Alarm Verification Technologies from DSC Panels... · Alarm Verification Technologies from DSC...

AlarmVerificationTechnologiesfromDSC

Module1:SalesTraining

COURSE MANUAL

Verification Sales Training.qxd 10/12/05 12:48 PM

2

IntroductionandOverview

ThismoduleformstheintroductorycomponentoftheaudioandvisualverificationinstallationtrainingcoursefromDSC.Itcanalsobeusedasastand-

alonemodulewheninstallationtrainingisnotrequired.

Youwilllearn:

•Thetrendsinthemarketthathavecreatedtheopportunityforliveverificationtechnologies.

•AnoverviewofthethreeproductsavailablefromDSCto

supportthisgrowingmarket.

•Howtotakeadvantageofthesetrendsandproductstogenerateprofit.

AlarmVerificationTechnologiesfromDSC


Thebasicpurposeofverificationtechnologyistoprovidethesecuritysystem

withareal-timelinktothecentralmonitoringstationintheeventofanalarm.Thisallowsthecentralmonitoringstationto:

1. Confirmthevalidityofanalarmtopreventfalsedispatches.

2. Rapidlydeterminethenatureoftheemergencyandprovideinstructions.

3. Dispatchtheappropriateresponse.

Visualverification instantlyconfirmswhatishappeningby

visuallyconfirmingtheevent.

Audioverification allowsthecentralstationtoverballyannounce

toanintruderthataresponsehasbeensent.

Thebenefitsofthisreal-timelinkforthealarmdealerarethattheyareableto

increasethevalueoftheproductsinstalledinthepremiseandincreasetheirrecurringmonthlyrevenuebyofferingadditionalliveservices.

Addingalarmverificationtechnologyalsoaddressesthegrowingno-responsepoliciesinmanyjurisdictionsbyenablingthecentralstationtoverifythecauseof

thealarminstantly.

Additionalbenefitsofaddingalarmverificationincludelowerattritionratefor

centralstationmonitoring.Itisanacceptedtrendintheindustrythatcustomerswhospendmoreontheiralarmsystemsinitiallyhavealowerattritionrate

becausetheyvaluetheirpurchase.

Inconclusion,audioandvideoverificationtechnologyimprovessecurity,

increasesrevenueandhelpstopreventfinesorbeingplacedonano-responselist.

VerificationtechnologyfromDSCworksoverthestandardsecurityphonelinewithoutanyinvestmentinnetworkingequipment.

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VerificationTrendsandOpportunities

Technology-specificBenefits

TechnicalTidbits


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1. Whatarethekeybenefitsofverificationtechnology?

❏ Preventsfalsedispatchesbyconfirmingthevalidityofanalarm

❏ Providesinstructionstothehomeownerintheeventofanemergency❏ Confirmtoanintruderwithalivevoicethattheauthoritieshave

beendispatched(audioverificationonly)❏ Alloftheabove

ReviewQuiz1


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VisualVerification VisualverificationsolutionsfromDSCprovidenewbenefitsbasedonadvanced

technology.Thesebenefitshavenotpreviouslybeenavailabletosmaller-sizedinstallationsorbranchlocationsoflargercompaniesbecauseithasnotbeen

cost-effectivetodoso.However,thetechnologiescoveredduringthismodulewillshowsalespeoplehowtotakeadvantageofthispowerful,yetcost-effective

up-sell.

Themarketforvisualverificationisbeingdrivenbytwokeycauses.Thefirstis

thatcustomers’comfortlevelwithcamerasystemshasgrowntothepointwheretheyexpectittobepartoftheirsecuritysystem.Thesecondisthatthepriceof

digitaltechnologyhasdramaticallyreducedthecostofbothcamerasandnetworkingtothepointwhereitisaffordablebyalmostanyone.

Asthenameimplies,visualverificationenablesanalarmtobevisuallyverifiedbeforearesponseissent.Thebenefitsofvisualverificationcanbesummed-up

asfollows:

VisualverificationfromDSCcanreducethetotalcostofownershipofasecurity

systembyreducingcostsassociatedwithfalsedispatches.Becausepre-andpost-alarmeventsaresenttothecentralmonitoringstationthecauseofthe

alarmcanbeverified.

MoreeconomicalthanmostclosedcircuitTVsystemstoinstallandmaintainand

loweroperatingcoststhanDVR-basedsystems.

Compressedvideoimagesaresenttothecentralmonitoringstationusingthe

standardsecurityphonelinesothereisnohighcostfornetworkingsystems.

CompanionModuleTheVVM110Installation

TrainingModule

Benefit:ReduceFalseDispatches

Benefit:CostEffective

Benefit:AdvancedVideoDistribution


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AdditionalBenefitsThatCanOnlyCome

FromVideo:

1. Videoguardtourscanbeprovidedasaservicebythecentral

monitoringstation.

2. Remoteaccessbysystemownersto“look-in”ontheirpremises.

3. Event-reportingvideocanbesenttothehomeownerorbusinessmanagerviavideoemail.

Todeliveronthesebenefits,DSChasbroughttheVVM110visualverificationmoduletothemarket.Thistechnologyallowsvideosignalsfromthepremiseto

bedeliveredoverstandardphonelinestothecentralmonitoringstationandremotelytothecustomer.

And,aswithallDSCsecurity,thecentralmonitoringstationcannot“spy”onapropertywithoutauthorization.Authorizationcanbeintheformoftimedevents

suchasaguardtouror(ofcourse)whenthealarmistriggered.

Bymakingthecentralmonitoringstationacriticalcomponentofthevisual

verificationsystemyouimprovesecurityandgeneratevaluablerecurringmonthlyrevenue.

IntegratedLineTesting


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1. Thekeybenefitsofvisualverificationinclude(selectallthatapply):

❏ Enablesvideoguardtours

❏ Reportseventslikeastoreopeningorasafeopeninginavideoemailtothemanager

❏ Allowsthecentralmonitoringstationtoverifyanalarmbeforedispatchingtheauthorities

❏ Alloftheabove

Witheitheraudioorvideoverificationsecuritydealerswillappreciate(selectallthatapply):

❏ Additionalrecurringmonthlyrevenue❏ Easyinstallation

❏ Nocomputerstomaintainon-site❏ Alloftheabove

ReviewQuiz2

2.


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SellingtheVVM110VisualVerification

Module

TheVVM110isadigitalvideodialerthatactsasanadapterunitconverting

standardanalogvideosignalstobetransferredviastandardphonelines.ItbridgesthegapbetweenexpensiveCCTVsystemsandstandardalarmsystems.

TheinstallercanconnectanystandardNTSCorPALcamera(upto4)tothe

VVM110usingcoaxialcableandBNCconnectors.ProgrammingtheVVM110isaccomplishedviathekeypadorrobustPC-basedsoftware.

WiththeVVM110thereisn’tanyexpensiveorcomplicatedDVRorcomputer

systemstoinstallandmaintain.Themodulesimplyconnectstothecontrolpanelanddeliversvideosignalsviathephonelinetothecentralstationequipment.

TheVVM110iscontinuouslyrecordingandmaintainsa“buffer”ofvideoinitson-boardmemory.Thisallowsthevideosignaltobesenttothecentral

monitoringstationwithbothpre-andpost-alarminformation.TheVVM110isnotcontinuouslysendingvideoinformationoveraphonelinetobestoredonahard

driveortape.Itisdesignedtodeliveronlyvideobasedoneventsorduringaliveremotelook-insession.

Whenanalarmistriggered,immediatelyafterthealarmsignalissenttothe

centralmonitoringstation,theVVM110contactsthecentralstationanddeliversthevideotoaspecializedserver.Thecentralmonitoringstationneedstobe

equippedwithcompatiblevideo-enabledequipment.Theserverthensendsthevideototheoperatorand(ifapplicable)tothecustomer.

HowVVM110Works

VVM110 connects to any camera(existing or new) and to astandard phone line or circuit-switched cellular service

The services are provided directly to customers

DSC control panel withintegrated VVM110 visualverification module

Central monitoring station (video service provider)


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NewServicesYouCanOfferUsingtheVVM110

TherearethreebasicservicesyoucanofferusingtheVVM110

installationaspartofyoursecuritysystemoffering:verifyingan

alarmeventatthecentralstation,notifyingtheownerofevents

throughcompressedvideoclipstotheiremailinbox,andletting

thecustomerlook-inontheirpremisesremotelyatanytime.

• Verify-Avoidfalsedispatches

• Notify–Receivevideoemailofeventssuchasasafeopening

• Look-in–Checkonyourhomeorbusinessanytimeyouwant

Bycombiningthesethreebasicbenefitsintoasinglesalespitchyouwillbeable

tonotonlysolvetherealproblemoffalsedispatches,butaddservicesthatwillgeneraterecurringmonthlyrevenueanddeliverbettersecuritytothecustomer.

Byverifyingalarmsyouareprovidingasolutiontotheno-responsepoliciesin

manyjurisdictions.Thisensuresyourcustomersgettheprotectiontheydeserveastheyknowanappropriateresponsetoanalarmwillbesent.

Notifyingcustomersofeventsishandledfromavideoserverlocatedatthe

centralmonitoringstation.Thisletscustomersvieweventssuchasseeingwhoisenteringtheirpropertyandwhethertheauthorizedpersonisbringinganyone

unauthorizedwiththem.Theycanalsouseeventsmonitoringforthingslikeasafeopeningoranopen/closeprocedure.

Andfinally,withtheVVM110youareprovidingatoolthatcustomerscanuseto

interactwiththeirsecuritysystemsonaregularbasis.Theycandialintotheirsystemandlook-inontheirpropertyatanytime.Itisawellknownfactthemore

oftenasystemisused,themoreitisvaluedandthelowertheattritionrate.

VideoMonitoringServices


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MakingtheSalesPitch Avaluablepartnerinyoursellingprocessisthecentralmonitoringstation.

Becausetheymaintainamonthlybillingrelationshipwithmanycustomers,theirmailinglistscanbeleveragedtodeliverbuckslipsortoholdcentralstation

symposiumswiththekeyaccounts.

Theidealwaytopresentasolutiontoacustomeristoprovidethemwithpackagesthatincludeverificationwithstandardizedcontrolpanelandkeypad

pricingforbothinstallationandmonitoring.

Thenthebenefitsofthesepackagescanbeclearlycommunicatedtothecustomerusingwhatyouhavelearnedinthiscourse.Tosupportyoufurther,a

fulllineofbrochuresareproducedbyDSCandareavailableviayourlocaldistributororDSCinsidesalesrepresentative.


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AudioVerification AudioverificationfromDSCisavailableintwodistincttechnologiesfroma

centralmonitoringstationperspective.Tothehomeownerorbusinesscustomerthereislittletonodifferencebetweenthetwotechnologies.

ThefirstoptionisavailablewiththePC5900audioverificationmodule.Whena

PC5900isused,onlyoneperson’svoiceistransmittedatatime.Thecentralstationoperatorselectsthe“Talk”or“Listen”functiontointeractwithspeakers

andmicrophonesonthealarmsystem.

Thecustomersimplyspeaksnormallyandtheirvoiceispicked-upthroughmicrophoneslocatedonthepremises.

TheotheroptionisaVOXmodule.VOXmeansVoice(VO)Switching(X).Thisallowsthecentralmonitoringstationtohaveaconversationwiththepersonon

theotherendthesamewaytheywouldduringatelephoneconversation.Atruetwo-wayvoicesolution.Again,tothecustomerthereisnorealdifference

betweenthePC5900andtheVOXmodule.

Thecentralmonitoringstationisnotallowedtorandomlylisten-inonahome.

Theirtwo-waysessionisonlyactivatedwithapre-programmedeventlikeanalarm.

CompanionModuleThePC5900Installation

TrainingModule

TechnicalTidbit


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TheBenefitsofAudioVerificationInclude:

1. Announcetointrudersthatanappropriateresponsetothealarm

hasbeensent.

2. Instantlytalktothecustomertoverifyanalarm(orfalsealarm).

3. Instructthecustomerofanappropriatecourseofaction.Forexample,toquicklyescapeifafirealarmorcarbonmonoxidealarmistriggered.

Audioverificationisaneasy-to-selladd-ontoasecuritysystembecauseitimprovesthelevelofsecurityavailabletothecustomerataminimalincremental

systemcost.However,whensellingtoanewresidentialcustomerthedealershouldbeawarethatfalsedispatchesisahot-buttonindustryconcern,butnotan

issueforconsumers.Therefore,unlessitisspecificallymentionedbythecustomer,thefocusofthesalespitchshouldalwaysbeontheaddedsafetyand

betterserviceofferedthroughaudioverification.

Audioverificationisaneasytosell,installandmaintainsystemthatimproves

basicsecuritywhilegeneratingrecurringmonthlyrevenue.Anyinstallationthatisnotofferingaudioverificationasanadd-ontoabasicsecuritysystemisleaving

moneyonthetableandreducingthequalityofthesecurityprovided.

Thebenefitsofaudioverificationinclude:


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1. WhatisthedifferencebetweenthePC5900andtheVOXmoduleforaudioverification?

❏ ThePC5900supportsupto10speakersandtheVOXonlyfive❏ ThePC5900onlyworkswithPowerSeriescontrolpanelswhile

VOXisPowerSeries™ andMAXSYS®

❏ TheVOXmodulehasgreenandpurpleflashingLEDsonit

❏ TheVOXmoduleistruetwo-waycommunicationthatisvoiceactivatedandnotpush-to-talk

ReviewQuiz3


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Conclusion VerificationtechnologiesfromDSCimprovesecurityandaddressthegrowingno-

responseproblem.Audioverificationprovidesessentialcommunicationinaneasy-to-installandusesystemwhilevisualverificationisemergingasamajor

ingredientofanysecuritysystem.Byleveragingthecontrolpanelanditscommunicationcapability,everysecuritydealerisabletoofferadditional

serviceswithoutinvestingincomplicatedcomputerhardwareorhigh-bandwidthnetworks.

Sellingverificationiseasybecauseitisanaffordablewaytodeliverpieceofmind.


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1. Whatbenefitscomefromverificationtechnology(audioand/orvisual)?


❏ Provideinstructionstothehomeownerintheeventofanemergency❏ Confirmstoanintruderwithalivevoicethattheauthorities

havebeendispatched❏ Alloftheabove

WhatisthedifferencebetweenthePC5900andtheVOXmoduleforaudioverification?

❏ ThePC5900supportsupto10speakersandtheVOXonlyfive

❏ TheVOXmodulehasgreenandpurpleflashingLEDsonit❏ TheVOXmoduleistruetwo-wayvoicecommunicationthat

isvoiceactivatedandnotpush-to-talk❏ ThePC5900onlyworkswithPowerSeriescontrolpanels,while

VOXalsoworkswithMAXSYScontrolpanels

WiththeVVM110whatadditionalservicescanthecentralmonitoringstationprovide(selectallthatapply)?

❏ Abilityforcentralmonitoringstationtorandomlylook-inonpremisestoensureindividualsaresafe

❏ Videoguardtoursaccordingtoaschedule❏ Eventreportingintheformofanemailvideofiletothecustomer

❏ Noneoftheabove

Wheredoyougotogetthelatestsalessupportliteratureinprintedform?

❏ TheDSCwebsite❏ Insidethecontrolpanelcabinet

❏ Thenewspaper❏ Yourlocaldistributorcanorderitforyou

FinalExam

2.

3.

4.


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5. HowmanycamerascanbeconnectedtotheVVM110?

❏ One

❏ Two❏ Three

❏ Four

TheVVM110deliversthevideosignaltothecentralmonitoringstationoverwhatcommunicationtechnology?

❏ Phoneline❏ Wireless

❏ TheInternet❏ CCTV

TheVVM110sendsuncompressedvideotothecentralmonitoringstationtoensuremaximumvideoclarity?

❏ True

❏ False

Whichofthefollowingarebenefitsofaudioverification(selectallthatapply)?

❏ Announcestointrudersthatthesystemismonitoredandanappropriateresponsehasbeensent

❏ Centralmonitoringstationoperatorsareabletoverifyanalarm(orfalsealarm)withthesystemowner

❏ Instructthesystemowneronanappropriatecourseofaction.Forexample,toquicklyescapeifafirealarmorcarbonmonoxide

alarmistriggered❏ Sendvideoclipsviaemailtothecustomer

FinalExam(Continued)

6.

7.

8.


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9. TheVVM110needstocommunicatewith?

❏ OtherVVM110modulesthatareinstalledonsite

❏ Anycompatiblevideo-enabledcentralstation❏ TheSystemIIIlinecardfromSur-Gard™ locatedinthecentralstation

❏ Apersonalcomputer

Whatisthenumberonereasontobesellingverificationtechnology?

❏ Itgeneratesrecurringmonthlyrevenue

❏ ItisaULrequirement❏ Itischeap

❏ Ithelpstosellhomeautomation

FinalExam(Continued)

10.


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1. Whatarethekeybenefitsofverificationtechnology?


❏ Providesinstructionstothehomeownerintheeventofanemergency❏ Confirmtoanintruderwithalivevoicethattheauthoritieshave

beendispatched(audioverificationonly)❏ Alloftheabove

ReviewQuiz1Answers

✓


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1. Thekeybenefitsofvisualverificationinclude(selectallthatapply):

❏ Enablesvideoguardtours

❏ Reportseventslikeastoreopeningorasafeopeninginavideoemailtothemanager

❏ Allowsthecentralmonitoringstationtoverifyanalarmbeforedispatchingtheauthorities

❏ Alloftheabove

Witheitheraudioorvideoverificationsecuritydealerswillappreciate(selectallthatapply):

❏ Additionalrecurringmonthlyrevenue❏ Easyinstallation

❏ Nocomputerstomaintainon-site❏ Alloftheabove

ReviewQuiz2Answers

2.

✓

✓


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1. WhatisthedifferencebetweenthePC5900andtheVOXmoduleforaudioverification?

❏ ThePC5900supportsupto10speakersandtheVOXonlyfive❏ ThePC5900onlyworkswithPowerSeriescontrolpanelswhile

VOXisPowerSeriesandMAXSYS❏ TheVOXmodulehasgreenandpurpleflashingLEDsonit

❏ TheVOXmoduleistruetwo-waycommunicationthatisvoiceactivatedandnotpush-to-talk

ReviewQuiz3Answers

✓


Whatbenefitscomefromverificationtechnology(audioand/orvisual)?


❏ Provideinstructionstothehomeownerintheeventofanemergency❏ Confirmstoanintruderwithalivevoicethattheauthorities

havebeendispatched❏ Alloftheabove

WhatisthedifferencebetweenthePC5900andtheVOXmoduleforaudioverification?

❏ ThePC5900supportsupto10speakersandtheVOXonlyfive

❏ TheVOXmodulehasgreenandpurpleflashingLEDsonit❏ TheVOXmoduleistruetwo-wayvoicecommunicationthat

isvoiceactivatedandnotpush-to-talk❏ ThePC5900onlyworkswithPowerSeriescontrolpanels,while

VOXalsoworkswithMAXSYScontrolpanels

WiththeVVM110whatadditionalservicescanthecentralmonitoringstationprovide(selectallthatapply)?

❏ Abilityforcentralmonitoringstationtorandomlylook-inonpremisestoensureindividualsaresafe

❏ Videoguardtoursaccordingtoaschedule❏ Eventreportingintheformofanemailvideofiletothecustomer

❏ Noneoftheabove

Wheredoyougotogetthelatestsalessupportliteratureinprintedform?

❏ TheDSCwebsite❏ Insidethecontrolpanelcabinet

❏ Thenewspaper❏ Yourlocaldistributorcanorderitforyou

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✓

1.

FinalExamAnswers

2.

3.

4.

✓

✓

✓


HowmanycamerascanbeconnectedtotheVVM110?

❏ One

❏ Two❏ Three

❏ Four

TheVVM110deliversthevideosignaltothecentralmonitoringstationoverwhatcommunicationtechnology?

❏ Phoneline❏ Wireless

❏ TheInternet❏ CCTV

TheVVM110sendsuncompressedvideotothecentralmonitoringstationtoensuremaximumvideoclarity?

❏ True

❏ False

Whichofthefollowingarebenefitsofaudioverification(selectallthatapply)?

❏ Announcestointrudersthatthesystemismonitoredandanappropriateresponsehasbeensent

❏ Centralmonitoringstationoperatorsareabletoverifyanalarm(orfalsealarm)withthesystemowner

❏ Instructthesystemowneronanappropriatecourseofaction.Forexample,toquicklyescapeifafirealarmorcarbonmonoxide

alarmistriggered❏ Sendvideoclipsviaemailtothecustomer

✓

5.

FinalExamAnswers(Continued)

6.

7.

8.

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✓

✓

✓

✓

✓


TheVVM110needstocommunicatewith?

❏ OtherVVM110modulesthatareinstalledonsite

❏ Anycompatiblevideo-enabledcentralstation.❏ TheSystemIIIlinecardfromSur-Gardlocatedinthecentralstation

❏ Apersonalcomputer

Whatisthenumberonereasontobesellingverificationtechnology?

❏ Itgeneratesrecurringmonthlyrevenue

❏ ItisaULrequirement❏ Itischeap

❏ Ithelpstosellhomeautomation

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✓

9.

FinalExamAnswers(Continued)

10. ✓


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