SSI June 2011

June 2011Vol. 33 No. 6

secu

rity

sale

s.co

m

PLUS:Building RMR WithRemote Video ServicesRemote Videeo Services

Checklist for More Access Contrrol Sales

2011 Super Security Fleets

pp

How Operators AreOvercoming Vehicle Challenges

THE

ISSUE

Pictured: Stanley CSS Director of Marketing Beth Tarnoff

ONE LOCK. ENDLESS SOLUTIONS.Flexible. Adaptable. Scalable. The AD-Series from Schlage.®

LEARN MORE at schlage.com/ad-series

www.securitysales.com/freeinfo/16153

SS0611schlagonelockbelly.indd 1 5/18/11 3:35:03 PMSECUR_bellyband_cover.indd 1SECUR_bellyband_cover.indd 1 6/9/11 12:15:09 PM6/9/11 12:15:09 PM

http://www.securitysales.com/freeinfo/16153

graypage.indd 1graypage.indd 1 6/9/11 1:04:06 PM6/9/11 1:04:06 PM

June 2011Vol. 33 No. 6

secu

rity

sale

s.co

m

PLUS:Building RMR With Remote Video Services

Checklist for More Access Control Sales

SAMMY AWARD WINNERS Reveal Their Success Secrets

2011 Super Security Fleets How Operators Are Overcoming Vehicle Challenges

Sales & Marketing

THE

ISSUE

Pictured: Stanley CSS Director of Marketing Beth Tarnoff

SS6cover3.indd 991SS6cover3.indd 991 6/7/11 2:19:45 PM6/7/11 2:19:45 PM

Linear PERS Kit 3B

Battery Pack

Two-way Voice Board

Help Button

Three Button Attachments

Instructional Brochures

The lowest priced PERS package ever!

What’s in the Package

Linear PERS Kit 3B

Personal Emergency

Response System

$5 .00 Per Month

Monitoring Fee

$69 .00Equipment

Package Price

Security Monitoring

Video Monitoring

Web & Mobile Access

Radio/GSM Monitoring

Two-way Voice

Fire Monitoring

Internet Monitoring

Affi liated Central . . . alarm monitoring services for the professional.

Here’s the deal.s $69.00 complete equipment package price.

s $5.00 per month PERS monitoring fee.

s 5 year monitoring rate guarantee.

s Individual customers have lifetime rate guarantee.

s One year monitoring required. You may reassign unit to new customers.

s FREE shipping. That’s it. No small print. No catches.

Call Affi liated Central today at 800.296.9000 to get started and learn more about the fantastic earnings potential of the PERS marketplace.

800.296.9000sales@affi liatedcentral.com www.affi liatedcentral.comwww.securitysales.com/freeinfo/16272

SS6p992-994.indd 992SS6p992-994.indd 992 6/7/11 12:04:50 PM6/7/11 12:04:50 PM

http://www.affi



SS6p1.indd 1SS6p1.indd 1 6/7/11 12:21:08 PM6/7/11 12:21:08 PM


securitysales.com • JUNE 20112

June 2011 CONTENTSVol. 33, No. 6

46 COVER STORY: Reaching the Pinnacle of Brand MessagingWinners of the 16th annual SAMMY Awards reaffi rm how creative and cost-effective sales and marketing techniques power business success. Learn who won in each category and pick up great ideas for your own company. By Rodney Bosch, Scott Goldfi ne and Ashley Willis

58 Wireless Surveillance Serves as PD’s Force MultiplierA local systems integrator won a bid to expand the Pensacola, Fla., Police Department’s four-camera network of surveillance cameras. To install a new wireless mesh system, line of sight issues, 140mph wind load requirements and other challenges had to be met. By Rodney Bosch

66 2011 Super Security Fleets StudyHow are installing security company owners and operators managing their vehicle fl eets in the face of unprecedented economic pressures and pain at the pump? SSI’s fi rst Super Security Fleets study exposes the answers with input collected from hundreds of respon-dents throughout the industry. By Scott Goldfi ne

72 Realizing Remote Video’s Revenue Possibilities Remote services such as video guard tours and verifi cation appeal to end users, and have the potential to be very lucrative for integrators. Find out what’s involved to succeed in this growing marketplace from technology, sales and marketing, and operational stand-points. By Sharon Shaw

76 Checklist Walks You Through Access Sales ProcessDo you know the important questions and observations required to identify the best ac-cess control system for any installation? Get the guidance you need along with insights on conducting site surveys and security audits; gathering design details; ensuring code compliance; and validating security requirements. By Lester LaPierre

80 Securing Power on the NetworkBehind every properly designed security system lurks a low-voltage power supply. Select-ing the right device ensures proper and reliable functioning. Know what factors to con-sider — particularly where it comes to networked-based solutions incorporating power over Ethernet (PoE). By Ronnie Pennington

84

76

72

Learn why these installing security contractors took home top honors at the 16th Annual SAMMY (Sales and Marketing) Awards. Ideas to boost your company’s brand messaging within.

— See page 46

SS6toc.indd 2SS6toc.indd 2 6/7/11 1:32:33 PM6/7/11 1:32:33 PM

UPGRADE TO

IP VIDEO

WITHOUT

THE DRAMA

From the specialists in video transmission,

here’s the breakthrough performance of

the year: Ethernet-over-Coax (EoC)

technology, from NVT.

Allowing legacy coax cable to be used to

transmit Ethernet video, the new NVT

NV-EC1701 EoC Transceiver enables

analog cameras to be easily upgraded to

IP/Megapixel models, and without the

expense of re-cabling.

The NV-EC1701’s star performance includes:

• IP Video and PoE power at distances

well beyond the standard 328ft (100m)

• Multiple camera video and

power over one coax cable

• No configuration or

set-up required

• ‘Plug and play’ connectivity

• Camera PoE up to 45 watts

• Built-in transient protection

When it comes to EoC technology

from NVT, the winner is... you.

www.nvt.comTel: 650.462.8100

Email: www.nvt.com/email www.securitysales.com/freeinfo/16184


http://www.nvt.com

http://www.nvt.com/email



COLUMNS12 Between Us Pros With Scott Goldfine

SSI’s publisher celebrates its 50th anniversary.

24 Convergence Channel With Paul Boucherle

Old-school sales tactics still prevail in this new era of convergence selling.

28 Tech Talk With Bob DolphInstallation best practices and other insights in providing robbery, duress and hold-up alarms (HUAs).

32 Fire Side Chat With Al ColomboHow and why fi re-intrusion alarm systems make for a viable life-safety and security solution.

36 Monitoring Matters With Mark MatlockThink smartphones don’t have a place in your portfolio of services? Think again.

98 The Big Idea With Ron Davis Achieving success is a multidimensional pursuit.

102 Legal Briefing With Ken Kirschenbaum Beware the overly puffy promotional statement.

DEPARTMENTS6 Security Exchange15 Industry Pulse88 The Essentials92 Ad Index96 As I See It99 MarketPlace

Sr. Production Manager Sarah Paredes, ext. 497Art Director Margery YoungAudience Marketing Manager Katie Fillingame

Staff E-mail addresses are firstname.lastname@security sales.com (e.g. [email protected]) Contributors‘ E-mail addresses are [email protected].

HOW TO CONTACT ADVERTISING & MARKETING

Classified-MarketPlace AdsPeggy Onstad, (310) 533-2477

EDITORIAL ADVISORY BOARDEd Bonifas, Alarm Detection Systems, Aurora, Ill.Bill Bozeman, PSA Security Network, Westminster, Colo.Shandon Harbour, SDA Security, San Diego Jim Henry, Henry Bros. Electronics, Fair Lawn, N.J. Michael Jagger, Provident Security, Vancouver, British

Columbia, CanadaJohn Jennings, Safeguard Security and Communications,

Scottsdale, Ariz.Sandy Jones, Sandra Jones and Co., Chardon, OhioJ. Matthew Ladd, The Protection Bureau, Exton, Pa.Mike Miller, Moon Security Service, Pasco, Wash.Joe Nuccio, ASG Security, Beltsville, Md.Alan L. Pepper, Mitchell, Silberberg & Knupp LLP, Los AngelesEric Yunag, Dakota Security Systems, Sioux Falls, S.D.

HOW TO GET YOUR NEWS TO USE-mail: [email protected]: 3520 Challenger St., Torrance, CA 90503Fax: (310) 533-2502

FOR SUBSCRIPTION INQUIRIES(888) 239-2455

SECURITY SALES & INTEGRATION WEB SITEsecuritysales.com

BOBIT BUSINESS MEDIAEdward J. Bobit, ChairmanTy F. Bobit, President & CEO(310) 533-2400

Printed in USA

Peggy OnstadPublisher, ext. 477

Rodney BoschManaging Editor, ext. 426

Al Colombo, Ron Davis, Bob Dolph, Steven Gibbs, Steve Payne, Bob Wimmer, Jeffrey ZwirnContributing Writers

Scott GoldfineEditor-in-Chief114 Chatworth LaneMooresville, NC 28117(704) 663-7125Fax: (704) 663-7145

Ashley WillisAssociate Editor, ext. 419

WestDynise Plaisance3520 Challenger St. Torrance, CA 90503(760) 519-5541Fax: (310) 533-2502

EastTara Schelling2738 Furlong Road Doylestown, PA 18901(215) 794-7015Fax: (215) 794-7756

Winner • 2005Finalist • 2003, 2004, 2005, 2006, 2007, 2008, 2009

ADVERTISING SALES TERRITORIES

Cover photo by Joe Coomber

84 Making the IP Transmission TransitionWhile it’s typically components like cameras, readers and control panels that get the most attention when designing a security system, the transmission media everything will ride on is a critical consideration. This is especially true with the migration onto IP networks. Gain insights for working with both copper- and fi ber-based infrastructure. By Frank Haight

A1 SPECIAL PULLOUT SECTION: Digital Video Systems Design for D.U.M.I.E.S, Part 2 of 4

A Realistic Approach to Resolution By Bob Wimmer

SSI’s inaugural Super Security Fleets survey reveals the industry’s preferences for vehicle brands and types, fuel usage and alternatives, leasing vs. purchase and much more.

— See page 66


mailto:[email protected]



Wireless Alarm Communication Solutions from DSC

DSC Wireless Alarm Communicators offer ideal solutions for

enhanced wireless communications vs. traditional phone lines.

GSM/GPRS Wireless Alarm Communicators uses the GPRS data

channel of the GSM network to ensure low-cost, high speed &

reliable alarm communications. Internet and GSM/GPRS Dual

Path Alarm Communicators can be customized to provide primary

or secondary paths assuring reliable transmission in the event one

method fails.

High Speed, Reliable Alarm Communication from the

Industry Experts.

For more information on products featured here

contact your local distributor or visit www.dsc.com

Telephone lines are

for the birds.

© 2011 Tyco International Ltd. and its

Respective Companies. All Rights Reserved.



http://www.dsc.com



Security Exchange Web Watch

RIGHT NOW ON securitysales.comwww.securitysales.com/productsLooking for the perfect item to add to a project proposal that will put you over the top and in line for the winning bid? There’s a good chance you’ll find it in the Products section of SSI’s site. Simply click on the Products tab at the top of the homepage or scroll down and click on the Products link in the middle of the homepage and voilà! There you will find dozens of pages of the

industry’s hottest technology from the most innovative manufacturers. Hundreds of items are featured dating back to 2006, each with a vivid color photo and description of features and specifications. A newly added advanced search tool makes the process that much easier. Handy hyperlinks are included at the end of each product listing to provide more information and di-rect readers to the appropriate sup-plier. And while you’re on the site,

be sure to sign up for SSI’s recently launched products newsletter, Security Equipment e-lert.

PRODUCTS

WEB-O-METER5 most-viewed news stories during April

SSI Honors Sales and Marketing

Excellence at 2011 SAMMY Awards

Schneider CEO Says No Big Buys for ‘Foreseeable

Future’

FST21 Americas Earns Top Prize at New Product

Showcase

Honeywell, Boeing Team to

Provide PSIM Solution

ADS Sells 3,800 Atlanta Accounts to Ackerman

SECURITY SCANNER®

BLOGSwww.securitysales.com/blog

Some of the things we’re talking about …• The UPS and Downs of Camera Power Supplies

• How to Curb False Alarms

• Responding to a Consultant’s Bad RFP

• ISC West 2011: The Year of the Copycat

• Obama Signs Law to Repeal Business Tax Reporting MandateEngage in the conversation!

Security Scanner® Web Poll Question:What impact will the Japan earthquake/tsunami have on your equipment suppliers and general busi-ness needs/expenses?

Nearly seven in 10 respondents to April’s Web poll anticipate the recent Japan natural disasters will have a moderate to significant affect on the security equipment supply chain, as well as other facets of business opera-tions. However, one-fourth say they see little to no ill effects despite the electronics-centric nation’s tremendous setbacks. Log onto www.securitysales.com to view SSI’s Security Scanner archives as well as cast your vote for the June question: Where do you most commonly come up with your best business-related ideas?

SIGNIFICANT IMPACT ON

SUPPLY CHAIN AND BUSINESS OPERATIONS

44%

MODERATE IMPACT ON

SUPPLY CHAIN AND BUSINESS OPERATIONS

25%

MINOR IMPACT ON SUPPLY CHAIN AND BUSINESS

OPERATIONS

19%

MAJOR IMPACT ON SUPPLY CHAIN AND BUSINESS

OPERATIONS

6%

NO IMPACT ON SUPPLY CHAIN AND BUSINESS OPERATIONS

6%

For the latest news as it happens, sign up for

SSI’s eControl Panel at www.securitysales.com

Sounding Off

Dubious Practices Prompt Disgust[Commenting on the news item “Mis-

souri Attorney General Sues Pinnacle Security for Unethical Sales Practic-es,” www.securitysales.com/pinna-cle050511] There are probably as many crooks in the “security” business now as there are in jail. We used to be in the se-curity business 20 or 25 years ago. Now the primary focus is monitoring con-tracts. What a shame!MATT WESTOnline comment

An Organized Approach to False Alarms

[Commenting on Al Colombo’s “How to Curb False Alarms” Security Sense blog post, www.securitysales.com/secu-ritysense042711] Professional security alarm companies should be concerned about this situation. Part of this con-cern should be looking at the internal processes that they have. A good way to start that process is to look to already accepted standards for quality.

The IQ Installation Quality program (www.iqcertifi cation.org) is a prov-en way for professional security alarm companies to demonstrate to the law enforcement community that IQ com-panies are dedicated to preventing false police dispatches. I urge you to check out IQ today!TIM CREENAN, CEOAmherst AlarmBuffalo, N.Y.

Video Lighting When Power Fails[Commenting on Bob Grossman’s

“The UPS and Downs of Camera Power Supplies” Enterprising Solutions blog post, www.securitysales.com/enterpris-ingsolutions050411] What do you do when the lights go out with the pow-er? Cameras can’t see very well in the dark. Is the extra money worth it given that you acknowledge “power is pret-ty stable”?ONLINE INQUIRERwww.securitysales.com

GROSSMAN REPLIES: While it is true cameras can’t see very well in complete darkness, they see amazingly well in near-darkness. Coupled with the fact that all

SS6exchange.indd 6SS6exchange.indd 6 6/7/11 11:10:06 AM6/7/11 11:10:06 AM

http://www.securitysales.com/

http://www.securitysales.com

http://www.securitysales.com/blog


http://www.securitysales.com/pinna-cle050511

http://www.securitysales.com/pinna-cle050511

http://www.securitysales.com/secu-ritysense042711

http://www.securitysales.com/secu-ritysense042711

http://www.iqcertification.org

http://www.securitysales.com/enterpris-ingsolutions050411

http://www.securitysales.com/enterpris-ingsolutions050411


TEL: 877-213-1222

VISIT US ONLINE AT:

UÊ1«ÊÌÊ£°ÎÊi>«Ýi

UÊÓä8Ê"«ÌV>Ê<

UÊÊ>«>LÌÞ

UÊ1«ÊÌÊÎÊi>«Ýi

UÊÕÊÊ>«>LÌÞ

UÊ->ÀÌÊìV

SNZ-5200

SNB-7000


UÊÕÊÊ>«>LÌÞ

UÊ,iÌiÊÕÌVÕÃÊ> `Ê<Ê ÌÀ

UÊ->ÀÌÊìV

SND-7080


UÊÕÊÊ>«>LÌÞ

UÊ,iÌiÊÕÌVÕÃÊ> `Ê<Ê ÌÀ

UÊ->ÀÌÊìV

UÊ6> `>Ê,iÃÃÌ> ÌÊ*ÈÈ

SNV-7080

Peer into a world where

solutions are achieved from

groundbreaking technology…

Researched and developed

by an innovative global leader…

Born from a culture where

problems are solved…

by improving on the answer.




commercial construction requires some level of emergency lighting and that there’s often some daylight during work-ing hours, suffi cient ambient lighting for camera coverage isn’t the problem it once was. Boot-up times for IP cameras are a factor; however, another reason to consid-er UPS protection.

Communicating on Communication Topic

[Commenting on Bob Dolph’s “A Failure to Communicate” Tech Talk article, www.securitysales.com/tech-talk0411] Nice column. I agree that there are tangible costs in poor com-munication skills, both oral and writ-ten. Some people have an innate abili-ty to convey thoughts, suggestions and concerns. Others need to learn and practice those skills. I printed copies of your column to review and discuss with our technicians.JOSEPH TOCCO, Facility Systems IntegrationSpecialistMCMI Facility AutomationSterling Heights, Mich.

‘Great Ideas’ Incite Fond Memories

I have just fi nished reading Ron Da-vis’ monthly article regarding John-ny Hudson and his great idea (see “Hot Prospects May Be Closer Than You Think” in April’s Big Idea or at www.se-curitysales.com/bigidea0411). As I was reading the article, it brought back memories of Security Associates Int’l (SAI) and the annual meeting in Las Vegas. It was so great being able to at-tend those meetings and getting to net-work with people like Johnny and Ron. I thought I would express how much I enjoy reading the Big Idea articles. Thank you for all your hard work in get-ting these articles to press! VERLON MYERSCrown Technical TrainingLawrence, Kan.


afi fiber solutions.proven technology for the future.

iber

making the FIBER to IP VIDEO connection

Nothing transmits video and data more efficiently than fiber optics. And with today’sbandwidth hungry security systems, fiber has the backbone to carry it all. afi continuesto lead the industry with the widest range of fiber transmission solutions for…

IP/analog/hybrid video surveillance Intercom, emergency telephone and panic systems Access control Fire/life safety

Every CAT may have nine lives, but afi fiber transmission solutions stand the test oftime with proven technology for the future.

americanfibertek.com • 877-234-7200 • [email protected]

More than just power.™

theplusfactor

Lifetime Warranty • Made in the [email protected] • 1.888.258.7669 • altronix.com

Altronix ReServ UPS solutions provide added security for your surveillance systems. These multi-output units seamlessly operate

12VDC or 24VAC cameras – or both – during brownout or power outage conditions. So you can rest assured that your cameras are always on. ReServ UPS solutions feature supervised operation, and are available in indoor and outdoor models. And they’re all UL listed.

Add more security to your surveillance system – only with ReServ.

altronix UPS solutions keep your cameras on.



Security ExchangeSounding Off

WE WELCOME YOUR LETTERS AND E-MAILSECURITY SALES & INTEGRATION (SSI) may edit submissions for style, clarity or brevity. All letters and E-mail become the property of SSI, and are deemed for publication unless otherwise stated. Opinions expressed are not neces-sarily shared by SSI. Send letters to SECURITY SALES & INTEGRATION, 3520 Challenger St., Torrance, CA 90503. Send E-mail to [email protected].


http://www.securitysales.com/tech-talk0411

http://www.securitysales.com/tech-talk0411

http://www.se-curitysales.com/bigidea0411









Between Us Pros

Editor-in-Chief Scott Goldfine has spent more than 12 years with SECURITY SALES & IN-TEGRATION. He can be reached at (704) 663-7125 or [email protected].

By Scott Goldfinescott.goldfine@

securitysales.comFifty years ago this month in Chicago, as one amazing run was coming to a close, the Windy City witnessed the beginning of another. It was in June 1961 that “Mr. Cub” Ernie Banks saw his 717 consecutive-games-played streak end. At just about the same time, a young man

with a great idea and relentless entrepreneurial spirit began to establish a publishing legacy that’s still thriving today.

That man was Edward J. Bobit, presently chairman of Bobit Business Media, the Torrance, Calif.-based B-to-B specialist responsible for SECURITY SALES & INTEGRA-TION along with many other magazines, Web sites and trade shows across a broad spectrum of diversifi ed indus-tries. His is a classic American success story, one that I share and celebrate here this month.

Let’s go back to that fateful early summer day. It’s the height of the Cold War, J.F.K. is in of-fi ce, “West Side Story” is the top movie and Bobby Lewis’ “Tos-sin’ and Turnin’” is the year’s big-gest hit record — think “Mad Men” era. Ed Bobit has an idea he believes good enough to kick upstairs.

He’s done his research, outlined his concept and is ready to make the pitch. “What if,” he says to his bosses at pub-lishing giant McGraw-Hill, “we created a magazine for those who manage the vehicle fl eets at big companies? It would be devoted to the issues they need to know about: running a cost-effi cient fl eet, safe driving tips, and how to select the best car for your company’s salespeople and executives.”

Although they shot down his idea, Ed felt so strongly about it that he resigned so he could give it a go alone. With that, he launched Bobit Publishing and its fl agship publication, Auto-motive Fleet, out of the garage of his Glenview, Ill. residence. A credenza he bought for $12 and used to lay out the fi rst is-sue can be seen today in the company’s headquarters.

At the time of the fi rm’s founding, he had fi ve kids (soon to be six) to feed, which made him what you’d call “motivated to succeed.” And succeed he did. Within a few years, he ex-panded the company’s footprint in the fl eet management fi eld by acquiring School Bus Fleet and Metro magazines. Seeking warmer weather, the company moved to Southern California in 1977 and established an offi ce in Redondo Beach.

Fast-forward to 1989. Ed and his son Ty, who had been appointed as an executive within the company, were ap-

proached about entering a brand-new industry for them with the purchase of a 10-year-old magazine. The elec-tronic security industry, they wondered? But they sensed another golden opportunity and pulled the trigger to buy Alarm Installer & Dealer (AID), changing the name soon thereafter to Security Sales (“Integration” was added to the title in 2001). The Bobit intuition once again shined

brightly as security proved to be an industry of enor-mous upside, and SSI would go on to be both a fi nancial and editorial success.

Thirteen years ago it was my good fortune to get a call from a colleague, who at the time was the chief editor of

School Bus Fleet, alerting me to an editorial opening with Security Sales. Although I was a complete newbie to the in-dustry, I fully embraced it and found it to be a vibrant, com-plex and rewarding fi eld. I greatly appreciated the entre-preneurial and familial environment that fl owed forth from the Bobits throughout the entire company culture.

Bobit Business Media represents a model familiar to many in the security industry: a friendly yet driven and suc-cessful independent, family run business passing the lead-ership baton forward through generations. Although Ed still mans his desk daily in the corner offi ce, Ty has taken over as CEO and president, and grandson Blake has begun working his way up through the ranks. The fi rm calls its 50,000-square-foot Torrance, Calif., location home, but also has 15 regional offi ces nationwide.

Whether in wedlock or business, golden anniversaries are becoming exceedingly rare. It really is a tremendous ac-complishment. So please join me in applauding Ed, the Bo-bit family and their half-century of publishing excellence. Oh yes, and there is one more important event that took place 50 years ago back in 1961 — I was born. Coincidence?

SSI Publisher Reaches 50-Year Milestone

Whether in wedlock or business, golden anniversaries are becoming exceedingly rare. Please join me in

applauding Ed, the Bobit family and their half-century of

publishing excellence.

SS6editor.indd 12SS6editor.indd 12 6/7/11 11:11:12 AM6/7/11 11:11:12 AM


AXIS Q6034-E PTZ Dome Network Camera: IP66 and NEMA 4X-rated casing, 18x optical zoom, HDTV 720p with 16:9 field of view, day/night, H.264, Power over Ethernet, Arctic Temperature Control, and much more.

Effective outdoor video surveillance protects what you value most, alerts you to unexpectedevents and can even trigger appropriate response. But the cameras that achieve it must endure intense sunshine, heavy rain and strong winds - and still deliver usable results.

Axis outdoor cameras are exceptionally easy to install, which saves valuable time and minimizes maintenance. They withstand extreme weather conditions, and offer superb image quality.

Because your surveillance system needs to deliver indisputable evidence in the form of clear, crisp video images – even in the toughest environments.

Get the Axis picture. Stay one step ahead.

Visit www.axis.com/outdoor

Read more with your smartphone

1:15 PM

NOTHING TO REPORT

1:15 PM

Any incidents?



http://www.axis.com/outdoor


securitysales.com • JUNE 2011 15

IT and security systems integrator, saw its fi rst quarter fuel costs spike to $33,000 from $23,000 compared to the same period in 2010.

To increase fuel savings as well as eliminate wear and tear on its 35-vehi-cle fl eet, Vector utilizes medium duty box trucks to distribute products and other gear to project sites. Located near Los Angeles, the company’s vans, pickups and other vehicles ply con-gested freeways across Southern Cali-fornia. So, determining the most effi -cient route is a constant pursuit, says fl eet manger Will Smith.

“Routing is such a big deal for us. If we have multiple deliveries in a certain area we try to make use of one truck instead of multiple trucks,” he says. “Just managing our weight load effi -ciently also allows us to save on gas.”

At the F.E. Moran Alarm corpo-rate offi ces in Champaign, Ill., Gener-al Manager Michael Bunch continues to look for ways to reduce the com-pany’s monthly fuel costs, which he estimates at $18,000. A Ford Transit van is currently being fi eld tested in consideration for augmenting a fl eet of full-size Chevy cargo vans. An up-grade to the branch’s GPS system is also being explored. Bunch has espe-cially been preaching a fundamental message about regular vehicle main-tenance, lessening cargo weight, as well as conducting random vehicle inspections. Being price conscious at the pump has a big part to play as well, he says.

“None of the technicians, myself in-cluded, would ever look at the price. Filling up at a gas station right off the interstate may be convenient but typically it’s not going to be the best price,” he says. “We encourage every-body to fi ll up where they fi ll up their own personal vehicles.”

LOS ANGELES — With gasoline pric-es matching 2008’s record highs in some parts of the country, many in-stalling security contractors are reas-sessing their daily fl eet operations to see where savings can be made.

A greater reliance on technology, emphasizing routine maintenance and enforcing stricter driving practices are some of the measures companies are taking to increase fuel effi ciencies.

“The cost of doing business is tight enough as it is with shrinking mar-gins. The additional gas expense could be a couple of points off your profi t-ability, so it hits the bottom line hard,” says Matt Ladd, president of Exton, Pa.-based The Protection Bureau.

When the price of gas began to spike earlier this year, Ladd looked to his GPS system to maximize fuel effi -ciencies in his 62-vehicle fl eet of vans and cars.

“The fi rst thing we did was turn on the speeding alerts and acceleration alerts. Not only is speeding extremely dangerous, it is also one of the biggest wastes of money,” he says.

Ladd has actively sought to achieve fuel savings throughout his opera-tions. Older Chevy vans are being in-crementally replaced with the small-er, more fuel effi cient Ford Transit van. Products are drop shipped to cus-tomer sites when possible, saving the technician from fi rst picking up prod-ucts at the company’s warehouse. Oth-er measures include trying to have as many technicians as possible work four 10-hour days, thus keeping work vans off the road one day per week.

“There isn’t one perfect solution. We are fi nding that is many solutions and constantly keeping people alert,” he says.

Dan Budinoff, president of Stam-ford, Conn.-based Security Specialists has also realized fuel effi ciencies with his GPS system along with taking ad-ditional actions. The company oper-

ates a 17-vehicle fl eet, including Ford E150 vans and other vehicles.

Security Specialists has integrated a GPS system with its SedonaOffi ce back offi ce software to track service routes and determine the most effi -cient routing for vehicle trips. Detailed fuel purchase reports generated by the program are also key.

“Now we can combine those togeth-er and fi nd out who is being effi cient and who is not. That has really helped us. I bet we are easily saving 10 per-cent each month,” he says.

Like Ladd, rising fuel expenses prompted Budinoff to activate exces-sive alerts on his GPS system to spot abusive driving habits. Idling is a par-ticular stickler.

“We set parameters in the tracking system so that as soon as somebody violates one of the golden rules, like no idling for more than fi ve minutes, we fi nd out about it,” he says. “It was hot outside? Stay in the customer’s premises. It was cold outside? Stay in the customer’s premises.”

While gas prices have eased slight-ly in recent weeks, they are, on aver-age, up about 30 percent compared to a year earlier. For example, Vector Re-sources Inc., a Torrance, Calif.-based

High Gas Prices Eating Into Bottom Line

Industry Pulse In Depth

See SSI’s first annual security vehicle fleet survey on page 66.

Vector Resources Fleet Manager Will Smith monitors the company’s 35-vehicle fleet from his office in Torrance, Calif. Vector’s first quarter fuel costs spiked to $33,000 from $23,000 compared to the same period last year.

SS6pulse_indepth.indd 15SS6pulse_indepth.indd 15 6/7/11 11:12:12 AM6/7/11 11:12:12 AM


Industry Pulse Industry News

STOCKHOLM — Security services group Securitas has launched a bid worth of 5.8 billion Swedish crowns (about $908 million U.S.) for Nis-cayah, a provider of IT-based security and surveillance solutions.

Niscayah was spun out of the Secu-ritas group in 2006 and separately list-ed, but the bidder said in a statement the acquisition would broaden its product lineup and thereby strengthen its market position.

At a press conference following the bid announcement, Securitas CEO Alf Goransson said the company made a mistake spinning off its high-tech sys-tems integrator and that bringing it

back into the fold will renew Securitas’ competitive edge. Securitas has report-edly lost a raft of high value contracts recently, but has refused to cut prices.

“Our business — it is mature mar-kets, it is mature business, and we need to make a difference in front of our clients. Otherwise, if every dot is gray, price will be the only weapon,” Goransson said.

At press time, Niscayah said it would appoint an independent committee, consisting of three board members, to “take the decisions necessary due to the current situation and to evaluate the of-fer and other potential offers.” The ac-ceptance period is set to expire July 18.

Bay Alarm V.P. to Receive CAA’s Top Honor

MARINA DEL REY, Calif. — The Cal-ifornia Alarm Association (CAA) will honor Bay Alarm’s Dr. Shane Clary with the 2011 George A. Weinstock Award for lifetime achievement and service to the electronic security industry.

The award presentation will take place on Dec. 9 at the 2011 CAA Winter Convention and Tribute Dinner in San Francisco.

Clary has served in the industry for more than 30 years. His many contribu-tions to create industry codes and stan-dards helped him earn the Weinstock Award, which is the highest honor be-stowed by CAA.

“Shane has been a leader in the devel-opment of codes and standards that promote public safe-ty and contribute to the overall well-being of our commu-nities,” says CAA President John Hopper. “He is a great example of the quality of the volunteers who have contrib-uted to the growth of our industry.”

Securitas Makes $908M Bid for Niscayah

FARA Partners to Offer Online CourseworkAUSTIN, Texas — In an effort to educate alarm companies on how to stem false dispatches, the False Alarm Reduction As-sociation (FARA) and Elite CEU will offer a one-hour online training course.

Developed by FARA’s Training and Certification (T&C) Committee, “False Alarm Reduction 101 — Causes and Impacts” explains the fundamental causes of false alarms and how to reduce them. The course employs video interviews, real-world sce-narios, interactive features and quizzes.

“We designed this course to show the burden of false alarms on public safety, the alarm industry and the alarm user,” FARA T&C Committee Chair Sue Clark tells SSI. “It’s to help everyone realize how their ac-tions can have an effect on others.”

To learn more or to register, visit www.eliteceu.com/FalseAlarm.aspx.

LOUISVILLE, Colo. — In-ovonics, a provider of wire-less sensor networks for commercial and life-safety applications, has signed four integrator channel partners to resell its Radius solution.

Introduced last fall during ASIS, Radius is billed as the security industry’s fi rst situa-tional awareness system that combines mass notifi cation capabilities with advanced wireless positioning technol-ogy to pinpoint mobile du-ress alarm devices.

The initial integrators to sell and implement Radi-us are CyberMedix Medical Systems of Dana Point, Ca-lif.; Capture Technologies of Oakland, Calif.; Phase 1 Electronics of Scotts-dale, Ariz.; and VSA Secu-

rity Systems of Columbus, Ga. The companies provide electronic security solu-tions across a range of mar-ket niches.

Although many systems integrators already resell In-ovonics’ products, the com-pany is establishing its own dealer network for the fi rst time in its history.

“It is core to our strat-egy in bringing Radius to the marketplace,” Inovon-ics President Mark Jar-man tells SSI. “We have been sort of caged and con-strained by being a wireless sensor and network com-pany that sells into primar-ily the intrusion detection market space, but always in conjunction with somebody else’s control panel.”

Inovonics Creates Dealer Network for Mobile Duress System

Dr. Shane Clary of Bay Alarm will be presented the George A. Weinstock Award at the California Alarm Associa-tion (CAA) Winter Convention and Tribute Dinner in San Francisco on Dec. 9.

SS6pulse_news.indd 16SS6pulse_news.indd 16 6/7/11 11:13:03 AM6/7/11 11:13:03 AM

http://www.eliteceu.com/FalseAlarm.aspx

http://www.eliteceu.com/FalseAlarm.aspx

www.hikvisionusa.com

DS-2CD754FWD-E(I)

2.0 Megapixel1080P FULL HDProgressive Scan CMOSH.264120 DB Wide Dynamic RangeUp to 32GB SD/SDHCTwo-Way Audio


SS6pulse_news.indd 17SS6pulse_news.indd 17 6/7/11 11:13:08 AM6/7/11 11:13:08 AM

http://www.hikvisionusa.com


SS0611marketshareapril.indd 1 5/31/11 10:26:13 AM

. . . . . . . . . TRANSACTION Ticker . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Safe Systems Inc. of Louisville, Colo., acquires Pueblo, Colo.-based D-Tech Alarm Specialist ... Private investment firm Generation3 Capital, in partnership with WF Security Fund, acquires a controlling interest in Fluidmesh Net-works Inc. … Agilence Inc. purchases the assets of defunct video analytics company Vidient Systems Inc.

Three bills under consideration in Congress could potentially result in the auctioning of radio spectrum used by the alarm industry. A House bill specifi cally calls for auctioning of the 450 to 470MHz spectrum, which is used to transmit signals from homes and businesses to monitoring centers. Two Senate bills would auction un-specifi ed spectrum to fi nance a pub-lic safety network or other programs. Michael Sherman, president and CEO of AES Corp., a provider of wide area wireless mesh communications equip-ment, discusses the subject. The com-pany’s AES-IntelliNet solution is a pri-mary user of a portion of the spectrum being considered for auctioning.

Are you confi dent the alarm industry can safeguard the frequencies it uses?

I am totally confi dent that the fre-quencies in question will remain as they are for the security industry. Ba-sically, the frequencies were selected in error by a consultant to Congress. What may not be understood is that there are many millions of pieces of equipment on these bands — from the millions of drive-through establish-ments to the railroad industries that rely on the availability of these fre-quencies. The use of this band by the alarm industry represents less than 1 percent of the total usage of the fre-quency band in question. The users that represent the other 99 percent are also dedicated and focused on their continued use of this frequency.

What can installing security contractors do to help oppose the auctioning?

The CSAA [Central Station Alarm As-sociation] and all the other alarm in-dustry institutions have mobilized their

membership to write their individual members of Congress and senators to notify them that we are not in favor of this bill and that it should be withdrawn from consideration. This effort has been going on for months and should not stop until the bill and/or the provision for these frequency bands is perma-nently removed. This is and will contin-ue to be a grassroots effort — from the smallest state alarm associations to the national alarm associations.

If an auction was to proceed, how soon would its impact be felt?

First, one must know that the bands will not just disappear; they will be re-located to a different part of the radio spectrum. The FCC has done this be-fore when it moved the broadcasters out of the 1.9GHz band in favor of PCS radio, the forerunner of cellular. In or-der to take over these frequencies, the following was required to happen fi rst: A new piece of spectrum that was un-

used was located; the users of the fre-quency were given a few years to relo-cate; the cell company had to pay the broadcasters the full cost to relocate onto the new spectrum. This includ-ed the cost of the equipment, labor and all costs associated with the move. This worked for this band as moving a few hundred broadcasters was cheap rela-tive to the value of this new frequency.

What is of key importance here is that if a move was to become a real-ity, then the auction winner would be required to pay the alarm companies (as well as the millions of other users) their full cost to move to the new band.

Will the demise of POTS allow for new opportunities in the alarm industry?

This is an opportunity for the alarm industry to embrace and add new technologies to its service offer-ings. There is pressure on the indus-try to do more than it has done in the past. I do believe that the need to deal with the changing communication infrastructure will require the deal-ers to rethink how they do things and perhaps stretch a little more when it comes to moving away from their classic mode of operation.

We at AES-Intellinet have embraced the concept that a dealer owning and controlling its communication chan-nel can never be surprised or hurt by the business plans of the phone or cell phone companies. By embracing and taking control of their entire service platform, they can add services with-out the cost and technical travails of the cellular carrier.

Michael ShermanPresident and CEO

AES Corp.

HOT SEAT: Rallying Around Radio Spectrum


Industry Pulse

FIND IT ON THE WEBFor more from our conversation, visit securitysales.com/hotseat.

FFFFFFFFse

SS6pulse_hotseat.indd 18SS6pulse_hotseat.indd 18 6/7/11 11:14:01 AM6/7/11 11:14:01 AM

You’re ThatClose To Taking

Advantage of IP over Coax

NVT Economic, Simple,Powerful and Reliable.

SECUR_insert_4page.indd 1SECUR_insert_4page.indd 1 6/9/11 12:06:38 PM6/9/11 12:06:38 PM

LAN/WAN

Ethernet SwitchCat5≤328ft

(≤100m)

NV-EC1701NV-EC1701

Model NV-EC1701www.nvt.com (+1) 650.462.8100 (+44) (0) 208 977 6614Ethernet over Coax Transceiver


48 VDCPowerSupply

≤1,250 ft (380m)

RG-59/U 20 AWG

Cat5 Cat5≤328ft

(≤100m)≤328ft

(≤100m)

NetworkVideo

Recorder

Firewall

Cat5≤328ft

(≤100m)


RG-59/U 20 AWG

BNC “T”

BNC “T”

Cat5≤328ft

(≤100m)


RG-59/U 20 AWG

IP Camera6 Watt

IP Camera6 Watt

IP Camera6 Watt

Cat5≤328ft

(≤100m)


RG-59/U 20 AWG

BNC “T”IP Camera6 Watt

NV-EC1701

NV-EC1701

NV-EC1701

Introducing the NVT Ethernet over Coax EoC Transceiver

Connect, Switch-on, Done.Ethernet and PoE Power over Coax

Features Transmit 10/100 Base T Full Duplex Ethernet up to 5,000ft

(1,500m)* over RG-59 (or similar)

Powers PoE cameras (or other PoE devices), up to 45 watts

One EoC transceiver at the network-end can support up tofour remote transceivers using BNC “T” adaptors*

48VDC from one power supply is distributed over the coax toremote transceiver and camera (see power distance chart)*

Transparent network ‘plug and play’ connectivity; supports networking protocols (UDP, TCP/IP, HTTP, etc.) no configuration or setup required

Advanced transmission and power technology with built-intransient protection

Limited Lifetime Warranty

Power Inlet

RJ45 InterfaceLink/Activity

Available Models: NV-EC1701 - No Power Supply

NV-EC1701-KIT1 - One Camera Kit†

NV-EC1701-KIT2 - Two Camera Kit†

NV-EC1701-KIT3 - Three Camera Kit†

NV-EC1701-KIT4 - Four Camera Kit†

Accessories:NV-PS48-60W

48VDC 60 watt power supply

NV-BNC TBNC “T” adaptor

NV-RM8/10Rack mounting kit, 19” x 2U holds up to 4 NV-EC1701 transceivers

BNC

ApplicationFeaturingNV-EC1701-KIT4Four Camera Kit

†Including one power supply and NV-BNCT adaptor(s) on KIT2, 3 and 4.

BNC LinkBlue

Power On

*Distance and number of devices supported will often be lower due to power delivery voltage-drop on the cable. See Cable Distance Chart.


http://www.nvt.com

http://www.nvt.com

http://www.nvt.com

http://www.nvt.com

http://www.nvt.com

NV-EC1701 Benefits

Uses legacy coax to reduce cost of IPdeployment and need for recabling

Supports Megapixel Cameras or anyother 10/100 BaseT IP device

Simple to install with no addressingor configuration needed

One EoC transceiver at the networkend can support up to four remotetransceivers using BNC “T” adaptors

Up to 4 transceivers can be rackmounted on an NV-RM/810 Rack Panel


4005

Boh

anno

n D

rive

Men

lo P

ark

CA

940

25

+1.

650.

462.

8100

ww

w.n

vt.c

omw

ww

.nvt

.com

/em

ail

441-

1701

-1-B

Model NV-EC1701Ethernet over Coax EoC Transceiver

Technical SpecificationsRJ45 ETHERNET INTERFACEConnectivity: RJ45, auto-crossoverWire type: 4-pair Cat5 or betterDistance: up to 328ft (100m)Speed: 10/100 Base T, half/full duplex, auto-negotiationPower: This Power Sourcing Equipment (PSE) supports Powered Devices (PDs) up to 45 watts* Compatible with IEEE 802.3at or 802.3af 48VDC power is delivered “always on” on pins 5, 4, 7 and 8

COAX BUILDING INTERFACEConnectivity: BNC, RG-59/U or similar Up to four coax cables are supportedImpedance: 50 to 100ΩDistance: Up to 5,000ft (1,500m)*Transmission Technology: OFDM

* IMPORTANT NOTE :Distance will often be shorter due to power delivery voltage-drop on the wire. Maximum distances below are end-to-end, including any UTP. Power supplies may be used simultaneously at more than one EoC Transceiver.

Specifications subject to change without notice.

COAX CABLE DISTANCE CHART Camera Max Wire RG-59/U RG-6 RG-11 Power Resistance 20 AWG (Watts) (Ohms) 12.7 Ω / 1,000ft 9.1 Ω / 1,000ft 3.7 Ω / 1,000ft 3.9 Ω / 100m 2.8 Ω / 100m 1.1 Ω / 100m

6.0 W 16 Ω 1,250ft (380m) 1,747ft (531m) 4,297ft (1,306m)

8.5 W 13 Ω 1024ft (311m) 1,429ft (434m) 3,514ft (1,068m)

12.5 W 10 Ω 787ft (239m) 1,099ft (334m) 2,703ft (822m)

16.6 W 8 Ω 630ft (191m) 879ft (267m) 2,162ft (657m)

27.6 W 5 Ω 394ft (120m) 549ft (167m) 1,351ft (411m)

35.0 W 4 Ω 306ft (93m) 426ft (130m) 1,049ft (319m)

45.0 W* Local Power 2,598ft (790m) 3,626ft (1,102m) 5,000ft (1,500m)

REGULATORY

Complies with FCC part 15B limits

* = Camera powered from local transceiver


http://www.nvt.com

http://www.nvt.com

http://www.nvt.com





SSI: THE BEST MARKETING DECISION YOU CAN MAKE!

*May 2010 SSI Audience and Market Research Study **BPA Security Sales & Integration December 2010

contact

[email protected]

310.533.2477

THE FASTEST GROWING SECURITY MAGAZINE IN THE

INDUSTRYAccording to the April 2011 IMS

Market Share Report

with the largest increase in market

share 2011 vs. 2010 of any B2B Security

Magazine

THE INDUSTRY’SPREMIER TECHNOLOGY

MAGAZINE“The #1 preferred industry publication

for technology information, latest

applications, troubleshooting and

installation practices, marketing trends,

industry news and how-to’s”*

NO WASTED CIRCULATIONSSI has the highest percentage of BPA

one-year direct request subscribers**

Find us on

January 2011Vol. 33 No. 1

ww

w.s

ecur

itys

ales

.co

m

2011 Industry Forecast Issue

CEOs Share Secrets for a Successful Year

Analysts Say IP Cameras,

Access and Integration

Will Pace Growth

9 Innovations to Help You

Sell More Video in the

Next 12 Months

SS1cover.indd 991

1/4/11 3:55:10 PM1/4/11 3:55:10 PM

IVAN SCHARERFormer President:First Alert Professional

March 2011Vol. 33 No. 3

secu

rity

sale

s.co

m

ISC WEST 2011 SHOW ISSUE

Changing of the Guard:

YOUNG EXECS SPEAK OUT

II

OPEN HEREOOOOOO

• $2.5M Legal Case Study

• Security Spending Survey

• Get Your Best Distribution Deal

• New ‘D.U.M.I.E.S.’ Series

PLUS

5 SECURITYSLUGGERSELECTED TO SSIHALL OF FAME

IIVVIF

FFFiFiFiirirs

STEVE DOYLE

Executive Vice President & CEO:

Central Station Alarm Assn. (CSAA)

WILLIAM (BILL) POLKManaging Director:

Capital Source Security Group

y

BUD WULFORST

Former President,

Central Station Alarm Assn.

(CSAA); ex-CEO of A-1 SecurityLLIAM (BILL) PO

Managing Director:it l Source Security G

; ex-CEO of A Security

JAY HAUHNChief Technology Offi cer & V.P. Industry Relations:ADT North America

SS03-09mar_cvr.indd 991

5/26/11 10:30:29 AM5/26/11 10:30:29 AMSS

I05-

37.1

1

SS0611marketshareapril.indd 1 5/31/11 10:26:13 AMSS6pulse_hotseat.indd 21SS6pulse_hotseat.indd 21 6/7/11 11:14:11 AM6/7/11 11:14:11 AM






Accepting Video Surveillance in Public Places

Industry Pulse DataBank

While the specter of Big Brother remains a concern for many citizens across the United States, results from a recent survey suggest the use of video surveillance is growing in acceptance as a means of deterring crime in public places. According to an online poll commissioned by 3VR Inc., banks (66 percent) and parking lots (62 percent) appear to be the locations where Americans believe video surveillance can make the largest positive security impact. The poll, conducted by IBOPE Zogby Int’l, surveyed nearly 2,000 adults of all ages.

Find more SecuritySTATS at securitysales.com/securitystats

Did You Know?

Among the causes of commercial attrition for security contractors, moving ranks highest.

34%SECURITY CIRCUIT

June 18-22: National Sheriff’s Association (NSA) 2011 Annual Conference and Exposition; St. Louis; www.sheriffs.org; (703) 838-5321.

June 21-22: Security Industry Association (SIA) Government Summit and Public Policy Dinner; Washington, D.C.; www.siaonline.org; 703-647-8484.

July 6-8: ASIS Int’l, Physical Security: Advanced Applications and Technology; Westin Tabor Center in Denver; www.asisonline.org; (703) 519-6299.

July 11-12: Industrial Security Compliance Conference; Washington, D.C.; www.americanconference.com/industrialsecurity; (888) 224-2480.

Visit securitysales.com/events for a complete industry calendar. V

Political analyst and commentator Bill Kristol will be a featured speaker at the Security Industry Association (SIA) Government Summit and Public Policy Dinner, June 21-22, in Washington, D.C.

The IBOPE Zogby Int’l polling found that Americans believe video surveillance is widely deployed in the majority of public areas, including banks, government buildings, parking lots, shopping malls and retail stores. Likewise, perhaps because of the growth of video surveillance, more than 76 percent of Americans expect organizations to work closely with law enforcement to solve crimes that occur on their properties.

More than 80% of respondents 65 and older support video surveil-lance use to deter crime. Comparatively, only 46% for those between the ages of 18 and 29 are of the belief that CCTV is a crime deterrent.

Women (65%) are more likely to see video surveillance as a crime deterrent than men (56%). However, men (30%) are twice as likely to oppose the use of video as a crime deterrent than women (15%).

Source: IBOPE Zogby Int’l.

Financial institutions92%

Government buildings 88%

Parking lots

87%Shopping

malls 87%

Retail stores 82%

CASHIERSALE

Illust

ratio

ns

©iS

tock

photo

.com

/Bank:

Kath

y K

onkl

e/C

apito

l build

ing: S

lipF

loat/P

ark

ing lo

t: M

ichael M

ath

is/M

all:

Ian W

itham

/Reta

il st

ore

: Ste

phen D

um

ayne

SS6pulse_data.indd 22SS6pulse_data.indd 22 6/7/11 11:14:56 AM6/7/11 11:14:56 AM

http://www.sheriffs.org

http://www.siaonline.org

http://www.asisonline.org

http://www.americanconference.com/industrial

NMC Has Two LocationsOur two fully redundant monitoring centers are designed throughout with the same top-performing technology.

IMMEDIATE DISASTER RECOVERYEach monitoring center can provide full back-up in case of a catastrophic event at the other facility. The monitoring centers are located in different states to enhance effectiveness.

EMERGENCY STAFFINGIn the event of a critical need, operators at both locations are capable of handling alarm and telephone activity maintaining superior response times under any circumstance.

COMPETITIVE EDGETwo fully-redundant monitoring centers give you a competitive advantage by providing enhanced security monitoring to your subscribers.

We Monitor the NationAt NMC we provide our dealers with innovative technologies to help you grow your business, throughout the U.S., and including Hawaii.

REAL SERVICE, REAL POWER, REAL CONVENIENCE, REAL SECURITY• NMC’s UL2050 listing provides our dealers with opportunities in

the high security market.

• Alarmaccount.com enables selected end users to maintain their account information securely.

• MASweb 24-hour access to dealer accounts through the web including wireless access.

• MASconnect API is a free application building tool for dealers.

• MASvideo API is a free development tool for video compatibility.

877-353-3031www.NMCcentral.com

Lic # CA ACO 5633 TX B13486 UL2050


SS6pulse_data.indd 23SS6pulse_data.indd 23 6/7/11 11:15:00 AM6/7/11 11:15:00 AM

http://www.NMCcentral.com



Convergence Channel

Chaos theory is the fi eld of applied mathematics study that involves phi-losophy, physics, biol-

ogy and economics; sounds a little bit like professional selling. Chaos theo-ry focuses on how small initial changes in a dynamic system can produce wild swings in expected outcomes, referred to as the “butterfl y effect.” In sales we have always worked the math, projected the results and sometimes get surprised.

Welcome to the embodi-ment of the chaos theory called convergence selling! Last month we explored a sys-tematic approach to building a surveillance specifi cation by asking the right questions. Being a re-covering engineer, I still like order, pro-cess, planning and predictable results, as do my clients, even in these times of dynamic systems.

So you can imagine how unsettling it is to work during a time when tech-nology and the business rate of change (delta for us engineer types) is so ex-traordinary that the 1990s are no more relevant than the 1950s. Do you know how long I have been waiting to write that sentence as an industry graybeard?

Don’t believe me? Remember, healthy skepticism is a good thing so let me ask you this situational ques-tion. Could you get your fl ight infor-mation, weather conditions, boarding pass, E-mail with attachments, make reservations, get driving directions, send a proposal to a client, report to

your boss and send pictures home in 12 minutes on a 31⁄2 X 21⁄2 x 1⁄2-inch box attached to your belt for $80 per month, while sitting in the gate area of an airport in 1999? How about 2003?

What I just described is absolute-ly normal and can be witnessed in any airport, anytime and almost any-where in the world today, just 12

years later. Could you even imagine that in 1999? So what does that mean to those of us who have to sell in to-day’s converged and very chaotic mar-ket? Actually, everything.

Old-School Sales Tactics Still WorkConventional approaches of effec-

tively selling have shifted faster than product distribution channels and new competitors. So a pure num-bers game approach (100 sales calls = 20 sales), and linear sales tools and thought processes are not as effective as they once were, just 10 years ago. Does this mean the basics in sales don’t apply anymore?

No, not really. In fact, the impact of face-to-face business dialogue is still the most important factor in qualify-ing opportunities worth pursuing, and

developing your competitive advan-tage in a converged market. I know this sounds so old school; could it re-ally work today?

You bet it can and here is why. We are working in a very n onlinear selling en-vironment that requires acknowledge-ment of dynamic systems, and the cha-os theory. To most salespeople, chaos

is part of our vocabulary, dai-ly activity and sometimes our thought processes. Understand-ing how chaos impacts our abili-ty to position our sales approach and subsequent income is a dif-ferent matter altogether. Inher-ently, salespeople understand that the linear sales process the-ory and the reality of chaos the-

ory are not compatible, and therefore spend most of their time reconciling the frictional differences.

In the perfect world, sales process tracking systems use the well-known sales funnel approach in an attempt to accurately forecast sales revenues. Great idea and very important to busi-ness operations as well as fi nancing; however, the accuracy can make black magic look scientifi c by comparison! This can wear you out in a hurry. Can anything be done?

Knowing Client Is a Secret Weapon While we must deal with the real-

ity of linear measurement process of CRM, company sales process compli-ance, bosses asking why an “opportu-nity” has stagnated, and why forecasts are not more accurate, we as salespeo-

Customers’ businesses and associated needs change quickly today. Therefore, the key to selling them advanced security solutions is fully grasping their unique qualities and leveraging technology to help them achieve their enterprise goals.

Selling Technology as a Business Solution

By Paul [email protected]

The impact of face-to-face business dialogue is still the most

important factor in qualifying opportunities worth pursuing,

and developing your competitive advantage in a converged market.

SS6converg.indd 24SS6converg.indd 24 6/7/11 11:16:07 AM6/7/11 11:16:07 AM



Convergence Channel

ple still must put food on the table, pay mortgages and pay for braces. Before you ever show up with polished shoes, your prospects now have unprecedent-ed access to product and marketing information, pricing, company com-parisons and user forums. You may be thinking, “How can I really make a dif-ference and add unique business val-ue?” Use your secret weapon.

You can do this by realizing where your prospect might be in this new chaotic sales cycle, then confi rming where they are at; not wasting time engaging in face-to-face business di-alogue, then committing multiple hours on a proposal that has on aver-age about a 15-percent chance of clos-ing in your favor (in my experience). In the new chaotic sales funnel sus-pects, prospects and opportunities do not move in a linear, gravity-fed, deci-sion-making behavioral pattern. They actually move in and out of the sales funnel based on the acquisition of new data in real-time. They engage in ad hoc buying relationships with other departments at their company.

The secret weapon is your knowledge of existing customers and how they use your solutions to solve business issues. This would, of course, mean you need to spend some more time with them to understand the chaos they face in their business, and then transfer that into your competitive advantage.

Consider this example: A custom-er who had purchased a high quality video system, initially for security sur-veillance in the shipping area to de-ter theft, ended up using the system to document “snapshots” of shrink-wrapped pallets shipped to meet buy-er compliance requirements. Previ-ously, they took a 35mm picture of every pallet, developed the fi lm and stored it manually for future refer-ence. Imagine how this might change the conversation with a prospect at the right time in the buying cycle.

This, of course, means you bet-ter be agile and ready to shift gears.

Your previous convergence custom-ers can absolutely tune up your sales approach if you can wrap your head around the concept that business dia-logue (your customer’s business) cre-ates business value. Old school still works, you just have to adjust a bit.

Pros Bring Solutions to Life Based on real customer application

and experience, and regardless of how fast technology changes or the ease of gaining it, it still remains two-dimen-sional until a professional salesperson makes it three-dimensional. You prob-ably remember the very fi rst time you saw a 3-D movie, perhaps at a popular theme park. Do you remember how you reacted to that experience from an emotional standpoint? Visual depth is pretty exciting stuff. Why not look at your selling approach from a 3-D standpoint with more depth?

So imagine your sales process in 3-D because that is where we are to-

day with convergence market sell-ing challenges. The good news is that your best frame of reference for sell-ing in 3-D isn’t that much of a stretch. In fact, it’s the information located in “that there smartphone” we were talk-ing into at the airport — your existing customer business profi le.

That’s right, existing customers. They are in need of new technology just like a new prospect, but a heck of a lot easier and faster to work with. Then add the 3-D to the technology ap-plication business value story. They al-ready trust you, so enrich the relation-ship by keeping them informed and learning about their business challeng-es. They will provide the 3-D that all new prospects seek, as well as the val-ue in a business relationship.

Paul Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is principal of Canfield, Ohio-based Matterhorn Consulting (www.mat-terhornconsyulting.com). He has more than 30 years of diverse security and safety industry experience and can be contacted at [email protected].

We are working in a very nonlinear selling environment that requires acknowledgement of dynamic systems, and chaos theory. In the new chaotic sales funnel suspects, prospects and opportunities do not move in a linear, gravity-fed, decision-making behavioral pattern. They actually move in and out of the sales funnel based on the acquisition of new data in real-time.

Chaos – Convergence Sales Funnel


http://www.mat-terhornconsyulting.com





By Bob [email protected]

Tech Talk

One of the most challenging and yet most rewarding parts of alarm systems is in the area of life safety. Most of the time when life safety is mentioned we think of

fi re alarm systems; however, another area is the application of robbery, duress and hold-up alarms (HUAs).

The proper installation and operation of HUA systems is critical. During a hold-up there is always a high possibili-

ty that the loss of human life is imminent. A store employee may be shot by the robber and only have moments to sum-mon lifesaving help. Performance of the users, sensors and communications must be precise and without error.

Dealers and technicians must be aware of this responsi-bility all the way from the proposal stage through to the fi -nal tests and commissioning of the equipment. Did you in-stall a HUA device that the customer can get to quickly and easily, and that it will work fl awlessly?

Design, Practices Cut False AlarmsIf the technical demand for precise performance of HUA

systems was not challenging enough, the additional pres-sure for zero false alarms by police departments is para-mount. Typically, a HUA system is silent so as not to panic the robber and dispatch is immediate with very little oppor-tunity for false alarm verifi cation. Police arrive with shot-guns drawn and have very little patience for even a single false alarm.

I remember the time I visited a convenience store that was part of a large national chain. I was doing an audit of the customer’s alarm system and asked to see their wireless HUA button devices. The representative stated, “That’s easy, they are all here in my offi ce drawer.” I commented how in-effective this was and he mentioned he had a problem with employees accidentally tripping them all the time. When I asked if he regularly had HUA drills he said they did not.

What could have helped this manager? Most HUA equip-ment manufacturers now provide HUA buttons that are recessed or have raised bump guard rings to prevent ac-cidental button depression. One of the best solutions is a double-button confi guration in which both buttons have to be pressed simultaneously for a valid alarm.

I personally prefer latching or locking double-button HUA devices. Some are mechanically latching and require a small key to release. Other devices have an electronical-ly latching LED indicator (see Tool Tip) in which the pow-er must be reset. Since HUA sensors are closely grouped

An area of security system sales and installation that can directly mean life or death is duress or hold-up alarms (HUAs). Pick up some best practices and tips for helping your customers foil robbers and live to tell about it.

Performing Under Duress

My own Dolph Dual Trap (DDT) alarm circuit skillfully takes advan-tage of paired SPDT alarm sensor contacts for false alarm resistance. It also provides trouble signal supervision on single device activation. The NC position indicates a bill in the trap.

©[email protected]

SS6tech.indd 28SS6tech.indd 28 6/7/11 11:17:32 AM6/7/11 11:17:32 AM




Tech Talk

in a facility it is not uncommon for many to be in the same alarm loop. Latching devices makes the employ-ee stationed at a particular location more accountable for an accidentally tripped HUA device.

Building the Perfect Bill TrapOne of the most challenging HUA

applications is the use of currency bill sensors or bill traps. The cash draw-er is a very busy area and the use of these sensors can create false alarm problems. A while back the Central Station Alarm Association (CSAA) provided the industry with alarm per-formance guidelines STA-1 (www.csaaul.org/CSAASTA1.htm). Follow-ing is an excerpt from the section dealing with bill traps.

“In instances where bill traps are to be used, they should be installed in pairs so that both devices must be ac-tivated before a hold-up alarm signal is transmitted to the monitoring facility. When such an arrangement is provid-ed, a trouble signal should be sent to the monitoring facility if only one bill trap is activated so that the situa-tion can be corrected without delay.

“As an alternative to a trouble sig-nal to the monitoring facility, or

where the hold-up alarm is moni-tored by a police department direct-ly, a local trouble indicator may be used. The local trouble indicator shall not be visible or audible to the potential criminal.”

Note the reference to creating a logi-cal “and” by requiring two sensors for an alarm. Also note the suggestion to have either single sensor activation create a trouble. Many new CP01-rat-ed alarm panels allow for this to be ac-complished in cross-zone program-ming. However, what about retrofi tting this confi guration in older panels?

For situations with older panels or when only a single zone is avail-able you may want to refer to the di-agram in which you will fi nd the Dolph Double Trap (DDT) confi gura-tion (yes, named after yours truly) to help comply with the CSAA STA-1 bill trap guidelines. Most bill trap sensors come with a single pole double throw (SPDT) or 1 Form C switch confi gu-ration, and this circuit diagram takes advantage of this.

The normally closed (NC) switch position indicates when money is in the bill trap sensor. You may pair more than one set of sensors in par-allel with the end of line (EOL) re-

sistor behind the last pair of bill trap sensors. If you would like further sug-gestions and a circuit diagram on how to use the DDT circuit with local LED trouble annunciation, visit my Tech Shack blog.

Be sure to check out the many types of wireless bill trap alarm devices as they are easy to use in cash drawers that are constantly moved around. Some now come with local LED in-dicators and alarm transmission de-lays in case money is accidentally re-moved. If you want to additionally apply the DDT circuit for two wireless bill trap units you can wire it directly to the relay contact output of the wire-less receiver.

Additional Tactics and Diversions It is not unusual for a hold-up to be

performed by a past employee as they feel knowledgeable of the store’s most inner security operations. One tactic I have seen, and a tip you can pass on to your customer, is to make sure an old VCR or DVD unit is noticeable in the manager’s offi ce and that the man-ager regularly replaces the tape or disc. These units are dummies while the manager has the real video stored elsewhere. When a holdup takes place and the tape is demanded by the rob-ber, the actual recording is safe.

Place HUA devices strategically throughout a facility. One suggested location is the coolers since criminals will often lock employees inside them during a robbery. Make sure to place at least one sensor close to the fl oor and in such a way that if an employee is tied up or shot they can easily reach the duress sensor. Certain HUA sen-sors, such as the UTC (old Sentrol) 3040/3050 Series panic switch come in a cold temperature version and have a latching LED indicator.

Bob Dolph has served in various technical management and advisory positions in the security industry for 30+ years. To share tips and installation questions, E-mail Bob at [email protected]. Check out his Tech Shack blog at www.securitysales.com/blog.

TECH TALK Tool TipOne of the most versatile duress sensors I have used is the

3040/3050 Series Sentrol lever pull devices from United Tech-nologies Corp. (UTC). Even though the device has a single action it is protected from accidental tripping by a lever action similar to what you would find in a fire alarm pull station.

This device is small but has a distinc-tive, identifiable foot print and can be placed under or around desks, and in storage rooms and coolers. The illuminated LED latch indicator helps identify accidental activation culprits.

Panic switches such as this one can be mounted out of sight but within easy reach for manual activation, such as under desks or counters in banks, jewelry stores and other facilities where people or property are at risk.

Courtesy

UTC


http://www.csaaul.org/CSAASTA1.htm

http://www.csaaul.org/CSAASTA1.htm



For more information on our award-winning line

of CO detectors, visit www.systemsensor.com/co.

CO1224TROUR NEW

CompleteCO Detection

CO1224T

CO1224T

with

CO-PLATE CO1224TR

Many of you asked for a circular version of

our carbon monoxide (CO) detector to round

out our system-connected CO detection line.

You asked and we answered.

The CO1224TR CO Detector with RealTest™

is a round version of the award-winning

CO1224T. Both detectors include RealTest

— the fi rst and only fi eld functional CO test

fully compliant with NFPA 720: 2009. Only

RealTest enables you to quickly verify that

the CO detectors you install are actually

protecting your customers.

The CO1224T and CO1224TR also provide

multiple mounting options, enable 24/7

central station monitoring, and are quick

and easy to install, test, and maintain.

If you would like to upgrade competitive

detectors to the CO1224T or CO1224TR,

wire the System Sensor detector and mount

it directly to the wall or ceiling. In cases when

the footprint of the competitive detector must

be covered, the CO-PLATE CO Detector

Replacement Plate perfectly covers the

outline of the previously installed detector.

The CO1224T then mounts to the CO-PLATE

for a clean, low-profi le fi nish ideal for

commercial and residential applications.



http://www.systemsensor.com/co



Fire Side Chat

By Al [email protected]

A fi re alarm company operations manag-er recently contact-ed me about a combi-

nation fi re alarm system and the use of a single signaling line circuit (SLC) for both fi re and intrusion or burglar alarm functions.

“The company I work for installed an addressable combination burglar/fi re alarm system. Our installers on the job ran a single addressable loop to which they attached addressable mon-itoring input modules. A local inspec-tor failed the system on fi nal inspection because ‘the fi re alarm system does not meet NFPA 72 requirements,’” he wrote. “The inspector stated that he’d prefer we use different systems for se-curity and fi re, but at minimum we’ll need two separate addressable loops to do the job with a single alarm panel. Can you explain the proper way to do this so I can pass it on to my installers?”

In this edition of “Fire Side Chat,” we’ll talk about this fi re alarm dealer’s situation, in-cluding how his technicians might solve it.

Is the Fire Alarm Inspector Right?

Technically, the fi re alarm in-spector is correct, you cannot use a single SLC for both fi re and burglar alarm functions. There are several reasons for this and two methods I can sug-

gest to correct it, all of which involve the issues surrounding the use of combina-tion fi re alarm systems (see sidebar).

First and foremost, the burglar alarm function must not interfere with the fi re alarm function. Accord-ing to Section 23.8.4.2, NFPA 72, 2010, “Operation of a non-fi re system function(s) originating within a con-nected non-fi re system shall not inter-fere with the required operation of the fi re alarm system, unless otherwise permitted by this Code.”

Second, the fi re alarm function must take precedence above the bur-glar alarm system. For example, if the perpetrator of a crime happens to start a fi re outside a building and the combination fi re (fi re/burg) alarm sys-tem detects his entry a second or so before the fi re, the fi re alarm portion

of the system must do its thing with-out a moment’s hesitation.

At this point, the inspector appears to be concerned about the issue of in-terference between fi re and burglar alarm addressable devices, which in the case of the writer are directly con-nected to the same SLC as the fi re alarm MIMs devices. In a word, if an addressable security module fails, the MIMs must not in any way inter-fere with the ongoing operation of the SLC and the fi re alarm panel to which it connects.

How to Solve the Problem at HandThere are two possible ways to solve

the immediate problem without pull-ing a second SLC. I’ll briefl y touch on each of them and I invite anyone who needs additional details to contact me

at www.alcolombo.net.First, if the writer’s install-

ers happened to use a four-con-ductor fi re power limited (FPL) cable (riser or plenum), and if the fi re/security MIMs modules in use require only two con-ductors for both data and pow-er, then it’s possible to employ the remaining two conductors for the security MIMs.

I mention this because it’s standard operating proce-dure for some fi re alarm engi-neer/designers to automatical-ly specify four-conductor FPL cable for the SLC as a matter of course. In support of this

Combination fire-intrusion alarm systems are a viable life-safety and security solution, providing they adhere to NFPA guidelines. Key considerations include nothing impeding the fire detection function and that it also supercedes security alarm signaling.

How a Combo System Can Be a Dynamic Duo

Despite what some veteran fire alarm professionals will tell you, combination fire/burglar alarm systems are allowable under NFPA 72, National Fire Alarm and Signaling Code, 2010 Edition.

©iS

tock

photo

.com

/Yenw

en L

u

SS6fire.indd 32SS6fire.indd 32 6/7/11 11:18:38 AM6/7/11 11:18:38 AM


http://www.alcolombo.net

call 800-237-6387 orvisit www.aes-intellinet.com

What alarm dealers in the know, know

mesh radioAES-IntelliNet

$ recurring POTS costs

Fastest signal transmission Highest reliability

MOST profitable RMR

Universal alarm panel compatibility

RMR $ $ recurring GSM fee +



http://www.aes-intellinet.com



Fire Side Chat

practice: “Wire is cheap, but labor will break you.”

The second method of correction involves the use of something called “isolation modules.” Isolation mod-ules, which connect between SLC and one or more security MIMs modules, are designed to “isolate” or insulate a lone branch circuit with a fault from all the others downstream on the SLC.

Make Use of Isolation ModulesThe use of isolation modules is of

utmost importance in a combination fi re alarm system where addressable burglar alarm devices are employed. The integrity of fi re MIMs is main-tained by disconnecting faulted secu-rity MIMs when a short circuit occurs in a nonfi re circuit.

“In Class B/Style 4 confi guration, one AML-770 loop isolator is used on each detector branch. A short circuit condition on one branch will isolate that branch, leaving the remaining branches in operation. A maximum of 25 detectors may be connected to each branch” (Digital Security Controls [DSC], Concord, Ontario, Canada).

Although Annex A contained in NFPA 72, 2010, is not mandatory, it does provide important information that you need to follow, often to the let-ter. Although the following quote deals with systems listed for “mass notifi ca-tion,” this type of system often serves the fi re detection mission as well.

Section A.3.3.127.2, Fire Alarm Control Interface, says, “Some mass notifi cation systems’ autonomous con-trol units (ACUs) might not be list-ed to UL 864 for fi re alarm service. Any component that is connected to the fi re alarm system must be con-nected through a listed interface that will protect the functions of other sys-tems should one system experience a failure. This can be through isolation modules, control relays, or other ap-proved means that are listed for the intended use. As an example, failure of a stand-alone ACU should not affect any function of the FACU.”

Observe Pathway Rules Under 72The general rules of the road for sig-

nal pathways involving Class A, B, and X, under NFPA 72, 2010, are as follows:

Section 23.6.2 — An open, short cir-cuit, or ground fault shall result in the annunciation of a trouble signal.

Section 23.6.3 — Class B path-ways shall maintain alarm capabil-ity during the application of a single ground fault.

Section 23.6.4 — Class A and Class X pathways shall maintain alarm capa-bility during the application of a sin-gle ground fault, and also during the combination of a single open and a single ground fault.

Section 23.6.5 —Where digital com-munications are used, inability to send or receive digital signals over a signaling line circuit shall be indicated by a trouble signal.

In closing, my fi nal suggestion to the individual who wrote in with the fi re alarm SLC problem is to fi rst check the number of conductors in the FPL cable in the hope that four are present and only two are in use. In this case, you may be able to uti-lize the spare set. Secondly, if this does not prove helpful, you will have to install isolation modules, which is probably more cost effective than running another two- or four-con-ductor cable.

Al Colombo is an award-winning writer who has cov-ered electronic security and life safety since 1986. Visit his Web site at www.alcolombo.info, and check out his Security Sense blog at www.securitysales.com/blog.

Despite what some diehard veteran fire alarm professionals will tell you, combination fire/burglar alarm systems are allowable under NFPA 72, National Fire Alarm and Signaling Code, 2010 Edition. However, there are rules that you must know and follow.

First, in Section 3.3.95.1 of NFPA, a combination fire alarm system is defined as, “A fire alarm system in which components are used, in whole or in part, in common with a non-fire signaling system.” This type of system uses a data multiplex commu-nication technology that cen-

ters on what we commonly call addressable sensors, detectors and monitoring in-put modules for both fire and burglar alarm functions.

Additionally, Section 23.8.4.1, NFPA 72, 2010, says, “Fire alarm systems shall be permitted to share components, equipment, cir-cuitry, and installation wiring with non-fire alarm systems.”

Here’s the catch — your burglar alarm devices cannot in any way interfere with the proper operation of the fire alarm portion of the system. Section 23.8.4.2, NFPA 72, 2010, offers this warning: “Operation of a non-fire

system function(s) originating within a connected non-fire system shall not interfere with the required operation of the fire alarm system, un-less otherwise permitted by this Code.”

Admittedly, there are advantages to using separate fire and burglar alarm systems. In fact, there was a day when fire authorities refused to con-sider the use of combination systems in commercial venues. And then, when combina-tion systems were deemed allowable in NFPA 72, it took a decade or more for many of these same fire inspectors to actually accept them.

The Case for Combination Fire Alarm Systems

Fire alarm takes precedence. For example, if a criminal starts a fire and a combination fire/burg system detects entry a second prior, the fire alarm must activate first.

©iS

tock

photo

.com

/Sve

nK

lasc

hik


http://www.alcolombo.info


3650 Woodhead Drive | Northbrook, IL 60062-1895 USA | +1.847.498.0700 | Fax: +1.847.498.1258 | www.quickset.com

INTELLIGENT INTEGRATIONPROVIDING PEACE OF MIND_

SECURITY • SENSORS • SURVEILLANCE

Moog QuickSet is the leader in providing surveillance components and integrated systems for airports, rail, and shipyards. Securing the perimeter and vicinity at transportation hubs provides a solid foundation for protection and continuity of operations.

Our technology utilizes electromechanical motion control that accommodates advanced surveillance and communication requirements. Companies and government agencies rely on Moog QuickSet for customized surveillance nodes, pan & tilts, controllers, trackers, tripods and camera housings.



http://www.quickset.com



Monitoring Matters

I can’t imagine getting through a day without my smartphone. It is amazing all the applications and interactive services that are avail-

able to the smartphone user. It’s like having the whole world in the palm of your hand.

We manage our lives through tech-nology and we like our information instantly and on demand. We don’t want to interface with people as much because modern technology delivers the information we need more quick-ly and effi ciently. For better or worse, this is the new world order.

Given our propensity for smart-phones and interactive technolo-gy, the more savvy alarm dealers are gearing their offerings toward this

trend. More than ever manufactur-ers and third-party vendors are real-ly coming up to speed with mostly IP-based, interactive security systems and devices. Most of these technolo-

gies include iPhone and Android apps that make their service even more ac-cessible to end users.

With most interactive security ser-vices today, end users can arm and disarm their systems remotely and they can be instantly notifi ed of alarms as well as openings and clos-ings. Many also include a video in-terface; some even have home au-tomation and energy management controls. It is apparent that end us-ers are willing to pay an additional monthly fee for the perceived value for such services.

Meeting Customer Expectations I happen to be in the wholesale

monitoring business, but if I were in retail installation I would make interactivity part of my offering on every alarm system. The value proposition is very unique and compelling. It’s a great differentiator and it establishes in a customer’s mind that the purveyor of the service has technologi-cal competency.

The days of selling “stat-ic, blind” security sys-tems are coming to an end. Technology from 1985 just isn’t going to fl y in the near future. The traditional alarm industry landscape

is fast evolving and it is imperative for alarm dealers to change accordingly.

It is also advantageous to alarm dealers that most of these systems transmit over IP and many have cel-

lular back up units on board. As ev-eryone is aware, Plain Old Tele-phone Service (POTS) is going away and it is nowhere near as reliable as it was just 10 years ago. In any case, now is the time for alarm dealers to shop for their favorite interactive se-curity service and to promote this service to all existing customers and new prospects.

The average alarm system user sel-dom activates an alarm and seldom deals with the central station or the alarm company. This disconnect can lead to customers cancelling moni-toring because they just don’t have a sense of value related to their security system and their alarm company. But with an interactive system, the cus-tomer is engaged and they regularly interact with their alarm system.

The real sizzle comes when they show the features off to their friends and family. The feature sets are com-pelling and once others see them, they are likely to think that an interactive system is more desirable. In essence, your own customers can become your most effective salespeople!

So alarm dealers, go boldly into the 21st century and start offering interac-tive security. Your company will likely see better customer retention and you will increase your recurring monthly revenue (RMR).

Mark Matlock is Senior Vice President at United Central Control Inc. (UCC), a wholesale monitoring station based in San Antonio.

The Mobile Interactive Services Imperative

By Mark [email protected]

Interactive security services provide end users the ability to arm and disarm their systems remotely and they can be instantly notified of alarms as well as openings and closings. Many also include a video interface; some even have home automation and energy management controls.

©iS

tock

photo

.com

/Art

hur

Kw

iatk

ow

ski

SS6monitor.indd 36SS6monitor.indd 36 6/7/11 11:20:25 AM6/7/11 11:20:25 AM


Presented byBrought to You by

securitysales.com • JUNE 2011 A1

DUMIESDIGITAL VIDEO SYSTEMS DESIGN FOR

DEALERS / USERS / MANAGERS / INSTALLERS / ENGINEERS / SALESPEOPLE

Continuing EducationSponsored by PELCO

Part 2 of 4

Image Resolution

© 2011 Video Security Consultants

SS6dumies.indd A1 6/7/11 11:24:00 AM

SECUR_A1-A8_resaved.indd 1SECUR_A1-A8_resaved.indd 1 6/9/11 12:46:59 PM6/9/11 12:46:59 PM

A2 securitysales.com • JUNE 2011

DIGITAL VIDEO SYSTEMS DESIGN FOR

DUMIES Part 2 of 4

Welcome to Part II of the latest in SECURITY SALES & INTEGRATION’s acclaimed “D.U.M.I.E.S.” series: “Dig-ital Video Systems Design for D.U.M.I.E.S.” Brought to you by Pelco, this four-part series has been designed to

educate readers about recent advances in technology and systems that are likely to shape this decade’s progression of the video surveillance industry. “D.U.M.I.E.S.” stands for dealers, users, managers, installers, engineers and salespeople.

The 2011 series explores areas of concern for using equipment that mesh-es today’s surveillance system parameters and needs/expectations, with par-ticular attention to hybrid approaches.

This second installment covers video surveillance image resolution and the impact of megapixel cameras. The discussion includes pixels, contrast ratio, image formats, lenses, bandwidth and more.

BY BOB WIMMERWhether grainy or crystal-clear, the images displayed on a monitoring screen are typically the most conspicuous aspect of any video surveillance system. And depending on the application, this video resolution is also typically the most critical security factor. Learn the essential components to strive for picture perfection.

A Realistic Approach to RESOLUTION

Illust

ratio

n b

y Je

rry

Kin

g




Applying Reason to ResolutionResolution is one of the most con-

fusing and diffi cult topics in the CCTV world. Most of us have digital cam-eras or video camcorders and have heard the term megapixel used as the most common comparison in resolu-tion between various makes and mod-els. In the CCTV security camera mar-ketplace terms such as active pixels, TV lines, in addition to megapixels, confounds the defi nition of resolution even more.

The actual defi nition of resolution is as follows: The fi neness of detail that can be distinguished in an image. But let’s seek to defi ne it further still.

As the definition states resolution governs the sharpest of the overall im-age quality in video security. However, resolution is not just about the num-ber of pixels per inch or the total TV line pairs the camera can generate. It is the combination of many factors that can cause many customers to become dissatisfi ed when comparing the pub-lished resolution versus the actual reso-lution observed on their video screens.

Now let’s take a gander at how reso-lution is specifi ed on data sheets.

There are different methods that de-scribe the resolution of a camera’s im-ager. The fi rst is spatial resolution. This is the measure of how closely lines can be resolved in an image, and it depends on the properties of the system creat-ing that image.

When measuring analog resolution, a TV line does not have a defi ned num-ber of individual pixels. Instead, the term TV lines refers to the number of discernable horizontal or vertical lines on the screen — also known as spatial resolution.

The second method is to cite resolu-tion as the total number of pixels, which are the little dots that make up pictures.

Pixel is derived from PICture ELe-ment. Put enough of them together and you have a picture. They are arranged horizontally and vertically. Larger num-

bers of pixels, typically given as num-ber of megapixels, can be calculated by multiplying pixel columns by pixel rows and dividing by 1 million. An image that is 2,048 pixels in width and 1,536 pixels in height has a total of 2,048 X 1,536 = 3,145,728 pixels or 3.1 megapixels.

Other methods include describing pixels per length unit or pixels per area unit, such as pixels per inch or per square inch. None of these pixel resolu-tions are true resolutions, but they are widely referred to as such; they serve as upper bounds on image resolution.

For practical purposes the clarity of the image is determined by its spatial resolution, not the number of pixels of an image.

Piecing Together the Pixel PuzzleEver wonder why so many different

methods or values are listed for res-olution on a single camera specifi ca-tion sheet?

Listed Resolution:• Active pixels • Total pixels • Black/white versus color resolution• Megapixels

Active pixels is the term used to de-scribe the number of effective pix-el sensors that contribute to the fi nal image resolution. This is opposed to the number of total pixels, which in-cludes unused or light-shielded pixels around the edges. In reading a spec-ification, cameras incorporating to-tal pixels for resolution will always be greater than cameras specifying ac-tive pixel resolution.

Why the difference between black-and-white and color camera resolution? Let’s answer that by considering this example: 480 lines resolution in color mode and 570 lines in B/W mode.

Unfortunately, the total count of pix-els isn’t a real measure of the resolution of color digital camera images. This is because color image sensors are typ-ically set up to alternate color filter types over the light sensitive individu-al pixel sensors. Color images require a red, green and blue value for each pixel to be displayed, but one individ-ual pixel in the image sensor will only supply one of those three pieces of in-formation. The image has to be inter-polated to produce all three colors for each output pixel.

Bayer filter arrays, placed directly above the image sensor, contain an alternating pattern composed of one red, one blue and two green patches with each one covering a single pixel. This information is read out of the imager and digitized for further processing.

Incoming Light

Bayer Filter

Imager





DUMIES Part 2 of 4

The Bayer filter, which is the most common interpolation method, consists of a mosaic of tiny color filters placed over the pixel sensors of an image sen-sor to capture color information. Color fi lters are needed because CCD (charged couple devices or CMOS (complemen-tary metal oxide semiconductors) de-tect light intensity with little or no wave-length (color) selectivity and, therefore, cannot separate color information.

Bayer fi lter arrays place a color fi lter directly above the image sensor. The filter contains an alternating pattern composed of one red, one blue and two green patches with each one covering a single pixel. This results in each pix-el of the resulting image containing in-formation for only one color. This in-formation is read out of the imager and digitized for further processing.

In order to generate a useable image from this raw data, some reconstruc-tion is required. The process used to recover this information is called dem-osaicing, and is performed when the camera generates a fi nished image fi le. This process interpolates the missing color information from adjacent pixels in order to generate a full color image. Due to this process, resolution of a color camera versus a black-and-white cam-era of similar design will have a 15-per-cent reduction in overall resolution.

In summary, the active pixel count is the best method in order to present the camera’s true resolution; howev-er, there are additional areas that also contribute to the overall resolution of the system.

The number of TVL or pixel count alone is commonly presumed to in-dicate the resolution of a camera sys-tem, but this simple fi gure of merit is misleading.

Contrast Ratio and Other SpecsAlthough resolution is usually con-

sidered the main factor that separates HDTV from standard CCTV, it’s not as important to overall picture quality as other characteristics. These other fac-tors that impact a camera’s resolution include sensor size, lens quality and system bandwidth.

The Imaging Science Foundation (ISF) is a display standards industry or-ganization dedicated to improving the quality of electronic imaging. The group states that the most important aspect of image quality is the contrast ratio. Reso-lution comes in fourth despite being the most cited HDTV specifi cation.

Contrast ratio or camera dynam-ic range is the difference between the brightest whites and the blackest blacks that a camera can handle with-out distortion. High contrast ratios de-

liver whiter whites and blacker blacks, and a greater degree of gray values in between. If the contrast ratio is low, even if the image is bright, your image will look washed out.

Contrast resolution or contrast de-tail is an approach to describing the image quality in terms of both the image contrast and resolution. Con-trast resolution is usually measured by generating a pattern from a test ob-ject that depicts how image contrast changes as the structures being im-aged get smaller and closer together (spatial resolution).

Lens Quality Is ParamountImage contrast and resolution goes

far beyond just camera performance. These areas are also two of main char-acteristics that determine the quality of camera lens. And as we are all aware, every camera requires a lens in order to perform its duty.

Lens quality is more important now than ever, due to the increasing num-ber of megapixel cameras being uti-lized in today’s industry. Frequently, the resolution of your camera is actu-ally limited by the camera’s lens, not by the resolution of the camera itself.

There are megapixel quality lens-es and then there are megapixel lens-es. Most lens manufacturers list their

Modulation Transfer Function

Modulation transfer function (MTF) conveys a lens’ ability to transfer contrast at a particular resolution level from the object to the imager. In other words, MTF is a way to incorporate resolution and contrast into a single specification.

100%

0%




megapixels by the amount of mega-pixels they handle. However, there are more important parameters of a lens that will also qualify a megapixel lens. This measurement is known as the modulation transfer function (MTF) of the lens. Unfortunately, most lens manufacturers fail to list this informa-tion on their specifi cation sheets.

The MTF conveys a lens’ ability to transfer contrast at a particular resolu-tion level from the object to the imag-er. In other words, MTF is a way to in-corporate resolution and contrast into a single specifi cation. Ideally, it would be one, or 100 percent. Modulation transfer plots describe the modulation of a lens system as the object increas-es in complexity. The MTF is an opti-cal bench measurement used by engi-neers to evaluate the performance of a lens or a lens system.

Most people are unfamiliar with the importance of MTF because there are no easy ways to standardize it. To understand it better, let’s take a look at what happens to an image when it passes through a camera lens and is re-corded at the camera’s sensor.

To make things simple, we’ll use im-ages composed of alternating black-and-white lines (TV line pairs). The MTF is usually measured along a line leading out from the center into a far corner of the image. This factor can be evident when viewed through a mega-pixel camera that offers a crisp and clean image in the center of the screen.

However, the outer edges of the image will appear slightly distorted.

Even though the information is still resolved, this information progressive-ly deteriorates in both contrast and edge clarity as the resolution becomes fi ner. For two lenses with the same res-olution, the apparent quality of the image will therefore be mostly deter-mined by how well each lens preserves contrast as TV lines become progres-sively narrower.

Limited system resolution is an un-avoidable barrier with any lens; it only depends on the camera lens aper-ture and is unrelated to the number of megapixels.

An MTF of 1.0 represents perfect contrast preservation, whereas values less than that mean more and more contrast is being lost until an MTF of 0, where line pairs can no longer be dis-tinguished at all.

A perfect lens is one that is limited in resolution and contrast only by dif-fraction. Diffraction is an optical ef-fect that can limit the total resolution of your system no matter how many megapixels your camera may have. Or-dinarily, light travels in straight lines through uniform air; however, it be-gins to disperse or “diffract” when squeezed through a small hole such as your camera’s aperture.

MTF fi gures will vary depending on the f-stop rating of the lens. Therefore, most MTF ratings are weighted in order to help compensate for these variations.

Bandwidth Plays a Gatekeeper RoleAfter discussing camera resolution,

lens resolution and contrast, there is one additional topic that also should be addressed. That is the system’s life-line, or bandwidth requirements, to transmit the total image resolution offered by the camera assembly. The bandwidth may be expressed in either hertz (Hz) or bits per second (bps).

In electronic communication, band-width is the width of the range (or band) of frequencies that an electron-ic signal uses on a given transmission medium. In this usage, bandwidth is expressed in terms of the difference be-tween the highest frequency signal and the lowest frequency signal.

For example, in analog output sys-tems the frequency of a signal is mea-sured in hertz (the number of cycles of changes per second). A typical analog camera bandwidth is between DC and 10 megahertz (MHz). Let’s take a clos-er look at how bandwidth impacts and behaves when IP, megapixel as well as analog cameras are deployed.

ANALOG OUTPUT CAMERAS — An-alog security cameras are measured in TV lines, and most of them have res-olutions between 330 and 610 TVL. The higher the number of TV lines the better the detail of the image. These types of cameras use coaxial video ca-ble as their lifeline. Here is the con-version that will help in understand-ing the bandwidth requirement: for

An MTF of 1.0 represents perfect contrast preservation, whereas values less than that means more and more contrast is being lost until an MTF of 0, where line pairs can no longer be distinguished at all. Here we see an MTF of .8 to .1.

Lower MTF = Less Contrast





DUMIES Part 2 of 4

every 80 TV lines generated by a cam-era, a bandwidth of 1MHz is required to transmit that information.

As an example, a camera that offers 480 TV lines would require a band-width of 6MHz. Since most coaxial cable has bandwidth in the area of .75 to 1 gigahertz (GHz), at a system re-quirement of 6MHz, this type of ca-ble has no diffi culty transmitting the required resolution. However, trans-mitting analog output information via other methods like UTP (unshielded twisted pair) requires system interfac-es match the device’s bandwidth with the required bandwidth in order to properly transmit all of the resolution parameters.

A loss of system bandwidth will result in loss of high frequency de-tail of the displayed image. However, the total images per second and the overall size of the image will remain the same.

IP NETWORKED CAMERAS — It should be remembered that a real communications path usually consists of a succession of links, each with its own bandwidth. If one of these links is much slower than the rest, it is said to be a bandwidth bottleneck.

In computer networks, bandwidth is often used as a synonym for data transfer rate, the amount of data that can be carried from one point to an-other in a given time period (usually a second). In data communications, bits per second (bps) is a common mea-sure of data speed for IP and megapix-el cameras. As the term implies, the speed in bps is equal to the number of bits transmitted or received each second. Larger units are sometimes used to denote high data speeds. One kilobit per second (Kbps) is equal to 1,000bps. One megabit per second (Mbps) is equal to 1,000,000bps or 1,000Kbps.

How much bandwidth do network cameras consume? For the band-

Image Resolution Chart

MHz

9

8

7

6

5

4

3

2

1

0 100 200 300 400 500 600 700 800 (CCTV) (Broadcast)

For every 80 TV lines generated by an analog output camera a bandwidth of 1MHz is re-quired to transmit that information. As an example: a camera that offers 480 TVL would require a bandwidth of 6MHz.

Contrast Resolution Vs. MTF

Using images composed of alternating black-and-white lines (TV line pairs), the MTF is usually measured along a line leading out from the center into a far corner of the image. This factor can be evident when viewed through a megapixel camera that offers a crisp and clean image in the center of the screen. However, the outer edges of the image will appear slightly distorted.




width consumption of an IP camera, use 1Mbps as a rule of thumb. Now, there are many factors that affect to-tal bandwidth consumption. You can certainly stream an IP camera as low as .2Mbps (or 200Kbps) and others as high as 6Mbps. The greater the resolu-tion and greater frame rate, the more bandwidth will be required.

MEGAPIXEL CAMERAS — For the bandwidth consumption of a mega-pixel camera, use 5Mbps to 10Mbps as a rough rule of thumb. Again, there are a number of factors that affect total bandwidth consumption. A 1.3-mega-pixel camera at 1fps can consume as little as .8Mbps (or 800Kbps) yet a 5-megapixel camera can consume as much as 45Mbps.

There are a great many more pa-rameters concerning resolution on the network side of the industry. As stat-ed before limiting the bandwidth of an analog output camera results in poor high frequency detail. On the network-ing side limited bandwidth will result in either a connectivity problem or a reduction in image performance. By performance we are referring to the rate of images per second and the over-all size of the image on the monitor-ing screen.

Image rate is the rate at which imag-es are presented on the monitor screen. The normal, or what is known as real-time video, is an image rate of 30 per second. This rate produces a sequence of images that appear to be free of any form of jerky movements. The draw-back on a network is the increased bandwidth requirement required to transmit these 30 images a second. The minimum rate to achieve the illusion of a moving image is about 15 images per second. This factor does not really

affect the resolution of a system until the system reproduces fewer than 15 images per second.

Sizing Up Image FormatsImage format, commonly referred

to as CIF (Common Intermediate For-mat), pertains to the size of an image.

A 4CIF image is a full-size image, meaning it will fill the entire monitor screen. The quality is excellent; however, the bandwidth requirement is large. For bandwidth-limited systems it is com-mon practice to transmit a 1CIF, which is one-quarter of the full image. Some applications expand CIF images to full size by artifi cially generating every oth-er pixel both horizontally and vertically. The result is lower in perceived resolu-tion or quality than an actual full 4 CIF image. The size of the image will defi-nitely impact the resolution of the over-all system. This reduction in resolution or detail applies to IP cameras only.

CIF sizing is not a factor in mega-pixel cameras. The bandwidth issue for megapixel cameras is addressed by limiting the device’s megapixel proper-ties. While the camera may be able to provide a 2-megapixel-quality image only a portion of that may be used in order to meet the bandwidth param-

eters of the system. Most of these set-tings are accomplished during camera set-up via software. Video compres-sion techniques should be considered as a way to help megapixel systems overcome bandwidth and resolution challenges.

In closing, no matter how terrifi c the resolution is that is supplied to the sys-tem, it’s the bandwidth of the transmis-sion media and quality of the storage device that will be the overriding fac-tors for optimizing the solution.

Robert (Bob) Wimmer is president of Video Security Consultants (www.cctvbob.com) and has more than 38 years of experience in CCTV. His consulting firm provides technical training, system design, technical support and system troubleshooting. Wimmer was inducted into SSI’s Industry Hall of Fame in 2006.

FIND IT ON THE WEBVisit the Special Reports section at www.securitysales.com/dumies to access more then six years’ of “D.U.M.I.E.S.” archives.

FFFFFVVVse

Be sure to check out the August issue of SSI for Part III of 2011’s “Digital Video Systems Design for D.U.M.I.E.S.” series. The third install-ment will explore advanced compres-sion methods and storage devices. In particular these design considerations will be explored in application and optimization of systems inclusive of megapixel cameras.

NEXT UP FOR ‘D.U.M.I.E.S.’: COMPRESSION AND STORAGE

Common Intermediate Format Comparison

Common Intermediate Format pertains to the size of an image. A 4CIF image is a full-size image, meaning it will fill the entire monitor screen. The quality is excellent but the band-width requirement is large. A 1CIF image is commonly transmitted to reduce bandwidth.

1CIF Display 4CIF Display



http://www.cctvbob.com

http://www.se

http://www.se

www.pelco.com

The world’s best camera/dome positioning system is taking performance to a whole new level. Introducing

Spectra HD, only from Pelco. Incorporating the award-winning Sarix™ imaging technology platform, Spectra

62RSZWdSàc^b]T]c`bW[SabVSdWRS]`Sa]ZcbW]\]TabO\RO`RRSÆ\WbW]\7>QO[SÒaO\R^`]dWRSaO\

incredible level of forensic video detail that security professionals demand. Spectra HD’s powerful 1.3

megapixel imager and all-digital processing deliver dual-stream H.264 and/or M-JPEG compression with

c^b]'$^`Sa]ZcbW]\T]`bVScZbW[ObSW\dWRS]agabS[ÇSfWPWZWbg4SObc`W\U62]^bW[WhSRR][SPcPPZS

bSQV\]Z]Ug&f]^bWQOZh]][OdOWZOPZSO\OZgbWQaO\R^`SQWaS!$Q]\bW\c]ca>BHQ]\b`]ZA^SQbÒ62

eWZZa]]\PSQ][SbVS\SeW\Rcab`gabO\RO`RT]`VWUVRSÆ\WbW]\dWRS]^S`T]`[O\QS

Spectra Performance <]eW\6WUV2SÆ\WbW]\The World’s Best-Selling Dome Goes HD

© 2

011

Pe

lco

In

co

rpo

rate

d. A

ll t

rad

em

ark

s a

re o

wn

ed

by

Sc

hn

eid

er

Ele

ctr

ic I

nd

us

trie

s SA

S, P

elc

o I

nc

orp

ora

ted

.

FREE DOWNLAD THE LATEST IP COMPATIBILITY GUIDE

1. Go to www.sereply.com 2. Enter keycode C876V 3. Click on the IP Compatibility Guide Link Complete promotion terms & conditions online.




http://www.pelco.com

http://www.sereply.com


We’ve upgraded.The security industry’s most

reliable e-newsletter has just

been redesigned. With a whole

new look and exclusive content,

eControl Panel now features

articles, columns, blogs,

products and SSI’s new

“Security Speaking” podcast.

Not to mention, SSI is now offering

two new companion e-newsletters:

Security People News and

Security Equipment e-lert.

Get updates about industry

news, latest personnel moves

and newest product offerings

from the electronic security

industry’s original e-newsletter.

Get your upgrade today.

E X C L U S I V E

www.securitysales.com/Enews/SignUp.aspxhttp://newsletters.securitysales.com/Enews/

SS01-64.11

SS0411econtrolpanel.indd 1 3/30/11 3:05:09 PMSS6p45.indd 45SS6p45.indd 45 6/7/11 11:25:05 AM6/7/11 11:25:05 AM

http://www.securitysales.com/Enews/SignUp.aspx

http://newsletters.securitysales.com/Enews/


Reaching the

PINNACLE of Brand

Messaging

Marketing can be a many colored pursuit fraught with miscalculation, oversight and just plain ineffective messaging. Hit the mark, though, and it becomes all about winning and keeping customers.

To that end, each year SSI presents the SAMMY (Sales & Marketing) Awards. More than to honor excellence in sales, marketing and installations, the utmost intent is to pro-vide the installing security contractor community a forum to share best practices in all forms of promotional pursuits.

Is your brand messaging in need of a boost? Feel as if your vehicle graphics design may be missing the mark? What types of interactive features make for a successful Web site? Searching for a cost-effective promotional giveaway item? How can you better engage your customers with a newsletter?

If you are seeking answers to these types of questions, where better to fi nd the an-swers than from your industry brethren? The following profi les highlight recently announced winners of the 10 marketing categories from the 16th SAMMY Awards. There just might be an opportunity for you to incorporate some of these winning concepts into your own campaigns. And we welcome you entering the program next year to take a run at a SAMMY trophy!

SSI would like to thank program sponsors ADI, Fire-Lite, Honeywell Se-curity, TRI-ED/Northern Video, Visonic, Campus Safety Magazine, Elec-tronic Security Association (ESA), ISC Expo, LeadTracker, PSA Security Network, and for helping make the 2011 SAMMY Awards possible.

By Rodney Bosch, Scott Goldfine and Ashley Willis

Winners of the 16th annual SAMMY Awards reaffirm how creative and cost-effective sales and marketing techniques power business success. Learn who won in each category and pick up great ideas for your own company.

SALES AND MARKETING

SS6sammy.indd 46SS6sammy.indd 46 6/7/11 11:27:07 AM6/7/11 11:27:07 AM


More photos from the

16th Annual Awards, held April 5 on the eve

of ISC West in Las Vegas, and the contestants’ marketing col-lateral can be viewed with the online version of this story at thesammyawards.com.

Also, don’t miss the July issue, which will feature com-prehensive coverage of Installer of the Year winners Safety Technologies and Provident Security Corp., and Integrated Installation of the Year winner Security Management Systems.

Program sponsors present SAMMY Awards to some of the industry’s top marketers.



SAMMY WINNER INSIGHTS

Consistency of message and repeti-tion are two of the most fundamental

qualities of a successful marketing program. The first element pertains

to branding and creating an emotional reaction (often subconscious) to that

company that clients and prospects will as-sociate with it, while the latter component

is essential to instill permanency of that messaging. One of the electronic security

industry’s most proficient marketers, Stanley Convergent Security Solutions (CSS), con-

tinues to excel with demonstrated expertise and consequently added to its collection of

SAMMY trophies. “Our integrated marketing program conveys

a strong, cohesive brand image through use of consistent, accurate logo representation, Stanley corporate colors, images of similar photographic

style and our corporate font in all our marketing materials,” says Beth Tarnoff, Stanley CSS director

of marketing. “Although we continue a similar look

and feel through our pieces, we are able to have them look very unique from one another by altering the shapes, sizes and techniques used in each.”

As part of conveying the company’s “Customer Excellence” theme, many of its marketing collateral pieces have Stanley CSS’ “Commitment to Service” statement about delivering five customer touch points: account management; installation; service; monitoring; and billing. Also ubiquitous is the phrase, “Protecting What’s Important to You” in brochures and on business cards. The firm marries these consistent messages with tweaks depending on the market segment.

“In order to appeal to each target market, we carefully plan our strategies to reach the intended audience,” says Tarnoff. “We tailor our message to reach each specific audience for every piece we create. For example, Stanley CSS’ 10 vertical market brochures are customized for each unique industry and business. Every aspect of each brochure relates to the specific industry it is about including the cover images, taglines, key terminology, images and custom security solutions for the industry.”

SPONSORED BY

Achieving the Perfect Balance of Consistency and Customization

Best

Ove

rall

Inte

grat

ed

Mar

ketin

g Ca

mpa

ign

Stan

ley

Conv

erge

nt S

ecur

ity

Solu

tion

s

“When creating materials such as brochures and collateral, we look at them as not only tools for the sales associates, but tools for the customer as well,” says Director of Marketing Beth Tarnoff. “We use graphics and diagrams to explain system types, and easy bullet lists of advantages so customers can compare offerings.”

For potential customers in West-ern New York who may not be familiar

with Amherst Alarm, there is much more to the company than its name

can ever suggest. Thus the sales bro-chure plays an important role in helping

spread the Buffalo-based company’s message about its diverse portfolio.

SAMMY judges selected Amherst’s eight-page, full-color residential sales

brochure, in part, for its neatly orga-nized images of homeowners and family

members interacting with technologies and services offered by the company. Among

them were home theater, computer network-ing, security, telecommunications, home automation, lighting

control and more. “Our sales brochure helps convey to the customer all of the

different things that we have the capability of doing for them,” says Tim Creenan, owner and founder of the company. “Sometimes

people look at our name — Amherst Alarm — and they might not think we can do things beyond a basic security system. So we try to use the brochure as an example of the different types of systems we

do and to try to show a little bit of the quality that we do with them.”

Amherst works with a graphics designer to produce its sales brochures; however, the concept remains simple and straightfor-ward. The images of upper-scale residences do most of the “talking” while an emphasis is placed on word economy.

“We don’t want to be writing an encyclopedia. It will be the very rare customer who would go into all that,” Creenan says. “We are about visual images and hot buttons we

think people are going to be interested in, and getting the concepts down, not the specifics.”

Along with being used as a helpful tool on sales calls, Amerherst distributes its sales brochures at various home and garden shows, business networking events, as well as chamber of commerce programs.

Amherst doesn’t spend a lot time hashing out budgets and allocations where its sales brochure and other marketing collateral is concerned. Instead, Creenan takes a highly black-and-white approach to it all.

“The real answer is we are a zero budget company. If it make sense and it looks good to us, and we think it can make money for us, then we will do it,” he says. “That is the way we operate.”SPONSORED BY

Telling the Whole Story Behind a Company Name

Best

Sal

es B

roch

ure

Amhe

rst

Alar

m

With a name that might otherwise suggest it has a lim-ited portfolio, Amherst Alarm utilizes its sales brochure to detail its wealth of offerings beyond basic security.

SS0110chambtele.indd 1 12/18/09 1:02:42 PMSS6sammy.indd 48SS6sammy.indd 48 6/7/11 11:27:27 AM6/7/11 11:27:27 AM

Easy to sell. With popular features like remote open, vacation mode, party mode, call forwarding, do-not-disturb and more, TAC1 offers you everything your customers want…without unnecessary complexities.

Simple to install.The TAC1 system wires directly into an existing phone line, including newdigital lines, making it incredibly easy to install. And because TAC1 features Security+® technology, it’s fully compatible with all LiftMaster® Door or Gate Access Systems or a LiftMaster® Security+® receiver.

Not the new LiftMaster® TAC1.

Some telephone entry systems can be a pain in your access.

Residential Garage Door Openers • Commercial Door Operators • Residential andCommercial Gate Operators • Telephone Entry Systems • Access Control Accessories

liftmaster.com Gate Access Systems

To learn more, visit our Dealer Extranet at dealer.liftmaster.com or call 800-323-2276 to speak to a sales professional.

SS0110chambtele.indd 1 12/18/09 1:02:42 PM






TnT Security Services’ SAMMY-winning television ad opens with

an animated depiction of the Tulsa, Okla., city center skyline. As a catchy

jingle plays, the company’s bright yellow yard signs begin raining down

to quickly populate the surrounding residential neighborhoods. The music

fades and a woman, joined by her young daughter outside their home, pitches her

affordable monitoring rate and suggests, “Don’t wait until it’s to late … call TnT

Security Services today.”The 30-second ad is an integral part of

TnT’s intensive — and successful — media buying strategy in Tulsa, which includes a healthy dose of television and radio spots.

“Most new TnT customers are attracted through media advertising — more than 90 percent,” says Bob Ryan, senior vice president, sales and marketing, ASG Security, which acquired

TnT last year. That is a considerable percentage to say the least. By contrast,

at ASG Security about 50 percent of new leads are generated

through its Web site, a lead aggre-gator, vehicle wraps, yard signs and other marketing collateral, while the other 50 percent come from “feet on the street,” Ryan says.

TnT follows a disciplined business model by concentrating all of its marketing, sales and service efforts within a 30-mile radius in Tulsa. Like all of its marketing efforts, the TV spot emphasizes TnT’s local roots.

“The TV ad really connects and tells you who this company is, it’s a hometown company. They are trying

to connect to the people that live right there,” Ryan says. “In the commer-cial you see all those yellow yard signs dropping into a concentrated area. They have a ton of customers in a very concentrated, small area.”

Along with running the TV commercial during local programming, TnT purchases airtime on high profile cable channels, including Discovery and the Travel Channel. It is a strategy best suited for smaller markets where ad buying is less expensive.

“You can saturate a small area for a reasonable investment, but try saturat-ing a large, metropolitan area and nobody will even notice. You will run out of money before you can make a difference,” Ryan says. “TnT was very wise in doing it, and we’ve recognized it and we continue to invest in that strategy.”

SPONSORED BY

Big Dividends in a Small Market

Best

Bro

adca

st A

d

TnT

Secu

rity

Ser

vice

s

TnT Security saturates a concentrated area in Tulsa, Okla., with TV and radio spots that emphasize its home-town roots. Above, a scene from TnT’s television ad.

As it revamps its image, Romeoville, Ill.-based Protection

1 has made a tiny, but significant, difference to its name. (Hint: “1”

replaces “One”). So, what prompted the change?

“When the new management team came onboard June 4, 2010, we wanted

to take a fresh look at Protection 1,” says the company’s chief marketing and cus-

tomer experience officer, Jamie Haenggi. “We decided that using ‘1’ in our name

would be important because it will guide everything that we do.”

With the slight name change, it was necessary for the com-pany to create a new logo, which helped Protection 1 earn the

Best Company Logo Design SAMMY Award.Before designing the new logo, Protection 1 executives sent

8-foot X 8-foot boards to all of its 65 branches and asked its more than 2,500 employees to illustrate what they believed the

company represented. After three weeks, the management team

reviewed the feedback and began talks with its advertising agency, Z Graphics, to develop a new design.

Haenggi says there was some mixed feedback from employees about changing the name to Protection 1. However, once executives explained that using the “1” would help drive new initiatives, employees jumped onboard.

One of the new initiatives includes one-day service, which means the Protection 1 team will arrive at a customer’s establishment on the same day the client calls for service. The “one ring, live person” program elimi-

nates the use of an automated attendant; instead a customer call will be an-swered on the first ring by a live call center employee. Lastly, the company has launched a “one-touch” center to service all its national accounts.

The logo redesign has also prompted the company to revamp its sales support materials and Web site.

“We changed the URL to our site and gave it a facelift,” says Haenggi. “In doing that, we had to make sure we had our 301 redirects in place, kind of like our forwarding address.”

As it rolls out, customers are pleased with the new look, although Haenggi points out that most of the positive feedback is a result of Protection 1’s service. “As great as our new logo is, a logo has never sold anything. It’s all about the brand and the experience that our employees create.”SPONSORED BY

The No. ‘1’ Rule of Rebranding

Best

Com

pany

Log

o D

esig

n

Prot

ecti

on 1

For companies thinking of recreating their lo-gos, Protection 1 Chief Marketing and Customer Experience Officer Jamie Haenggi offers this ad-vice: “Understand who or what you’re trying to personify with your logo. Your brand and logo should reflect a personality. You want people to say, ‘That company is so approachable.’”


Designed to address the need for open architecture, IP-centric environments, VertX® and EDGE® enable a wide variety

of solution deployments including parking lot access management, elevator control, CCTV and alarm system monitoring

and more. Feature-rich, flexible and easy to install, VertX and EDGE are scalable high-security solutions from single-door

retail shops to corporate enterprises.

To learn more about Networked Access Solutions from HID global, visit hidglobal.com/NAS-SSI.

HID Global’s IP-based VertX® and EDGE® meet the demand for controlling building access over enterprise networks of any size or complexity

The

Intelligent Solution for access control






For Ron Oetjen, president of Ra-leigh, N.C.-based Intelligent Access

Systems (IAS), the unveiling of his new vehicle wrap in December 2010 had a

singular mission: Drive new sales calls.That’s a different goal than Oetjen

previously envisioned for his original vehicle graphics design, which was

all about building brand recognition. Launched in 2004, IAS operates offices in

Atlanta, Tampa, Fla., Richmond, Va., and Pittsburgh, in addition to its home base. In

use for less than three years before being summarily dumped, the original IAS vehicle wrap comprised an uncluttered,

eye-catching design: a two-toned dark blue and white color scheme anchored by a large wireframe globe. The company’s

security systems specialties were also stripped across the bottom of each van, as follows: Access Control • CCTV • Intrusion Detec-tion • Call Systems • Systems Integration.

The wrap proved successful in garnering attention for the IAS brand, yet a fatal flaw became all too obvious.

“Lots of people would comment how cool our van looked, but we didn’t have people calling in wanting to buy a system as a result,” Oetjen says. “I knew we missed the target. We regrouped and started over.”

Internal brainstorm sessions ensued and shortly Oetjen and his team decided to take dead aim on words. Specifically, eliminate all industry terminology. The thought being the average consumer or potential end-user customer does not immediately relate to intrusion detection and the like.

Instead, simple images would be incorporated to convey IAS’ portfolio of system offerings: a dome camera, an alarm system keypad, a biometrics theme, and a card reader. Oetjen brought the idea to his graphic artist who devised five mock versions to select from. The winning design maintains the same color scheme and a similar wireframe globe. Each of IAS’ 25 vans eventually received the new wrap at a cost of $2,200 per vehicle.

“It’s about communicating with those four visual elements. When a hospital manager or whoever sees the van while driving down the highway or sitting in traffic, now it becomes, ‘Let me write down that Web site,’” Oetjen says.

Along with garnering a SAMMY Award, the new design is beginning to pay dividends. IAS tracks sales leads by asking each caller how they were referred to or heard about the company.

“Now we’re receiving a few calls a month in each of our offices, so we know the new design concept is proving to be a success for us,” Oetjen says.SPONSORED BY

A Graphics Design That Drives New Sales

Inte

llige

nt A

cces

s Sy

stem

s

Intelligent Access Systems redesigned its vehicle graphics wrap to lure more new sales calls.

Last year Vector Security introduced a redesigned Web site

incorporating a rich array of new content categories to foster customer

relationships. Also new are account maintenance capabilities and other

interactivity to build site traffic.Upon going live in August, the new

Web site experienced a 300-percent increase in online customer inquiries dur-

ing a 90-day period, says Dave Merrick, Vector’s vice president of marketing.

“A lot of it was due to the higher level of interaction that the site allows people to

have,” he says. “Like scheduling a service call, changing billing addresses, applying for

an insurance discount where we handle all of the paperwork. So many things to keep them engaged.”

As an example of the new informational resources, “Vector in the Community” highlights the many types of community and

charitable activities the company participates in and supports. In the extensive “Threats That Affect You” section, users can learn more about potential security threats to their residence, family or business.

The idea here is to help educate consumers and business owners to make better safety choices, as well discuss how Vector can meet their security and fire/life-safety needs.

In awarding Vector Security the SAMMY trophy, the judges lauded the Web site for its breadth of content, user-friendly site naviga-tion and neatly organized design. Working behind the scenes to create a more successful site is an improved search engine optimiza-tion platform. Also key for the company, the site was constructed in a .NET content man-agement system with a simple text editor.

“One of the biggest problems we had before was every time copy needed to be changed or pages added, it had to go to

the IT company that produced the Web site,” Merrick says. “Now we can handle it ourselves. It’s far more expedient.”

Planning for the redesign began in earnest in 2009. Merrick led a group of six company staffers in strategy and copywriting sessions before taking a mostly “finished product” to an outside Web site design vendor, he says.

In creating new content for the site, the goal was to transcend industry terminology to ensure the information remained emotionally relative and easy to understand. “It’s not the technology that people really care about, in my estimation,” Merrick says. “It is the experience and peace of mind.”

SPONSORED BY

New Look Web Site Delivers More for the Customer

Best

Web

Site

Des

ign

Vec

tor

Secu

rity

In 2010, Vector Security introduced an exten-sively redesigned Web site that now offers inter-active features, account maintenance capabili-ties, as well as new content to drive more traffic.

Best

Veh

icle

Gra

phic

s D

esig

n


To see videos of actual apprehensions visit: www.apprehensions.videofi ed.com or call: 877-206-5800

M a d e b y R S I V I D E O T E C H N O L O G I E S

Arresting Results.

Police and Sheriffs give higher priority response to video intrusion alarms. Central

stations immediately see a video clip of what caused the alarm and then dispatch to

a crime-in-progress. With both ECV (two call verifi cation) and video, the monitoring station

can both see the intruder and verify they shouldn’t be there for priority alarm response

to a crime-in-progress. Law enforcement does more than deter,

they make arrests.

Videofi ed is the world leader in video intrusion alarms and the

only burglar alarm endorsed by the National Sheriff’s Association.

Come join the team.

More Arrests with Priority Response• 60 arrests in 6 weeks at Detroit Public Schools

• 11 dispatches and 11 arrests in Seattle construction project

• 40 arrests in 4 weeks in Chandler, Arizona

MotionSensor

CAMER

A

Illuminators



http://www.apprehensions.videofi




SS1008ul100reason.indd 1 9/24/08 10:42:18 AMSS1008ul100reason.indd 1 2/18/10 1:02:04 PM

When developing its sales and market-ing tools, the executive team at Beltsville,

Md.-based ASG Security, a perennial SAMMY winner, keeps one thing in mind.

“Everything we create first and foremost sup-ports the salesperson on the street,” says the

company’s Senior Vice President of Sales and Marketing Bob Ryan.

Thus, it is important that marketing material produced by ASG explains what the company

does, what types of technology the company is familiar with and why a prospective client should

do business with ASG. Using the aforementioned criteria helped ASG earn the Best Display Adver-

tisement SAMMY award.Designed by Ryan and Applications Support and

Web Site Manager Lauren Fleetwood, the duo mod-eled the ad after an ASG commercial integration bro-chure. The display advertisement features eight picture

bubbles that display the different technology ASG offers.“You need vivid imagery, something that’s going

to immediately catch someone’s attention,” says Ryan.

“You have to be able to deliver a clear, crisp and precise message to your target in less than 10 seconds.”

ASG placed the ad in industry-specific trade journals with a goal of attracting large commer-cial, industrial and institutional end users. Ryan notes that because ASG targets are security professionals who already understand the industry, the company was able to use industry jargon and imagery to capture a prospective client’s attention.

With 140,000 customers, ASG brings in $6 million in recurring monthly revenue (RMR), Ryan says. Although a well-funded company, ASG se-lectively chooses to use print advertising as a way to gain new business. Instead, it relies more on trade shows and giveaways to reach the masses.

“After eight years, we know what works and what doesn’t,” says Ryan. “We’ve got the for-mula down so that the marketing dollars we do invest are effective and show us the return we want. The trial and error period is over.”

SPONSORED BY

More Images, Less Text Wins Clients

Best

Dis

play

Adv

ertis

emen

t

ASG

Secu

rity

As one of its strategies to gain business, Urban Alarm of Washington, D.C., which

has a mix of residential and commercial cus-tomers, educates its existing and prospective

clients. The company does that with its Secu-rity Strategies newsletter, which earned Urban

Alarm the SAMMY award for Best Company Newsletter.

“We look for opportunities to provide information and education to help clients

become more effective as an organization,” says Urban Alarm President Miles Fawcett. “For us,

we put informing and educating above selling. We want our customers and prospects to view

us as a resource, or if they have an issue and the need to come up with a clear strategy, they can

contact us, and we can help them figure out the best approach.”

Designed and written by Urban Alarm’s two-per-son marketing team, the newsletter’s main readership

targets include commercial clients and property man-agers. “By creating this in-house, we can control the message and the quality very closely,” says Fawcett.

Each issue features case studies and best practice techniques, and on occasion, Urban Alarm includes a special product offer. Custom-ers can read follow-up information on material featured in the publication on Urban Alarm’s online blog, says Fawcett. Readers receive Security Strategies, which goes out seven times a year, by direct mail or E-mail. Fawcett plans to release quarterly editions of the newsletter in the future.

A main challenge for the newsletter is making sure clients actually read it, Fawcett notes. How-ever, he remains optimistic that once customers see the value in the content, they will become more responsive to the information.

So far, the education strategy has been ef-fective for the company, which saw its business grow more than 100 percent in 2010, says Faw-cett. With roughly 600 accounts, the company adds about 20 a month.

“Our marketing budget is growing because we’re producing a return,” he says. “As long as we continue to see that kind of growth from our in-vestments, we will keep increasing that spending.”

SPONSORED BY

Customer Education Brings New Business

Bes

t Com

pany

New

slet

ter

Urb

an A

larm

Urban Alarm of Washington, D.C., stresses educational content in its company newsletter, Security Strate-gies. “We look for opportunities to provide information and education to help clients become more effective as an organization,” says Urban Alarm President Miles Fawcett.

ASG Security placed its SAMMY-winning display ad in industry-specific trade journals with a goal of attracting large commercial, industrial and insti-tutional end users.


SS1008ul100reason.indd 1 9/24/08 10:42:18 AMSS1008ul100reason.indd 1 2/18/10 1:02:04 PM





superior resolution

Arecont Vision just released the next generation in panoramic megapixel cameras that now include Day/Night functionality. Arecont Vision has already successfully deployed its 8-megapixel 180° and 360° cameras worldwide for several years at very important sites. New panoramic cameras are available with Day/Night functionality providing an ability to deliver improved forensic detail over vast areas. One Arecont Vision panoramic camera does the work of up to 24 standard definition IP and analog cameras - lowering project costs and improving return-on-investment (ROI). Calculate the total savings and you'll clearly see how Arecont Vision panoramic Day/Night megapixel cameras should surround you.

Was a time when promotional items were pretty much a standard practice for

most companies. Not so much anymore as the novelty appeal of coffee mugs and pens has lost its luster, and the recession

has made the expenditure of much be-yond that prohibitive to many operators.

This can be unfortunate since promo items can be an effective tool to leave a last-

ing impression on customers and prospects. One company that has continued to invest

both dollars and ingenuity into this area is Na-perville, Ill.-based Stanley Convergent Security

Solutions (CSS).SAMMY judges recognized Stanley CSS for

an elegant executive desktop dartboard game cleverly built around the theme, “Stanley is Right on Target.” The item is presented along with a

personalized letter to national account customers to celebrate their anniversary of another year part-

nering with Stanley. The magnetic dartboard comes inside a subdued dark brown leather case; both

items prominently feature the company’s branding.

“Every time a customer plays with their desktop dartboard game, they will remember their partnership with Stanley,” says Beth Tarnoff, Stanley CSS director of marketing. “There is longevity when it comes to our gift. Due to its fun nature customers are more willing to keep it in their offices, and our logo front and center, for a longer period of time.”

This splashy promotional item is likely to capture clients’ attention yet the financial investment on the part of Stanley CSS is deceptively small by comparison. Re-gardless of the size of the company and the type of cus-tomer involved, promo items need not be costly to have an impact and achieve the desired result of strength-ening the security provider-end user relationship. As Tarnoff suggests, the main ingredient is creativity.

“As most companies today, we are challenged to find creative ways to express a high-quality image while not overspending,” she says. “To maximize our investment, we used a stock promotional item customized with our logo instead of commissioning something custom made. Also, we created a fun theme where we were able to add to our mailing label and internally produced letter. By using stock items and internally producing

our letters we saved money in design and printing costs, and through our creativity did not sacrifice on the quality of our gift.”SPONSORED BY

Giving a Gift That’s Right On Target

Best

Pro

mot

iona

l G

ivea

way

Item

Stan

ley

Conv

erge

nt S

ecur

ity

Solu

tion

s

Talk about targeted marketing! Stanley CSS captured honors for Best Promotional Giveaway Item with this executive desktop dart-board game based on the theme, “Stanley is Right on Target.” “Designed with ‘customer excel-lence’ in mind, the gift is given to celebrate our anniversary with our national accounts,” says Director of Marketing Beth Tarnoff.


that surrounds you.

180° (AV8185DN) or 360° (AV8365DN) Panoramic Versions Four 2MP Sensors for 6400 x 1200 Total Resolution Dual Compression H.264 and MJPEG Day/Night Functionality IP66 Surface/In-ceiling Mount Enclosure Wall, Pendant, Corner and Pole Mount Options Heater/Blower Options

1-818-937-0700 • arecontvision.comMADE IN THE USA


The hope is that companies and individuals engage in philanthropic

efforts for their own sake in the pursuit of creating a better world in which to live. And that certainly

is a great place to start and reward enough; however, the fact is such

endeavors for a business typically results in happier, more fulfilled employees and

a groundswell of communal goodwill for the commercial enterprise as well.

Clichés aside, this really is a case where you get back what you give — and captur-

ing the SAMMY Award for Best Community Outreach Program as Provo, Utah-based

Vivint (named changed from APX Alarm in February, 2011) did is icing on an already sweet cake.

The firm, whose more than 5,000 associates serve in excess of half-a-million customers throughout North America, captured

SAMMY judges’ admiration for both the method and results of its APX Gives Back Project. The company created an online Facebook

competition in which employees raised $250,000 in donations that

was awarded to six winning charities. Dur-ing a five-month period, users of the social media site cast their votes on more than 260 charities.

Kristi Knight, vice president of corporate communications for Vivint, says the program was created in 2008 to alleviate hardship and restore hope for families in need, participating in activities from cleanup after Hurricane Ike to providing meals at the Ronald McDonald House to adopting a local elementary school.

“This culture of serving is evident in the high percentage of employees who partici-pate in each project,” she says. “At Vivint, we have witnessed our employees talking about how giving creates a stronger connection to their company, their coworkers and their com-munities. Our culture of giving is consistent

with the character of our employees. Individually, each of us feels better about ourselves when we see our efforts contributing to worthy causes.”

After announcing the winners last September, the company’s senior management personally delivered the donation checks, including $100,000 to the Utah Prader-Willi Syndrome (PWS) Association. In addition, employees donated more than 10,000 hours of volunteer service to assorted charities within their various regions.

p y

SPONSORED BY

Social Media Platform Works Wonders for Charities, Company and Employees

Best

Com

mun

ity O

utre

ach

Prog

ram

Vivi

nt (f

orm

erly

APX

Ala

rm)

The Vivint Gives Back Project has included rais-ing $250,000 for charities and 10,000+ hours of volunteer service. Company managers traveled across North America during a three-day span in 2010 to hand over a $100,000 check to one charity and $30,000 checks to five others se-lected via a Facebook-based voting process.




INSTALLATION CASE STUDY

When the police department in Pensacola, Fla., sought to expand its limited wireless public vid-eo surveillance system, an open bid solicitation went out to identify integrators that could meet

the city’s rigid expectations.More than quadrupling the existing four-camera system would

present installation challenges the city had not experienced previ-ously. In order to achieve the extensive coverage the city desired, substantial measures would need to be taken. Namely, surmounting

By Rodney BoschA local systems integrator won a bid to expand the Pensacola, Fla., Police Department’s four-camera network of surveillance cameras. To install a new wireless system, line-of-sight issues, 140-mph wind load requirements and other challenges had to be met.

Wireless Surveillance SERVES AS

PD’s Force Multiplier

A wireless communications antenna is mounted on a 250-foot-tall water tower in Pensacola, Fla. The tower provides 360° coverage for the city’s wireless video surveillance system.

SS6wireless.indd 58SS6wireless.indd 58 6/7/11 11:29:58 AM6/7/11 11:29:58 AM

click. see. smile!www.basler-ipcam.com

True German Originals

Superior image quality

Industrial-grade reliability

Megapixel, CCD, CMOS, H.264

One-of-a-kind IP cameras

*YPP,(JTW




http://www.basler-ipcam.com

Choosing the right access control system is easier than you think.

That’s because we take an open architecture approach – engineering our products to work with both competitive and complementary systems. Not to mention our extensive family of credentials and readers – including multi-technology, smart card and proximity card. You have a choice when it comes to access control. The hard way. Or the right way.Visit schlage.com/momentoftruth.

Our everything works with most anything.

© 2

011

Ing

erso

ll R

and




topography hurdles to ensure a clear line of sight for multiple cameras back to a single collection point.

Learn how the city’s needs were achieved in the form of a point-to-point wireless network, as well as what put the winning integrator’s proposal over the top.

Detailed Project Bid Wins the Job The city of Pensacola purchased its

fi rst public video surveillance system in 2007. Pleased with the performance of the four-camera, Motorola Canopy wire-less network, it wasn’t long before law enforcement advocated for a signifi cant expansion.

The city received funding from the Ed-ward Byrne Memorial Justice Assistance Grant (JAG) Program, which is the pri-mary provider of federal criminal justice funding to state and local jurisdictions.

Armed with a $203,000 grant, the city opened a bid solicitation process seeking integrators that could take the video sur-veillance system to new heights (pun in-tended, as will soon be revealed).

“More than 25 people showed up for the prebid meeting and we had seven that actually submitted bids,” says Lt. Tommi Lyter of the Pensacola Police Department.

An independent panel was assembled to review and score each of the bid pro-posals based on content, previous expe-rience, cost and other factors. In the end, one integrator in particular outshined the competition — locally based Ad-vanced Control Concepts Inc. (ACCI).

Lauded for attention to detail in ex-plaining what components would be used and how the installation would pro-ceed, the ACCI proposal “knocked it out of the park,” Lyter says.


© 2

011

Ing

erso

ll R

and


Whether it ’s the main entrance or a supply closet, Schlage® offers a range of credentials to f it your individual needs. And with our open and consultative sales approach, we can help you make the right choice for your facil ity. Visitschlage.com/momentoftruth.

Like a kid ina candy store.

CARDS

BIOMETRICS

MULTI

KEYS

CODES


A wireless communications radio mounted on the water tower. Cameras and wireless units are spread across a 20-mile area with the longest link in Pensacola’s network stretching more than four miles.

Having purchased new laptop computers for its squad cars, the Pensacola Police Department is working with its systems integrator to push remote video to the vehicles using air cards.



In the end, it wasn’t the lowest bid on the table that per-suaded city offi cials.

“The good news for us it was not one of those solicitations necessarily based on low cost,” says ACCI Sales Engineer and Project Manager Doug Taylor. “We were not the low bidder. We were like No. 3, but they felt like our proposal offered them the best value for the city. It was up to us to do a little front-end engineering and explain how the job was going to be accomplished.”

Point-to-Point or BustEstablished in 1985 and a member of the PSA Security

Network, ACCI is a full-service provider of electronic secu-rity solutions to the commercial, institutional, military and government markets. The company has provided wireless solutions for about seven years, which proved benefi cial in helping it win the project to expand the Pensacola PD video surveillance system.

Replacing the Motorola system, ACCI selected a point-to-point wireless solution by Fluidmesh, including units from the 2200, 1100 and MITO Series, which are designed specifi -cally for backhaul applications. The grant money allowed the city to initially purchase an additional 13 cameras to add to its existing four Sony 550 pan/tilt/zoom (p/t/z) models. The new additions are all Axis Q6032 p/t/z models using a single Cat-



WIRELESS VIDEO SURVEILLANCE

To overcome line-of-sight obstacles presented by the high tree-line common to the Pensacola region, wireless units and cameras were installed on top of eight 100-foot cement poles.


5 cable for power over Ethernet (PoE). At the front end of the system, ACCI elect-ed to go with Lenel’s SkyPoint NVR and video management system (VMS), which utilizes OnSSI’s Ocularis technology.

The police department conducted a crime survey to determine how it could maximize the coverage area with the ad-ditional cameras. On a large city map, the police plotted locations of recent types of crimes. The areas with the most dense crime clusters would receive a camera. Other sites, such as a city park or other public area where festivals and outdoor entertainment are held, also were allotted coverage.

With the camera locations identifi ed, the next objective was to attain the best signal possible to ensure high video qual-ity with no latency.

“Wireless mesh was defi nitely the way to go for this installation because of distance, direction and topology,” Taylor says.

Installation work commenced in Au-gust. ACCI identified the city’s 250-foot-tall water tower to mount the Fluidmesh antennas and other equipment. It proved an ideal collection point, affording 360° coverage for all signal feeds directly from each camera. However, electing to go with a point-to-point path would present Taylor and his installation crew their largest hur-dle — achieving a clean line of site from each camera location to the water tower.

“Every time you do a relay you lose a little bit of the functionality, so we want-ed to have a single point-to-point with all these cameras,” Taylor says. “We didn’t want to have to do any hopping.”

Installation Is ‘Quite a Show’Where possible, cameras and the

accompanying radio antennas were mounted on buildings. Yet that conve-nience was not always available. To over-come line-of-sight obstacles presented


B.

C.

D.

A.

© 2

011

Ing

erso

ll R

and

Any of the above.


Choose the AD-Series from Schlage®. From networking options and credential r e a d e r s t o f i n i s h e s a n d l e v e r s , i t ’ sdesigned for whatever you have in mind. Visit schlage.com/ad-series to see how customizable this solution can be.


Various cameras from the city’s wire-less video surveil-lance network stream in real-time on the Pensacola Police Department’s Web site for public viewing.

Brand Description Quantity ACCI Custom camera enclosures 16ACCI Solar configuration for relay point 1Axis Q6032 p/t/z cameras 16Ditek Surge protectors 16FluidMesh 2200 Wireless radio network 4FluidMesh 1100 Wireless radio network 13FluidMesh MITO Wireless radio network 2Lenel SkyPoint VMS 1Lenel SkyPoint NVR 1

Pensacola PD Project Equipment List



by the high tree-line common to the Pensacola region, fi eld units and cam-eras were installed on top of eight 100-foot cement poles.

Pensacola’s location on the Florida Panhandle makes it particularly vul-nerable to hurricanes. Accordingly, a wind load requirement of 140 mph had to be accomplished.

“Installing the concrete poles was quite a show. They had the police de-partment doing road closures. We had an 18-wheel big rig trailer to transport the pole out to each location, plus a huge crane and auger truck to drill the hole. It was something else,” Taylor says.

From there, sector and panel anten-nas were installed to provide cover-age throughout the city. The cameras and wireless units are spread across a 20-mile area with the longest link in the network stretching more than four miles.

“Installing the cameras was easy. In-stalling the radios was easy. It was just

getting those poles up and getting our el-evation,” Taylor says. “When you are 100 feet up on a tapered pole and four miles away with one of these radios, the water tower looks like the head of a pin.”

System Continues to GrowVideo from each of the cameras is fed

to police headquarters where it is record-ed and stored for 30 days. An operations center is equipped with three 65-inch


9LVXDO$ODUP9HUL°FDWLRQ

RealAlarm™

When an alarm is real

HYHU\PLQXWHFRXQWV

When an alarm is false HYHU\GROODUFRXQWV

5HDOWLPHFDSWXUHRIDODUPHYHQWVIRUFHQWUDOPRQLWRULQJVWDWLRQV

,PSURYHVUHVSRQVHWREXUJODU\°UHDQGHPHUJHQF\HYHQWV

5HGXFHFRVWVE\HOLPLQDWLQJUHVSRQVHVWRIDOVHDODUPV

www.visonic.com [email protected] TEL. 800-223-0020


WIRELESS VIDEO SURVEILLANCE

Video from each camera is fed to police headquarters where it is recorded and stored for 30 days. An operations center, as well as a dispatch center (above), are equipped with monitors where officers can control each camera and pull up archived video.



http://www.visonic.com


monitors, as well as smaller units, where offi cers can control each camera and pull up archived video. A dispatch center is also equipped with a 65-inch monitor for real-time and archived viewing.

Helping to streamline the installation at the head-end, the police department designated a security VLAN for the proj-ect from its existing network.

“It was pretty simple. They gave us one switch and they VLAN’d off a few of the ports that we needed — one for the record-er — and then they have client application software on about six different computers on their network,” Taylor explains.

Roughly $85,000 in additional funds has been put toward the system ex-pansion since the project commenced, bringing the current camera total to 24. Included are a few portable wireless units, although deployment can be lim-ited given the necessity for a clear line of site to the water tower.

Private funds from local entities are beginning to be made available as well to expand the camera system. After the up-

graded network was installed, some lo-cal businesses and educational institu-tions approached the police department to monitor their cameras as well.

It is an agreeable proposition, Lyter says. The private sector foots the bill for the cameras and installation, while their video feeds go on the existing net-work, sans storage costs. In turn the de-partment obtains additional “eyes on the street,” covering key areas of the city.

Some of the cameras are being streamed on the police department’s Web site for public viewing. In addition, ACCI is working with the PD’s IT depart-ment with plans to push remote video to police cars soon through air cards.

“The end result is a vastly improved system that is user-friendly,” Lyter says. “We’ve been able to expand our exist-ing system with no disruptions in ser-vice. ACCI and Fluidmesh were the ideal choice for our department.”

Rodney Bosch is Managing Editor of SECURITY SALES & INTEGRATION. He can be reached at (310) 533-2426 or [email protected].


© 2

011

Ing

erso

ll R

and

What’s in a name?Quite a lot if you

go by aptiQ™.

Introducing aptiQ™ (ap-teek ) from

Schlage® – our new smart card that

delivers simply smarter solutions. For

a name that means more, say hello

at schlage.com/momentoftruth.



Following is a list of related municipal video surveillance ar-ticles and blog posts, which can be viewed on SSI’s Web site.

W.Va. Municipality Improves Monitoring With IP Video Enhancementssecuritysales.com/Berkeley-County

41 IP Cameras Help Secure New Houston Public Housing Communitysecuritysales.com/Houston

ACLU to Chicago: Stop Add-ing Surveillance Camerassecuritysales.com/Chicago

Coastal Texas City to Roll Out Wireless Video Surveillance Systemsecuritysales.com/Freeport

NYC Mayor Announces $110M for Midtown Video Surveillancesecuritysales.com/NYC

Illinois Community Deploys Wireless Video Surveillance Solutionsecuritysales.com/Schaumburg

Alabama City Credits HD Surveillance System for 75% Drop in Crimesecuritysales.com/Selma

Park ‘n’ Ride Made Easy … and Safesecuritysales.com/Irvine

Extra Eyes Patrol City’s Streetssecuritysales.com/Lancaster

Public Wireless Security Solution Stars in Northern Californiasecuritysales.com/Richmond

CCTV Becomes One of Hol-lywood’s Brightest Starssecuritysales.com/Hollywood

Going Public in Support of Municipal Video Surveillancesecuritysales.com/support

Addressing Video Surveil-lance Privacy Concernssecuritysales.com/concerns

A Glance at Other Public Video Surveillance Projects and More

©iS

tock

photo

.com

/loopa





Motor vehicles have always been central to the business of security systems sales and instal-lation. However, their impact on operational costs has never been more prominent follow-

ing an extended period of economic pressures and, more re-cently, record-high gasoline prices. These factors make SSI’s 2011 Super Security Fleets study — the industry’s fi rst compre-hensive project of its kind — especially timely and valuable.

The research covers a multitude of considerations and challenges, including fl eet sizes, vehicle brands and types, fuel usage and alternatives, GPS and other technologies, in-surance, leasing vs. purchasing, and more. Nearly 400 com-pany fleet managers and other supervisors or owners in-

volved in making vehicle purchase decisions participated. The survey was conducted earlier this year by Bobit Business Media Research and has a margin of error of approximately 5 percent with a 95-percent confi dence level. In other words, the data is reasonably accurate and reliable.

Among the fi ndings: fuel economy is the top fl eet concern (see “In Depth” report, page 15), but “greenness” is a low prior-ity; GM and Ford vehicles are more than twice as prevalent as any other make; more than four of fi ve vehicles are purchased as opposed to leased; two-thirds of vehicles are permitted to be kept at employees’ homes; and more then four in 10 instal-lation/service vehicles are equipped with GPS systems. Lead-ing it all off is SSI’s fi rst Top 25 Security Fleets ranking.

By Scott Goldfine

How are installing security company owners and operators managing their vehicle fleets in the face of unprecedented economic pressures and pain at the pump? SSI’s first Super Security Fleets study exposes the answers with input collected from hundreds of respondents throughout the industry.

ORIGINAL RESEARCH

Recognizing the marketing value of what are essentially mobile billboards, security contrac-tors like Amherst Alarm's Tim Creenan roll out vehicles as visual as they are functional.

2011

SS6fleet.indd 66SS6fleet.indd 66 6/7/11 11:37:33 AM6/7/11 11:37:33 AM


How long do you typically keep vehicles in your fleet?How many vehicles are in your fleet?

Total Vans/SUVs P/U Trucks Cars

1. ADT Security Services 7,000 N/A N/A N/A

2. SimplexGrinnell 7,000 N/A N/A N/A

3. Johnson Controls Inc. 6,554 4,564 1,502 62

4. Diebold 4,500 2,100 1,200 1,200

5. Siemens Building Technologies 4,442 1,355 1,568 1,518

6. Faith Technologies 650 400 200 50

7. Stanley CSS 600 N/A N/A N/A

8. Vector Security 535 400 100 30

9. Per Mar Security 430 350 50 30

10. Vivint (formerly APX) 351 351 0 0

11. Niscayah 325 N/A N/A N/A

12. Guardian Protection Services 295 290 3 0

13. Kratos Defense & Security Solutions 166 104 38 24

14. Alarm Detection Systems 109 93 1 15

15. Safeguard Security 103 5 72 26

16. American Alarm 80 50 25 5

17. ADS Security 75 45 12 18

18. Dakota Security Systems 72 24 39 9

19. Allied Fire & Security 66 45 4 17

20. The Protection Bureau 62 31 2 25

21. Sonitrol New England 49 10 0 39

22. Building System Technology 48 38 0 10

23. Ackerman Security Systems 40 33 7 0

24. Communication Electronic Systems 40 40 0 0

25. SDA Security 38 2 33 3

General Security Fleet Facts❯ ❯

Top 25 Security Fleets❯ ❯

Average Vehicle Types

Service/installation vans/SUVs

Service/installation p/u trucks

Company/staff passenger cars

Other

Average Average Years Service Miles Service

Service/installation vehicles

Others

Photo

s: ©

iSto

ckphoto

.com

/Tim

McC

aig

; Igor

Negove

lov

Notes: Totals may not add up due to omission of “other” vehicles such as bucket trucks, etc. Vivint reported 350 additional vehicles on order for late June delivery.



SUPER SECURITY FLEETS STUDY

How many miles per year do you place on your fleet vehicles? Average Annual Miles

Rank the following in order of importance to your fleet …

0

1

2

3

4

5

6

7

8

Exhaust emissions/ green image

Power / torque / payload

Appearance / style

Range without refueling

Purchase / lease cost of vehicle

Long-term, lifetime

durability

Maintenance cost / downtime

/ reliability

Fueling cost (cost of fuel & fuel economy)

^

^

^

^

^

^

^

^

Quick Take Vehicle Fleet Statistics

How many fleet vehicles do you have by brand? Average Vehicle Brands

OTHERS

Average Rating (scale 1-8, 1 = least important)

2 9 2 2 4 2 5 0 0 0Service/installation vehicles Others

Percentage of service/installation vehicles modified with hooks, racks, drawers, etc.:

Percentage of service/in-stallation vehicles adorned with company logo, graphics, contact info:

Percentage of fleet vehicles that use alterna-tive fuel:

Average number of new vehicles put in service during 2010:

Average total dollar value of rolling vehicle stock:

Average gallons of fuel (gasoline and diesel) purchased annually:

Percentage of service/installation techs field tools sup-plied by company:

Photo

: ©iS

tock

photo

.com

/Serg

ey S

izko

v



SUPER SECURITY FLEETS STUDY

GPS Systems❯ ❯What percentage of your installation/service vehicles are equipped with GPS devices?

Average GPS

Do you use your GPS data to verify tech time cards?

Do you have integration between your GPS data and service dispatch (e.g. GPS tied into Sedona management system)?

Purchased / Leased Vehicles and Allowances❯ ❯

Does your GPS System track speed and do you have a policy for response if a vehicle exceeds it?

What percentage of your company vehicles are purchased vs. leased? If you lease some or all of your

company vehicles, what are the lease terms (in months)?

Average Months

In addition to company owned/leased vehicles, do you have any employees on a car allowance?

Installation/service vehicles with GPS

No79.8%

Yes20.2%

TIME CARDVERIFICATION

No92.3%

Yes7.7%

DISPATCHINTEGRATION

Yes, we track speed and do not have a policy for response if a vehicle exceeds it

Yes, we track speed and have a policy for response if a vehicle exceeds it

No, our GPS system does not track speed

We do not use a GPS system41.5%

28.8%

21.7%

8%

Vehicle lease terms

Purchased

Leased

81.8%

18.2%

Yes35.1%

No

64.9%

Photo

s: ©

iSto

ckphoto

.com

/TA

lex

Slo

bodki

n;R

ichLegg



No83.5%

Yes16.5%

What percentage of your fleet vehicles are permitted to be driven to and kept at employees’ homes?

Are your drivers/employees provided company gas station credit cards for fueling up vehicles?

Is any specific driver training provided or required apart from a standard driver’s license?

Service / Maintenance and Insurance❯ ❯

Do your fleet drivers pay a portion of their vehicle’s insurance cost?

Do you purchase extended service/maintenance plans for your fleet vehicles?

Vehicles kept at employees’ homes

Average Percentage

Yes

No

DRIVERTRAINING

What is your annual insurance coverage cost per vehicle?

Property damage

Comprehensive

Collision

Liability $697.54

$452.75

$377.47

$296.88

1.9%

98.1%No, the company pays all insurance costs

Yes, they pay

No81.2%

Yes18.8%

EXTENDEDPLANS

Photo

s: ©

iSto

ckphoto

.com

/Jim

Pru

itt; S

kip O

'Donnell;

Mic

hael K

rinke

FIND IT ON THE WEBSee the industry’s vehicle fleets on display with exclusive photo galleries at security sales.com/photogallery.

FFFFFSSS


VIDEO SURVEILLANCE


SS0311easyvisitormgmt.indd 1 1/18/11 12:46:32 PM

Remote video services consist of anything from offsite, remotely hosted vid-eo surveillance storage, to remote video monitoring and remote guarding. In general, these services are designed to save the end user money on their capital investment for a security surveillance system, offer valuable fea-

tures that are unavailable to them with localized video solutions and leverage addi-tional features to provide them with outsourced managed services.

Systems integrators are in a prime position to benefi t from this lucrative new business opportunity. These services provide upsell opportunities for their cus-tomers and can generate the recurring monthly revenue (RMR) they need to: vast-ly increase their company valuation, have a predictable cash fl ow, level out the

peaks and valleys, and improve their creditworthiness.

Integrators should dedicate a re-source to implementing their managed services business. This is highly recom-mended because the sales process for these services is different from the tradi-tional contractor sales model. The per-son who is in charge of selling the ser-vices should always sell the services as a solution — making the hardware, soft-ware and engineering involved merely the means to support the solution. Oth-erwise, the services appear to be option-al, and thus become harder to sell.

Integrators should start with their existing customer base as those clients have already entrusted their integrator with their security management. Thus there is a relationship in place with which to work. The margins for these

By Sharon Shaw

Remote services such as video guard tours and verification appeal to end users, and have the potential to be very lucrative for integrators. Find out what’s involved to succeed in this growing marketplace from technology, sales and marketing, and operational standpoints.

Realizing REMOTE VIDEO’S Revenue Possibilities

©iS

tock

photo

.com

/Ask

in D

urs

in K

am

bero

glu

SS6remote.indd 72SS6remote.indd 72 6/7/11 11:41:56 AM6/7/11 11:41:56 AM

Scan each visitor’s ID automatically and print a customized badge in 20 seconds or less.

Thousands of organizations worldwide have replaced their paper guest log with EasyLobby to improve their security and manage visitors more professionally.

With our Visitor Management System your customer will know who is in the building. And why.

The Global Leader in Secure Visitor Management Systems

Contact us today for a FREE Web Demo Phone: 781-455-8558 Email: [email protected] Online: www.easylobby.com

A. COMPETITORB. PARTNERC. FIRED EMPLOYEED. CONTRACTOR

• Enterprise-class visitor registration, tracking,

reporting and badge printing

• Web-based pre-registration by employees

• Tight integration with over 30 major access

control systems

• Employee and contractor time and attendance

• Scalable from a single system to hundreds, with centralized administration

• Affordable, easy to install and easy to use

SS0311easyvisitormgmt.indd 1 1/18/11 12:46:32 PM




http://www.easylobby.com



REMOTE VIDEO RMR

services are typically from 30 percent to 40 percent — lower than traditional in-trusion alarm monitoring. However, the fi nancial impact of the RMR remains lu-crative because the dollar amounts per account are so much higher.

So let’s take a closer look at the spe-cifi c types of remote video services — hosted video, video verification and remote video guarding — and the op-portunities, operational considerations and costs associated with each one.

Keys to Hosted VideoHosted video, a.k.a. offsite video stor-

age, or remote video management, offers end users the following opportunities:

• Replacement of the DVR — reducing the upfront investment required to obtain a working video system

• Plug-and-play installation — reduc-ing the installation time and labor costs

• Hosted software — reducing the up-front investment as no server is re-quired, and no software or licensing costs are incurred

• Mobility — allowing end users to uti-lize mobile devices and any Web-en-abled computer to access recorded and live video

Key system operational considerations for hosted video applications:

• Bandwidth consumption — pushing video through the “cloud” requires a signifi cant amount of bandwidth on-site. Generally, 0.5MB upload speed per camera is recommended.

• Video quality — end users can choose from 1 frame per second

(320 X 240 TV lines resolution) up to 10fps (640 X 480) or combinations in between. It’s important to make sure that the resolution and frame rate is adequate to meet the end us-er’s needs for the video.

• Network connectivity — because In-ternet is necessary to push the vid-eo offsite, some end users will have a network-attached storage (NAS) de-vice onsite and then use the hosted video as a redundant backup and for quick viewing.

Key cost considerations for hosted vid-eo applications:

• Upfront — the upfront costs to the end user include acquiring the cam-eras, cabling, switch, network archi-tecture and installation.

• Recurring — the recurring monthly costs to the end user can range from $10/month per camera for live view-ing only, to $25-$30/month per cam-era for the hosted service.

Keys to Video VerificationVideo verification offers end users

the following opportunities:

• Alarm verifi cation prior to dispatch — reducing the number of false alarms sent to authorities and end users

• Quicker response from local authori-ties — increasing chances for appre-hending suspects and minimizing losses and damage

Key system operational considerations for video verifi cation applications:

• Central station responsibilities — video verifi cation is a service where central station operators act as hu-man fi lters for alarms sent to the cen-tral station. The operators may re-ceive a dozen alarms in one night from one site but until they witness a person trespassing or some other un-wanted or illegal activity, the central station does not alert authorities.

• Video quality — the video used to de-liver video verifi cation is usually low resolution, and not live. Meaning oper-ators receive a pre- and post-alarm vid-

eo clip (generally about 60 seconds in length) and make their decisions based on what they see in the clip. Video veri-fi cation is somewhat limited due to the technology used at the monitored site and at the central station.

• False alarms — although the central station is responsible for fi ltering out false alarms, they do still get trans-mitted to the monitoring center at a high rate. This can be costly to the central station, which will generally have a limit or an overage fee should false alarms get out of hand.

• Threat detection — generally the de-vices used to trigger events for video verifi cation applications are tradition-al intrusion panel-type events. This in-cludes anything like video motion de-tection, door contacts, PIRs, etc. This service is not ideal for outdoor appli-cations unless the area is somehow protected from environmental factors like snow, lighting and animals, as well as frequent human activity that may not be considered threatening.

Key cost considerations for video verifi -cation applications:

• Upfront — the upfront costs to the end user are minimal. Some custom-ers can use a video system they al-ready have in place, and may only require an Internet or cellular con-nection to transmit the video.

• Recurring — the recurring monthly costs to the end user are generally $25-$40/site, depending upon activity lev-els, and an extra $10-$15/site for cel-lular transmission if that is added.

Keys to Remote Video GuardingRemote video guarding is a much

more substantial way of leveraging a monitoring center, and offers end users the following opportunities:

• Event-based monitoring — monitor-ing of alarm events in real-time, using live video, and triggered by a vast ar-ray of devices: Any intrusion-panel device Access control alarms Panic buttons or push-to-talk audio

devices

End-user costs for hosted video services in-clude cameras, cabling, switch, network and installation. A recurring cost of $10/month per camera for live viewing is standard.

©iS

tock

photo

.com

/scu

lpie

s



Video analytics can be used to detect the following: People or vehicle detection in a re-

gion of interest Tripwire and/or direction of travel Loitering And some more sophisticated sys-

tems offer: object left behind, or ob-ject removed; facial recognition for search and retrieval

• Guard tours — video patrols can be conducted on a predetermined schedule or on an as-needed ba-sis. Monitoring centers will look for activity in areas that cannot be detected by technology, or in ar-eas where a frequent amount of regular activity would cause a vast number of false alarms. Guard tours are commonly used for the following applications: Detecting unwanted behavior that

cannot be fi ltered by video intelli-gence; for example, skateboarders in a private parking lot that may in-crease the end user’s liability for in-juries or false claims.

Detecting vulnerabilities to the site; for example, looking for exterior doors left open when no door contact or access control system is in place.

Voice-down announcements in-forming people onsite that tours are in process.

• Video chaperones — video chaper-ones can be conducted to virtually

escort individuals from one area to another, verifying the site is all clear in advance, and conducting voice-down announcements after the indi-vidual arrives safely. In the event of a mugging or abduction, the monitor-ing center would be able to dispatch authorities immediately, as com-pared to family members having to wait a minimum of 24 hours to sub-mit a missing persons report.

• Remote doorman services — moni-toring centers can remotely verify a person or vehicle’s identity prior to permitting access to a facility. They can then remotely release a door or a gate to manage the ingress.

Key operational considerations for re-mote video guarding applications:

• Bandwidth consumption — pushing video through the cloud require a signifi cant amount of bandwidth on-site. Generally, 1MB upload speed is recommended.

• Monitoring center qualifi cations — the integration and management of different systems requires a high-er degree of education for monitor-ing center operators. From trouble-shooting connection through the network, to proper handling of the aforementioned services, these are areas that traditional central sta-tions are not equipped to support. The business model is very different

in remote guarding as compared to video verifi cation, as the operators tend to be higher-paid individuals, the number of accounts per opera-tor is much lower, and the overall management of the monitoring cen-ter’s operations requires a complete-ly different revenue and expense model. Additionally, the infrastruc-ture and setup of the monitoring center needs to support a very high amount of bandwidth, redundancy, backup generators, etc.

• Communicating with end users — it is essential to communicate thor-oughly between all parties in regard to how these services will be applied. The end user’s expectations need to be known and addressed by the in-tegrator, consultant and monitor-ing center to ensure the system can support the services needed, and that the monitoring center has all the proper procedures and proto-cols in place.

Key cost considerations for remote vid-eo guarding applications:

• Upfront — the upfront costs to the end user include the typical expense of a video surveillance system, along with any additional systems they choose to integrate such as access control and intrusion. This service does not require proprietary hard-ware, so if a system is already in place, chances are that some level of service can be provided without any additional investment. Additional devices can be added to enhance the solution’s effectiveness.

• Recurring — the recurring month-ly costs to the end user can range from $15-$25/month per camera for event-based monitoring, and then from there additional services will be charged based on the number of activities. The monthly cost per site can vary from $200/month to $2,000/month based on the level of services provided and amount of activity.

Sharon Shaw is Director of Education for PSA Security Network (www.psasecurity.com). She can be reached at [email protected].

Video patrols can be conducted on a predetermined schedule or on an as-needed basis. Monitoring centers will look for activity in areas that cannot be detected by technology, or in areas where a frequent amount of regular activity would cause a vast number of false alarms.

©iS

tock

photo

.com

/Terr

y J

Alc

orn


http://www.psasecurity.com


ACCESS CONTROL SALES


As a professional security integrator, it’s only a mat-ter of time before you re-ceive the highest compli-

ment from one of your customers when they say: “We need a completely new access control system, and we want you to design and implement it.” Along with the vote of confidence comes a huge responsibility.

It can be a daunting task, especial-ly if the system required is substan-tially larger than what is already in place. But if you approach it methodi-

cally, you can reduce error and ensure that your customer gets the exact sys-tem they require. To ease the process, a checklist has been assembled here to touch on all the essential elements nec-essary to meet and even exceed cus-tomer needs and expectations.

Listen to Your CustomersLet’s begin making our checklist with

the indispensable element of giving your customers the time and attention they deserve. They will usually tell you almost everything you need to know if

Do you know the important questions and observations required to identify the best access control system for any installation? Get the guidance you need along with insights on conducting site surveys and security audits; gathering design details;

ensuring code compliance; and validating security requirements.

Checklist WALKS YOU THROUGH

Access Sales ProcessA

ll photo

s co

urt

esy

AS

SA

AB

LOY

Door

Secu

rity

Solu

tions

By Lester LaPierre

you put forth the effort to be an active and engaged listener. This lays the foun-dation for a true working partnership.

• What’s their short-, mid- and long-range vision for their access control system? Is it based on open stan-dards, like 802.11b/g or 802.3af, for the most affordable infrastructure? Is it scalable enough to support pos-sible mergers and acquisitions?

• What type of credential(s) are they using? How many are issued? What type of format are they using? Can it

SS6access.indd 76SS6access.indd 76 6/7/11 11:43:22 AM6/7/11 11:43:22 AM


ACCESS CONTROL CHECKLIST

support their projected card-holder population? Is it controlled to ensure there are no duplicate IDs?

• What investment have they made already? Is their current system up-gradeable?

• What assets do they have, and what value do these assets have in relation to the customer’s operation or busi-ness? These range from physical as-sets like computers to patient records, employee records and client data.

• Have the assets changed, requiring higher levels of security? Perhaps the locks and/or key system need to be changed as well.

Observe Your CustomerEssentially, you’re trying to fi nd out

about the culture at your customer’s location. It can range from an open, accommodating environment to one with strict and limiting access controls. There will always be a confl ict between convenience and security; the chal-lenge is to create procedures and rules that balance these disparate goals. Dur-ing your observation ...

• Did you observe the employees hold-ing doors open for each other? If so, how are they able to verify their cur-rent employment status?

• Did they open the door for persons carrying large packages? If so, did they check their IDs?

• Did visitors sign in at the reception desk? Did they wear ID badges? Were they escorted by staff members?

• Did students have a habit of leaving their dorm rooms unsecure? If so, what sort of liabilities fall on school administrators if a theft occurs and they knowingly allowed that practice to continue?

Do Site Survey and Security Audit Walking through a customer’s facili-

ties can be invaluable toward develop-ing a comprehensive access control plan. Following are a few things to look for.

• Mechanical Security: If the openings aren’t mechanically secure, any ad-ditional funds spent on electronic access control are wasted. Therefore

the following must be addressed be-fore moving forward on an advanced access control system:• Are the doors, frames and hinges

in good condition? Are they rug-ged enough for the application and durable enough for the traf-fi c? Are the frames mortar-fi lled?

• What key system do they use? Is it a patented, high-security type? How often do they recore the locks? How many master keys have they issued? Have they ever lost any? How easy is it to reproduce the keys?

• Do they have reasonable accom-modation for the handicapped to ensure compliance with the Amer-icans with Disabilities Act (ADA)?

• Are cross-corridor fire doors in place? Do they have magnetic door holders tied to the fi re system?

• Identify Assets and Value: Many consider assets to be tangible items that can be sold for quick cash. But assets include anything that some-one might want to steal or destroy, and vary from customer to customer. The important thing is to put a price tag on the loss of the asset, plus the cost of lost productivity and poten-tial liability that could result.

• Identify the Threat: Consider your customer’s surroundings: Have the surroundings changed? Have you noticed any evidence of gang activi-ty? Have you noticed an increase in shuttered businesses? If so, perhaps an increase in perimeter security is in order. Increased lighting? Cameras? Gated access?

• Evaluate the Facility(s): This will help you identify what options you have when selecting products for the sys-tem. How old is the building? Does it have architectural or historical signif-icance? How thick are the walls? Was asbestos used as an insulating materi-al? If so, it may be diffi cult and costly to install conventional, wired access control devices. Perhaps a WiFi solu-tion will be a good alternative.

Gather All of the Design DetailsFor each opening requiring access

control, you’ll need the following de-

tails to ensure you order the right prod-uct for the given application:

• Does the door swing in or out? Is it left or right handed?

• What’s the fi nish of the existing hard-ware? What’s the lever style? Would the customer prefer a more modern look?

• How does the customer expect each door to operate? Ensure that an op-erational narrative is written for each opening that covers the following con-ditions, and have the customer sign off on it. This should include: • Normal state • Authorized/unauthorized access • Authorized/unauthorized egress • Monitoring and signaling • Power failure, fi re alarm and me-

chanical operation

• Determine where to place access control equipment. This could be telco and IT closets, server rooms and administrators’ offices. Make sure your staff will have access for installation, and service and main-tenance afterwards. Also, make sure you have enough space on the wall to mount access control panels, inter-face modules and power supplies.

• Determine your network coverage. Do you have IP drops where you need them? Do you have sufficient WiFi coverage where you need it should you opt for WiFi locksets?

Ensure Code ComplianceSeveral agencies have issued codes

and standards through the years to en-

The Americans with Disabilities Act (ADA) is one of the many buildings codes and stan-dards that must be considered when design-ing an effective access control system.



hance life safety, improve privacy and reduce fraud. These need to be factored into your overall access control plan:

• Americans with Disabilities Act (ADA)

• Health Insurance Portability and Ac-countability Act (HIPAA)

• Sarbanes-Oxley (a.k.a. SarbOx or SOX)

• Building codes and standards. En-sure compliance with following codes and standards:• Model Building Code (IBC) —

Amendments, Occupancy• Life-Safety (NFPA 101) — Means

of Egress• Fire (NFPA 80) — Retro-fitting,

Sprinkler Systems • Accessibility (ANSI A117.1) — Op-

erators, Credentials• Electrical (NEC NFPA 70) — In-

stallation, Wiring, Products

Validate Security RequirementsDifferent applications and clients

have differing security requirements. Verify these needs with your customer BEFORE starting the system design; otherwise you could be in for a lot of extra work. These considerations need to be factored into your overall access control plan as they have a direct im-pact on product selection and system confi guration:

• Lockdown: Is lockdown capability needed in the interior or just the ex-terior — or at all?

• Real-Time: Is real-time communica-tions to the access control system a critical requirement? Perhaps it is for perimeter doors, but what about interior doors? What if you could save your client $1,000 per door by specifying a WiFi lock instead?

• Monitoring Requirements: How much monitoring will your customer need? In most cases, a door position switch will suffice. However, some clients want to know that the door is both closed AND secured; these aren’t necessarily the same thing.

• Audit Trail Requirements: How im-portant is it to know who and when someone entered a building or room?

For code compliance, this feature is almost always mandatory, such as ac-cessing computer rooms, personnel records and patient records. Howev-er, some companies use audit trail re-ports to validate employee activity.

• High-Security and Classifi ed Areas: For increased security, there are several options. Is multifactor au-thentication a requirement, such as card plus PIN or even a biometric verifi cation? Should there be a two-man rule?

• Special Considerations: Some areas, like memory treatment centers for Al-zheimer’s patients, require valid ac-cess credentials from both sides of the door — keeping the right people in while keeping the wrong people out. Clearly this requirement takes a dif-ferent set of hardware than your typi-cal free-egress lock or exit device.

Determine Business RequirementsLet’s consider the final details that

will allow you to complete your sys-tem design:

• Aesthetics: Many high-profi le build-ing owners use architectural design to make their facilities stand apart. This extends to the interior space as well. So is a black wall reader the right choice? Or will an elegant lock with integrated card reader and de-signer lever be a better option?

• Infectious Disease Control: Some locks and doors are available with an antimicrobial fi nish designed to inhibit the growth of bacteria.

• Turnover: What kind of turnover does the facility experience? Heavy turnover would be diffi cult to man-age with a PDA-programmable of-fline lock. However, single-card systems actually program access privileges onto the card, virtual-ly eliminating the need to tour the doors to reprogram them. Of course, online solutions would address this as well.

• Applications: It’s inevitable that a variety of applications will converge into a single system. That’s why it’s important to select an access control system that can grow by providing

application support for parking ac-cess, visitor badging, integrated vid-eo and other needs as required.

• System Management: It’s important to determine who, how and where your customer will manage their new access control system. For en-terprise-class systems, it might mean multiple departments will manage their own people, while a system ad-ministrator will maintain and man-age the main, centralized system.

• Budget: You ultimately need to know your customers’ budget. How-ever, with all the upfront research, your fi ndings might be beyond their initial scope. This is how long-term planning comes into play so you can develop a priority list through sever-al phases to ensure the customer gets the access control system that fully meets their requirements.

Whether large or small, consider-ations for developing and designing an access control system should be the same. The bottom line is, selling a big-ger system in itself is not an appropriate business goal, per se. What is appropri-ate is providing the client a system that fi ts their needs and can offer the higher level of security they are seeking, while providing a platform for future growth and expansion. If a larger system will fi t that bill so much the better.

Lester LaPierre is Director of Business Development, Electronic Access Control for ASSA ABLOY Door Security Solutions (assaabloydss.com).

Data —- especially as it relates to the privacy of a company’s customer base — can be one of the most important assets to protect.


SYSTEM DESIGN


SS0611cnbannounces.indd 1 5/10/11 11:55:29 AM

Network technology is becoming increasingly prevalent in the security space. In the past few years alone we’ve seen ad-vanced systems confi gurations evolve that range from hybrid networked camera multiplexers to integrated IP-based sur-

veillance, access control, intercom and security systems. Today’s combination of new technologies and affordably priced IP cam-

eras and video management systems (VMS) has further accelerated the migration to networked systems with even greater performance and func-tionality. As a result, more and more system designers and installers are re-alizing the need and overall effi ciency of power over Ethernet (PoE).

PoE is a means of introducing power safely through Cat-5 or higher ca-ble along with network data, thus allowing devices to be powered and com-

municate over the same Ethernet cable. This technology was fi rst used for VoIP phones and has since been applied to an increasing num-ber of devices covering virtually every catego-ry of security products.

PoE has also evolved during the past several years. The original standard IEEE 802.3af was limited to 15.4 watts. The latest standard, IEEE 802.3at PoE+, has a capacity of 25.5 watts. Ad-ditionally, a new PoE standard is in develop-ment with a capacity of up to 70 watts.

These PoE standards have helped to redefi ne the way we think about power supplies for se-curity devices. Rather than powering IP camer-as from standard type power supplies, integra-tors are using PoE switches or midspans. The benefi ts of new PoE midspans have become in-creasingly clear versus PoE switches.

While both midspans and switches will in-ject managed power onto the Cat-5 cable, there are pros and cons to each. In a typical IP sur-veillance network, a camera communicates

By Ronnie Pennington

Behind every properly designed security system lurks a low-voltage power supply. Selecting the right device ensures proper and reliable functioning. Know what factors to consider — particularly where it comes to networked-based solutions incorporating power over Ethernet (PoE).

Securing POWER

on the Network

©iS

tock

photo

.com

/Danie

lBru

nner

SS6power.indd 80SS6power.indd 80 6/7/11 11:44:32 AM6/7/11 11:44:32 AM

Advertisement

SS0611cnbannounces.indd 1 5/10/11 11:55:29 AM





NETWORK POWER SOLUTIONS

with a video IP server through a network switch. A midspan is placed between the switch and the camera, passing through its video data and injecting pow-er; whereas an endspan incor-porates the switch in the same enclosure. Let’s investigate the benefits offered by new PoE midspans versus PoE switches.

PoE Switches Vs. Midspans

One of the primary issues in developing new PoE stan-dards was to minimize the risk of damaging non-compli-ant PoE devices if accidental-ly connected to a PoE source. The PoE bus is nominally 48VDC; however, the PoE controls the delivery of this pow-er to a device.

First the PoE power supply attempts to verify that the device, such as a vid-eo camera, is PoE compliant by send-ing low voltage and low current test sig-nals to the device. If the device does not respond with the authenticating signa-ture, the PoE power supply will remain in the test mode. Upon authentication, the PoE will supply proper bus volt-age. However, it will restrict the pow-er based on the authentication verifi ca-tion of the PoE device.

This is restricted to a maximum pow-er of approximately 13 or 25 watts for devices compliant to the IEEE 802.3af or IEEE 802.3at standards, respec-tively. The PoE remains vigilant and any deviation from its normalcy will cause removal of its bus voltage. Even an open circuit will cause the same bus voltage removal.

With so many options available, se-lecting the right PoE switch for the job can be challenging. For example, PoE switches that were first developed for VoIP don’t provide enough current for video surveillance and access control devices. Pan/tilt/zoom (p/t/z) and infra-red (IR) cameras require more power than conventional IP cameras. The cor-rect PoE solution will provide security professionals with the fl exibility to spec-ify different cameras for specifi c surveil-lance applications within the same sys-

tem. When choosing a PoE solution, it’s important to consider the following:

• Is the power supply in the switch

made for constant and consistent current draw?

• Does the switch have PoE on all ports?

• Is there enough current to supply ev-ery device?

• Will it power 25.5-watt devices? • Is port management desired? • Does the unit provide over-current

protection for each port?• Does the security of the switch manage-

ment software need to be upgraded? • Is the PoE switch UL Listed for IT

and UL294 for access control?

Conversely, there are very few ques-tions to consider with PoE midspans:

• How many devices do you need to power and what is your total device current draw?

• Can you power 25.5-watt devices? • Is your PoE midspan managed? • What agency approvals does the

product carry?

Powering Up PoE Devices People often under estimate the pow-

er consumption totals for powering up PoE security devices. To show how quickly the power consumption can add up, let’s review a typical scenario.

Consider a system with a total of 10 IP cameras and six access control de-

vices. Of the 10 IP cameras, six are placed indoors and four are housed in outdoor enclo-sures. A typical indoor fixed IP camera has a maximum current draw of 6.49 watts. A PoE outdoor camera enclo-sure that provides power for the heater/blower and pass-es power for the camera has a maximum current draw of 25.5 watts. The access con-trol devices in our example system have a maximum cur-rent draw of 12.95 watts each. (These values have been veri-fi ed by testing products from various manufacturers)

Together the video surveillance and access control devices require a total of 192.74 watts for operation. We also have four devices that comply to the PoE+ IEEE802.3at standard of 25.5 watts. Seeking a PoE switch that will achieve the power consumption and the PoE+ standard can alone be a time consuming process. On this installation, of course, we are also including access control.

Many local jurisdictions require prod-ucts that must adhere to the UL294 List-ing for access control. Finding a PoE switch with the UL294 Listing will take even more time. With the stringent pow-er requirements and standards, it makes more sense to deploy a managed mid-span that meets these specifi cations and system requirements.

Following is a basic parts list (not including cabling, door hardware and various materials):

• Head end (recording and access management server)

• Basic or managed switch• Managed midspan• Devices (10 fi xed PoE IP cameras)• 4 PoE Housings with heater/blower• 6 PoE access control controllers/

readers

Note: This application did not take into account an installation that had PoE IP p/t/z cameras, PoE IP-based IR cameras or PoE illuminators. With these devices, the power consumption would be substantially higher.

Network technology is becoming increasingly prevalent in the secu-rity space. In the past few years alone we’ve seen advanced systems configurations evolve that range from hybrid networked camera multiplexers to integrated IP-based surveillance, access control, intercom and security systems.

©iS

tock

photo

.com

/rya

sick



How Devices Meet Network Needs

Many IP cameras now have the ability to record images to optional SD cards in the event of a loss of network connection. Imagine losing the network connection on a PoE switch and/or needing to re-boot the switch after a software update. Once power is interrupted, even cameras with onboard SD will not operate.

With a PoE midspan this potential shortcoming does not exist. The PoE midspan is simply passing data from a standard or managed switch and inject-ing the PoE. If your cameras have an SD card option, the cameras are still re-cording even with a loss of network con-nectivity. This is an important feature to consider since it helps ensure that cam-eras remain active in some capacity.

Today’s IP video surveillance cam-eras are basically tiny computers pro-cessing large amounts of data. Just like your PC, there is always the possibil-ity that a camera will lock up. Tradi-tionally, the end user would call the in-tegrator to schedule a service call. A responding service tech needs to be dis-patched to simply power down a cam-era to reset it. This is both an expensive and time-consuming exercise.

Using an extremely reliable man-aged PoE midspan on the network, you have the ability to perform the camera “reboot” from anywhere you have In-

ternet access. To reset the power on any or all ports, simply logon.

From the same managed PoE mid-span you should also have the ability to allocate power to devices based on their specific type and requirements, see how much current the device is us-ing, and evaluate the total power con-sumption of all your devices. Other fea-tures of a good managed PoE midspan should include:

• PoE shutdown with a contact clo-

sure, the ability to turn specifi c ports off when not in use

• The capability to recognize non-POE devices via a simple trigger input

• Over-current protection for each port with automatic reset

• Local or remote monitoring of port status

By using a standard or managed IP switch with a PoE midspan, it is much easier to manage system functionality.

Other advantages of this configura-tion include system scalability and fl ex-ibility (i.e. cascading for longer distanc-es) and the ability to easily match to the power requirements of the edge device.

Designing the Best SolutionWhen utilizing a PoE midspan, a

switch is still necessary for data con-nectivity. Each device port on the switch

will go into the PoE midspan. The pow-ered device is connected to the PoE mid-span as well. The data from the switch passes through the midspan and pow-er is injected to each device. The switch facilitates data transmission from your security devices to the company net-work and recording device.

Some would consider this a “con” of using both a switch and midspan be-cause of the extra added step. But the “pros” still outweigh the “cons” using this combination of devices. Using a standard switch with a good managed PoE midspan can also save you hard-ware costs versus using a PoE switch.

In the analog video space, integra-tors traditionally provided every com-ponent of an installation starting with the power supply all the way to the powered device and everything in be-tween. In the IP security and surveil-lance space, there is often a PoE switch provided by the end user’s IT depart-ment. The integration of this PoE switch then becomes the responsibility of the integrator installing the camera network. By employing managed PoE midspans designed for security appli-cations, integrators and end users have better ability to monitor and control the system.

Since there are so many PoE switch-es and midspans available, integrators and specifiers need to select the best combination of units for their specifi c requirements. There are new midspans available that offer powerful capabil-ities specifically for security systems applications. Once you decide on your midspan solution, choose the PoE switch that best complements it.

With all the variables to consider, it may be useful to speak with manufac-turers’ technical support personnel to help best select the products for your applications. Quality usually translates into reliability, so it’s important to shop for PoE solutions based on need ver-sus price. The old adage “you get what you pay for” holds additional meaning when it comes to professional video surveillance and security systems.

Ronnie Pennington is National Accounts Manager for Altronix Corp. (altronix.com).

In the IP security and surveillance space, there is often a PoE switch provided by the end user’s IT department. Its integration then becomes the responsibility of the integrator install-ing the camera network. By employing managed PoE midspans designed for security applica-tions, integrators and end users have better ability to monitor and control the system.

©iS

tock

photo

.com

/Dav

id H

. Lew

is


SYSTEM DESIGN


Winning new projects is a key ingredient re-quired for any business to succeed and grow. In the end, the company that best meets the needs of its customers and can

deliver them at a favorable price will succeed. Choosing the right transmission media for a project is an

area where costs can escalate and not having a thorough un-derstanding of what options are available can jeopardize the

installation budget and lead to added costs. It is also an area where a little advance thought and planning can eliminate potential expansion challenges in the future.

Many of the projects occurring today consist of build-ing renovation and security system upgrades. This article is designed to review a few competitive advantages available when designing the transmission portion of any project. Currently, a majority of the projects involve the transition

By Frank Haight

While it’s typically components like cameras, readers and control panels that get the most attention when designing a security system, the transmission media everything will ride on is a critical consideration. This is especially true with the migration onto IP networks. Gain insights for working with both copper- and fiber-based infrastructure.

MAKING THE IP Transmission

©iS

tock

photo

.com

/Andre

y V

olo

din

SS6cable.indd 84SS6cable.indd 84 6/7/11 11:46:07 AM6/7/11 11:46:07 AM

®Scan for

more

information





IP SYSTEM INFRASTRUCTURE

to an Ethernet-based security system. Here we will look at solutions that can be used to your advantage once we know “what’s behind the wall.”

Scenario 1: Copper Media Used As conventional analog surveillance

and access control/intrusion systems

transition to IP-based systems, a com-mon misconception is that existing co-axial cables and unshielded twisted pair (UTP) wiring have to be removed or abandoned. This is due to the belief that they are incapable of supporting Ether-net data and that optical fi ber or network copper cables must be installed. A major cost contributor to any IP-based system is installing new transmission media. But there is a way to gain an advantage.

Ethernet over VDSL devices are on the market that allow 10/100Mbps Eth-ernet data to be transmitted over exist-ing 75-ohm coax or UTP cables. After replacing the existing analog camera or access control device at the remote location to a similar IP-based device, the integrator installs the Ethernet over copper product on the coax or UTP and another Ethernet over copper product at the other end of the cable at the head-end. Ethernet signals can then be trans-mitted using the coax cable or UTP as the medium.

Ethernet modems can provide a dis-tinct distance advantage over standard network cables. These Ethernet-over-

copper devices can facilitate distances up to 3,000 meters over UTP or 500 me-ters over 75-ohm coaxial cable. In facil-ity expansion design scenarios, the use of such cost-effective products can help Ethernet over copper become a viable option given the cost for installing new media for the Ethernet network.

There are also devices avail-able for when it is desired to use power over Ethernet (PoE) in an application where coax is being used as the Eth-ernet transmission medium. They provide both Ethernet data and operating power for a PoE IP camera and some models are capable of trans-porting from the head-end through the coax for distances of up to 230 meters. This type of product can eliminate the cost of the medium and the la-bor to install it, as well as the expense to install or deploy power at the fi eld location.

The perfect application for this type of product is where an existing analog camera is being used in a fi eld lo-cation and an upgrade to IP is required. In this situation, power for both the IP camera and line device is sup-plied over the coax supplied from the head-end. Thus the Ethernet signal can be trans-mitted over the same coax from the fi eld location to the head-end.

One of the many benefits of Ethernet is interoperabil-ity between media material types. It is very common to fi nd systems that utilize both copper and optical transmis-sion media. Network hard-ware such as switches and media converters can use small form-factor pluggable (SFP) optical interfaces in their deployment that allow the switch to transport Ethernet over different media. It is a very safe assumption that many of the projects you will be in-volved with will integrate copper and optical fi ber as the media.

Scenario 2: Fiber Optics InstalledWhen designing for the renovation

of a facility that will rely on Ethernet as the signal transmission basis for the security system, utilizing installed fiber can be a cost-effective option. Bandwidth can become a serious is-sue as facilities turn to IP cameras for their video requirements. Although pa-rameters for these cameras can be ad-justed to conserve bandwidth, the use of optical fi ber as the transmission me-dia offers a compelling combination of performance, flexibility and over-all value.

With fi ber-optic transmission, Ether-net over single-mode or multimode op-tical fi ber can yield substantial bene-fi ts such as extended distance, EFI/RFI immunity and the capacity to support high bandwidth.

If fi ber-optic cable has been installed in the existing facility and it is current-ly supporting an analog CCTV system, the transition to an IP-based security system is easily accomplished. It is pos-sible to utilize the existing fi ber as the transmission media; all that is required is sourcing the correct Ethernet prod-uct and switching out the equipment on either end of the fi ber.

Changing the hardware from a fi ber-optic video and data modem to a media converter can be as straightforward as plug-and-play. Assisting in this transition from analog to Ethernet are an assort-ment of media converters, unmanaged

As conventional analog surveillance and access control/intrusion systems transition to IP-based systems, a com-mon misconception is that existing coax and unshielded twisted pair wiring have to be removed or abandoned.

©iS

tock

photo

.com

/Banks

Photo

s

With fiber-optic transmission, Ethernet over single-mode or multimode optical fiber can yield substantial benefits such as extended distance, EFI/RFI immunity and the capacity to support high bandwidth.

©iS

tock

photo

.com

/Henri

lJonss

on



switches and managed switches that can make the move to IP-based security almost seamless. Ethernet networks in-herently require programming to oper-

ate effi ciently. Partnering with a supplier that offers system design assistance is a great help in the initial design.

Should expansion of an existing fa-cility ever be required, installing fi ber-optic cables can prove quite cost effec-tive. Under these circumstances, the cost of the media, be it fi ber or copper cable, is very close in price. However, by using fiber-optic transmission the integrator can virtually “future-proof” the network. Due to the exceptional bandwidth offered by single-mode fi -ber, future bandwidth usage obstacles can be overcome.

Optical fi ber has the distance advan-tage over common Cat-5, -5e, -6 and -7 cables. Network cables are limited to 100 meters. Multimode fiber can ex-tend distances up to 2 kilometers and single mode up to 120 kilometers, de-pending on the media converter or op-

tic being used in the managed/unman-aged switch.

Best-Case Scenario: Client Is No. 1Ethernet-based security systems

provide a valuable solution for today’s increasing security demands. Recog-nizing the needs of the customer is key to providing an effective solution. Looking at the current requirements and planning for future capacity leads to a satisfi ed customer.

By choosing the correct signal trans-mission infrastructure, successful inte-gration companies can deliver a signifi -cant performance and price benefi t that delivers an advantage in winning the project, and driving it to completion. It pays to look behind the wall.

Frank Haight is Vice President of Marketing for Danbury, Conn.-based Communication Networks (ComNet). For more information, visit comnet.net.

By John NaveWhen deploying optical fiber,

there are four important decisions that must be made. How long does the cable need to be? What type of fiber should be used? How many fibers should be in the cable? What type of cable jacket should be used?

Cable Length — Cable length is somewhat trivial since this pa-rameter may easily be empirically determined based on measure-ments or estimates.

Fiber Type — There are two basic types of fiber; multimode and single-mode. Multimode fiber-optic modems are generally less expensive than their single-mode counterparts, but single-mode fiber is a few cents per foot per fiber less expensive than multimode. Consider multimode for applications with short optical path lengths and low data rates/bandwidth requirements. For example, multimode fiber may be used to pass one channel of analog video with serial camera control data using analog fiber modems cost effectively over dis-

tances of up to several kilometers. Gigabit Ethernet, on the other hand, could be limited to as little as 700 feet on multimode fiber. Single-mode fiber would be a better choice for such an applica-tion. Depending on the applica-tion and the optical path length, it may be useful to consider a hybrid fiber cable that allows for multimode and single-mode fibers in the same jacket.

While the following lists are by no means absolute, they offer a general guide.

Consider multimode fiber for the following:• One channel of analog video• One channel of analog video

with serial camera control data• One channel of serial data• Contact closures• Four or eight channels of

analog video on one fiber• One channel of Fast Ethernet• Optical path lengths of less

than one kilometer• When using analog fiber optic

modems

Consider single-mode fiber for the following:

• More than eight channels of analog video on one fiber

• Multiple channels of analog video with serial camera con-trol data on one fiber

• Gigabit Ethernet• Optical path lengths greater

than one kilometer• When using digital fiber-optic

modems

Fiber Count — Always pull as many fibers as you currently need while anticipating future requirements as best as possible. Better to have more fiber than not enough, but do not pull spares just for the sake of it. Individual fibers typically do not fail; cables fail, and usually catastrophically due to digging incidents and the like. Fibers are prebundled in mul-tiples of six so it might be wise to round up to the next multiple of six. Availability might be better for such cables, as well.

Fiber Jacket — Although not as glamorous, the cable jacket deserves attention. The proper jacket will ensure long-term reliability, safety and compliance

with local ordinances. It is the function of the jacket to protect the cable from things such as water, rodents, ultraviolet light, high and low temperatures, and petroleum and other chemicals. The jacket can also protect the cable from abrasion, crushing and impact. The proper cable jacket will allow the cable to be directly buried in the ground, hung aeri-ally while being self-supporting, hung aerially while being lashed to a messenger cable, or installed in conduit. Finally, the cable jacket determines how safe a particular cable is for use in areas where people or animals will be. Cable jackets are available in low smoke and flame-resistant ver-sions and, as with copper cables, available for use in plenum air spaces. As a side note, while an optical fiber, being a complete dielectric is not susceptible to in-terference from electromagnetic interference, proximity to high voltage lines may not be allowed for safety reasons.

John Nave is Technical Support Man-ager for Danbury, Conn.-based Commu-nications Network (ComNet). For more information, visit comnet.net.

The 4 Parameters of Specifying Fiber

Ethernet-over-copper devices can facilitate 500-meter runs over 75-ohm coax. This can be a viable option given the cost for install-ing new media for the Ethernet network.

©iS

tock

photo

.com

/nik

nik

on



The Essentials

Visonic PowerManage IP Management PlatformThe PowerManage by Visonic Ltd. of Bloomfield, Conn., serves as an all-in-one IP receiver for

the company’s security systems via broadband and GPRS.The IP management platform supervises the alarm system and forwards events to the central

station’s automation platform so operators can track an alarmed system quickly and efficiently. The central station can assign various levels of access rights to installers and maintenance personnel.

Remote management and control features include arming and disarming an alarm system, panel programming, diagnostics and support for visual alarm verification.

www.securitysales.com/FREEInfo/16405

Schlage WPR400 Wireless Portable ReaderCarmel, Ind.-based Schlage, an Ingersoll Rand Security Technolo-

gies company, releases the WPR400 wireless portable reader, which provides a cache mode option for offline applications.

The reader is also field-configurable to work as a wireless portable signal tester for easier and faster installation, according to the company. LED indicators display valid (green) and invalid (red) credential status. It communicates to the access control systems via the Schlage PIM400 (panel interface module), the same as used within the Schlage AD-Series wireless access control system.


Basler CMOS Sensor IP CamerasBasler Vision Technologies of Exton, Pa., releases

two 5-megapixel CCD box camera models with CMOS sensors.

The BIP2-1280c-dn high definition (HD) model provides real-time video at a frame rate

of up to 30 frames per second (fps) using MJPEG, MPEG-4 or H.264 compression. The BIP2-2500c-dn

IP fixed box camera model is equipped with a 5-megapixel sensor to record the smallest image details at 9 fps.All Basler IP cameras support multistreaming and multiencoding.


DynaLock Delay Egress LockBristol, Conn.-based DynaLock Corp.

releases the UL-Listed 3101B delay egress magnetic lock system.

A delay egress timer activates if someone attempts to exit by applying 15 pounds or less pressure to the door. The red, audible LED will pulsate for 15 seconds (30 seconds field selectable). After the time delay has elapsed, the lock will release and the audible will sound continuously with a green LED until the door shuts and the lock is reset.

www.securitysales.com/FREEInfo/16402Honeywell LYNX Touch Security System

Honeywell Int’l of Morris Township, N.J., releases the LYNX Touch, a self-contained alarm system. Featuring a full-color, 7-inch touchscreen, the product supports Z-Wave thermostats and lighting controls.

Compatible with the company’s Total Connect remote services, the system includes two-way voice over GSM radio. Additionally, using Honeywell’s 5800-Z-Wave Bridge to connect to devices that communicate via the Z-Wave protocol, LYNX Touch can adjust thermostats or turn off lights when the system is armed.

The product offers menu-driven prompts that walk installers through opera-tion and configuration processes.


NVT Ethernet Over Coax Transmitter

Network Video Technologies (NVT) of Menlo Park, Calif., releases the NV-EC1701, an Ethernet over coax (EoC) transmitter, which is positioned to support coax-based legacy CCTV installations that are migrating to IP.

A compact media converter, the product allows 10/100 BaseT Ethernet and power over Ethernet (PoE) to be transmitted up to 5,000 feet using new or existing coax cable. Transceivers may be linked together using BNC “T” adaptors, forming a bus-architect-ed network that supports up to four EoC transceivers and IP/megapixel cameras.


For the latest products, sign up for SSI’s Security Equipment E-lert at securitysales.com.

SS6equip.indd 88SS6equip.indd 88 6/7/11 11:47:16 AM6/7/11 11:47:16 AM

http://www.securitysales.com/FREEInfo/16402






Anticipate the unexpected

The security tools, techniques,

and talent for tomorrow.

Face the future—and the unknown—with confi dence when you

acquire the comprehensive knowledge and resources you’ll

receive at ASIS 2011. Our unrivaled professional development

program—offering 180+ sessions—will deliver the insight,

ideas, and real-world know-how to keep you one step ahead

of the next challenge you’ll face. Our engaging networking

opportunities foster idea exchange. Our vast exhibit hall will

put you face-to-face with more than 700 security suppliers,

including the industry leaders who make it their business to

know what’s around the corner.

Who can predict what will happen when 20,000 security

professionals come together to network and share

experiences? Find out at ASIS 2011, the world’s most

infl uential security gathering.

ASIS INTERNATIONAL 2011 57TH ANNUAL SEMINAR AND EXHIBITS

SEPTEMBER 19–22, 2011 | ORLANDO, FL

For more information, visit www.asis2011.org

or call +1.703.519.6200.

Colocated

with ASIS 2011

Your best opportunity to learn from industry leaders and peers froom diversee backgrounds.to lea iimmrofrpoppppopot ttunit

7700+ EXHIBITORS • 180+ SESSIONS • CERTIFICATION RREVIEEWS • CSO ROUNDTABLE180 SSSEESSSRSRROOTORS

PRE-SEMINAR PROGRAMS AND EVENTS • AND MORERE-SPPPRPRE-SEMINA



http://www.asis2011.org



The Essentials

STI Metal Protective Cabinet The STI-7560AC metal protective cabinet by

Waterford, Mich.-based Safety Technology Int’l Inc. (STI) allows a fire alarm control panel to be mounted in temperatures exceeding normal parameters.

The unit allows sensitive devices to be installed in areas suffering from damaging high temperature conditions, dirty locations or experience high humid-ity. The enclosure can also eliminate the expense of air conditioning an entire warehouse or constructing a climate controlled room for the panel, according to the company.


Vitek EH Series DVRThe EH Series DVRs by Valencia, Calif.-based Vitek enable real-time recording in CIF resolution

and feature up to 16 channels of 30 PPS recording per channel, as well as H.264 compression.

The products support two internal hard drives and offer a “quick search” function for au-tomatic review. In addition, the DVR Viewer App is available for the iPad, iPhone and Android smartphones.


ComNet Power over Coax SwitchComNet Communication Networks of Danbury, Conn., releases the CWFE1POCOAX, which

transports IP video from the camera using existing coaxial cable. The switch delivers operating power for the devices to be transported

back through the same coaxial cable to provide operating power for the power over Ethernet (PoE) camera.

Based on the IEEE 802.3af standard for PoE, the product provides 15W of 48VDC

power to the remote devices. It transports Ethernet data at rates of up to 100Mbps over a distance of 230 meters, the company says.


FLIR Thermal Security CameraThe network-ready thermal security camera by FLIR Systems Inc. of Portland, Ore., is optimized

for use with video analytics and fits easily into analog networks, according to the company. Traditionally used in nuclear, petrochemical and critical infrastruc-

ture facilities, the company has reduced the price of the camera to help dealers and integrators deploy

it in other facilities, such as hospitals and gated communities.

The company maintains that the camera can look directly at the sun for extended periods without damage or degraded

performance.www.securitysales.com/FREEInfo/16406

System Sensor Advanced Multicriteria Fire Detector

The advanced multicriteria fire detec-tor by System Sensor of St. Charles, Ill., combines four separate detection methods into one product.

Using advanced algorithms, the product interprets signals from each sensor to monitor every product of combustion, while adjusting itself and responding to changing conditions. The detector com-bines a carbon monoxide (CO) sensing cell, an infrared sensor, a photoelectric smoke sensor and a thermal sensor.


Bosch AutoDome Junior HD Fixed Camera

Bosch Security Systems of Fairport, N.Y., expands its AutoDome Junior HD series with a new fixed camera model. The product offers 1,080p or 720p resolutions and 10x optical zoom.

Quad-streaming provides simultane-ous streaming of high-quality video with differing frame rate and resolution set-tings for flexibility in system design. The camera also offers built-in Intelligent Video Analysis (IVA) software to automatically process video signals and alert operators to potential security risks.










Pelco Narrow Bezel MonitorsThe Narrow Bezel LCD monitors by Clovis,

Calif.-based Pelco by Schneider Electric features full high-definition (HD) 1,920p X 1,080p resolution and edges that range from just

9.6mm to 17.4mm.Available in 42-, 46- and 55-inch

models, the large format displays utilize efficient, low-power compo-nents and are Energy Star certified. Featuring high contrast ratio and image quality enhancement, the displays are backed by Pelco’s 3-year warranty.


Camden CM-120 Series KeypadsCamden Door Controls of Ontario, Canada, releases the CM-120

Series of digital flush-mount keypads.The weather- and vandal-resistant products

feature stainless-steel faceplates, single gang flush mounting and 12/24VAC/DC operation. Sur-face mount enclosures are also available. Indoor and back-lit, the keypads support up to 999 users and offer up to 10 million possible code combi-nations, the company says.

The products also provide two 3-amp Form C relays, a request-to-exit (REX) input, door contact input, anti-tailgating, door open and global lockout.


OT Systems Ethernet Switch and Media Converter OT Systems of Oswego, Ill., releases the ET Series of Ethernet switches and media

converter products. The products are designed to seamlessly integrate Ethernet, fiber and coaxial cable transmis-

sion technologies into security systems networks, the company says. The ET series combines network manage-

ment, power over Ethernet (PoE), wide temperature range, power redundancy and DIN-rail and other mounting options. www.securitysales.com/FREEInfo/16413

DVTel Quasar Smart Camera Series

The ONVIF-compliant Quasar Smart Camera Series by DVTel Inc. of Ridgefield Park, N.J., offers high-definition (HD) 720p and 1,080p IP fixed and mini dome cameras.

Equipped with advanced tamper detection, video motion detection, edge-based smart search metadata and 3D digital noise reduction, the cameras allow up to seven days of recording on the edge, the company says. Other features include wide dynamic range (WDR) and Web-based camera configuration. The cameras also provide up to a 110° field of view.


Videx Electronic Lock and Key Catalog

Corvallis, Ore.-based Videx releases a free catalog that highlights its CyberLock electronic locks and intelligent padlocks. The catalog also comes with an instructive disk on electronic lock and key technology.

The company produces more than 270 lock cylinders. Videx maintains that installation does not require any wiring or structural changes.


DSC Wireless Commercial Fire Alarm Communicator

The UL-864 Listed GS3055-ICF by Con-cord, Ontario, Canada-based DSC, part of Tyco Security Products, is a universal cellular fire alarm communicator.

When used as the sole communication device, the product will replace the phone line connections on the fire alarm control panel and will send all events across the GPRS cellular network to the monitoring station. In backup mode (dual commu-nication technology), the communicator assesses the phone line connection status and sends all events across the cellular net-work only in the event of phone line failure.





http://www.securitysales.com/





KIRSCHENBAUM CONTRACTSTM

Sales.......................................Residential/Commercial............................................$200.00Monitoring .............................Residential/Commercial............................................$200.00Service....................................Residential/Commercial............................................$200.00Lease.......................................................................................................................$200.00 Commercial: includes supplemental rider for add ons and to increase limitation of liability All-in-One (Not available in all states)......................................................................$600.00Sales, Monitoring , Service Contracts (one contract) Residential/Commercial Disclaimer Notice....................................................................................................$175.00(Additional Equipment Systems & Service, VOIP Disclaimer Notice)Access Control Administration & Service Contract................................................ $375.00Audio/Video ............................................................................................................$375.00Fire Alarm Sale & Installation - Commercial ........................................................$375.00Fire Alarm Monitoring Commercial fi re alarm monitoring.....................................$375.00Fire Inspection Service .......................................................................................... $375.00 Contract For Fire Equipment/Extinguisher/Smoke Detector/Sprinkler & CO Inspection Fire Alarm All-in-One Combines Sales, Installation, Monitoring, Service & Inspection ...............................................................................................$850.00 Fire Alarm Lease - Commercial .............................................................................$375.00Includes supplemental rider for add ons & to increase limitation liabilityStandard Fire Alarm Sales /Fire Suppression .......................................................$375.00Sprinkler Equipment Contract CCTV Sale Sale, Service and Monitoring/Data storage & Monitoring…...................$375.00CCTV Lease Supervisory Equipment Lease..............................................................$375.00NAPCO I See Video® Sales & Installation Contract................................................$375.00Remote Video Monitoring Monitoring Contract..................................................... $375.00(through internet access - not through central station) Personal Emergency Response Lease/Sale - Consumer Use.................................$200.00Residential Lease Installation, service, monitoring.................................................$200.00Sub-Contractor Agreement For sub or general contractor.......................................$200.00Completion Certifi cate...............................................................................................$40.00 Commercial & Residential- use after installation & every service call Employment Agreement With Restrictive Covenant.............................................. $200.00 UCC-1 Form Financial Statement ............................................................................ $50.00Central Station Contracts ....................................................................................... $375.003-way contract between c/o installer & subscriber, separate form where c/o issue UL certificate for installer Installer Contract.....................................................................................................$375.00Stationary Guard “Rent-A-Cop”..............................................................................$375.00Telephone Sales.…................Commercial or Residential ......................................$200.00Telephone Service .................Commercial or Residential ...................................... $200.00

Order Industry Approved Alarm Contracts On Our Website at:

www.alarmcontracts.com

........ .................$$375375.00.00st ................................... ...$37$3 5.000

itotorir .................................. ..... ......... ..... ........ $$3753 .00not throuugh gh cencentratral sl stattationion))

Resposponsense Le Leasease/Sa/Salele - - ConConsumsumer er UseUse.......................................$20$200.00e InsInstaltallatlatioion, servr ice, m, monionitortoringing..............................................................$2$200.0 00

ntractor or AgrAgreemeement ForFor su sub ob or gr general contractactoror.............................................$20$2 0.00rrrletiotion Cn Certertifi ificatcatee.................................. ................ ........................................................$..$40.00

mmmermerciacial &l & Re Residenttialial- u- usese aftafter e instaltaltallalatlation & & eveev ry seservicce callployoymenment At Agregreemeem nt t WitW h Restestricr tivvve Ce Covennantt............................................... ..... $2200.00 CC-1-1 ForForm FFinain ncincial a SStatemennt ....................................................................................... . $5. $5. $50.00.00 00ntraral Staationion CoContrraccts .......................................................................................... .............. . $3.$3375.75.5.00000way y conntraract betbe weeweenn c/o/o insstalleer & subbscribber, sseparaate forform wm whererhe e e e

/o isssue ULUL ceertrtificcateate forr insttaller r nstalta lerr Co C ntrracact...................................... ............. ....... ............ ............................... ..............$$375375.0000

Staatiot nararyy Guarua d ““Reent-A-A-Co-Cop”........................................................ .............................. ................$37375.0000Telelephephoneon SaSaleles.…..................Commmmeerciaal oror ReR sideentialal .. ......................... ..............................$20$200.00.000TelTele ephephoneone Se Servicce ....................ComCommerme ciaial o or Rr esidedentiaial .l ........................................... $2$ 00.00 000

SS0111kirschcontract.indd 1 12/3/10 7:54:16 AM

Security and Fire installation projects are being awarded in your area every day!

Want Access Now?

LeadTracker delivers qualifi ed project leads to your email inbox every week.

Select from a wide range of projects – You defi ne the project specs!• Receive leads from eight regions (select one, a few or the entire country!).• Search leads for comercial or residential projects.• Bid on projects ranging from schools, airports, homes, hotels and more.

• Whether you want federal, state or local – public or private – you choose.• Get only project leads that have been researched by the industry experts at SSI.

LeadTracker is an EXCLUSIVE service from the experts at SSI.

It’s easy to subscribe: go to www.ssileadtracker.com. Register for your FREE 30 day, no risk trial. After your 30 day trial,

pay less than $2 a day for access to project leads worth millions of dollars.

Learn more and register today at www.ssileadtracker.com

for your 30 day, no risk, free trial.

There is no obligation and it is easy to cancel

SS0308leadtrackerqtr.indd 1 2/21/08 3:46:31 PM

Company listings are provided as a courtesy — publisher assumes no responsibility for errors or omissions.


AES Corporation ............................................................................. 33 16199Affi liated Central, Inc. ..................................................................... C2 16272All American Monitoring .................................................................29 16204Altronix ...............................................................................................8 16245American Fibertek ............................................................................ 8 16216Arecont Vision ........................................................................... 56-57 16276ASIS International ...........................................................................89 16229Axis Communications ......................................................................14 16308Basler Vision Technologies ..............................................................59 16283Bolide Technology Group ................................................................11 16193Chamberlain Group, Inc..................................................................49 16194CNB Technology, Inc........................................................................81 16321DSX Access Systems, Inc. ................................................................13 16231EasyLobby, Inc. ................................................................................73 16185Electronic Security Assoc.- ESA .....................................................97 16126EMERgency24 ................................................................................ C3 16136ESX - Electronic Security Expo ......................................................95 16327HID Global .......................................................................................51 16234HIKVISION ......................................................................................17 16233Honeywell Security ......................................................................... C4 16103 Kirshenbaum & Kirshenbaum, PC .................................................92 16253 Middle Atlantic Products .................................................................77 16319Minuteman Power Technologies.....................................................25 16278Moog Quick Set ................................................................................35 16154

National Monitoring Center (NMC) ...............................................23 16314Nissan Commercial Vehicles ...........................................................27 16109NVT .....................................................................................................3 16184NVT ............................................................................................. 19-20 —Optex America, Inc. .........................................................................69 16219Pelco .........................................................................................A8 (44) 16167RSI Video Technologies ...................................................................53 16256Samsung .............................................................................................7 16304Schlage ................................................................................Bellyband 16153Schlage .............................................................................................60 16187Schlage .............................................................................................61 16153Schlage .............................................................................................63 16117Schlage .............................................................................................65 16150SECO-LARM ................................................................................... 85 16282Speco Technologies ......................................................... Cover Snipe — Speco Technologies ............................................................................1 16142 SSI .....................................................................................................21 — SSI - eControl Panel .........................................................................45 — SSI - LeadTracker .............................................................................92 — System Sensor ..................................................................................31 16209The Quick Response Monitoring Alarm Center .............................62 16175Tyco Security Products (DSC) ...........................................................5 16120UL - Underwriters Laboratories ......................................................55 16183 Visonic, Inc. ......................................................................................64 16170

PAGE FREEInfo# PAGE FREEInfo#

Ad Index Go to www.securitysales.com/freeinfo to request FREE product info.

SS6adindex.indd 92SS6adindex.indd 92 6/7/11 11:49:53 AM6/7/11 11:49:53 AM

http://www.securitysales.com/freeinfo

http://www.alarmcontracts.com


http://www.ssileadtracker.com

http://www.ssileadtracker.com

®

June 25-29, 2012Conference: June 26-28 | Exhibits: June 27-28

Nashville Convention Center | Nashville, TN

Association Activities: June 25-29

For more on ESX, visit www.ESXweb.com or call 877-628-9558.

THE education and networking event for security integration and monitoring companies.Tune into the Future

®

Owned and Sponsored by:


SS6p95.indd 95SS6p95.indd 95 6/7/11 11:54:29 AM6/7/11 11:54:29 AM

http://www.ESXweb.com



As I See It Guest Commentary by Tab Hauser

Magnetic reed contacts are not only the fi rst line of defense in an alarm application, but also the least expensive and most reliable product for a building’s perimeter. Recently another technology

that uses a metal can and a little ball was featured in SSI’s March issue (“A Breakthrough in Alarm Switches”). The ar-ticle discussed the advantages of a particular sensor device while tearing into present reed-switch based technology.

Don’t get me wrong, I like the company’s technology fea-tured in the article when it comes to special biasing of con-tacts. However, there are facts that should be known about today’s reed contacts before spending two to three times more money on something so simple.

Reed switches today are generally made of rhodi-um or ruthenium encased in glass and sealed in nitrogen. Tane’s reeds are so reliable that when we founded our company in 1985 we offered a $50-1 lifetime guarantee for any defect that required a ser-vice call. It is signifi cant that reed switches have the ad-vantage of sitting unused in back doors for years and then working that one odd time when called upon.

These same reeds can also go through one hundred mil-lion operations without a hitch. Because reed switches are made of glass it is no myth they can be fragile. A magnetic contact will most likely fail if an installer hits it with a ham-mer when applying it to a recessed application. If a techni-cian is using a hammer to install a contact, can you imag-ine what other bonehead things he is doing on the job?

Reed switches are considered so reliable that they are a critical component on smart airbags and anti-lock brake (ABS) applications. What’s more, it was Tane’s switches used in the NASA rovers that so triumphantly explored the Mars landscape. Think of the G force the switches endured when the rovers made that famous bounce landing!

It Ain’t Broke, So Don’t Fix ItThe article in SSI’s March issue said the standard mag-

netic contact can be defeated with another magnet. Let’s use a little common sense here, please. If you have a con-tact recessed in today’s door, how are you going to slip an-

other magnet next to it to defeat it without opening the door? Also, if you slip another magnet near it you have only a 50-percent chance of actually defeating it, even if you can fi nd the contact at all.

If defeating contacts for standard installations was an is-sue in the burglar alarm business, do you think this product would still be around after 40 years? In fairness, I do like the

other technology for what would be called a “high secu-rity” application. These ap-plications are more expen-sive and can justify the extra fees these contacts cost.

In that same article, a comment was made on contacts breaking during shipping due to improper handling. In surveying our shipping records of hundreds of thousands of reeds and magnetic contacts per month, we fi nd less than a .001 percent ever come back bro-ken. Yes, a box of contacts will smash if run over by a road fl attener. Otherwise, they will survive the sloppiest shipping company dropping and tossing boxes. All contacts start with an outer housing of plastic or metal. We use hot melt on most of the products to protect the reed during shipping, as well as on swelling of doors so the contact does not crush. Some companies use epoxy to accomplish the same results.

To be sure, reed contacts and other alarm parts are sus-ceptible to the rare instance of a lightning strike. A light-ning strike may fuse the contacts depending on where and how it hit the home. If it is a direct hit, the contacts can be fused but then so may the panel.

Years ago the makers of the old Moose Products panel made a magnifi cent reed contact that when hit by lightning fused open. The problem with the switch was that no one wanted to spend more money for something that happens so infrequently. The same can be said for the technology us-ing the little ball. We have found in our surveys that in this competitive world, people do not to want spend more than they have to for something so simple and reliable as the magnetic reed contact.

Tab Hauser is Presi-dent of New Hyde Park, N.Y.-based Tane Alarm Products, a contact manufacturer. He can be reached at [email protected] or (800) 852-5050.

Rallying to the Defense of the Reed Switch

If defeating contacts for standard installations was an issue in the burglar

alarm business, do you think this product would still be around after 40 years?

SS6asiseeit.indd 96SS6asiseeit.indd 96 6/7/11 12:00:07 PM6/7/11 12:00:07 PM



SS6asiseeit.indd 97SS6asiseeit.indd 97 6/7/11 12:00:17 PM6/7/11 12:00:17 PM



The Big Idea

By Ron [email protected]

IDEA of the Month

If you had just one really great idea you could share with the alarm industry, what would it be?

This month’s great idea comes from Andy Snyder, co-owner of Oklahoma City, Okla.-based LV Systems Inc.

Snyder’s great ideaSometimes the best idea is more of

an all-encompassing concept that lays at the root of a solid business plan.

Andy Snyder’s multiple great ideas show us all why his business is over

the top. He gives more than is asked of him and the quality of what he gives is greater than what anyone might expect.

Snyder and his partner Ron Lee are the proprietors of LV Systems Inc., a full-service low-voltage installing se-curity contractor in Oklahoma City. The company has served the residen-tial and commercial markets through-out Oklahoma for nearly 25 years.

When asked to offer his great idea for this month’s column, Snyder in-stead responded with a multifaceted proposition:

• Don’t just sell price, market quality solutions

• Develop a solid business plan and goals

• Surround yourself with a talented and professional staff, both techni-cally and administratively in nature

• Understand your target market and your competitive position in that market

• Don’t overextend your company’s expertise and capabilities

• Develop an employee-friendly busi-ness because they are your most valuable assets

• Stay in touch with technological ad-vancements; your customers cer-tainly will

• Your monitoring account base breeds tomorrow’s successes

The totality of all this sage advice presented somewhat of a problem for me. I usually build my column around a single great idea, but Snyder has giv-en me eight essential objectives. Each one of them is worthy of a column unto itself! However, I’m going to pull a little switch on Snyder and take all of his great ideas and call them some-thing else: a marketing plan that can help all installing security contractors accomplish their business goals.

The eight points that Snyder has laid out for us here can almost be consid-ered as individual sections of a business plan. Each idea tells us something that Snyder and his partner have learned about successfully running today’s alarm business. By the way, when I vis-ited LV Systems, I saw Snyder’s ideas at work. The company has developed a customer-centric business concept that

asks the question, “What are our cus-tomers looking for and how qualifi ed are we to provide it for them?”

Snyder’s idea about how your moni-toring base can breed tomorrow’s suc-cesses is pretty much spot on. I know of several organizations that send manage-ment teams off-site who then convene around a table and discuss new ideas for increasing the services that are be-ing subscribed to by today’s customers.

What other products and/or services would your customer base get passion-ate about? If the answer is an admission key into the wonderful world of geek-dom, you’ve picked a pretty good time to be in the industry. Yesterday’s senior citizenry, of which I am one, is fading. The so-called baby boomers are getting older. What is emerging is a techno-cen-tric population of people who really un-derstand what’s going on out there.

LV Systems is tapping into this new breed of customer. It has a well thought-out show room. Its people seem to be happy. When you walk in the building you sense professional-ism, and when you walk into the cen-tral station you feel that if you were a customer you would be in good hands.

That’s why I thought best to pres-ent the full complement of Snyder’s insightful suggestions. Just because you’ve got eight for the price of one, don’t sell anyone of them short — each one really is a great idea!

Ron Davis is President of Davis Mergers and Acquisi-tions Group Inc., formerly Davis Marketing Group. Also known as The Graybeards, the company is active in ac-quisitions and mergers exclusively in the alarm business.

8 Is Enough

SS6idea.indd 98SS6idea.indd 98 6/7/11 12:01:09 PM6/7/11 12:01:09 PM



Security Sales & Integration MarketPlace

1-800-681-6791 yadoT tratSyadoT llaC

1-800-681-6791FREE Monitoring (New Dealers Receive Their First Three Months Absolutely FREE.)

FREE Instant E-Notify (By Cellphone, SMS, Text or Email BEFORE Alarm Dispatching.)

FREE Dealer Remote Access (Add, Review, Update or Delete Subscriber Accounts Anytime.)

FREE Subscriber Online Access (Subscribers Can Review or Update Accounts Anytime.)

FREE Opening & Closings (We Never Charge Extra For Opening and Closing Signals.)

FREE Auto Testing (We Never Charge Extra For Daily, Weekly or Monthly Auto Testing.)

FREE Line Cards (Dealers Receive Their Own 10,000 Account Number Block From 0001 to 9999.)

FREE Account Loading (We Never Charge For Account Loading By Fax, Telephone or Online.)

FREE Technical Support (Offering 24/7 Dealer Support With Online Installation and User Guides.)

FREE Daily Activity Report (Dealers Receive Alarm Activity Reports via Email Every 24 Hours.)

FREE VoIP Monitoring (We Can Monitor Alarms Even When Using Low Bandwidth Volp Providers.)

$1.00NATIONWIDEDEALER MONITORING

3 MONTHSFREE

MONITORINGMOC..WWW ULFMMOC..WWW PanelSaver

NOPANELLOCKOUTS

PANEL SAVER&

DIGITAL DIVERTER

Of Your Current Rate.50%Pay No More Than

SS0311ulcentercls.indd 1 2/10/11 9:04:59 AM


SS0611classifiedlayout.indd 99 5/18/11 9:28:55 AMSS6p99-101.indd 99SS6p99-101.indd 99 6/7/11 12:02:40 PM6/7/11 12:02:40 PM






All Of Our Custom Manufactured ProductsAre Quality Engineered For Long Term

Outdoor Durability.

• Very Competitive Pricing• Knowledgeable, Helpful And Courteous Customer Service Staff.• Dependable Delivery.• Digital Print And Vinyl Cut Lettering ...And Much More!

530 East Jamie Ave, La Habra, CA 90631 Call (800) 903-3385 or Fax (800) 556-5576 www.jcgury.com

To

Advertise

in the

Market Place

Call:

(310)533-2477


SS0611classifiedlayout.indd 100 5/18/11 9:28:56 AM SS0611classifiedlayout.indd 101 5/18/11 9:28:57 AMSS6p99-101.indd 100SS6p99-101.indd 100 6/7/11 12:02:40 PM6/7/11 12:02:40 PM

http://www.jcgury.com




SS0611classifiedlayout.indd 100 5/18/11 9:28:56 AM



SS0411englandercls.indd 1 3/16/11 10:50:07 AM

SS0311acquisitcls.indd 1 2/3/11 10:19:33 AM

We’ve upgraded.The security industry’s most reliable e-newsletter has just been redesigned. With a whole new look and exclusive content, eControl Panel now features articles, columns, blogs, products and SSI’s new “Security Speaking” podcast. Not to mention, SSI is now offering two new companion e-newsletters: Security People News and Security Equipment e-lert. Get updates about industry news, latest personnel moves and newest product offerings from the electronic security industry’s original e-newsletter. Get your upgrade today.

E X C L U S I V E

www.securitysales.com/Enews/SignUp.aspxhttp://newsletters.securitysales.com/Enews/

SS0311econtrolpanelqtr.indd 1 2/11/11 3:20:10 PM





SS0611classifiedlayout.indd 101 5/18/11 9:28:57 AMSS6p99-101.indd 101SS6p99-101.indd 101 6/7/11 12:02:45 PM6/7/11 12:02:45 PM

http://www.securitysales.com/Enews/SignUp.aspx

http://newsletters.securitysales.com/Enews/





Don’t Let Sales Puffery Deflate Your Business

Lots of things are said dur-ing a sales presentation; sales puffery is common in all industries, and the

alarm industry is no exception. How-ever, not every industry is governed by contract the way the alarm industry is.

As you are well aware, every rela-tionship your company has should be defi ned by contract. And those con-tracts you have in place pretty much negate all the sales puffery in your promotional statements, advertise-ments and brochures.

The easiest way to illus-trate this is to set forth a sim-ple premise that your company is likely attempting to convey through marketing materials. For example, a subscriber sees a TV advertisement from your company, and reads your bro-chure or sees other promotion-al material and is quickly con-vinced that your alarm is going to provide the foolproof protection that’s advertised. Once the subscriber has your system installed, should the subscriber’s alarm go off, the central station is immediately called and the cops are on their way as the intrud-er fl ees. In this perfect world, nothing ever goes wrong and the subscriber and family are always safe.

Creating a stark contrast between the alarm industry and other industries with potential risk, the promotional ma-terials referenced do not contain any disclaimers like those you would see in an ad for prescription drugs. In those ads the disclaimer is usually longer than the sales pitch! Here, no disclaimers, just a happy subscriber, safe from po-tential threats from the outside world.

Of course, we know that when the sales pitch is over and it’s time to nego-

tiate a system and sign that contract, all pretense of preventative protection quickly goes out the window. In fact, preventative protection verbiage won’t be found in the fi ne print of a properly drafted contract. This is because while the system being installed is there to keep the subscriber safe, the contract is there to keep your company safe.

Your company is not concerned about your system working as indicat-ed in the promotional materials. In-stead your company is bracing for your system not working anywhere close to

that “perfect world” operation. This is why in standard alarm contracts you will fi nd no guarantees that a loss won’t occur; no warranty that the subscrib-er won’t suffer a burglary, a fi re, loss of temperature, water damage, etc. You also won’t fi nd representations of no loss. You will fi nd a disclaimer of any statement made any time prior to sign-ing the contract that was inconsistent with the contract provisions.

So when do you have to be con-cerned with crossing the line with your sales puffery? You know why you need to rely upon the contractu-al provisions — to protect your com-pany — and you don’t want to do any-thing to vitiate the contract. The legal issues raised by subscribers with mis-representations in your promotional materials are fraudulent misrepresen-

tation, fraudulent inducement and, you guessed it, fraud.

All basically boil down to you contra-dicting the contract terms through your advertisements to such an extent that the court refuses to enforce the contract. Once you recognize the low sophistica-tion regard the courts have for consum-ers, you may better understand how a court may interpret the things you said

or representations you made in ad-vertising were suffi cient to confuse a subscriber so that he/she could later claim foul, or fraud. Since courts ap-ply the lowest common denomina-tor where it comes to consumers, you have to realize that not much is ex-pected of them. Whereas since you’re a business, you’ll be held to a much higher standard, no matter how un-sophisticated you may be.

There is no bright line rule defi ning when puffery is tantamount to fraud-ulent misrepresentation, but there are plenty of examples where specif-ic claims can do it. For instance, it’s one thing to say that your alarm sys-tem is “one of the best on the mar-ket” or “designed to guard and pro-tect your family.” It’s another thing to say “guaranteed to prevent intrusion” or “guaranteed to guard against” this or that. Of course, outright lies, such as boasting where it’s not true that “our subscribers have never suffered a loss,” cross the line.

Ken Kirschenbaum has been a recognized counsel to the alarm industry for 35 years and is principal of Kirschenbaum & Kirschenbaum, P.C. (www.kirschen-baumesq.com). His team of attorneys, which includes daughter Jennifer, specialize in transactional, defense litigation, regulatory compliance and collection matters.

The opinions expressed in this column are not neces-sarily those of SSI, and not intended as legal advice.


By Ken [email protected]

Legal Briefing

SE

CU

RIT

Y S

AL

ES

& IN

TE

GR

AT

ION

(IS

SN

1539-0

071)

(US

PS

511

-590)

(CD

N IP

M# 4

001

3413

) is

publ

ished m

onth

ly w

ith a

n a

dditi

onal i

ssue in

Dece

mber, b

y B

obit

Busi

ness

Media

, 3520 C

halle

nger

Str

eet, T

orr

ance

, C

alif

orn

ia 9

0503-1

640. P

eri

od

icals

po

sta

ge p

aid

at T

orr

ance

, C

alif

orn

ia

90503-9

998 a

nd a

dditi

onal m

aili

ng o

ffice

s. P

OS

TM

AS

TE

R:

Send a

ddre

ss c

hanges

to S

ecu

rity

Sale

s, P

.O. B

ox 1

068 S

koki

e, IL

60076

-8068. P

lease

allo

w 4

to 6

weeks

for

addre

ss c

hanges

to take

effe

ct. S

ubsc

riptio

n P

rice

s -

Unite

d S

tate

s $96 p

er

year;

Canada $

96 p

er

year;

Fore

ign $

140

per

year.

Sin

gle

copy

pri

ce -

$8; F

act

Book

- $35. P

lease

allo

w 4

to 6

weeks

to r

ece

ive y

our

first

issu

e. P

lease

addre

ss E

dito

rial a

nd A

dve

rtis

ing c

orr

esp

ondence

to the E

xecu

tive O

ffice

s at 3520 C

halle

nger

Str

eet, T

orr

ance

, C

alif

orn

ia 9

0503-1

640. T

he c

onte

nts

of th

is p

ubl

icatio

n m

ay n

ot be

repro

duce

d e

ither

in w

hole

or

in p

art

with

out co

nse

nt of B

obit

Busi

ness

Media

. All

state

ments

made, alth

ough b

ase

d o

n in

form

atio

n b

elie

ved to

be r

elia

ble a

nd a

ccura

te, ca

nnot be g

uara

nte

ed a

nd n

o fa

ult

or

liabili

ty c

an b

e a

ccepte

d fo

r err

or

or

om

issi

on.

Preventative protection verbiage won’t be found in the fine print of a properly drafted contract. This is because while

the system being installed is there to keep the subscriber safe, the contract is there to

keep your company safe.

SS6legal.indd 102SS6legal.indd 102 6/7/11 12:03:46 PM6/7/11 12:03:46 PM

http://www.kirschen-baumesq.com




EMERgency24 continually invests in its nationwide

network of central stations to remain ahead of the

technological curve so alarm dealers have more

flexibility to satisfy the needs of their customers.

Along with the widest range of alarm monitoring

services, receivers and supported formats,

EMERgency24 allows independent alarm dealers

to choose from several options to connect their

customers to our monitoring center, including

POTS, cellular, radio and IP communication.

Video MonitoringEM24 was the first company to synchronize

the signal with the video at the central

station and we continue to lead in this

category with many service offerings.

emergency24.com/dealer/video-monitoring.htm

PERSEM24 offers a PERS service that can be

marketed to existing customers as well as

other security-minded people across the

United States.

emergency24.com/pers/develop-pers.htm

Fire & BurgEM24 monitors are trained for commercial

and residential systems so every

communication is accomplished in the

utmost efficient and courteous manner.

emergency24.com/dealer/monitoring.htm

Call us today at1-800-800-3624

to learn more about how we

can help you deliver the best

service to your customers.




brilliant

Introducing Honeywell’s new LYNX Touch...a brilliant way to lightup your sales.

The dazzling, full-color touchscreen and intuitive graphic icons aren’t the only

things that are brilliant about Honeywell’s LYNX Touch. The industry’s sleekest,

coolest self-contained control can help you win more business by offering today’s

consumers what they really want…information and control at their fingertips. The

large, easy-to-read display makes operation, installation and programming a snap.

You’ll spend less time training end-users as well as new and experienced

installers. LYNX Touch is great for new installs and upgrades—letting you provide

next-generation interactive security as well as RMR-generating services like Total

Connect and two-way voice over GSM. You can also grow your business with

Connected Home solutions that use Z-Wave® technology, which offers thermostat

setback and basic lighting control.* Best of all, you’ll have the power and stability

of Honeywell behind you. What could be more brilliant than that?

Incredibly innovative. Surprisingly simple. LYNX Touch.

For more information, please call 1-800-467-5875 or visit www.honeywell.com/security/hsc*Z-Wave functions enabled with Honeywellʼs 5800ZBRIDGE wireless module. Available at ADI. Call 1-800-233-6261.

© 2011 Honeywell International Inc. All rights reserved.

Use your smartphone toscan for more information.



http://www.honeywell.com/security/hsc


SSI June 2011

Documents

Transcript of SSI June 2011