video Insight v6 is now bundled with MonitorCastEDU, an enterprise access control application designed for the education market. Video Insight recognizes the unique security, budgetary and infrastructure challenges faced by educational institutions. The new v6 leverages existing network infrastructure and Mercury-based access control system and provides necessary features to enhance your campus security with no additional cost.

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third pa part rtyy rt There are solutions available to help with contractor relationships and ensure they are managed securely

By Ajay Jain

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n recent years, independent contractors have become increasingly important for budget-sensitive businesses and organizations as a flexible and less expensive alternative to regular employees. Contractors can be hired for a specific project or period of time and are paid only for the work they do within those parameters.

The potential cost savings of hiring contractors, however, comes with a certain degree of risk. Contractors and other third parties like vendors, delivery people and other outsiders, could create a breach in physical security that compromises other elements of a security program. Simply by providing access to a facility, an outsider can quickly become an insider based on his or her access to people, assets, systems and information. Even simple actions like unplugging a device, propping open a door or accessing a wireless network could leave an organization exposed.

44 SP&T News • www.sptnews.ca

Other risks might include damage to equipment from spills or overloading electrical outlets.

The possibility of an outsider intentionally breaching an organization’s security to cause problems is much more frightening and dangerous. Theft, fraud, vandalism, property loss and more are among the many potentially disastrous results of these types of breaches. Let’s not forget that a physical security breach can serve as the first step in a large, sophisticated cyber attack. Small, inexpensive flash drives are readily available and can easily and clandestinely be connected to computers or servers – as can mobile phones – to upload malicious software designed to breach an organization’s logical security defences or to download sensitive data.

Also consider how easily someone could pocket a portable flash drive or mobile phone, or even slide a tablet or laptop into his or her bag. Once these

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devices leave the facility, they are out of an organization’s control. Some of the most high-profile and extensive data breaches began with a laptop or other device being lost or stolen, so it’s important to note that the possibility of malicious software upload or information theft exist even if a contractor has permission to remove a device from the facility to work from home, for example. This type of convenience is an attractive option for many people and organizations, but it also introduces risk.

In scenarios where a parent organization uses multiple third-party vendors or contractors who need access to multiple buildings, security is already a big challenge. Provisioning access to various areas of a location is often a time-consuming manual task which not only causes delays in operations and end user dissatisfaction, but detracts from an organization’s security program, allowing potential risks and threats to arise.

There are several ingredients necessary to mitigate, if not prevent, these risks, starting with effective physical security. Both interior and exterior doors should incorporate an access control solution to restrict access, particularly to sensitive areas like server rooms, financial systems and other areas. At a bare minimum, doors should be closed and locked at all times. Thorough background checks on contractors and employees are another critical factor and should include training individuals on the security policies and procedures in place before they are provided access to a facility.

“An outsider can quickly become an insider, based on his or her access to people, assets, systems and information.”

A crucial third component is a strong logical security program. Password protection, file encryption, strong, up-to-date security software and segregating general and critical systems are necessary for protecting systems and information. Incorporating tiered login credentials that allow a person to access only relevant websites, servers, etc. can be a force multiplier for a logical security program.

The final component for addressing risks introduced by contractors and other outsiders is identity management. Each ID must be associated with a specific person to prevent them from being loaned to or stolen by another person. Physical access entitlements tied to an individual’s ID must correspond with the specific areas of a facility to which that individual requires access. Contractors also must be removed from security and access control systems as soon as their contract expires or when they are terminated.

Identity management is often a manual, paperbased process with no centralized policies about access privileges or even ID badge issuance. If organizations’ departments are segregated from each other and operate autonomously, security teams cannot perform their job properly because of the significant amount of time and energy they must spend managing contractors.

The best way to increase the effectiveness and efficiency of this process is with an enterprise-based physical identity and access management (PIAM) solution. With their automated, policy-based

approach to managing the lifecycles of contractor identities, these solutions ensure that contractor identities are accurately captured and verified within the appropriate systems such as physical and logical security and human resources, as is other important information, including proof that a contractor is properly insured and whether there are any prerequisites for ID issuance. With a policy-based PIAM solution, contractor access will not be provisioned unless all prerequisite criteria – proof of insurance, for example – have been met.

Automated alerts can also be set up to remind the organization that an expiration date is coming up for a particular recurring contractor.

PIAM solutions enable centralized management of contractors’ data, identities and access authorities, with location-specific data available locally to ensure individuals have physical and logical access only to the areas and systems that are necessary for their job function and which they have been approved to enter. Self-service check-in allows the contractor to on- and off-board their own identities, with the parent company approving access before a badge is issued. From a logical standpoint, an automated PIAM system segregates data across multiple contract companies to provide clear, concise audit reports per contractor.

Perhaps the greatest benefit of these solutions is their ability to activate, deactivate, upgrade, renew and reactivate identities automatically. These factors make PIAM solutions much more effective than paper- or spreadsheet-based systems for managing the potential security risks associated with contractors and other outsiders.

Automated PIAM solutions are also well-suited for several verticals, particularly those like industrial plants and aviation that are most vulnerable to risk from security breaches.

Industrial plants, whether refineries, petrochemical plants or others, routinely undertake what are called turnarounds (TARs), or scheduled shutdowns or outages. During a TAR, the entire process unit of a plant is taken offline for specific events like inspection and testing, de-bottlenecking projects, revamps and catalyst regeneration projects. These processes are expensive in terms of both lost production and direct costs such as labour, tools, equipment and materials needed for the project. During a TAR, contractors – often numbering in the thousands – are brought onboard to assist with the execution.

Given the high cost of TARs, efficiency is crucial to a company’s bottom line. Contractors must be on-boarded as efficiently as possible after rigorous background checks, drug testing and training. Once the project is complete, a contractor’s access to the facility must also be revoked or remediated immediately. In addition, there are mandatory compliance regulations that must be met, which means the compa-

ny must have a complete audit trail of the approval process for project sign-offs. A robust PIAM solution ensures that all of these needs are met and that managing contractor identities does not delay the TAR project, increasing the company’s costs.

The aviation industry is a unique environment that features a constant mix of vendors, contractors, employees (airport, airline and government) and local law enforcement. Different contractors require different levels of access to different areas and therefore create a variety of risk levels. Therefore, it’s crucial for airports to ensure that each contractor has been properly vetted, authenticated and issued a badge that allows them to access only the areas they should be accessing to do their job.

With an automated PIAM system, vendor or contractor profiles can be created based on corporate and government policies, ensuring all identities meet the appropriate criteria. At the specific contractor or vendor level, this also ensures that no one from a particular company receives an ID badge or access to the facility until prerequisites like required insurance are met. At the individual level, individuals will not receive a badge until they undergo a thorough background check and submit a valid government ID. The potential risks associated with third-party contractors and vendors are very real. Awareness of these risks is key, and taking proactive steps to address them should be part of every security program. Implementing and enforcing strong security policies and training on those policies for contractors and employees are good first steps, and should be combined with strong physical and logical security practices. An automated PIAM solution brings all these processes together to automatically populate particular systems and manage information centrally.

This enables organizations to increase the efficiency and effectiveness of their identity management processes while ensuring contractors have the proper level of access for the proper amount of time. This frees security staff to focus on other security issues, helping deliver a higher level of overall safety and security for people, assets and facilities.

Ajay Jain is the president and CEO of Quantum Secure (www.quantumsecure.com).

@SecurityEd • October 2014 47

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Control centre software Avigilon

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Avigilon Control Center (ACC) 5.2 was built on an open platform and designed to be both scalable and user-friendly. For organizations with large, distributed sites such as retail chains, multi-national corporations, school campuses, and critical infrastructure operations, ACC 5.2 enables them to respond more quickly to real-time incidents and conduct more efficient investigations. With ACC 5.2, organizations can migrate from ACC 4.12 or earlier versions of ACC 5.0 and keep large and distributed locations more secure.

2-MP fixed-focal lenses Tamron

The company has developed two new 1/1.8”, 2MP fixed-focal-length models: 6mm (M118FM06) and 12mm (M118FM12) ultra-high performance lenses for FA/Machine Vision applications. The high-end fixed focal series in this category will be expanded to six models from the current four. The same as the preceding models, the new models offer: compatibility with 1/1.8” and 1/2” 2MP FA/Machine Vision Cameras; a sophisticated optical design to boost high image quality; distinguished uniformity in resolution and contrast from centre to corner; and a compact form factor.

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Command VMS version 1.7 introduces an intelligent interface design that enhances the user experience and further speeds centralized investigations. New motion histograms enable administrators and fraud or loss prevention investigators to find the video they need from any location, while interactive maps with thumbnail previews and map-to-map navigation provide security staff with rapid search and review capabilities. With the latest feature enhancements, organizations can remotely configure recordings and monitor IP camera performance via Command’s single, browser-based interface. The software provides at-a-glance system information on schedule settings, recording conditions, estimated retention times and storage size per camera.

The MIC IP 7000 HD family delivers IP video surveillance images everywhere, even in areas with extreme conditions. The MIC IP starlight 7000 HD camera delivers HD video images in extreme low light situations and captures moving objects in 720p HD resolution at up to 60 frames per second. The MIC IP dynamic 7000 HD offers 1080p resolution and captures multiple exposures of the same scene to provide maximum detail in areas with both bright and dark lighting conditions.

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360° camera Arecont Vision

The SurroundVideo 12MP WDR 360° camera delivers wide area coverage even in challenging lighting conditions. The ultra-compact camera’s design makes it suitable for applications both indoors and outdoors. WDR technology delivers a dynamic range of up to 100dB at full resolution without lowering frame rates. By combining long and short exposures in the same field of view, WDR maximizes the amount of detail in both bright and dark areas of a scene.

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VMS plus mobile app Exacq Technologies

Ariel 720p and 720p Bullet cameras are weather-resistant, low bandwidth IP video surveillance equipment fit for any size enterprise. The video quality combined with IR illumination offers clear imaging in dim lighting or high motion and reduces utility costs and consumption.

Each camera comes equipped with web interface for viewing and configuration as well as tamper detection and multi-zone VMD. The 16-port Ariel video encoder ensures a seamless transition from analogue to digital video surveillance by transferring analogue signals over digital streams to enable real-time audio/video streaming.

The latest release of exacqVision introduces VideoPush, which allows users to easily push selected cameras or entire views to another monitor, such as a public display monitor or video wall. exacqVision 6.4 also finds, assigns IP addresses and connects certain IP cameras to a user’s network automatically. Additionally, the latest version of the Exacq Mobile app allows users to set camera tours to regularly peruse important cameras.

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NVT TBus® technology offers a flexible, cost-effective, and easily deployable transmission solution. Providing connectivity for all IP cameras, including megapixel, TBus technology allows: • IP Video & PoE on any cable • IP on any wiring topology • IP at almost any distance

IP CAMERAS EVOLVED

TBus equals IP to the third power!

With built-in analytics and amazing low light performance, Canon is proud to introduce 10 new models to compliment our existing line up.

Tel. +1.650.462.8100 • Email: info@nvt.com

Visit us at www.canon.ca or e-mail the Network Video Solutions Group at nvs@canada.canon.com for more information.

© 2014 CANON CANADA INC. ALL RIGHTS RESERVED.

Canon1/4_SPT_Oct.indd 1

2014-09-19 9:29 AM

Distribute Your CCTV Signals With Ease.

IP Over Coax & HD CCTV Solutions EXTEND IP SIGNALS OVER COAX CABLE CCTV IP Extender Kit, Up to 1 Mile Part # 500110*

CCTV IP PoE Extender, Up to 330 Ft. @ 100Mbps Part # 500111*

LongReach CCTV IP PoE Extender Kit, Up to 1000 Ft. @ 100Mbps Part # 500112

LongReach CCTV IP PoE Extender Kit, Use with 30W Cameras

EXTEND HD-SDI SIGNALS OVER CAT5E/6 CABLE HD CCTV Pass-Thru Balun Part # 500720

HD CCTV Pass-Thru Balun with Cable Leads Part # 500720-CL

Active HD CCTV Receiver Balun Part # 500721

Part # 500112-30W

LongReach CCTV IP PoE Extender Kit, Up to 1KM Part # 500114

3 & 16 Port Rackmount Transceiver Chassis Part # 500905, 500906

Security Canada Central

Booth # 917

See our full CCTV product line at:

www.muxlab.com

©2014 MuxLab Inc. All rights reserved.

@SecurityEd • October 2014 49 Muxlab_SPT_Oct.indd 1

2014-09-19 3:01 PM Foresight_SPT_Oct.indd 1

2014-09-23 10:33 AM

Product Previews

CCTV

Speed dome network camera Vivotek

Surveillance solution mobiDEOS

UCNE (Universal Cloud and Network Enabler) is an all-in-one surveillance solution for mobile and web remote monitoring that Cloudand network-enables any DVR on the market, allowing customers to extend the lifetime of analogue surveillance systems while planting the seeds for a Cloud and IP transition.

The solution accelerates how enterprises, government agencies and other businesses and organizations transition to IP. UCNE’s platform incorporates live video playback, recorded video clips connected to motion detection and alerts, and redundant Cloud-based storage.

The 1080p Full HD speed dome network camera, SD8364E, includes several new features, such as a 30x zoom lens, image defog and electronic image stabilization (EIS) technology. Similar to the SD8363E, the SD8364E is designed with 360° continuous pan and 220° extended tilt range, which effectively alleviates dead angles. In addition, the upgraded 30x optical zoom lens enables the SD8364E to capture images in even greater detail at higher quality. This renders the SD8364E especially ideal for monitoring wide open indoor and outdoor spaces, where high-level reliability and precision under challenging surveillance conditions are always required.

www.vivotek.com

Ultra-compact camera Raptor Photonics

The OWL 640 M42 is a rugged, high sensitivity digital VIS-SWIR camera with an M42 lens mount. Using a 640 x 512 InGaAs sensor from SCD, the OWL offers visible extension from 0.4µm to 1.7µm to enable high sensitivity imaging. The 15µm x 15µm pixel pitch enables highest resolution imaging. Available with a 14 bit CameraLink output, the OWL will run from 10 to 120Hz en- abling high speed digital video. On-board Automated Gain Control (AGC) will enable clear video in all light conditions. It also features an on-board intelligent 3 point Non Uniform Correction (NUC) algorithm.

www.raptorphotonics.com

www.mobiDEOS.com

12MP/4K camera IQinVision

The IQeye Sentinel delivers up to 12MP resolution and is designed for outdoor applications that typically cover wider fields of view. It offers crisp images using imaging sensor and encoder technology capable of producing 4K Ultra HD video at 30 frames per second. The Sentinel offers approximately six times the pixels available in a standard HD1080p camera, enabling greatly increased pixel density for the same scene.

www.iqeye.com

Thermal detection SightLogix

The third generation Thermal SightSensor has four times the processing at one-third the size, and consumes less than half the power of the prior generation. By combining solar power and wireless communications with an accurate outdoor detection system, the SightSensor eliminates much of the installation costs. With lens options that range from wide areas (90˚ FOV) to 600m distances, the NEMA 4X, nitrogen-purged Thermal SightSensor provides high Probability of Detect (PD) and low Nuisance Alarm Rate (NAR) video analytics day and night, in all weather conditions. The unit supports ONVIF, H.264.

www.sightlogix.com

4K camera LILIN

This 4K Ultra HD 12.0 megapixel CMOS camera (model number UHG1182) delivers 3840 x 2160 pixel pictures at 30 frames-per-second, or four times the resolution of HDTV 1080p. Because it is capable of capturing detailed images across expansive areas, it is suitable for parking lots, as well as in airports, casinos and city surveillance. The UHG1182 features an HDR (high dynamic range) mode, IR-cut filter for day/night imaging, and 4K True H.264 AVC High Profile Video Compression. Bandwidth can be managed by recording in 4K, while viewing the live video stream in 4K on a 4K TV monitor. When using a standard HDTV monitor, users can zoom-in and greatly enhance targeted areas of the overall scene. In addition, the camera’s 16:9 aspect ratio provides a widescreen field of view for increased coverage of the monitored space. Additional features include 3D noise reduction to suppress video artifacts and improve fidelity; 2D wide dynamic range for clearer pictures in challenging light conditions; support for digital PTZ (pan-tilt-zoom); and tamper/audio and motion detection alarms.

www.meritlilin.com

IP video storage BCDVideo

The Rigid Series product line is designed for outdoor recording in any environment. This new fan-less technology holds up to 4TB of video storage and is powered by an Intel Core processor. The Rigid Series includes models that offer POE, 3G, Wi-Fi, and GPS connectivity. The units are suitable for a wide range of mobile applications and installations in harsh environments.

BCDVideo’s Rigid Series are built to order and include a two-year warranty. The units meet MIL-STD-810G vibration and shock compliance, as well as FCC Class A, and RoHS standards.

www.bcdvideo.com/rigid-series 50 SP&T News • www.sptnews.ca

Recording servers

Toshiba Surveillance & IP Video Products With the latest Intel processors, dual gigabit Ethernet connections, increased memory and new video outputs, Toshiba G6 recorders can support demanding hybrid and IP camera environments. Updated configurations, optional SSD drives, and the 64-bit Windows 7 operating system provide a sound foundation for a variety of video surveillance applications ranging from small companies through large IT-managed enterprises.

www.toshibasecurity.com

Introducing Video Alarm Verification Event clips viewed by station and sent direct to client from off shelf DVR’s, NVR’s and IP Camera’s • ULC listed for Burglary, Fire and Financial

• Daily notification of client alarm report

• Compatible with all major panels IP/ GSM/TCIP including: Bosch Interactive, Teleguard Home Control, Alarm Net, Honeywell Total Connect, and Paradox IP

• Dedicated Tech Support for Dealers

• 2 way audio medical alert experts • Dealer Web Access – run reports, view history, generate client data reports, edit data and create work orders.

• Smart Phone App – allows the dealer and or the end user to view/edit data, put accounts on/off test, view history, run reports, Google Maps, create work orders, plus much more!

• Live operating answering • Bi-lingual operators • NEW! Revamped National Dealer Affinity program with even more savings!

Special pricing direct from manufacturers and suppliers.

• Dealer Billing – Armstrong’s will bill on behalf of our dealers • Supply complete administration package – monitoring contracts, emergency ID cards, and certificate of installation

• Auto email/SMS messaging of signals direct to customer’s cellular phone or email • Customized reports available in any requested interval

ALL THIS AND MORE, WITH OUR ALL INCLUSIVE MONITORING FEE, NO ADD-ON FEE’S, NO SURPRISES.

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Contact Kim Caron (Schellenberg) 866-201-0551 • kim@armcom.ca

This sweepstakes is sponsored by Armstrong’s Communication Ltd. No purchase necessary. Open to residents of Canada, 18 years of age or older, who possess a valid driver’s license in their province of residence, own a security system/low voltage installation business and have an Armstrong’s Communication Ltd. account. Image may not represent exact vehicle. Full Contest rules available at www.armcom.ca

Product Previews

CCTV

Thermal cameras FLIR Systems

Three new lines of its thermal security cameras are available with MSRP’s starting at $499.

In all there are 12 new models ranging from the BT-Series mini-bullets with 50° and 25° fields of view, to the DT-Series PTZ dome cameras with sensor resolutions up to VGA and fields of view as narrow as 9°. Providing video security day and night, thermal cameras need no additional illumination infrastructure while still providing the user with intrusion detection and alarm assessment. These cameras are an option for any class of customer, including small businesses and most residential installations.

IP mini dome Sony Electronics

The SNC-XM631 is powered by the IPELA ENGINE EX signal processing system, allowing it to deliver full HD picture quality in challenging lighting conditions using Sony’s wide dynamic range technology (ViewDR) and image stabilization technology. The indoor camera has a wide viewing angle of 113° to improve the field of view in compact spaces. It is also vandal-resistant with an IK10 rating, and it has sensor in/out capabilities that allow it to integrate with other security systems such as alarms or infrared devices. The SNCXM631 is designed for a number of indoor applications

www.flir.com

Embedded recorders OpenEye

The company has launched new models in its line of embedded recorders: the E-Series Max and the E-Series Slim 960H recorders. Sporting new hardware and updated firmware, the EMAX and ESLIM both support 960H high resolution recording at 480 images per second, using the latest in high resolution analogue encoding technology.

Each recorder also includes HD 1080p digital video outputs, and is available in various sizes and channel configurations. Designed for ease of installation and operation, the EMAX and ESLIM come standard with RADIUS multi-site remote management software and ReportStar Cloud-based health monitoring service.

Solar wireless surveillance

MicroPower Technologies

With the QUADStor NVR 400 Series embedded-browser based network video recorders users can integrate, capture and store video data, and then retrieve and view the video images remotely with the QUADView NVR mobile app or locally with a connected display monitor. A consistent user interface between the native on-screen display from the NVR output and remote browser simplifies QUADStor NVR 400’s setup and management. Available with 2 to 8 terabytes of storage and support for up to 16 cameras, the NVR includes easy-toupgrade Audio/Video (AV) class Hard Disk Drives (HDD). The NVRs can be assigned a unique domain name to replace the IP address for easier mapping, with support for 2-, 3- and 5-megapixel IP cameras from Linear. The NVR can be programmed for motion detection or constant recording at different resolutions.

This solar wireless, low-power video surveillance system is equipped with a central receiving hub, eliminating the need for trenching, cabling and permitting. By utilizing specifically designed solar energy panels, the system consumes less that 1/10th of the power of an industry standard IP camera and transmits data wirelessly up to 1/2 mile. An embedded lithium ion battery powers the camera for up to five days on a single charge.

The ultra-low power functionality reduces the solar panel size to 1.2ft2.

The end user benefits from a smaller footprint.

www.linearcorp.com

www.micropower.com

www.sony.com/security

www.openeye.net

Network video recorder Linear

Thermal camera MOBOTIX

The FlexMount S15 thermal camera is a compact, weatherproof and customizable surveillance solution that delivers high-resolution footage in any environment. The dual thermal sensor modules, which measure thermal radiation, can function in total darkness or during the daytime to detect motion in shadows or inclement weather. These thermal modules can also measure sensitivity up to 50mK (millikelvin) and can differentiate between positional and on-the-spot movement. The S15D FlexMount also houses two 5MP image sensors (equipped with microphones), which are fully weatherproof, flexible, scalable and discreet enough for industrial mounting or monitoring two adjacent areas at once.

www.mobotix.com

4K camera

Axis Communications AXIS P1428-E with 4K resolution offers a number of features including remote zoom and focus, a built-in slot for a micro SD/SDHC/SDXC memory card and I/O connectors for interfacing with external devices.

The camera is suggested for overlooking large areas like parking lots, city squares and stadiums. The AXIS P14 Series consists of seven network cameras ranging from HDTV 1080p to 4K Ultra HD. The all-in-one mechanical design of AXIS P14 Series includes the location of electrical components like the Ethernet connection, memory card slot and I/O connectors in the foot of the camera.

www.axis.com 52 SP&T News • www.sptnews.ca

Covert camera

Samsung Techwin America Designed for discretion, the SNB6010 covert camera delivers clear 2 megapixel full HD images at 30 frames per second. Featuring a Wide Dynamic Range (WDR) of 120dB, the SNB-6010 delivers clear, high-quality images in challenging or varying lighting conditions. Its defog function improves images in harsh environmental conditions such as fog and dust. Its advanced features are intelligent video analytics, including advanced motion, tampering, virtual line, enter/exit, appear/disappear and face detection.

www.samsung-security.com

Product Previews

The latest in security technology

Outdoor wireless access point for Long-Range Wi-Fi TP-LINK Canada

Mass notification Siemens

Desigo Mass Notification is a new, fully integrated multi-modal communication system that can be used in a single building or across a large campus for communicating a series of emergency and non-emergency messages. The mass notification system is compatible with Siemens’ Desigo CC building management station. It blends a clear user interface with predefined scenarios and customizable messages. Operators use a centralized dashboard and a consistent workflow-based interface to manage, track and review multiple emergency incidents.

The 802.11a/n Wi-Fi compatible TP-LINK Pharos CPE510 outdoor wireless access point is a 5GHz 300Mbps 13dBi CPE (Customer Premises Equipment) for point-to-point, point-to-multipoint and outdoor Wi-Fi coverage applications. Outdoor wireless access points can provide WLAN (Wireless Local Area Network) coverage over great distances to homes or cottages without cable/DSL services; campus and multiple buildings; point-to-point links between office buildings; and at remote job sites in industries such as oil and gas, mining, and construction. The new outdoor wireless access point also offers remote surveillance capabilities.

www.tp-link.com/ca

Security management solution Frontier Security

Frontier R4 is a comprehensive security management solution that provides real-time monitoring of access doors and alarm points for local and remote locations. The software offers built-in interfaces for Schlage wireless lock solutions that install up to 10 times faster than wired alternatives. The newest version of Frontier R4 now supports a stronger, streamlined integration between Frontier Access and Frontier Video, allowing easy review of activity between card transactions and corresponding video. From any standard Web browser, users can now tap into new features.

www.usa.siemens.com

www.frontier-security.com

PIAM solution Quantum Secure

Designed specifically for mobility projects, the FM4200 MOBI radio is based on Fluidity, a Fluidmesh technology that offers broadband connectivity and enables data/video streaming in mobile environments, such as in trains, buses, ferries and cars, even at high speed. The FM4200 MOBI follows in the footsteps of FM’s MITO and ENDO series radios, but is better suited specifically for mobile applications.

SAFE for Secure Cloud increases the accessibility of the company’s physical identity and access management (PIAM) solution. As an alternative to on-premise deployment, SAFE for Secure Cloud leverages Quantum Secure’s software. The new Cloud offering provides SMB users with a PIAM solution that can increase security across multiple business operations.

www.fluidmesh.com

www.quantumsecure.com

Mobile connectivity Fluidmesh Networks

Wire stripper Platinum Tools

For use with round, oval and flat wire cable, the Maxim 6 Self Adjusting Wire Stripper 24-10 AWG (p/n 15310C) is a heavy-duty, self-adjusting wire stripping and cutting tool with an ergonomic handle that is designed for comfort and reduces fatigue. The autoform laminated stripping jaws form around the radius of the cable to ensure no damage to the inner conductor, while the built-in wire stop measures strip length. Additional specifications include: a high leverage built in cutter with safety guard; it is made from high grade polymers and carbon steels; a 24-10 AWG stripping range; and a 30-10 AWG cutting range.

www.platinumtools.com

Polycarbonate covers STI

This new hinged cover takes hard knocks while helping to protect smaller-sized electrical units. The cover, mounting frame and its piano style hinge are molded of tough, clear polycarbonate material. The frame eliminates the need to use an appliance mounting plate and mounts directly through product mounting plate to an electrical box. STI Single-Gang Protective Cover (STI6519), 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.

www.sti-usa.com 54 SP&T News • www.sptnews.ca JCGury_SPT_June.indd 1

2014-06-09 2:59 PM

Superior identification.

Lower costs.

Get 4K ultra HD images with lower bandwidth and storage requirements.

DINION IP ultra 8000 MP delivers a tremendous advantage in detail capture, even when moving objects and challenging lighting pervade the scene. And, intelligent Dynamic Noise Reduction minimizes bit rates to lower bandwidth and storage requirements up to 50%, reducing system costs and network strain. This makes 4K ultra HD imaging relevant for many surveillance applications, enabling you to see every detail, everywhere.

Learn more at www.boschsecurity.us

Product Previews

The latest in security technology Mass notification management system Code Blue

ToolVox X3 is the third generation of the company’s management platform for blue light phones and mass notification systems. By offering real-time monitoring and provisioning options for emergency phones, ToolVox is a hub for connecting Help Points and other emergency devices to Code Blue’s software. The X3 operating system provides users with a streamlined experience, including improved provisioning options and updated interfaces.

www.codeblue.com

Access control solution Software House

C•CURE 9000 SiteServer is an access control solution with an embedded OS providing web-based security and event management.

By eliminating the need for a standard PC and its associated costs, C•CURE 9000 SiteServer provides a solution for smaller sites requiring up to 32 readers. With the latest version of C•CURE 9000 pre-installed and a pre-configured database, the user has everything required to get up and running quickly. The product is suggested for applications such as schools, commercial offices, healthcare facilities and other small sites.

www.swhouse.com

Thin I s I n Introducing the Aimetis Thin Client™ More functionality than a decoder.

Less complexity than a PC. Decodes 1080p video Supports over 30 network camera manufacturers HDMI Output PoE Powered Wall or VESA mount options

Open. Simple. Affordable.

The Aimetis A10D Thin Client is a cost-effective PC alternative designed to easily decode 1080 video from 30+ network video manufacturers. By offering superior performance and functionality over a proprietary decoder and less maintenance than a Windows PC, the A10D is the perfect solution for space constrained environments such as retail, banking or transportation.

Through its compact design, the A10D offers flexible installation options. Switch cameras on the monitor through the web interface or through the convenience of your Android or iPhone by using the free Remote Control app and a WiFi connection.

Learn More: www.aimetis.com/thinclient

Viscount Systems

Freedom Access Control is an IT-centric, scalable control system that frees enterprises from the need for traditional access control panels. The strongly encrypted IP bridges transform card readers into addressable devices, making it possible to control doors and elevators without fixed panels. Since Freedom’s interface is web-accessible, any handheld mobile device with web browsing capabilities can safely extend the system’s capacity with no threat to data. The result is a surveillance solution that monitors real-time activity without the added cost of installation, hardware or infrastructure adjustments.

www.viscount.com

56 SP&T News • www.sptnews.ca Almetis_SPT_Aug.indd 1

Control system

2014-08-20 10:15 AM

Product Previews

The latest in security technology

Slim display wall cube

Mitsubishi Electric Sales Canada The VS-60HS12U 60” Slim Cube is an alternative to LCD flat panels designed specifically for applications that require near-zero bezel, true 24/7 continuous operation, and a low total cost of ownership. The rear-projection LED display cube measures 20.5 inches deep — approximately 26 per cent slimmer than Mitsubishi Electric’s similarly sized, conventional rear-projection LED display cubes. Additionally, depending on how it is installed, the footprint depth of the cube frame stand can be as shallow as 15.2 inches. Mitsubishi Electric’s LED rear-projection cubes can run continuously without unnecessary interruption resulting from product attrition or performance degradation. The company’s rear projection display wall with DLP technology can be combined with a choice of DVR or display wall processor enabling the user to monitor a large number of CCTV cameras, campus or building maps and access control information.

www.mitsubishielectric.ca

Wireless access control Honeywell

Faced with the absence and/or uncertainty of traditional land lines, and with the popularity of VOIP, Napco has 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. Napco’s NetLink Internet/Intranet TCP/IP Digital Communications Module is available for standard Gemini or GEMC Gemini Commercial.

Pro-Watch 4.2 is now compatible with multiple biometric reader options, along with added support for several brands and types of wireless locks – including options from Allegion (AD400 Series), ASSA ABLOY (Aperio Line), and Salto (Sallis and SVN) – that enable the system to protect previously hard-to-reach doors and locations. By supporting biometric readers from Suprema Entertech Systems (BioEntry Plus and BioStation T2) and MorphoTrak (Sigma Series), Pro-Watch 4.2 can provide additional security in higher-risk areas where multi-factor authentication is required. The system uses an open platform to integrate with other disparate building and security systems.

www.napcosecurity.com

www.honeywellintegrated.com

Commercial intrusion systems Napco

Single door controller Kantech

The KT-1 single door controller provides simplicity at the edge of an IP network. With its single button programming and on-board Ethernet port for direct network connection, the KT-1 controller is up and running in just a few steps. Because of its unique form factor, the KT-1 controller can also be installed in a variety of locations, from plain view to a traditional security cabinet.

Combine the new KT-1 controller with EntraPass security management software, including EntraPass Web and the EntraPass GO mobile app to create a scalable solution that installs quickly.

www.kantech.com

Battery tester ACT Meters

Suggested for both security and electrical industries, the new Intelligent Battery Tester range from ACT Meters Ltd offers a practical solution to testing lead acid batteries commonly used in back up systems. The new ACT CHROME Intelligent Battery Tester simulates a 20 hour (C20) discharge test in just six seconds and displays the DC Voltage and actual Ampere hour (Ah) capacity available within 12V SLA batteries between 1.2Ah and 200Ah. Also similar in design, the new ACT 612 Intelligent Battery Tester is designed for 6V/12V standby SLA, cyclic GEL and car flooded batteries between 1.2Ah and 100Ah. It too simulates a 20 hour (C20) discharge test in seconds and displays the DC Voltage and actual Ampere hour (Ah) capacity available.

www.actmeters.com 58 SP&T Standard Life.indd 1

News • www.sptnews.ca

2014-08-22 10:39 AM

Keep your valuables safe Your employees are your greatest asset, so protect and retain them with group solutions that will keep them happy Don’t let inertia stunt your company’s growth. Standard Life group insurance and group savings & retirement programs are the answer to your business needs and employee wants. Our programs are designed for small businesses to help them attract and retain talent. The result is a more motivated and engaged workforce.

Need the facts? We’ve developed a site dedicated to small businesses to show you how group solutions can help your business grow.

Simple group solutions to get your business moving at standardlife.ca/mySME

The Standard Life Assurance Company of Canada

Standard Life Assurance Limited

October 2014

©2014 Standard Life

Product Previews

The latest in security technology

Infant protection bracelet Elpas

The Infant Protection Solution consists of a small, baby-friendly Active RFID Tag, and the Elpas Charm that, when used as part of the Infant Protection Bracelet, enables wireless deterrence of infant abduction and mother-baby mismatch in maternity, obstetrics, neonatal and pediatric departments from the time of birth/admittance until discharge. The Elpas Charm provides real-time indoor positioning data so that medical personnel can always know the location, movement and status of the protected infant. With its nylon plastic enclosure, the Elpas Charm is easy to clean and use. The average battery life of the Elpas Charm is approximately two years.

Enterprise access control

www.elpas.com

Linear

Linear Enterprise is a browser-based, embedded network appliance and access control system. Enterprise offers remote management, a path to VMS integration. Elevator control, anti-passback, threat level status, partitioning, custom reports, administrative audit trails, and an array of video, viewing and other features can be managed through Enterprise’s dashboard. Multiple, at-a-glance status indicators, graphic floor plans, an event log, a video verification window and more can all be monitored simultaneously.

Web-based access control Vanderbilt Industries

Lite blue is a two-door web-based access control system with expansion capabilities to eight devices. Lite blue features the same software as the company’s bright blue Intelligent Access Management System and is easily upgradeable to a full bright blue 32-door system. The lite blue controller includes two on-board reader interfaces. Built on the Authentic Mercury controller platform, lite blue supports standard Wiegand devices, Schlage AD Series electronic locks, and various card formats and technologies such as proximity, smart card, magnetic stripe and Bluetooth. Lite blue does not require special software or a dedicated PC.

www.linear.com

www.vanderbiltindustries.com

Virtual security console Pivot 3

The emerald intelligent multifunctional IP access terminal with its touchscreen interaction, remote apps and scramble keypad allows users to work efficiently and securely at the door versus back at the central terminal. Security professionals can use remote apps at the device to update personnel records and send important messages to cardholders such as Wrong Door, Lost/Stolen Card, Expiring Card and Access Granted. Energy friendly PoE+ powers devices and locks while an IR sensor allows the multi-technology touch screen reader and controller to go into low power idle state until motion detected. Its VoIP multidirectional intercom is fully integrated to communicate with security personnel when assistance is required.

The Virtual Security Console allows users to deliver secured SOC capabilities from anywhere at any time by adding a vSTAC VDI appliance to a vSTAC Watch array. The combination allows users to access a “library” of up to 50 virtual security consoles that can be utilized based on individual customers’ needs. The new array enforces security through virtualization. The VSC also increases security operations deployment options, remotely or on-location, and can be accessed from multiple devices.

www.cemsys.com

www.pivot3.com

IP access terminal CEM Systems

Door prop alarms Camden Door Controls

The new CX-DA Series door alarms can be either stand alone or part of an access control system, and feature a rugged design with heavy duty stainless steel faceplates. They provide a solution to the common issue of doors being used, propped or held open without alerting facility or security staff. The new line includes four models (CX-DA100, CX-DA200, CXDA300 and CX-DA400) of professional grade door prop alarms that offer features from simple sounder to a feature rich door monitor alarm.

www.camdencontrols.com

Identity management SDK Iris ID Systems

The iCAM Manager Software Development Kit an enterprise ready, highly customizable and Cloud enabled software-based offering the ability to develop identity dependent applications in access control and time and attendance market segments. This new product will allow users to develop solutions and connect all enterprise level devices into a holistic identity management infrastructure from mobile to back-office. The iCAM Manager provides protocol based API’s to deliver OS platform independent application support and interface into Cloud based solutions with Iris ID iCAMCloudConnect technology.

www.irisid.com

Situation management Verint

Nextiva SMC is a comprehensive software solution that provides capabilities for the various phases of situation management, including real-time situation awareness, efficient response and notification, investigation and debriefing, planning and compliance, and preventive intelligence. Powered by Nextiva Fusion, Nextiva SMC is designed for efficient object identification, information correlation, and location analytics across data and sensors from integrated subsystems.

www.verint.com 60 SP&T News • www.sptnews.ca

“Putting a new face on an old friend”

CML Security

is the new name of Consolidated Monitoring Ltd. “Trusted & Dedicated to protecting lives & property”

Welcome: Independent Alarm Companies 3rd Party Monitoring Station Remote Internet Database Access Monitoring via IP, Cellular & Landline ULC Listed Station Video Monitoring Solutions Dealer Enquiries: sales@cmlsecurity.com Phone: 1(877) 525-4109 Website: www.cmlsecurity.com

Helping security professionals build their brand since 1977.

CONTACT VICTOR HARDING 416.925.7474 victor@hardingsecurity.ca

UNLOCKING OPPORTUNITIES IN THE SECURITY INDUSTRY

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SecurTek .................................................................12 www.securtek.com

API .................................................................... 16 www.apidealers.com

Foresight ......................................................... 49 www.foresight-cctv.com

Linear Corporation ......................................... 35 www.2GIG.com

Smart Vision .................................................... 29 www.smartvisiondirect.com

Armstrong ....................................................... 51 www.armcom.ca

Gem Electronics .............................................. 53 www.gemelec.com

Maxwell ........................................................... 61 www.maxwellmfg.com

Speco Technologies ...................................... 1, 2 www.specotech.com

ASSA ABLOY .................................................... 39 www.assaabloy.ca

Graybar ............................................................ 18 www.graybarcanada.com

Milestone Systems ......................................... 21 www.milestonesys.com

TRI-ED .............................................................. 63 www.specotech.com

Axis Communications ..................................... 64 www.axis.com

Habtech ........................................................... 10 www.habtech.ca

MuxLab ............................................................ 49 www.muxlab.com

Standard Life ............................................. 58,59 www.standardlife.ca/mySME.com

BCDVideo ......................................................... 58 www.bcdvideo.com

Hammond Manufacturing .................................37 www.hammondmfg.com

NVT ................................................................... 49 www.nvt.com

Video Insight ................................................... 43 www.video-insight.com

Bosch Security Systems.................................. 55 www.boschsecurity.us

Harding Security Services .............................. 61 victor@hardingsecurity.ca

QNAP ................................................................ 29 www.qnap.com

Vivotek ............................................................ 34 www.vivotek.com

Canon Canada ............................................ 27,49 www.canon.ca

HID Global ........................................................ 7 www.hidglobal.com

RBH................................................................... 29 www.rbh-access.com

WatchNet ......................................................... 23 www.watchnetinc.com

CML Security ................................................... 61 www.cmlsecurity.com

Honeywell Security .................................... 1,41 www.security.honeywell.com/canada

Reliance Protectron .......................................... 8 www.securemorebusiness.com

Zeecure ............................................................ 61 www.zeecure.com

@SecurityEd • October 2014 61

QA &

A

ccording to Wikipedia, Amazon got its name from founder Jeff Bezos’ belief that he could sell high volume online, and Google is an accidental misspelling of “googol” (a large number, or 10 to the power of 100) that stuck.

BCDVideo was originally Burgess Computer Decisions when Jeff Burgess founded the company back in 1999. He made the shift from pure IT to video storage almost by happenstance and by the growing customer desire to keep video in a reliable digital format. He has since carved out a niche for himself in the market and forged alliances with name players like HP. SP&T News recently spoke to Burgess about his goals for the company and what the future of video storage might look like.

SP&T News: How did you get your start in the IT industry?

Jeff Burgess: I founded BCD in 1999.

I was, for the most part, a known entity in IT and my wife said I should have my name in the company. I started in the IT world in 1979 as a shipper. I never finished college. For some reason, something clicked and I decided this is my destiny. Within seven years, I was vice-president of sales at that company.

I spent 10 years in IT in two-tiered distribution and the next 15 years in Fortune 500 selling. When I opened my company in 1999, we were selling to Fortune 500 companies — people like State Farm, GE. GE is the whole reason why I got into video.

SP&T: Did you get into video as a reseller?

JB: Yes, as a reseller basically doing storefronts for Fortune 500 companies.

We had three people. We did very well with it. We contracted with a lab close to us to do our server builds and we built servers for Fortune 500 companies. Again, one of them was GE and GE Security. It never dawned on me that they were video servers. They were Microsoft servers — maybe Windows 98 running off HP DL380s. I’ve been selling HP since 1993 . . . and Compaq prior to the merger. [HP merged with Compaq in 2001.]

62 SP&T News • www.sptnews.ca

with Jeff Burgess, president and CEO, BCDVideo

By Neil Sutton

SP&T: How did you make the transition from being a server reseller into the video market?

JB: Opportunity was knocking. We did a job for GE. About a week after we filled the order, I get a call from Rick Taylor, who at the time was a GE rep. Rick Taylor is now at Genetec. He calls me on a Friday at nine in the morning and says, “Jeff, there is an issue with your last server.”

I went into my corporate mode and said, “That’s not usual, but we’ll take care of it.” He said, “No, it wasn’t you, someone else admitted they screwed up.” I said I’d pick it up it an hour, I’ll rework it, and it will be back by four o’clock. It was done and I didn’t think much of it.

On Monday morning at nine o’clock, Rick Taylor calls me and there’s a guy on the phone called Tom Larson.

He said he was a manufacturer’s rep in the area. He was handling OnSSI software at the time and GE cameras and they’re looking for a hardware builder. The next morning Tom and I had breakfast . . .we mapped out on a white placemat how to transition the company from IT to IP. This was in 2008. We spent the next nine months getting this set up. In 2009, Tom came on board full time as our director of sales. I now have one IT customer left by choice, but we’ve become a name brand manufacturer in the market.

SP&T: Who is your main customer now?

JB: The security integrator is my end customer. That’s the people that we want to buy our product. We’ll always be a services company first because really it’s a services industry. No matter how much hardware you sell, it’s all about the service. We like to think we have great product and great service. That’s really how it all started.

We had our growing pains. It took us 18 months to get our pitch through HP. If you think of the HP model, it’s an authorized reseller buying from an authorized distributor shipping to an end customer.

We were going to go from being a reseller to an OEM, setting up with our own distributor, who was not HP authorized, who was going to sell it a security integrator who most likely was not HP authorized who was then in turn going to sell it to an end customer. But we were committed to it.

In October of 2010, HP made us an OEM for video security and thanks to our early success, by April of 2011, they made us a global OEM for video security. Now we are HP for video. It’s a wonderful relationship we have with HP.

“We brought an IT infrastructure into the market. We see ourselves as a trend setter.”

SP&T: How did you manage to arrive at that good relationship using such unconventional channels?

JB: We built a different server than HP off-the-shelf servers. They ran tests on our servers and based on their tests, our servers run 23 per cent greater performance for video than their off-the-shelf servers. It’s how we optimize the RAID controllers.

SP&T: How do you handle the marketing in terms of differentiating your product from HPs? JB: We have our own colour — we have our own blue. We have our own glossy blue with our own logo. We also do that for customers. Three, about to be four, of the top integrators we’re doing private branding for with their own colour and their logos. Right now, Genetec is reselling our servers with our brand.

[Editor’s Note: See story in last issue.]

SP&T: Where do you fit in the security ecosystem?

JB: We see ourselves as a manufacturer.

We think there’s a big hole in the storage universe. A customer said to us, they see as an “A” player in enterprise security storage. We brought an IT infrastructure into the market. We see ourselves as a trend setter for the industry, bringing new technology into the market, and a little bit more stability into the builds.

We do hand-build every server. They’re all project-built, they’re all spec’d for a project.

A lot of people use the same models from us, but each one’s got it’s own idiosyncrasies. We guarantee our builds.

If there’s a shortfall of hardware, we’ll make it right.

SP&T: Do you think coming from IT gives you an advantage in security?

JB: I do, but I think that building on HP gives me the advantage as well. I think the only place it doesn’t give me an advantage is on price. I’m never going to be the lowest guy out there, but nor do I want to be. But we perceive ourselves as the lowest price server using traditional IT far and away. We’re the lowest cost server over five years of a project because the integrator doesn’t have to roll a truck every time something happens to that server; it’s all done automatically. I think our IT background has not only given stability to this market.

We see other people starting to use some of our terminology. We really do build off data centre quality. That’s our background: filling racks in data centres.

SP&T: How has the tremendous growth of IP video in the last few years affected your business?

JB: The biggest thing we’re seeing these days is people using video not only to just record bad guys but also for business analytics. You’re getting so much new information, especially at the retail level. We’ve seen projects where we use it for customer service, licence plate recognition [to recognize your best customers]. It’s a positive way to use data, because all you hear in this market is all the negative around why we have the data. I think a lot of businesses are definitely getting the metadata from the software and using it for both customer service and also for trends [analysis], using it the same way they would crunch IT data.

The price of the megapixel camera coming down has been significant.

We’re seeing a lot more play in five megapixel. The higher the megapixel, the more the storage need. Our average server last year was a 14 TB. This year, it’s 24 TB. It’s amazing how it’s jumped up in one year. I think you’re seeing a lot of push towards scalability. What if I want to add a couple more cameras in a year? We’ve got a lot of projects that are saying right now they’re only doing 150 cameras, but they’re going to want to expand to 200 within a year. We’re also seeing a lot more legal involvement.

We’re seeing a lot more 60-day, 180-day [video retention]. We just did a project that needed seven years of storage. It was a two petabyte system.

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