Page 1

LIVE TRAINING GOES VIRTUAL

//

INVESTING IN RISING LEADERS

//

WHAT SERVING ESA HAS MEANT TO ME

Y E KASGHT TAU ME Fire s ’ n e s r Koo ife Safety and L Save Lives Dogs

MEMBER PUBLICATION

ELECTRONIC SECURITY ASSOCIATION


NORTH AMERICA’S LARGEST NETWORK OF WHOLESALE MONITORING STATIONS

Reliable Monitoring Depends on Technology COPS Staffing is Distributed Across Our 6 Nationwide Locations

People

Advanced Technology Multiple layers of advanced technology, 24/7 connectivity and real-time load balancing between our 6 geo-diverse UL listed central stations help us deliver some of the fastest and most reliable response times in the industry.

Distributed Staffing

It’s simple math: a monitoring company can’t effectively handle 100% of your alarm traffic when a site or service outage disrupts 50% of its staff. COPS takes disaster preparedness to the next level by ensuring an average of only 16.7% of our total staffing may be affected at any one location. Plus, we have the unique ability to increase staff at 5 other locations to help compensate.

No other wholesale monitoring company matches this level of redundancy for its Alarm Dealers.

Leading the industry – Yesterday. Today. Tomorrow. Discover why thousands of Dealers trust COPS to help safeguard millions of their customers representing more than $1 billion in annual retail revenues.

copsmonitoring.com Providing nationwide professional alarm monitoring and dealer services from

New Jersey | Florida | Arizona | Tennessee | Texas | Maryland 800.367.2677 | Fax: 856.629.4043 | info@copsmonitoring.com | copsmonitoring.com CA: ACO6132 • DE: 05-85 • FL: EF20000481 • IL: 127-001299 • MD: 107-840 • TN: 632/1626 • TX Burg: B11561/17961 • TX Fire: ACR-2215 • VA: 11-1941

2


THANK YOU TO OUR 2018

EXECUTIVE STRATEGIC PARTNERS DIAMOND

PLATINUM

GOLD

SILVER

ESA Executive Strategic Partners are true visionaries and leaders of the electronic security industry. Their support helps ensure that ESA remains strong and active on the local, state and national level. Please remember to thank them and support them in return.

SECURITY NATION CONTACTS

Security Nation is a bi-monthly magazine published by the Electronic Security Association (ESA), including 2 special issues each year. Subscription is one of many ESA Member benefits. For more information about membership, please visit ESAweb.org.

Statements of fact and opinion are the responsibility of the authors alone and do not imply an opinion on the part of the officers or members of ESA.

© Copyright 2018 Electronic Security Association, Inc. All Rights Reserved. Materials may not be reproduced or translated without written permission.

Editorial

Advertising

Art Direction

Jillian Bateman 972.807.6834 Jillian.Bateman@ESAweb.org

Jessica DaCosta 972.807.6827 Jessica.DaCosta@ESAweb.org

Jamie Christian 972.807.6809 Jamie.Christian@ESAweb.org

Ándria Morgan 972.807.6813 Andria.Morgan@ESAweb.org

Samantha Holding 972.807.6835 Samantha.Holding@ESAweb.org

Steven Calhoun 972.608.6811 Steven.Calhoun@ESAweb.org

Paul Lydon 972.807.6836 Paul.Lydon@ESAweb.org

SECURITY NATION | AN ESA PUBLICATION

3


Contents

2018 May/Jun

22 Kasey Taught Me COVER STORY

6

EDITORIAL PRESIDENT’S MESSAGE

What Serving as ESA President has Meant to Me…

8

EXECUTIVE PERSPECTIVE

ADVOCACY

18

Navigating Through the Minefield of Small Business (Association) Health Plans

ESA Bids Farewell to 42nd President, Angela White

INSURANCE SOLUTIONS

10

Security America Launches Nationwide Worker’s Compensation Program

4

TRAINING & CERTIFICATION

28

Live Training Goes Virtual

SECURITY NATION | AN ESA PUBLICATION

32 34 38

Tax Season: Averages Refunds Well Over $2,700 Hiring A Builder Or A Sustainer? Buyer Beware Sandy Springs Places 39 Companies on Non-Response List

MEMBERSHIP

40 50 52

Associate Member List Welcome New Associate Members Welcome New Regular Members


Features

MEMBER PUBLICATION Thank you to our advertisers who make Security Nation possible. Advertise in Security Nation - member and nonmember rates are available. Altronix

31

All American Monitoring

43

Anixter

35

Axis Communications

27

COPS Monitoring

12

2

Dakota Alert

48

Dahua

41

DMP

45

A RENEWED PURPOSE

EMERgency24

55

Getting to Know Incoming President, Chris Mosley

Hikvision

47

20

Interlogix

RISING LEADERS

Choosing the Electronic Security and Life Safety Industry

14

Honeywell Security & Fire

30

MEMBER BENEFIT

ESA’S ONLINE TOOL DELIVERS THE LATEST STATE LICENSING REQUIREMENTS

PROJECT

HIGHLIGHT

15, 25 9, 17

Leadership Summit 2019

51

Media Partners

54

Nortek

37

NTS

49

Rapid Response Monitoring

56

Save These Dates

53

Security America

11

SentryNet

33

SIAC

39

Telguard

29

RFI Tackles Tailgating in the Workplace

ESAweb.org/MediaKit

SECURITY NATION | AN ESA PUBLICATION

5


Angela White President & Chairman of the Board President@ESAweb.org 972.807.6833

PRESIDENT’S MESSAGE

WHAT SERVING AS ESA PRESIDENT HAS MEANT TO ME… It is fitting that I end my term with the same sentiment that I had when I took office; the approach that I remained true to: The vision of the “Chief Volunteer” is to further the organization’s mission and assist in the strategic planning laid out by the CEO, the professional partners and the BOD. The leader’s commitment must be first to the association with an understanding of the amount of energy and time necessary to effectively complete the tasks at hand. The message is clear; it makes complete sense. A personal agenda is contrary to the mission. In full disclosure, behind closed doors, the real conversation about objectives was had with my business partner, Chris Utter, and it went something like this:

DURING MY TENURE WE:

Restructured Security America to expand coverage and keep costs down

6

What are you going to do that will leave a lasting impression, and what do you feel needs to be done? My Answer: We do too many things, and frankly not all of them well enough.

We need to not only figure out what we do best, but figure out what we do best that provides the best value for our members. What are the benefits that will help them in the growth and success of their respective businesses — defining that will increase our membership. The business/financial side of my term proved to be challenging; however, I am forever grateful for the commitment and support from a team, which included CEO Guilbeau, all of our ESA professional senior leadership

Lost key personnel and found rising leaders who put on their super star capes

Argued and agreed

Cried (yes, I cried), and laughed

Offended some, while thrilling others

Allocated more resources to our focus of online training in NTS

Established a new, more powerful method of government relations participation

Increased our visibility and credibility with the mass media, facing consumers and businesses alike

Watched Rising Leaders develop into Executive Management Professionals

SECURITY NATION | AN ESA PUBLICATION


conversations with members during national and chapter events to formulate our objectives.

partners and their respective teams, and some rather amazing volunteers who dedicated enormous amounts of their time and energy — along with their own financial resources — in developing the direction for the association, which was initiated, presented, taught, and coined by Secretary Firestone as the “Cascade Initiative.” Our highest priority was to determine who we are, what our core competencies are, and, above all, how we best serve our members. The process to make this determination was not easy; surveys proved ineffective and inconclusive, and criticism was counterproductive. It took a collective effort of our professional partners, and volunteers along with an enormous amount of direct

Initially, we were locked in a dark, damp basement, with only bread and water for two days to compile the information, put it to paper, and at the end of the exercise, turn the matrix completely back to the professionals to further develop and implement the plan. While we all realize it is in its infancy, I am confident that we are following the right path to ensure success for our members and the association. Above all, and from my heart, I can say that I served this association with dedication, compassion and commitment; knowing what I know now, I would do it again without hesitation. (Don’t tell my partner, my team or my family — they made the ultimate sacrifices.) I have been honored to serve as your President, and am deeply grateful that you provided me with the opportunity. ■

SECURITY NATION | AN ESA PUBLICATION

7


EXECUTIVE PERSPECTIVE

THANK YOU:

Merlin Guilbeau, IOM Executive Director & CEO Merlin.Guilbeau@ESAweb.org 972.807.6810

ESA Bids Farewell to 42nd President, Angela White initiatives such as the Rising Leaders Professional Group and the ESA Mentorship Program. She has focused on improving technology to make us more efficient and data driven.

She has strived to make ESA more diverse in age and gender. Under her leadership, the first NTS courses in Spanish were created. And as the third woman to hold the position, she continues to lead the way for many in our industry. In addition to handling her duties as co-owner of Central 1 Security, Angela has remained actively involved in the association by giving her time and efforts selflessly. During her service as president between 2016 and 2018, NTS was adopted as an equivalent to NICET by regulatory bodies; ESA’s Government Relations department was restructured into Advocacy and Public Affairs; the association’s events had some of the greatest impacts yet; and the EMP Forums were launched. They say to leave a lasting mark, an association president must leave the association with the capacity to do what it must next. Angela has done that. During her term, the cascade initiative was launched — a process that has reinvigorated volunteer leaders and staff to rally around a core purpose.

The ESA presidency requires a tremendous amount of dedication, commitment, travel and sacrifice. On behalf of ESA, I would like to thank our 42nd president, Angela White, for serving the association for the last two years. Angela has sacrificed a great deal for ESA, our members, and our industry as a whole, by providing leadership in this capacity since 2016. An industry veteran, Angela has served as the president of the ESA chapter in Vermont for 11 years, and has been in the trade for more than 30. Her diverse background includes experience as the founder and former owner of Pro-Tech Systems. She holds many alarm licenses and has co-authored pending licensing legislation in the state of Vermont, where she was also the direct liaison to the State Fire Marshal during annual regulatory updates. During her time as ESA president, Angela has worked to make ESA more nimble and relevant for future generations by supporting

8

SECURITY NATION | AN ESA PUBLICATION

Throughout her term, Angela has always treated the staff of ESA with respect and referred to us as professional partners. She gave the association her full attention, while also running a business – a balance that takes great sacrifice to attain. Her passion for our industry and the people who work in it is evident, and it is clear that she served to make a difference rather than just doing her time. Even as she continues to make an impact on the association and the industry, Angela praises what the association has done for her by enabling her to do more for others. “By participating in ESA, I have become a better leader for my company,” she says. Angela: From all of us at ESA, thank you. You have made not simply a donation of your time, but a difference in our association — and we are forever grateful. ■


Smart Homes open up a world of opportunity. It starts with a proven partner like Interlogix. By 2020, the Smart Home industry is expected to be worth $58 billion.* With Interlogix as your partner, you’ll have the proven products and support you need to succeed in this evolving security market. Our UltraSync™ SmartHome system gives your customers the enhanced security and lifestyle connectivity they want and provides your business with the long-term growth opportunity it needs. Learn more at interlogix.com/ultrasync-for-dealers.

* MarketsandMarkets, Smart Homes Market, Global Forecast to 2020 Š 2018 United Technologies Corporation. All rights reserved. All trademarks are the property of their respective owners. Interlogix is part of UTC Climate, Controls & Security, a unit of United Technologies Corporation.


Security America Launches Nationwide Worker’s Compensation Program What is Worker’s Compensation Insurance?

Security America is excited to announce the launch of its new nationwide Worker’s Compensation Program through a partnership with AmTrust (an A Rated provider).

Crystal Jacobs

Vice President US Risk Underwriters USRisk@SecurityAmericaRRG.com 866.315.3838

As an employer you are obligated to take reasonable care to assure that the workplace is safe. Accidents happen, though. When they do, Worker’s Comp provides coverage. This coverage assures that injured workers get medical care and compensation for a portion of their income while they are unable to return to work, and it protects you as an employer from lawsuits by injured workers.

The Coverage is Offered Nationwide?

With exception to states that require stateoffered programs, the Security America policies can be offered nationwide. Worker’s comp statutes are established by each state therefore, no two states have the same rules. Each state determines the features – amount of benefits, covered injuries, medical care, etc. If you do business in multiple states, you may have to deal with different rules for that portion of your business. Our worker’s comp experts can help you dig through all of these issues.

Is Worker’s Comp Mandatory?

It depends on your state, but the short answer in most cases is, “yes.” Each state has its own statutes — it could be optional all together or it could depend on the number of employees you have. Some states have rules related to how independent contractors are categorized for the

10 SECURITY NATION | AN ESA PUBLICATION

purposes of worker’s comp. Even if it is optional in your state, most contracts require you to purchase worker’s comp coverage. At the end of the day, insurance or no insurance, if an employee is injured or killed while working for you, you may be legally liable.

How are Premiums Rated?

Premiums are primarily based on an industry classification code. Lucky for you, ESA and Security America are extremely familiar with your industry. We have been able to negotiate with our worker’s comp partner to ensure they understand the exposures. Additional factors include location, loss experience and individual risk characteristics.

What is Needed to Get a Quote?

In order to get a quote, we always start with the Acord 130 Application and the Contractors Supplemental. In addition, 5 year loss runs and an experience modification worksheet (if available/applicable) may be needed further along in the process, depending on the applications above.

Next Steps?

Complete the application at securityamericarpg.com and send it over to usrisk@securityamericarrg.com or give us a call at 866-315-3838 for more information. ■


We have had a claim before and it was handled professionally and courteously. I also found that Security America was a tremendous savings to our annual operating budget. We were able to reduce our general liability insurance by over $10,000.”

- Rick Seymour CEO, CSI Palm Beach

MANAGING RISK AND PROTECTING BUSINESSES INSURANCE SPECIFIC TO THE INDUSTRY

Over 900 security companies across the country are properly insured with Security America’s general liability and errors and omissions policies. And to better serve and protect ESA members, Security America is addressing the growing concern for cyber security with new cyber liability coverage.

All new and renewed general liability policies will now have data breach coverage embedded! SecurityAmericaRPG.com

SECURITY NATION | AN ESA PUBLICATION

11


A RENEWED PURPOSE Getting to Know Incoming President, Chris Mosley

IN 1978, Chris Mosley returned home to New Jersey after attempting to make a go of farming in West Virginia. Chris’ father, George, had been in the electronic security industry for over 30 years and encouraged his son to give the industry a try. After moving home, he took a job working for a national security company, but Chris had dreams of growing something from the ground up. After all, he did grow up on a farm. So, five years later, he founded Complete Security Systems, Inc. Today, CSS is one of the largest, independent, full-service security and fire alarm companies in New Jersey; providing services in the state, as well as in New York and surrounding areas. With a vow to listen, provide quality — and take care of customers like family — Chris and CSS have a proven success record in their market. Chris’ father George, wife Lillian, and children Luke and Lauren are all involved in the company. Aside from his nuclear family, it’s clear all employees of CSS are part of something more — a family, you could say. Large commercial projects account for a significant amount of the CSS portfolio and thousands of customers trust them for protection, detection, and response. CSS services high-end residential clients and some of New Jersey’s largest commercial and industrial facilities. The company has

also seen an increase in major redevelopment projects and multi-family buildings.

he is working with people, whether they be fellow business owners, homeowners, or industry colleagues.

In addition to Chris’ responsibilities as CEO, father, and husband, he is also set to take the oath as ESA President at ESX 2018 in Nashville. He will serve a two-year term, beginning July 2018 through June 2020.

“Chris knows what it takes to roll up your sleeves and get to work,” says Dee Ann Harn, vice president of ESA. “It’s evident in the way he’s built his business.”

Chris’ passion for helping others, his commitment to excellence, and drive will undoubtedly be assets that accompany his leadership style.

He is an active board member and volunteer for The Community YMCA, helping to ensure that all children have the opportunity to experience the outdoors and attend camp in his local community

“He is a passionate person in everything he does,” says Lance Brooks, an employee at CSS, who has worked with Chris for 19 years. “He has a magnetic personality.” Chris enjoys doing what he can to help others. He is said to be the happiest when

12 SECURITY NATION | AN ESA PUBLICATION

In 2015, the organization established the “Chris Mosley Volunteer Achievement Award.” As an active and involved member of the industry, Chris is perfectly poised to sit at the helm as the association’s president. “I am very confident in the drive and ability of my successor,” says Angela White,


PASSIONS OF THE INCOMING PRESIDENT Protecting the values of the industry and its members

Working towards setting higher standards in equipment, installation and service through the industry, including more licensing opportunities.

Bringing additional value to all members while strengthening association membership

president of ESA. “Chris is a remarkable person, businessman, and friend.” Chris has been an active leader in the industry for quite some time, participating on association boards and committees over the years. He was instrumental in getting licensure approved in the state of New Jersey — an initiative that took 17 years to get approved, and was vital to strengthening the quality of service and installation in the state. Chris has been an active member in ESA’s New Jersey chapter (NJESA) as the president and currently serves as director/vice president. His company is also the only one in New Jersey to have received NJESA’s Dealer of the Year three times.

“Our association — and the influence we can have as a cohesive industry voice — is pretty powerful,” says Mosley. In his new role, Chris aims to drive the association’s cascade initiative forward — ensuring successful implementation — and to drive growth in membership, he says. Believe it or not, with a very full plate, Chris still finds time to get back to his roots: farming. He recently started a new endeavor in agriculture and hopes to preserve farmland for the future. ■

SECURITY NATION | AN ESA PUBLICATION

13


PROJECT

HIGHLIGHT

RFI Tackles Tailgating in the Workplace

Tailgating COMMON COURTESY OR COMMON ACCESS CONTROL NIGHTMARE? 14 SECURITY NATION | AN ESA PUBLICATION

Tailgating is one of the most common forms of security breaches in buildings. While courtesy demands holding the door open for the person behind you, for many multitenant residential and commercial buildings it’s an access control nightmare. CONT’D ON P.16


The Future of Your Business with LTE

Maximize Account Longevity Honeywell offers an end-to-end solution that combines hardware and cloud services to help streamline your business. When paired with Honeywell panels, sensors and services, our new LTE communicators deliver optimized reliability, simpler installations, and maximum account longevity. It’s a powerful solution that’s quality tested, warrantied, and agencylisted to deliver great performance, improved business efficiencies and fewer support calls. Honeywell’s family of LTE communicators will help grow your business now and for years to come.

For more information, please visit hwsproducts.com/LTE/esa © 2018 Honeywell International. All rights reserved.


enhanced security for our customer and our customer’s most valuable asset, their employees. A SURVEY OF ENTERPRISE security executives by Boon Edam Inc. reported that more than 70% of respondents believe they are currently vulnerable to a security breach from tailgating. And more than half of the respondents believe a breach could cost them anywhere from $150,000 up to “too high to measure.” Surprisingly, while the security execs took tailgating very seriously and worried about vulnerabilities, only 15% were actively monitoring for tailgating occurrences. Recently, ESA Member Company, RFI Enterprises, served a client dealing with these issues. RFI is a diversified multisystems integrator that has been designing, installing, servicing and monitoring technology-driven security and life safety solutions for over 35 years, with offices in California, Nevada and Washington. This particular project takes us to Reno, where a corporate client that already had security guards, card access and video surveillance measures in place, knew tailgating occurrences made them vulnerable to possible acts of workplace violence.

ensuring that if any person attempted to breach the buildings by tailgating, onsite security would be notified.

These turnstiles were stainless steel partitions with full height plexiglass doors.

“In active shooter events, early warning and decreased mobility of the perpetrator can greatly reduce risk exposure,” says RFI Business Solutions Executive, Gregg Katz. “So, we take this work very seriously.”

This system provided a local audible and visual alarm when a violation was detected, triggering the local camera to record and a remote notification pushed to the company’s SOC. Each card read permitted one person to cross through the turnstile, while monitoring with multiple sensors any tailgate violation.

RFI’s Solution RFI deployed overhead “anti-tailgating” stereo cameras at secondary doors. These stereo camera systems receive data from the access control system to confirm one entry per credential received. If more than one person entered on a single card read, a local audible alarm with voice annunciator would sound, the camera aimed at that door would activate recording, and a remote alarm would be pushed to the company’s Security Operations Center (SOC). Turnstiles were installed at main entries and parking lots that only opened for one person at a time valid credentials.

RFI worked with several manufacturers to design a system that could be implemented at all of the client’s offices — a project that incorporated six sites and was completed over a three-month span of time. The integrated system would actively monitor all entries for tailgate violations,

16 SECURITY NATION | AN ESA PUBLICATION

Additionally, stairwells were secured with card readers to limit movement from floor to floor. Stairwells present many challenges and require an integrator to be well versed in local codes to implement a secure system that does not prevent proper egress in an emergency. “These measures in conjunction with audible alarms on emergency exit doors, some increased video surveillance to cover blind spots, and some added interior access control readers provided enhanced security for our customer and our customer’s most valuable asset,” says Katz, “their employees.” ■

CONSIDERING TACKLING TAILGATING? Here are some tips for success:

1

Consider working with your client’s HR department to roll out the deployment in a way that eases employee concerns.

2

Save some extra time pretesting turnstiles and other traffic-related devices in multiple scenarios before going live — this will save you the stress of failures that inconvenience your client’s workflow.

3

Ensure you’re fully investigating the premise for structural components, such as structural modifications and traffic flow, when embarking in a project that includes turnstiles.


Centralized control for maximum security. TruVision® Navigator VMS brings it all together. Intuitive and powerful, TruVision Navigator combines Interlogix commercial offerings— video, access control and networking—into one integrated security solution. Ideal for small- to mid-size applications, TruVision Navigator provides powerful centralized and remote management capabilities. For customers, it’s the ideal way to manage their entire TruVision-based security system, easily and effectively. See how at interlogix.com/navigator.

interlogix.com Specifications subject to change without notice. © 2018 United Technologies Corporation. All rights reserved. All trademarks are the property of their respective owners. Interlogix is part of UTC Climate, Controls & Security, a unit of United Technologies Corporation.


18 SECURITY NATION | AN ESA PUBLICATION


GOVERNMENT RELATIONS ON OCTOBER 12, 2017, President Trump signed an executive order, “Promoting Healthcare Choice and Competition Across the United States,” with the stated purpose of facilitating the purchase of health insurance across state lines and creating a healthcare system that is affordable for the American people. His order directed the Secretary of Labor to consider proposing regulations that would allow expansion of “Association Health Plans” (AHP) by employers. The idea of multiple employers with small numbers of employees joining together to pool their numbers together and form a “large employer” group health plan is not new. When the Employee Retirement Income Security Act (ERISA) was first passed in 1974, it contained provisions that allowed for multiple employers to form “multiple employer welfare arrangements” or MEWAs that would allow for groups of small employers to band together and create large group risk pools to reduce overall insurance costs. While the intentions were certainly laudable, the actual implementation strayed from the intended purpose. Some were created and run by opportunistic promoters who set up and often defrauded unsuspecting employer groups. With no state oversight because of federal preemption provisions at the time, many insurance plans formed through these MEWA’s became insolvent and left many with unpaid claims. In response to the fraud, incompetence and abuse that occurred, Congress passed an amendment to ERISA in 1983 that gave state insurance regulators more control over certain MEWA insurance plans. After these changes, AHP’s continued to have problems with some marketers trying to skirt state regulations, while other underfunded AHPs became insolvent because they did not adequately fund the plans through proper premium adjustments. The regulations that followed, more narrowly defined the qualifications for “employee welfare benefit plans,” preempted state insurance laws. These changes made AHPs virtually extinct.

Chris Heaton, MPA, IOM Vice President of Advocacy & Public Affairs Chris.Heaton@ESAweb.org 972.807.6815 Now, let’s fast forward to the passage of the Affordable Care Act (Obamacare) in 2010 and all that followed. The concept behind the ACA was to create universal coverage for health insurance and broadly spread the risk pools by charging those who do not wish to participate in the “exchange” (usually younger, healthier individuals) a fine to offset the costs of those who do participate and are more likely to use the insurance because they are not as healthy (adverse selection). This ‘fine’ is the consequence of the “individual mandate” provision in the ACA.

IN SMALL GROUPS, THESE RISKS ARE NOT SPREAD AND HIGH COST CLAIMS MAKE SMALL GROUP PLANS UNAFFORDABLE. As the saying goes, “the devil is in the details” and with the ACA, there were a lot of details that made implementation problematic. In addition, different states opted out of the exchanges and with widely varying levels of participation, many bad things ultimately occurred. Costs skyrocketed in some states, insurance providers pulled out of the market place and many parts of the country ended up with only one provider to choose from. The constant tug-of-war between socialistic and market-based advocates ultimately put the issue front and center in the last presidential election. After the election, Congress failed to repeal the ACA, but it did eliminate the individual mandate in the Tax Cuts and Jobs Act, which takes place next year and this will

set the stage for even more instability in the health insurance market place. President Trump’s executive order is an attempt to get the free market back in control of a large segment of health insurance by requesting the DOL to broaden the definition for “employers” with a “commonality-of-interest” and loosening the requirements for AHP formation. However, these are the two issues that cause the most concern for those close to the industry in government and among ACA advocates. State regulators, such as the National Association of Insurance Commissioners (NAIC), are \ very concerned with a return to the abuses and practices of the past that left so many with unpaid claims due to mismanagement and fraud. Supporters of the ACA fear the further erosion of its solvency with the departure of millions to AHPs and the widely varying plans that they believe will leave many with inadequate insurance coverage. But advocates for AHPs say that patientcentered, market-based solutions that increase flexibility and reduce regulatory burdens will solve the healthcare crisis and provide insurance to millions who find themselves unable to purchase insurance as small business owners, individuals and sole proprietors. It is an actuarial reality that large employers can get preferred and reduced rates for quality health care coverage because the risk pool is able to absorb the high cost of claims from relatively few employees. In small groups, these risks are not spread and high cost claims make small group plans unaffordable. It is only through AHPs with the proper regulatory framework and flexibility to establish coverage plans that fit the group needs, where small group employers can get the benefits of large group plans. Regulatory protections are certainly needed to prevent past abuse and negligence. But, the need for an alternative to the ACA is looming. Much will be needed to make AHPs more viable and the hope is the rules under development at the Department of Labor will create that viability. ■

SECURITY NATION | AN ESA PUBLICATION

19


CHOOSING THE

ELECTRONIC

SECURITY AND

LIFE SAFETY

INDUSTRY

How Providing Purpose and Investing in Development Can Change Perspectives BY STEPHANIE WAGNER

20 SECURITY NATION | AN ESA PUBLICATION


I’ve heard many people say when getting a new pet, “you don’t choose the animal, the animal chooses you.” I believe the same sentiment applies for your career — and that thought hit me when I walked through the doors of Brink’s Home Security 15 years ago. After graduating high school, I had no idea what I wanted to do (beside make money and not have to worry about student loan debt.) So, when I saw an opening for an inspection technician job at Brinks I applied, thinking it was going to be a temporary job until I found something I actually liked. I was looking for a cozy desk job where I could make enough money to work and go to college in the evenings. That is, until the industry changed my perspective. Some people might think of a job in security as a path that is too technical to start a career without a college education. I thought the same thing and I found out that I was wrong. After a short time, I began to see stepping stones to different levels of the organization with unlimited potential to grow. Throughout the years, working in the security industry I’ve seen other security companies invest in their employees to make sure they have the proper tools and training available to enhance their careers. I can’t speak more highly about this growing industry that is constantly evolving, with endless opportunities from sales, install, service, marketing, product development, and the list goes on. An employer can train people skills, but they can’t train work ethic. It’s important to find a person with

“THERE IS NO ELEVATOR IN SUCCESS; YOU HAVE TO TAKE THE STAIRS!” Thank you to the mentors in the industry that encourage me to take the steps each day.

a mission and help them shape and mold that mission into something greater. Everyone in security relies on each other, which gives this industry a family feel. Security companies want and need each other to succeed, to bring in new business, and support existing customers. If you continue to invest and train employees, promote from within, and demonstrate a commitment to seeing employees succeed they will be around for years to come. These tips ring true for in all industries, though. What truly is the secret that has kept me and others in security? The money/benefits? Feeling relevant? Learning opportunities? Career advancement?

It’s that we have a greater purpose. WE HELP SAVE LIVES! I find fulfillment in knowing that the installed carbon dioxide detector that went off when families were sleeping made a difference. If a technician, a monitoring department, and everyone else in the middle didn’t do their job, that family may have not woken up. That sense of purpose is a huge driver for why I do what I do — why I actively choose this industry each day. I know everyone has different perspectives and outlooks, but I look at it this way: security saved my life. Security has given me career advancement and something new every day that keeps me on my toes. We can do more to spread this feeling of security. We can strive to not only make our customers feel secure, but our employees as well. Secure in their career. Secure in their purpose. I hope you’ll consider investing in your rising leaders, helping them feel secure and purpose driven in their everyday work for you. I’m a testament of the difference that can truly make. And I am a lifelong advocate of this industry. ■

Stephanie Wagner is a Senior Manager of License & Compliance at ADT and participates in ESA Government Relations and on the Rising Leader Professional Group Council.

SECURITY NATION | AN ESA PUBLICATION

21


COVER STORY/ ÁNDRIA MORGAN

KASEY TAUGHT ME KOORSEN’S FIRE AND LIFE SAFETY DOGS SAVE LIVES

STOP, DROP, and ROLL. A concept we are all too familiar with. One that most of us learned as children in school or with our parents. Such a basic concept, that does exactly what it needs to do: remind you of the proper procedure in the event of a fire. CONT on p. 24 >

22 SECURITY NATION | AN ESA PUBLICATION


SECURITY NATION | AN ESA PUBLICATION

23


So how do you expand on it? Well, here’s one idea that’s proven successful. Incorporate 2-3 Labrador Retrievers to demonstrate stop, drop and roll — and other fire and life safety concepts — and you have yourself an engaged audience. After the passing of his nephew, Jeff Owens and his wife took home a special pup for comfort. The two didn’t know at the time, but this dog would offer so much more than a soothing nuzzle during difficult times — this dog would be the first Kasey, leading a legacy of life saving pups. The Kasey Program, a non-profit program sponsored by ESA Member Company, Koorsen Fire & Security, began small in 1994, and has now grown into a successful nationally recognized program that has traveled to over 20 states and has taught more than 5 million children. In his 31 years as a firefighter, Jeff was always asked to teach fire safety at his son’s school. On a whim one time, Jeff brought Kasey with him, because as a house dog, Kasey was already learning sit, lay and roll over — which he soon realized was essentially stop, drop and roll. And this is where the idea of the Kasey Program began. Still working as a firefighter full time, and a level one trauma center paramedic, Jeff was hired by Koorsen Fire & Security to teach fire extinguisher and OSHA regulation classes part time. One day, Jeff pitched the idea to one of his managers at Koorsen, who allowed him to pursue the now Kasey Program further, fully supporting his endeavors. In 2013, a year shy of retirement from the fire department, Randy Koorsen, CEO of Koorsen Fire & Security asked Jeff what it would take for him to take on the Kasey Program full time for the company. His answer: I just need one more year. So, Jeff completed his final year with the Indianapolis Fire Department and was able to retire from the department, allowing him to focus fully on the Kasey Program.

24 SECURITY NATION | AN ESA PUBLICATION

MOMENTS

THAT MATTER At the end of one of his 45-minute programs, Owens and the dogs made sure the kids knew the importance of having smoke detectors in their home, testing them, and replacing their batteries. At this particular school, Jeff had two siblings in attendance, one in kindergarten and the other in the 2nd grade. When the kids went home that day, they told their parents about the things Kasey taught them at school, including to always check the batteries in the smoke detectors. To ease their minds, the father checked their detectors, and three of the four of them were not working. He replaced the batteries that night. Two weeks later at 2:15 am, the family had a fire in their home and were all evacuated safely.


Clean up

with New HD Video Cameras

IPCAM-WIC2 (1080p indoor)

IPCAM-WOC1 (1080p outdoor)

Available Now

Introducing the IPCAM-WIC1 720p indoor HD video camera with two-way talk*, night vision, and more. Users can see, hear, speak and be notified when motion or sound is detected throughout their homes. This Wi-Fi® enabled device saves you time with easy QR code installation and simple mounting. Through the power of Honeywell Total Connect® Remote Services, your customers are connected anytime, anywhere. And stickier, satisfied customers mean you'll clean up with even more RMR. *Indoor HD cameras only

Visit hwsproducts.com/camera/esa for more information. © 2018 Honeywell International. All rights reserved.


“How many bosses would be so supportive?” asked Owens. “Mr. Koorsen once told me that sometimes you just need to do things because it’s the right thing to do. If my program works just once, then that’s worth more than money.” The program teaches fire and life safety skills in a fun and memorable way, so that the children will retain the information. This is not just a hunch. It’s proven.

There have been 16 documented cases where a child has responded, “Kasey taught me,” at the scene of an incident when asked, “How did you know what to do?” “As a firefighter I’ve seen images of adults and children that I wish I could unsee,” says Owens. “If I can prevent another firefighter from seeing that, then I’ve done my job.” The Kasey Program demonstrates fire and life safety skills to children in preschool through 6th grade. These skills include: Stop, drop and roll; how to crawl under smoke; how to check if a door is hot; and more. The program even teaches the children how to interact with a dog that they don’t know. Now on its 5th and 6th generation Kasey, Jeff grooms and trains each new dog, starting at eight weeks old. These dogs are trained

26 SECURITY NATION | AN ESA PUBLICATION

to demonstrate these life safety skills in the program, but they are also trained search and rescue dogs, and therapy dogs at camps for those who have been severely burned in a fire. When the current Kasey is ready to retire, Jeff always has a trained pup ready to take on the Kasey name. “The support from Koorsen is amazing. I am truly blessed to work with them.” From the beginning, Mr. Koorsen didn’t want school finances to be a factor; regardless of whether they are a Koorsen customer or not. Spreading the message of fire and life safety is important to Koorsen Fire & Security, and that message transfers through the program. The Koorsen brand believes in making a positive impact in every community they serve. The Kasey Program has established such a consistent clientele, visiting over 400 schools per year. With such popularity, most schools have to schedule an event at least three months in advance to avoid the waiting list. If there’s a school that Jeff and the dogs haven’t yet been to before, a Koorsen representative at one of their 30+ branches will coordinate the logistics. The program has received national recognition with news coverage by NBC Nightly News, Fox News, USA Today, and a feature in National Geographic’s 2017 book, “Loyal,” by Rebecca Ascher-Walsh. Children are our community’s greatest assets, it is never too soon to teach them about fire and life safety. ■


Visit us at ESX Booth #509 June 20-21

Let’s get this job started...

...and finished. Having the right tools can make a big difference on the time spent on surveillance jobs. That’s why we developed exclusive tools to help you design, install, configure and maintain your projects.

Get started today at www.axis.com/tools


Michelle Yungblut

TRAINING & CERTIFICATION

Vice President of Training & Certification Michelle.Yungblut@ESAweb.org 972.807.6830

Live TRAINING GOES VIRTUAL

STUDENT

COURSE MATERIAL

INSTRUCTOR

Yes, you read that title right. And nope, we aren’t hiring virtual instructors. The ESA National Training School is going to start offering instructor-led training courses virtually! We are referring to this new delivery method as Online Instructor Led Training (OILT).

There is no doubt that learning installation methods from a great instructor is the best way for technicians to learn. However, NTS’ instructor-led courses haven’t been accessible to everyone due to the burdens of travel, which often equates to more expense and more time.

In the training world, this is also called synchronous online training – where teaching and learning are happening at the same time. ESA has been a front runner when it comes to offering online courses for the electronic security industry, and we continue to stay ahead of the pack with this new and convenient delivery method.

NTS will now bring students from across the state or country to an instructor-led course, using high quality video and screen sharing that allows the NTS Instructor to teach the course. Not only can the students see the instructor, but they can also see other students via their webcams.

What exactly makes synchronous training different than online or live training?

The instructor will also share screens so that course slides can be shown — they’ll also have the ability to live poll, get student feedback, utilize a white board to write or draw, and answer questions from students when they virtually raise their hand.

First, let’s define live and online training. It all boils down to when and where the three parts of learning - learners, instructor, and course materials - interact with each other. Live training includes an instructor, learners, and the course materials all in the same location at the same time and; therefore, interacting together at the same time. Online training involves a learner and the course materials in the same location, at the same time — but not the instructor and other learners. The instructor develops the online materials and is only utilized for Q&A or for providing feedback. Synchronous online training is the best of online and live training as the three components are all involved at the same time. ESA is very excited to launch this new delivery tool, as it will bring the knowledge of our highly-qualified and experienced instructors to more technicians.

28 SECURITY NATION | AN ESA PUBLICATION

Our online courses have done a fantastic job bringing the training to students who would not otherwise get the opportunity to participate in an instructor-led class, but learning online by yourself isn’t for everyone. Certain learning types need to hear and see others to stay engaged and interested in the materials. This personal interaction keeps them motivated.

Students can interact with each other during Q&A sessions or chat features in the tool’s interface. Each hour students will be given a break so that they can step away from their computer and stretch their legs. The platform also allows for mobile delivery through an app, but we recommend that students use the platform in a stationary setting to ensure a consistent Wi-Fi signal. Also, it is recommended that the courses be taken in a quiet setting with little distractions. NTS will begin offering OILT courses in May of 2018 with a few pilot courses. More and more courses will be taught this way throughout 2018, as we get more instructors and training providers transitioned to the delivery platform. Subscribe to ESA’s NTS News emails to stay informed on the launch of this new training delivery tool! Happy learning! ■


BUY AN ARLO GO LTE CAMERA, GET THE SOLAR PANEL FREE

FREE $80 VALUE

The Arlo Go is the world’s only 100% wire-free, weather-resistant LTE mobile HD security camera. No need for power or Wi-Fi, and it integrates with Telguard’s HomeControl Flex. With the Arlo Solar Panel you won’t need to recharge or replace batteries.

Now, for a limited time, purchase the Arlo Go camera and get the Arlo Solar Panel totally free – an $80 value! At participating security distributors. To learn more, talk with your Telguard sales representative at 1-800-229-2326 or Telguard.com

Arlo Go is certified for use on AT&T LTE network and requires a mobile plan before using.


M E M B E R

BENEFIT

As the leading trade association representing the dealer, integrator & monitoring professional,

ESA’s Online Tool Delivers the Latest State Licensing Requirements

One of the biggest challenges in the electronic security and life safety industry is staying up-to-date on licensing requirements in individual states.

Why Licensing?  Occupational licensing that comports with the skillsets needed for specific occupations and serves to protect the health, safety and welfare of consumers is a public good. Our industry is widely regulated in local and state governments, because it is deemed to be in the best interest of the public for alarm and life safety systems to be installed, maintained and monitored by professional and qualified persons. However, there is no consistency or conformity in licensing requirements from state to state.

Making Sense of it All

To help make sense of it all, ESA established this guide. The resource is free and available to all members. Simply click on the state you’d like information on and ESA

will provide all information that is publicly available regarding licensing. The association will even provide direct links, where applicable, to its National Training School courses that are approved in the state.

Advocating for

 Uniform Licensing ESA supports uniform electronic security licensing language for all states. The association has created model licensing language that provides states with an interest in updating obsolete licensing language or otherwise creating licensing that comports with best practices and standards for the electronic security and life safety industry. This language was developed with a task force of industry experts with extensive experience in licensing across all states and many local jurisdictions.

30 SECURITY NATION | AN ESA PUBLICATION

ESA arms its members with powerful tools like the ESA State Licensing Guide to keep you informed, prepared and positioned for success. This online resource provides information about all 50 states, with up-to-the-minute licensing requirement updates, all in one place. Requirements and regulatory agency contact information are accessible to ease the burden of maintaining credentials. Whether you are looking for licensing as it pertains to intrusion, fire, video, access control and PERs, this guide has it.

The ESA State Licensing Guide is free for all members, so what are you waiting for? Visit ESAweb.org/SLG.


TAX SEASON

AVERAGES REFUNDS WELL OVER $2,700

Mitch Reitman

Help Your Employees Manage Their Withholdings in 2018 YOU ARE A RESPONSIBLE business owner. You deduct FICA and withholding from your employees’ paychecks and make your payroll tax deposits on time. You watch as your employees hurriedly fill out their tax returns and wait for their “bonuses” from the IRS. If you are lucky each will get a small gift from Uncle Sam. After all, the employee who underwitheld and has to pay is never a happy employee. The Federal Tax Refund system is supposed to be a “pay as you go” method of collecting taxes from wages as they are earned. The IRS reported that, as of July 20, 2017, more than 106 million tax refunds had been sent out of the 142 million total individual tax returns processed, with an average refund well over $2,700. People like to get tax refunds. It provides a cushion so that they do not risk underpaying by too much and face an underpayment of estimated tax penalty. Even though it represents an interest-free loan to the government for the year, some people think that the government might be able to better save money than they can. You may want to encourage your employees to adjust their withholding rates so that they have a larger paycheck. Most are probably overdoing it a bit with the size of their refund.

32 SECURITY NATION | AN ESA PUBLICATION


Also, as refunds have been delayed due to statutory requirements for those claiming the Earned Income Tax Credit and the Additional Child Tax Credit, as well as IRS procedural delays to strengthen protections against identity theft, that interest-free loan to the government may now be for an even longer period. Major changes in the tax law that could impact withholding include the reduction in individual tax rates, the increase in the standard deduction, the elimination of personal exemptions, the increase in the child tax credit, and the adjustment, both up and down, to a number of itemized deductions. The IRS has issued revised 2018 withholding tables to try to reflect these changes. The IRS also tried to keep the structure of the withholding tables and Form W-4 as similar as possible to prior years to assist payroll processors in implementing the changes. The timing of the Tax Cuts and Jobs Act has also meant that the revised withholding tables (the tables that you, or your payroll service, use to compute the withholding from your employees’ paychecks) were late and your staff was not able to implement the new withholding with the first pay period in 2018. The IRS gave employers until March pay periods to implement the new tables. However, many employees will have had two months of withholding at the old 2017 rates for January and February of 2018, making many employees already likely to be over-withheld for the year. Employees will not get a good sense of what their 2018 withholding will look like until they can check their March paystubs after the new withholding tables have been implemented. At that point employees should have the information that they need to consider updating their W-4 form. Since most employees hate paperwork even more than their employers, you may want to encourage them to fill out the new W-4 Form. The revised Form W-4, issued at the end of February 2018, is similar in format to the prior W-4. However, the Personal Allowances Worksheet has been significantly revised to reflect changes in the new tax law. The 2018 Form W-4 includes a greatly expanded set of instructions, which also incorporate references to use of the W-4 calculator to address more complicated situations or to check to see if the taxpayer’s revised W-4 achieved the effect on their paycheck that they were expecting. The IRS website also includes the W-4 calculator at www.irs.gov/W4App. The calculator asks the taxpayer to estimate their 2018 sources of income, the number of children they will claim for the Child Tax Credit and Earned Income Tax Credit, and similar items. The IRS suggests that, while using the calculator, the taxpayer have at hand the most recent pay stubs and the most recent income tax return. The IRS also suggests taxpayers with even more complicated issues such as

The IRS website includes the W-4 calculator at www.irs.gov/W4App. The calculator asks the taxpayer to estimate their 2018 sources of income, the number of children they will claim for the Child Tax Credit and Earned Income Tax Credit, and similar items. owing self-employment tax, the Alternative Minimum Tax, the Kiddie Tax, and long-term capital gains should go even deeper and consult the discussions in Publication 505. I urge you to encourage your employees to fill out the new W-4. By filling out the new W-4 many employees such as technicians and administrative personnel may find that they can significantly reduce their withholding, thereby increasing their take home pay. More importantly some (especially employees with no children) may find that they are underwitheld. You don’t want them complaining to you next April when they find that they have to write a check to Uncle Sam. Mitch Reitman is the Managing Principal at Reitman Consulting Group, a provider of transactional and advisory services for the security industry. ■


HIRING A BUILDER OR A SUSTAINER? BUYER BEWARE BY: DON YAEGER

If your mind has already started to look toward the future — if you’re trying to figure out what the next leader of your team should look like — consider this column your “Buyer Beware.” You may encounter those who have shown that they know how to build programs, but have no experience at all in sustaining them. Those are vastly different skillsets. There are some who are good in a job for those first five years, but can’t keep the energy moving positively for longer. While we all want someone that knows how to build our program (or business), what we really need is someone who also knows how to sustain it once it’s built.

34 SECURITY NATION | AN ESA PUBLICATION

CONT on p. 36 >


Local teams with national resources that help you take on more.

SOLUTIONS THAT BUILD, CONNECT, POWER AND PROTECT BUILDING MANAGEMENT SYSTEMS

FIRE DETECTION

MEDIUM & HIGH VOLTAGE CABLE

ACCESS CONTROL

MASS NOTIFICATION

FIBER OPTIC CABLING

POWER QUALITY

VIDEO SURVEILLANCE

ELECTRICAL TRANSFORMERS

WIRELESS COMMUNICATION

INTELLIGENT LIGHTING

PROFESSIONAL AUDIO VISUAL

STRUCTURED CABLING

INTRUSION DETECTION

ELECTRICAL SWITCHGEAR

Anixter, as a Partner, can help you take on bigger, more profitable projects, managing the supply chain so you can focus on fast, streamlined installation. From large integrator customers working on multi-site complex projects to small-medium installers and residential dealers, we have a full portfolio of products, technical expertise you can rely on, and services designed for your success. Anixter does business how you want:

Visit any of our 80+ security branch locations across North America, shop online at anixter.com, or speak with your Anixter representative at 1.800.ANIXTER. 18A0110GL

anixter.com

Products. Technology. Services. Delivered Globally.


TO BUILD A PROGRAM: 1

2

3

OUT-EVALUATE YOUR COMPETITORS There’s a very good chance that you aren’t going to get the best players, especially early. Be certain that you at least get the players that best fit your organization and culture. By doing so you can sleep with certainty knowing that these players will want to identify more with you, stay loyal, and have a burning passion to outperform your expectations of them.

PUBLIC INTERFACE Ensure that you are as attractive as your program. It is a leader’s responsibility to manage a company’s reputation. There is no program or organization that is immune to a tarnished reputation. As a leader you should emit a reputation that only shines brightly upon your organization.

SURROUND YOURSELF WITH TALENT DEVELOPERS Hire assistants who are intent on developing the talent you’ve recruited. If those within your organization aren’t consistently being developed they will become unfocused and absent (while present) during meetings or practices. There needs to be a constant reminder of why what you do matters. That reminder should be front and center during every stage of development. Even if it comes at a cost, go out of your way to find talent developers. It will pay dividends in the long run... especially when there’s two minutes left on the clock and you need a game-winning drive!

TO SUSTAIN A PROGRAM: 1 2

KEEP THE ENGAGED FOCUS OF YOUR PLAYERS Your players should have a mindset through the years that is wired toward achieving the goals and aspirations that your program has. This perspective ensures that one loss doesn’t turn into two.

THE PLAYERS YOU’RE RECRUITING CAN’T BE FRONTRUNNERS Frontrunners are players who have an awesome mentality when things are good, but turn on each other the second things go bad. How do you create a culture that isn’t just words painted on the wall? It’s something that must course through their veins. They’re playing for each other even when things are difficult. No team or business that has ever been successful has avoided challenge or adversity. There will come a day when every person within your organization will find difficult times. How they respond will be extraordinarily telling.

3

NEVER WASTE A LOSS Facing adversity can be a positive, Alabama Football Coach, Nick Saban once said. He followed that with one of the most powerful things that I’ve ever heard any leader say. “I don’t want to waste a failure,” Saban said of his team’s loss to Clemson in the 2016 national title game. Any time his team fails he has them in the right frame to make the most of it. Learn, grow, gain fire, don’t lose it. That is growth. It’s important to engage your entire team with a learning opportunity in these moments. By doing this you will create a culture that seeks to develop and not crumble in times of defeat.

My hope is that as you begin to focus on what the future looks like for your program (or business), just realize that there are two types of leaders out there. Some are great builders! Others can build and sustain. It’s hard to know when you’re hiring those who haven’t been around a program long enough to sustain it. However, sustaining is equally, if not more, important than building… unless you want to hire a new leader again a few years from now! So, my message: Beware of what you’re hiring! ■

DON’T MISS THIS!

Don Yaeger is a motivational speaker, corporate business leadership coach, 11time New York Times Best-selling author and longtime associate editor for Sports Illustrated. See Don live at the ESX General Session, “Great Teams Understand Why,” being held Thursday, June 21 at Nashville’s Music City Center. For more information on ESX and to register, visit ESXweb.com A version of this article was orginally published in Forbes, 2017.

36 SECURITY NATION | AN ESA PUBLICATION


The Right Access Control Changes Everything Linear e3 systems are designed for a new generation of customers looking for cutting edge physical access control systems

Everyth ing chang es so fas t. And so do I.

Learn One. Know All. • One common database for e3 Tele Entry and Access control • Common programming interface to e3 • All software upgradeable to enhanced features. (LTG) • Upgrade via cloud, PC or USB • Remote Management Consoles for development of services to drive higher RMR

Connect with us today — linear-solutions.com or 1.800.421.1587.


SIAC

Sandy Springs Places 39 Companies on Non-Response List

SIAC

Security Industry Alarm Coalition

David Margulies President of The Margulies Communications Group

THE COMMUNITY OF SANDY SPRINGS, Georgia, has revoked the registration of 39 of its city alarm companies, due to delinquent payment of fines. The action is in response to the city’s ordinance passed last year that made alarm companies — not residents — liable for repeat false alarms. The registration revocation has impacted many local ESA Member companies, leaving them ineligible to request emergency response. “This is a classic situation in which the industry, along with the Security Industry Alarm Coalition (SIAC) and local alarm associations, has to challenge an ordinance that is completely out-of-line with the best practices we have promoted for decades,” said Stan Martin, Executive Director of SIAC. “The ordinance is based on misinformation about the role alarm systems play in protecting life and property and the best way to deal with the false alarm issue. Failure of the industry to organize and fight this unconstitutional ordinance is a major threat to our industry.” The Georgia Electronic Life Safety & Systems Association (GELSSA), two alarm companies, and SIAC, have challenged the ordinance in U.S. District Court. “If the industry allows this type of ordinance to become the norm, it will be faced with huge administrative and legal costs, disputes with customers and a process that does not align with best practices for reducing alarm dispatches,” said Dan Gordon, GELSSA President. “Passing customer fines to alarm companies cannot be an option on the table when discussing alarm management.”

The lawsuit states that alarm companies do not have a relationship with alarm users and are not in a position to supervise, direct or control the actions of their customers. Despite these facts, the ordinance imposes extreme fines on alarm companies. Under the ordinance, the first false alarm is fined at $25; second and third false alarms are $250; fourth or additional false alarms in any 24-month period are $500. “SIAC is taking the lead in helping the ESA, GELSSA and local companies fight this ordinance,” said Martin. “The city’s own documents indicate that the decision to fine alarm companies is purely political.” Sandy Springs has never explained why it does not utilize the widely adopted and proven model alarm ordinance, which has a well-documented record of success, or provided any evidence as to why they believe their ordinance will be more effective.

Sandy Spring Resident

Todd Hennings in a letter to city officials, said he had been in a similar burglary situation and suggested the city is opening itself to lawsuits in the event of a violent home invasion. “How will you face the voters — the family and friends of the injured or killed — and explain that their neighbor was injured or died so that you could collect some past due fines?” he asked.

Meanwhile, cities in Arizona, Colorado and Tennessee are considering similar laws that will hold alarm companies financially responsible for “false” alarms. This federal lawsuit will be expensive, but it is critical to take a legal stand in Sandy Springs, not only for the threat it poses for alarm companies in Georgia, but throughout the country where a similar ordinance could be on the horizon. “The real losers in this debate are residents and business owners in Sandy Springs who depend on alarm systems to protect life and property,” said Martin. “A $250 or $500 fine is a real burden on an individual or business owner trying to protect their homes or business. Sandy Springs isn’t punishing alarm companies but rather is punishing its own citizens.”

ESA and its GA Chapter, GELSSA, will continue to monitor and respond to the situation to best protect and arm its member companies and the industry. For more on how you can help support SIAC’s legal initiative against Sandy Springs, donate now. SIACinc.org/donate.aspx

38 SECURITY NATION | AN ESA PUBLICATION

05/39

According to regularly updated statistics on the city’s website, as of April 17, only five companies remained on the no-response list for unpaid fines. However, in another example of the move’s confusion, the website also says that seven other companies previously named as among the 39 having their responses cut off were in fact never registered with the city and thus were never eligible to receive response in the first place, reporternewspapers.net reported.


Raise Your Hand If You Think Alarm Companies Should Pay Your Customers' Alarm Fines! The Security Industry Alarm Coalition has helped to defeat this type of costly disruptive legislation. SIAC is the one voice for the industry on alarm management issues. SIAC can only do this important work with your financial support.

Scan this code with your cell phone and contribute immediately!

Security Industry Alarm Coalition (972) 377-9401 • 13541 Stanmere Drive • Frisco, Texas 75035


ASSOCIATE MEMBERS

CONSIDER ASSOCIATE MEMBERS

Through membership, sponsorship and advertising, associate members pledge their support to the association that protects your livelihood. Please consider ESA associate members when you make a purchasing decision. A current list of associate member companies can be found under the MyESA menu at Members.ESAweb.org.

Acquisition and Funding Services

(518) 366-5111

http://www.afssmartfunding.com

ADI - Headquarters

(800) 441-4130

http://www.adi-dist.com

Advanced Fire Systems, Inc.

(508) 453-9995

http://www.afsi.us.com

Advanced Technology Video

(888) 288-7644

http://www.atvideo.com

Affiliated Monitoring

(800) 296-9000

http://www.affiliated.com

Agent Video Intelligence

(855) 243-6884

http://www.agentvi.com

Aiphone Corporation

(425) 455-0510

http://www.aiphone.com

Alarm Capital Alliance

(888) 885-8656

http://www.alarmcapital.com

Alarm Consulting Group Inc

(561) 707-0166

http://www.AlarmConsultingGroup.com

Alarm Financial Services Inc

(866) 845-2678

http://www.alarmfunding.com

Alarm Funding Associates

(610) 692-8110

http://www.alarmfundingassociates.com

Alarm Products Distributors

(800) 783-1552

http://www.apdmn.com

Alarm.com

(877) 389-4033

http://www.alarm.com

Altronix Corporation

(718) 567-8181

http://www.altronix.com

Apollo America Inc

(248) 332-3900

http://apollo-fire.com

Astute Financial Consulting LLC

(970) 223-2382

http://www.astutefinancial.biz

Atlantic Irrigation

(914)-686-0008

http://www.atlanticirrigation.com

August Home

(510) 754-8845

http://www.august.com

AvantGuard Monitoring Centers

(877) 206-9141

http://www.agmonitoring.com

Axis Communications

(800) 444-2947

http://www.axis.com

Barcode Automation, Inc.

(407) 327-2177

http://www.barcode-automation.com

40 SECURITY NATION | AN ESA PUBLICATION


Intelligent Solutions for:

Education

Providing a secure educational environment for students now, more than ever, requires fully integrated, widely positioned, security solutions that equip staff and authorities with real-time monitoring information.

#IntelligentSolutionsForYou

Better Situational Awareness

Save on Installation

Integration

See everything and everyone

Education

4x2MP IR 180° Multi-sensor Panoramic IP Bullet PFW8800N-A180

Integrate with call boxes to capture event details

Retail

Intelligent Solutions for a Safer World Learn more at us.dahuasecurity.com/solutions

Banking

Wide field-of-view requires fewer cameras

Residential

Transportation


ASSOCIATE MEMBERS

BASYS Processing

(800)-386-0711

http://www.basyspro.com

Bold Technologies

(800)-255-2653

http://www.boldgroup.com

BQT Solutions

(775) 527-6062

http://www.bqtsolutions.com

Braveheart Sales Performance

(614) 6410600

http://www.braveheartsales.com

Bristol ID Technologies

(585) 582-5120

http://www.bristolid.com

Brivo

(866) 692-7486

http://www.brivo.com

Centra Larm Monitoring, Inc.

(603) 623-1930

http://www.centra-larm.com

Chaumont Law Inc

(818) 222-7345

http://www.chaumontlaw.com

CMS-Criticom Monitoring Services

(800) 422-2712

http://www.cmsn.com

ComNet

(203) 796-5300

http://www.comnet.net

Cornerstone Billing

(888) 629-8101

http://www.alarmbills.com

CSR Professional Services, Inc.

(772) 225-0160

http://www.csrps.com

Dahua Technology USA

(949) 679-7777

http://www.dahuasecurity.com

Dakota Alert, Inc.

(605) 358-2772

http://www.dakotaalert.com

Davis Mergers and Acquisitions Group Inc

(847) 955-2345

http://www.graybeardsrus.com

DICE Corporation

(989) 891-2800

http://www.dicecorp.com

Digital Watchdog

(866) 446-3595

http://www.Digital-Watchdog.com

DMP

(417) 849-4313

http://www.dmp.com

DSC

(714) 834-1212

http://www.dsc.com

D-Tools Inc

(925) 681-2326

http://www.d-tools.com

Dynamark Monitoring, Inc.

(240) 500-1700

http://www.DynamarkMonitoring.com

Ecolink Intelligent Systems

(714)-918-9500

http://www.discoverecolink.com

eDist

(201) 512-1400

http://security.edist.com

EIZO Inc

(562) 431-5011

http://www.eizo.com

42 SECURITY NATION | AN ESA PUBLICATION


No Activation Fees

Monthly

Call Now! 844 489 3030 www✶AllAmericanMonitoring✶com


ASSOCIATE MEMBERS

EMERgency24

(773) 725-0222

http://www.emergency24.com

FaceKey Corporation

(210) 826-8811

http://www.facekey.com

Fluidmesh Networks LLC

(617) 209-6080

http://www.fluidmesh.com

Galaxy Control Systems

(301) 845-6600

http://www.galaxysys.com

Geutebruck USA Inc

(813) 586-1000

http://www.geutebruckusa.com

Hall Signs Inc

(812) 332-9355

http://security.hallsigns.com

Hanwha Techwin America

(908)-230-3942

http://www.hanwhatechwin.com

Hikvision

(909) 895-0400

http://www.hikvision.com

Hillcrest Davidson & Associates

(214) 453-2913

http://www.hillcrestdavidson.com

Honeywell Security and Fire

(203) 484-6147

http://www.honeywelllifesafety.com

IDP Americas, Inc.

(401) 667-7440

http://www.idp-corp.com

IDS Research and Development Inc

(201) 227-2559

http://www.alarmexpert.com

INAXSYS Security Systems Inc

(514) 648-6648

http://inaxsys.com

Innovative Business Software, Inc.

(972) 518-2250

http://www.ibsoft-us.com

Integrated Control Technology

(720) 442-0767

http://www.ict.co

Interlogix

(503) 913-7933

http://www.interlogix.com

ipDatatel LLC

(866)-896-2944

http://www.ipdatatel.com

I-View Now

(888) 252-1644

http://www.i-viewnow.com

JC Gury Co Inc

(714) 738-6650

http://www.jcgury.com

Jewell Instruments

(603)-669-6400

http://www.triplett.com

JLM Wholesale, Inc.

(800) 522-2940

http://www.jlmwholesale.com

Keep Your IP

(954) 907-3848

http://www.keepyourip.com

Keri Systems

(408) 435-8400

http://www.kerisys.com

Kwikset

(949) 672-4315

http://www.kwikset.com/wirelesslocks

44 SECURITY NATION | AN ESA PUBLICATION


LTE is the Future CHOOSE DMP AND MOVE YOUR BUSINESS FORWARD You need cellular technology that works best for the long term — that’s why our LTE strategy relies on Cat-M1 technology that’s locked in to give you 10 years of service. It also provides faster connect speeds and better penetration inside buildings. Longer lasting, better range, plus you’ll save on every module. Choose DMP and move your business forward.

We make your company more valuable. 877.725.1114 • DMP.com

Keep updated on our new products and features: @dmpalarms

Long lasting. Better range.


ASSOCIATE MEMBERS

Logicmark

(703) 934-7934

http://www.logicmark.com

Magnasphere Corporation

(262) 347-0711

http://www.magnasphere.com

Micro Key Solutions

(407) 870-0040

http://www.microkey.com

NAPCO Security Group

(631) 842-9400

http://www.napcosecurity.com

National Monitoring Center

(877) 353-3031

http://www.nmccentral.com

Observables Inc

805-272-9255

http://www.observables.com

OneTel

(801) 214-7002

http://www.onetelone.com

OpenEye

(509) 232-5261

http://www.openeye.net

OPTEX Inc

(800) 966-7839

http://www.optexamerica.com

Perennial Software

(440)-247-5602 x213

http://www.perennialsoftware.com

Prodatakey

(801) 317-8802

http://www.prodatakey.com

Qolsys

(408) 221-6653

http://www.qolsys.com

Radio Alarm Central

(401) 461-2204

http://www.nexgenerationcentral.com

Rapid Response Monitoring Services

(800) 558-7767

http://www.rrms.com

Revi Media/HomeSafety.com

(800) 491-7025

http://www.homesafety.com

SavvyTech Security

(626) 961-8999

http://www.savvytechsecurity.com

Secura Key

(818) 882-0020

http://www.securakey.com

Security America Risk Retention Group

(901) 327-2450

http://www.securityamericarrg.com

SentryNet

(850) 434-0087

http://www.sentrynet.com

SnapAV

(704) 578-8648

http://www.snapav.com

Southwire

(847) 672-2300

http://www.southwire.com

Telular Corporation

(678) 264-2004

http://www.telular.com

The Decal Factory

(800) 369-5331

http://www.decalfactory.com

The Systems Depot Inc

(828)-485-4800

http://www.sdepot.com

46 SECURITY NATION | AN ESA PUBLICATION


IT’S MORE THAN SECURITY,

IT’S BUSINESS INTELLIGENCE.

Beyond security, Hikvision solutions provide important data and business intelligence for end users, which can enable greater commercial success and more efficient operations.


ASSOCIATE MEMBERS

TRENDnet

(310) 961-5500

http://www.trendnet.com

Universal Monitoring LLC

(704) 697-5400

http://www.universalmonitoring.com

Vanderbilt Industries

(973) 316-3900

http://www.vanderbiltindustries.com

Vericom Global Solutions

(865) 687-4455

http://www.vericomsolutions.com

Vertek Corporation

(802) 764-4560

http://www.vertek.com

WebStrategies

(804) 464-1230

https://www.webstrategiesinc.com

West Safety Services

(720) 494-5846

http://www.west.com/safety-services

Windy City Wire Inc

(800) 379-1191

http://www.smartwire.com

Winland Electronics Inc

(507)-625-7231

http://www.winland.com

ZKTeco USA

(862) 505-2101

http://www.zkaccess.com

Dakota Alert®

WIRELESS SECURITY EQUIPMENT (605) 356-2772 | www.DakotaAlert.com

Wireless driveway alarms — Be alerted any time someone enters the property. • Solar Powered Breakbeam • Motion Detectors • Vehicle Sensors • Easy installation • Wireless ranges up to several miles

Dakota Alert has sensors for your backyard, driveway, porch, outbuildings and more... Dakota Alert, Inc. is a leading manufacturer of wireless alert products. Whether you’re trying to keep an eye on outbuildings or just want to know if someone is coming up your driveway, our wireless alerts and accessories allow you to be completely aware of any presence on your property.

48 SECURITY NATION | AN ESA PUBLICATION


ESAweb.org/Training

ONLINE TRAINING

THE ESA NATIONAL TRAINING SCHOOL (NTS)

is the leading provider of classroom and online courses, as well as certifications, for the evolving electronic security and life safety industry. Because NTS courses are developed by industry professionals with in-depth experience in security integration, courses focus on practical skills and knowledge relevant to the required jobs and tasks in a subject area. As the security integration channel and code specifics evolve, so do our courses, reflecting the latest trends and updates — students learn what they need to know in today's market. For more information and to register for courses, visit www.ESAweb.org/Training

Hablas EspaĂąol? ESA/NTS Certified Alarm Technician Level I Course Translated in Spanish Now Available Online! www.ESAweb.org/Spanish


E S A

W E L C O M E S

NEW ASSOCIATE MEMBERS ECOLINK

Ecolink is a leading developer of low power, highly reliable wireless solutions. The company delivers a wide range of wireless security, sensing and home automation devices. With over 20 years of wireless engineering expertise, the team at Ecolink represents the industry’s best with numerous patents issued and countless more innovations.

discoverecolink.com

For More Information on ESA Associate Member Companies Check Out SecurityIndustryMarketplace.com! 50 SECURITY NATION | AN ESA PUBLICATION


Austin. Hello,

RISING ESA LEADERS FORUM This boot-camp-style event is anything but conventional. Filled with purposeful education, quality networking and dynamic teambuilding activities, programming is designed specifically for the industry’s leaders of tomorrow.

JANUARY 27-29

29-31

2019

LEADERSHIP SUMMIT2019 This executive-level conference gathers the best minds in the electronic security and life safety industry to share best practices and techniques, lend advice, push each other to be better — and move the industry forward.

ELECTRONIC SECURITY ASSOCIATION WWW.ESAWEB.ORG/EVENTS

SECURITY NATION | AN ESA PUBLICATION

51


E S A

W E L C O M E S

NEW REGULAR MEMBERS Dec 18, 2017 - Apr 20, 2018 Labor4orce

Saginaw

TX

Lee's Alarm System LLC

Bridgeton

NJ

Legends Security & Sound, Inc.

Columbia

SC

A+ Security LLC

Anchorage

AK

Advanced Security Technologies LLC

Monroe

LA

AFP Systems Technologies

Covington

LA

LOOP Audio Video Security

Mandeville

LA

Alabama Interconnect

Florence

AL

Matrix Security Services Inc

Rochester

NY

Allied Fire & Safety Equipment Co., Inc

Neptune

NJ

Miller Protective Service

Memphis

TN

American Alarm Corp

Roswell

GA

Mountain Heritage Systems

Newland

NC

A-Plus Fire Protection LLC

Bertram

TX

Nelson's Electronic Systems

Dothan

AL

Armor Security

Lenexa

KS

NetGuard Security Solutions LLC

Eau Claire

WI

Associated Installations Inc

Westwood

NJ

OSI Security

Abilene

TX

Atlanta Access Controls, Inc

Locust Grove

GA

Phoenix Fire Systems, Inc.

Olathe

KS

Autech LLC

Pelzer

SC

Preventia

Columbia

TN

Avendano's Communications

New Fairfield

CT

Prime Wire Networks LLC

White Plains

NY

Bear Communications LLC

Delevan

NY

RW Locksmith

Lackawanna

NY

Best Buy Stores LP

Richfield

MN

Safe Trust Security

Headland

AL

Bob's Security Systems Inc

Bardonia

NY

Security Equipment Inc

Omaha

NE

Casey Technology Solutions LLC

Joshua

TX

Selma Communications Svc

Selma

AL

Centennial Security Integration Inc

Astoria

NY

Sound Advice & Video LLC

Stone Harbor

NJ

County Line Lock & Security

Albion

NY

Southern Burglar & Fire Alarm Co Inc

Belton

SC

Danmark

Rogersville

AL

Sublime Life Solutions

Rochester

NY

DSI Security

Dothan

AL

Sunbelt Security

Summerton

SC

Dynamic Technologies

Pataskala

OH

Technically Advanced Lock & Alarm

New Hampton

NH

ESEind Inc

Brookings

SD

Total Connect Solutions LLC

Pensacola

FL

Fant's Telephone Service

Holly Springs

MS

Ultimate Security

Scottsboro

AL

Fire Protection Inc

Everett

WA

USA Security Services

Paramus

NJ

HabiTech Systems

Ormond Beach

FL

Zen Security LLC

Louisville

KY

52 SECURITY NATION | AN ESA PUBLICATION


SAVE THE DATES ESAWEB.ORG/EVENTS

2018

ESX Nashville, TN SECURITY NATION | AN ESA PUBLICATION

53


THANK YOU! T O O U R 2 0 1 8 M E D I A PA R T N E R S

54 SECURITY NATION | AN ESA PUBLICATION


Security Nation 2018 May/June  
Security Nation 2018 May/June  
Advertisement