Update from FSPA Headquarters & See You in San Antonioto FSPA member referrals and a great...

FSPA NewsNetwork June 2015

FSPA NEWSNETWORK is published monthly by the Financial & Security Products Association1024 Mebane Oaks Road, #273 • Mebane, NC 27302 • 919-648-0664 • 800-843-6082 • 919-648-0670 (fax) • [email protected] • www.fspa1.com

Update from FSPA Headquarters & See You in San AntonioHello FSPA Members:

The San Antonio Conference is just 2 weeks away and it is a busy time in the FSPA office. One of the best things about being your Executive Director is getting to work with you on the annual conference. Helping people get registered, setting up the exhibi-tor booths, getting sponsors lined up - all of it has the wonderful energy and great anticipation as the weeks go by and the confer-ence gets closer.

It has been another great year for FSPA. With the support of the Board of Directors we got the online registration and the FSPA Event website up and running so that for the first time you can register online. We have had a great series of webinars this spring between the Social Media webinars (thanks to the Social Media & Get The Clicks!) and supplier webinars from ACG and

Isotec, and several webinars from Prosperity Plus Management Consulting. We have 11 new members since January 1st - thanks to FSPA member referrals and a great opportunity from Jaquar to attend their reseller conference this past January. And the Scholarship Committee has been reviewing the applications for the FSPA Scholarship - to be announced at the Saturday night Banquet in San Antonio. And see the LegalShield booth on Sat-urday at the Showcase for a special way to make a donation.

Another first - at the conference this year we will have a confer-ence app - CrowdCompass which you can download at the Apple or Google play store - just search on “FSPA event app”.

Thank you for your continued support of FSPA. See you soon!

B. J. Hanson , Executive Director

Register Now!The Annual FSPA Conference and Manufacturers’ Showcase

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The online registration allows you the option to pay by credit card.And our event website also has tabs for the agenda,

speaker profiles and our sponsors page - check it out!


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Gelotologists Get It by Robert Stevenson

Wouldn’t it be great if …

• people enjoyed coming to work• you could create a bond among workers• you could reduce stress• lowertensionamongofficestaff• copewithdifficultsituationsbetter• put people in a better mood• make people feel more buoyant and exhilarated • youcouldincreaseproductivityleadingtohigherprofits• help to reduce employee turnover• put people in a more relaxed, respective state• you could make people more receptive to new ideas• you could lessen depression, anxiety and make employees feel happier• you could have healthier employees and help them live longer

I am certain any Human Resource Director would have no objections to any of the above mentioned items. Is it possible to have all of them? It certainly is. You can do it by creating one thing in your workplace; LAUGHTER. In fact, there now is a science called Gelotology, that studies the effects of laughter and, thanks to countless studies, the results of laughter are well documented. The Harvard Business Review stated: “happy people have an average of 31% higher productivity, their sales are 32% higher, and their creativity is three times higher”. I would say those are three great reasons to make laughter a TOP priority at your organization.

Years ago a friend of mine, Jim Pope, hired me to speak at his bank for a company-wide meeting. What he didn’t tell me was, they were having a contest at the meeting with prizes and awards being given out for the, most original and funniest, 30-second commercial about their bank. Every branch and all corporate departments presented their commercial in full costume. Their commercials were hilarious, but the camaraderie, fun and team spirit preparing for their presentations and then sharing them, were the real winners for everyone. When I was delivering my message, I was looking out at a costume party: Little Bow Peep and “his” sheep were there, along with people in pajamas, hair nets and slippers, Tarzan, Superman, Disney and comic book characters were ev-erywhere, and the building was rocking with excitement, laughter and pride.

Jim understands the power of laughter. He understands the positive things it can do for any organization. Stresscausesheadaches,fatigue,difficultysleeping,difficultyconcentrating,upsetstomach,ulcers,irritability,depression, anxiety, and heart attacks … laughter doesn’t. Neuroscientist Sophie Scott stated, “ laughter is a social bond that brings people together and helps to create trust and rapport.” The Mayo Clinic stated: “when it comes to relieving stress, the more giggles and laughs are just what the doctor ordered.” Laughter is contagious andsoareitsbenefits. Gelotologists, scientists who study the effects of laughter, along with the Mayo Clinic, which is the largest integratednonprofitmedicalgrouppracticeintheworld,concurthatLAUGHTERwillhelpmakemy“Wouldn’titbe Great List” become a reality.

SO,howcanyouincorporatemorelaughterinyourworkplaceandreapitsbenefits?Youcouldhaveacon-test per month on the “funniest” clean joke, picture, video on YouTube, animal picture, sports picture, quote, busi-ness suggestion, famous person quote, personal story, poster, greeting card, T-shirt, bumper sticker or business sign … or have an annual meeting and do what Jim did; it will work for any company. Laughter is just what the doctor ordered for any company. Make laughter a priority in your company and watch your energy, camaraderie, creativity,teamwork,morale,andprofitssoar.


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What Makes the Top Salespeople the Top Salespeople by John ChapinWhile the answer to this question might seem obvious, the top sales success traits aren’t always that simple. In over 27 years in the industry, I’ve seen lots of great salespeople and all of them always have the following eight traits.

The Top Eight Sales Success Traits

Success Trait #1: Laser focus on what’s important.No matter what’s going on with the economy, in the industry, or in the world in general, top salespeople always hit their numbers. They always manage to make the calls, and ultimately, the sales that they need to make. This comes from the realization that, as a salesperson, only one thing counts: how much you sell.

Top salespeople know that, no matter what, they simply have to do the necessary prospecting, presenting, and closing and they are committed to get them done regardless of what’s going on around them. As a result, they always sell more than anyone else in good times and in bad. Changes in price, competition, rules and regulations, and other factors that sidetrack other salespeo-ple, never seem to affect them.

They also don’t get bogged down in other peripheral items such as: research, having the “perfect” call, paperwork, or other items that keep them from talking to prospects and selling.

Success Trait #2: Work ethic.Top salespeople are the hardest working people around and they do the work necessary for success. They also work smart, but when it comes to making phone calls, knocking on doors, and doing the other grunt work, they don’t look for short cuts or the easy way out, they simply do it. They show up before everyone, work after everyone, and they get more accomplished than everyone else. They answer their phone before and after business hours and they are super responsive. If they are in the twilight of their career, they may not put in the hours and work as hard as they once did, but when building the business initially, no one outworked them. Also, when they have to, they are still willing to do what needs to be done.

Success Trait #3: An ability to act in spite of fear and step out of their comfort zone.Salespeople can become awfully creative when it comes to stay-ing in their comfort zone and avoiding that which they fear. In 27 years I’ve heard some of the most ridiculous excuses as to why people can’t make calls, can’t close the deal, and ultimately can’t or won’t do what’s necessary for success. I’ve heard excuses related to pets, kids, religion, health, politics, and other concerns that are so ridiculous, if I gave an example, you’d think I made it up. Top salespeople on the other hand, step out of their comfort zone and face and overcome fear every single day. They make the call they are afraid to make, try the crazy idea that might embarrass them but just might work, and they do whatever it takes to be successful regardless of how scared they are. In short, they simply do what needs to be done regardless of their fear or discomfort.

Success Trait #4: Having integrity and character.While you can have some short-term success in sales without either of these, long-term success is impossible without both. In-tegrity and character involve being honest with people and truly caring about them. With integrity and character you will not make a sale unless it is right for both parties involved. You will also always do what’s right for the person you’re selling to even if that means sending them to the competition. Granted, you shouldn’t have to do that too often, if you do you are selling the wrong product or are with the wrong company. That said, you need to be willing to do what’s right regardless of the situation or circumstance. Knowing that, at the end of the day, all you have is your reputation.

Success Trait #5: A focus on people and relationships.Related to the above, your focus needs to be on people and long-term relationships. At the end of the day, unless you’re selling batteries at Walmart, the most important element in the sale is the relationship. This also means you need to be staying in touch with people and continually developing and strengthening relationships. At the end of the day, your long-term success will come down to the loyalty and size of your network.

Success Trait #6: Preparation. Top salespeople are always well prepared. They have great answers to questions, objections, and all other items that might come up during a prospect interaction. They are continually upgrading their skills and developing themselves personally and professionally. They constantly get better at selling, communica-tion, and understanding other people.

Success Trait #7: Confidence.Top salespeople have complete and total belief in themselves, their product, and their company. Top salespeople truly believe that others must have their product and they believe that their customers’ lives are much improved as a result of owning their product. Top salespeople know that the first sale is to yourself. You have to have complete belief and conviction in yourself and your product before you can sell anyone else.

Success Trait #8: Accepting 100% responsibility for success or failure. Top salespeople take 100% responsibility for everything in their lives. They realize that success in all areas of their lives is up to them and not determined by outside factors such as the econo-my, the market, or other people. Everything starts and stops with them.

John Chapin is a sales and motivational speaker and trainer. For his free newsletter, go to: www.completeselling.com. John has over 27 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: SALES ENCYCLO-PEDIA - The most comprehensive “how-to” guide on selling. 508-243-7359 - 24/7 [email protected] www.completeselling.com


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Benchmark Technology Group, Inc. FOR IMMEDIATE RELEASE: 05/10/2015 Alpharetta, Georgia (800) 554-4582 www.BenchmarkTechnologyGroup.com

CashWare Introduces Support for New Cash Recycler Vendor

Alpharetta, GA: Today, Benchmark Technology Group, Inc., a branch automation company with proven expertise in cash handling software, announced support for the latest cash recycler to enter the US market, the Hyosung MoniSafe 400A. Benchmark’s CashWare™ software has expanded the cash handling devices supported in its middleware product to include the new recycler giving Hyosung overnight access to the most common teller applications installed in banks and credit unions throughout the US, US Virgin Islands and Puerto Rico. CashWare allows financial institutions to attach nearly all top tier cash recyclers, cash dispensers and coin dispensers to their installed teller applications with no changes allowing them to take advantage of new technology immediately. “The Hyosung solution has features including high capacity smart cassettes, physical escrow capabilities, overflow management and an informative operator display” cited Joey Jackson, Product Manager at Benchmark. Benchmark has Hyosung recyclers installed with CashWare in bank locations using different teller systems. “Tellers experienced in using recyclers noted cash dispensing speed, improved bill handling and the look of the unit which installs under their counters”. Benchmark provides turnkey project services that include delivery and installation of recyclers, software installation, teller hardware and software training and ongoing support for the solution. “A number of our customers already had recyclers, but were looking for more functional software. Hyosung recognized our market success and contacted us to develop support for their new MoniSafe 400A” said Jackson. CashWare is available directly from Benchmark or through one of its authorized resellers. About Benchmark Technology Group. Benchmark has been in the bank and credit union branch automation business for nearly 30 years. Benchmark provides quality banking equipment, innovative software and technology management services to assist financial institutions in implementing, upgrading and servicing their branch technology. Benchmark has over 1,800 customers with increasing annual market share. For more information contact Joanna Price at (800) 554-4582 or visit www.BenchmarkTechnologyGroup.com.


Creating a Small Business Marketing Plan by Steve Strauss

Marketing Plan Overview

Small business owners typically have no shortage of ideas and plans for growing their business. The challenge for many of them, however, is that executing those ideas can oftentimes be challenging as they realize the day-to-day reality of running the business. Finding the time to strategize, let alone implement those strategies, is not easy.

That is why creating a marketing plan is so important. A mar-keting plan is a strategic tool that allows you and your team to think ahead and create concrete plans and specifi c systems for the marketing of your business and increasing the sales of your product or service.

It is important to understand that a marketing plan is diff erent than a business plan. A business plan is an overarching plan for where you see your overall business going and how you intend to get there. It outlines your organizational structure, funding goals, fi nancial statements, strategic challenges, and possibly even an exit strategy.

A marketing plan is more narrow and specifi c. It takes a targeted look at sales and marketing and outlines a clear path for achiev-ing those goals. It explains what resources the business has at its disposal for getting consumers excited about the business or product, how those resources can be best marshaled to accom-plish a desired marketing goal, what pricing strategies will help accomplish those goals, and what metrics can be usedto best analyze the results.

For the typical small business, a marketing plan should be a team eff ort that analyzes the company’s brand, target market, prod-ucts and pricing, the competition, and creates a blueprint for successfully penetrating the market, driving sales and increasing brand awareness. Creating the plan may take a few weeks, or even a few months of planning.

Creating such a marketing plan is important because it reduces the inherent risk in any marketing eff ort. By thinking everything through before investing a lot of time and money, you increase the odds that your marketing eff orts will be successful. Your marketing plan will help you identify potential pitfalls and plot paths for progress. If you do it right, your marketing plan should become a valuable tool that points your business in the direction of more sales and heightened brand awareness.

It is your roadmap to success.

Benefits of a Marketing Plan

The obvious benefi ts of creating a marketing plan, like articulat-ing a vision and creating a plan of action, are indeed obvious. Yet

there are other benefi ts that may not be as clear-cut, but are no less important:

Working on your business and not just in your business: In his famous book The E-Myth, author Michael Gerber observed that many small businesses spend too much time working in their business and not on their business. Indeed, engaging in the daily efforts necessary to do the work people pay you to do often means that it is difficult to focus on new and innovative ideas. That is where the marketing plan comes in; creating a marketing plan is the antidote to myopia.

By gathering your team together to think through and create a plan, you will be capturing and recording your best ideas. You will be working on your business. The resulting document will memorialize insights, strategies, and goals and will create a blue-print for implementing them.

A clear path: How do you plan on getting from Point A to Point B? Right now, without a marketing plan, you may have an idea, but it’s probably just as likely that the idea has not been pared down to its essential elements and specific steps. A marketing plan will allow you to create a focused, clear, step-by-step path to success. It’s like putting together a giant to-do list with each item assigned to a person or team.

Focus: Finally, your marketing plan will be a beacon that every-one in your organization can refer to. It will set forth goals and strategies and will explain how you plan on implementing those goals. For example, if your goal is to increase sales through a pay-per-click campaign, your marketing plan will not only pri-oritize that, but it will also outline the steps required, the budget needed, and the timeline agreed-upon to achieve that goal. Assuch, a marketing plan allows all employees to be on the same page with a clear vision of where the business is headed and what is expected of them. Simply put, it gives everyone focus.

The Challenges of Creating a Marketing Plan

The challenge for most entrepreneurs is not in coming up with or articulating the big idea, but rather, it is often in the very mundane work of actually figuring out how to turn that vision into reality. How does one break down that big idea into its component parts, what steps need to be taken and in what order, and how can that vision come to fruition? On a very basic busi-ness level, it means figuring out who will want to buy what it is you plan on selling, how will they find you, and how will you get them excited about buying it.

The essential challenge of creating a marketing plan is time. Cre-ating the plan requires that the people involved take time away from their normal duties and focus instead on the big picture. Additionally, creating the plan necessitates the drafters have a

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Creating a Small Business Marketing Plan (continued from Page 19)

handle on the stages necessary to implement that vision. Thus, agood marketing plan requires the participants in the process take big, complex ideas and make them easy for everyone to under-stand.

Creating a Marketing Plan

The specifics of how to create a marketing plan will be discussed below, however it is necessary to understand that creating the plan is essentially a three-step process.

Step 1: Articulate a vision: This is a vision both in terms of the business as a whole, as well as specific to your marketing strategy. What is it you hope to accomplish with your marketing efforts and how do those efforts reinforce the bigger picture?

Step 2: Create a team: A marketing plan is something that ide-ally incorporates the ideas of many teammates in your business. Not only do you want their input so that you can incorporate their best ideas, but you want buy-in for the plan once your team begins to execute on it. That will only happen if your team has asense of ownership of the plan, and that will only happen if they help create it.

Step 3: Make it real: The plan will incorporate your best think-ing as to how you will price and promote your products and services and get the word out. What will your budget be? What are your benchmarks? A marketing plan begins with a “Big Vision”, but it very quickly gets narrowed down to a very specific plan of action.

Creating Your Marketing Plan

As indicated, there are many ways to gather the information and ideas you need – ongoing meetings, dinners, retreats, research, etc. Whatever process you choose, here are the steps you need to take to create a plan that will work for your company:

1. Brainstorm your goals: What you want to do in the initial stages of developing your marketing plan is to get a clear idea about your company’s direction, its Unique Selling Proposition*, its identifiable brand, its strengths and weaknesses, and your marketing goals.

*Definition - Your Unique Selling Proposition is a service or prod-uct you offer that is unique, different, and special and which sets you apart from the competition.

As with any brainstorming session, it is valuable to allow all ideas - good and bad - to be discussed openly. Then you should pare the list down and prioritize what is left. If, for example, tak-ing your brick-and-mortar store online is the “Big Vision”, then make that the top marketing priority. If increasing sales by 20%

is the priority, so be it. It is your business and your plan.

Example: The Green Grocer is a holistic, organic market. Our marketing priority for the next year is to grow our brand and business by creating a destination e-commerce store that will sell our branded goods to upscale consumers nationwide.

2. Perform a SWOT analysis: In business, SWOT stands for Strengths, Weaknesses, Opportunities, and Threats. Consider potential new markets as well as the competition. What assets do you have that can be used to accomplish your goals? What don’t you have that you may need?

Example: The Green Grocer has a line of credit that will allow us to move aggressively into the online shoppingspace. Challenges include large competitors like Whole Foods and Amazon.

3. Analyze your target market: Who is your ideal customer right now and is there anyone else who you want to reach? The answer to this is based on your goals and objectives outlined above. Your market should be those who most want or need what you are selling. Things to consider include:

• Age• Values• Education levels

Other questions should be: How will you reach these people? How do they consume content? How do you reach them now and what other options should you be aware of? How does your competition reach this demographic and is there something they do successfully that you could do too? How much does price play in the equation?

Example: Our ideal consumer is well educated with disposable income and who places a lot of importance onenvironmental sustainability and nutrition.

4. Create a plan: Once you have an idea of what it is you are going to sell, and to whom, it is time to create a specific strategy for reaching them. This is the meat of your marketing plan and should include:

Promotional strategy: How, specifically, will you reach this customer? Your options are many – your website, SEO, pay-per-click, television ads, sales, PR, locations, and so on. Narrow down your options to those tools that will most likely allow you to reach your target market.

Budget: Estimate how much you will need to spend to accom-plish these goals and reach your market. Note: What you need to spend may be different than what you want to spend.

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LCD available in 7” & 10”

Powered Teller Door

Vandal resistant door and switches

Systems can be Up or Down Send

Extra Deep Customer Stations

Air Re-Circulation & Heat Kits available

Remote blower pack for Noise Reduction

Toll Free 800-237-8261 (863)-644-4870

Fax: (863)647-5328 [email protected]

Call our office for dealer inquiries & system pricing

3902 Industry Blvd Lakeland, Florida 33811


Call Now for our NEW 2015 Catalog800.654.0637 www.lockmasters.com

LOCKMASTERSWorking With You Since 1955

Anniversary1955 - 2015

®

Universal Safe Drilling Depth ToolThis tool allows the safe technician to have absolute drilling

depth control when drilling free hand or with a lever rig. It gives you the precise depth control similar to a drill press. It works

in conjunction with any length 1/4” or 5/16” diameter drill bit or end mill of your choice. A must have when drilling into electronic locks to keep you from drilling into a part of the lock that may be

vital to opening the lock in a shorter period of time. Part Number USDDT

Prices are good thru June 30th, 2015

Now Stocking Safes!

$15995TMI Safe Deposit Drill and Pick Set

The TMI drill and pick set comes with 11 templates and 2 pick keys, one automatic center punch, two .090 straight probes, detailed picking instructions,

and custom carrying case. Templates included in set are: Diebold 175-40 & S150, Diebold 175-45, HHM002, HHM12, HHM14, S&G4140, S&G4340, Yale

3300, Yale B201 & B231, York 176-01, York 176-03, and RYS 002.Part Number TMSDTEMP Regular $249.99

$22500

Lockmasters’ Pullmaster Safe Deposit Lock ToolDesigned for vault technicians by a vault technician. There are no pieces and parts that are often dropped and prolong the job at hand. Just screw the puller into the nose of the lock screw

the puller nut into place and turn until the nose is removed. One simple motion. Instruction included.

Part Number LKM3000 Regular $270.00

$24500

Lockmasters’ Ultimate Safe Deposit Opening KitAll of our most popular safe deposit tools in one kit. No more going to the job wondering whether you have the tool to open the lock. Kit includes:

Neutralization Kit, Safe Deposit ID Manual, LeFebure 7700 Opening Tool, Diebold 175-70 Opening Tool, 7700/175-70/4500/5400 & Guardian 6832 Series Change Tool, Mosler 3175 Reset Tool, Safe Deposit Opening DVD.

Part Number LMK1010KIT Regular $810.00

$75000

LeFebure 7700 Pick ToolOpen LeFebure 7750 & 7737 (Flat Renters) SDB locks in under 10 seconds. Use the 7700 Opening Tool with

ease and with no damage to the lock. Working guard key required for use. Instructions included.

Part Number LDT7700PTL Regular $159.00

Replacement Tips - LDT7700TIP $4.75 Reg $5.26

$14000


Creating a Small Business Marketing Plan (continued from Page 20)

Timeline: Break down everything that needs to happen into specific steps to be taken and specific times.

Actions and responsibilities: Outline who will be responsible for what.

Example: The Green Grocer shall hire an outside search market-ing firm to handle both the SEO of our e-commerce store as well as all online promotions. $50,000 is budgeted for this in the next fiscal year. All members of the e-commerce team shall meet with the VP of Marketing at least once a month.

5. Specify measurable results: Be sure that all actions can be measured so that results can be tallied. All of this effort will be for naught if you are unable to track the results of your plan and actions.

Results that may be included here might be:

• Sales forecasts• Proposals given• Presentations made• Expected leads• Revenue generated• Website traffi c increase• Blog hits• Conversions

Example: Our new e-commerce store should get 1.2 million visi-tors by the end of Year 1, resulting in net sales of $125,000.

6. Review often: Your marketing plan should be a document you refer to often and which guides your teams’ eff orts. It will evolve as your business evolves. Update it regularly.

Top Tips

Keep these tips in mind when creating your marketing plan:

• Research diff erent ways to reach your ideal potential cus-tomer.• Articulate what it is about your business or product that makes it unique and desirable in the mind of the consumer.• Consider various price points that will reinforce both sales as well as your brand position.• Consider incorporating current customers into your planning process.• Create a marketing calendar that specifi es agreed upon ac-tions to be taken.

Consider setting aside an entire day to create your market-ing plan and hiring a professional facilitator to alk your team through the process. Not only can it speed up the activity, but you will likely get a better result, and the final product will likely be better too.

Quote:

“Simple can be harder than complex: You have to work hard to get your thinking clear to make it simple. But it’s worth it in the end because once you get there, you can move mountains.” - Steve Jobs ________________________________________________

Sample Marketing Plan Goals

Your marketing plan can list a variety of goals, depending upon your business needs:

Increased Sales: Increasing sales is a clear sign that a marketing strategy is effective, thus making it a smart, achievable goal for your plan.

Customer Acquisition or Retention: The ultimate purpose of any marketing effort is to attain new customers or retain exist-ing ones. Therefore, these are worthy marketing plan goals.

Increasing Market Share: This is another valuable idea to explore.

Specific Goals: For example, other goals may be, increasing Facebook “Likes” or website hits. ________________________________________________

Quote:

“Talent wins games, but teamwork and intelligence win championships.” - Michael Jordan ________________________________________________

Quote:

“Stay committed to your decisions, but stay flexible in your approach.” - Tony Robbins ________________________________________________

Quote:

“A journey of a thousand miles must begin with a single step.”

________________________________________________

Steven D. Strauss is one of the world’s leading experts on small business and is a lawyer, writer, and speaker. The senior small business columnist for USA Today, his Ask an Expert column is one of the most highly-syndicated business columns n the country. He is the best-selling author of 17 books, including his latest,TheSmall Business Bible, now out in a completely updated third edi-tion. You can listen to his weekly podcast, Small Business Success, visit his new website TheSelfEmployed, and follow him on Twitter.


Business, Technology and Personal From The Kiplinger Letter:

Work rules: A new rule will make more private sector workers eligible for overtime pay. The proposal, expected in June from the Department of Labor, requires overtime for anyone making up to $50,000 a year and is likely to mandate that exempt work-ers perform exempt tasks more than half of the time. Bosses say tracking duties of each worker, say a shop manager who waits on customers..will be burdensome.

Solar power: On the horizon are solar panels that churn out more than today’s models by using a different semi-conductor than the silicon type now in service. Panels using gallium arsenide turn sunlight to electricity over 50% more efficiently than panels made with silicon. Gallium is likely to show up in computer chips first. Chips that use gallium to either replace or augment silicon have the potential to send data at faster speeds than silicon chips. Early users will include microprocessors and LED lighting.

Mass transit: Growing urban ridership is driving strong de-mand for new train cars, both to expand capacity on crowded rail systems and to replace aging fleets. Nationwide ridership in 2014 hit the highest level in 58 years as hiring gained steam. Among the biggest purchasers of the new rolling stock: San Francisco - by 2022, the city’s transit agency aims to spend $2.5 billion on 775 cars from Bombardier.

Tech: When it comes to data protection, firms aren’t just watch-ing for intruders. More and more, they’ll monitor keystrokes using new tracking software. One version, from Novette, will trace keyboard and mouse movements in the office to make sure users are authorized. Tracking typing patterns can be more effective than password protections, which can often be circum-vented with relative ease.

Healthcare: Firms with 50 - 99 workers don’t have to offer health insurance til next year. But they still have reporting requirements to comply with under Obamacare. For example, the companies must report offers of coverage and the cost of any coverage that employees pay for themselves. Self-insurers must provide names and other details, including Social Security numbers of workers and family members who signed up for the coverage. Details go to the IRS and to employees in early 2016 on Form 1095-C. Another form 1094-C is filed directly with the IRS. It requires even more information. ________________________________________________

First treatment is approved for diabetic retinopathy, reports Deeba Husain, MD. The FDA recently approved injections of the drug Lucentis, also used to treat macular degeneration in older adults - for diabetic retinopathy in patients with macular edema. Diabetic retinopathy, which causing bleeding and/or abnormal blood-vessel growth in the retina, is the leading cause of blindness in the retina, is the leading cause of blindness in Americans with diabetes.

Insomnia increases stroke risk: People who have insomnia have a 54% higher risk for stroke than people who do not have insomnia, even after known risk factors such as diabetes, hyper-tension and obesity and obesity are taken into account. Adults 18 to 34 with insomnia had eight times higher risk of stroke. If you have insomnia, talk to your Doctor about steps to take. ________________________________________________

Divorce rates in the US have dropped over the past 20 years. The divorce rate peaked in the US in the 1970s and 1980s and has been declining ever since. About 70% of marriages that be-gan in the 1990s reached their fifteenth anniversary, compared with 65% in the 1970s and 1980s. ________________________________________________Car insurance bills may rise more than 40% after a low risk driver has an accident. The average nationwide increase after a claim of $2,000.00 or more is 45% for bodily injury and 41% for property damage. Average rate hikes are much higher in some states: 76% in Massachusetts, 75% in California, 62% in New Jersey and 51% in North Carolina. The states with the lowest average increase: Maryland (22%) and Michigan (23%). ________________________________________________

Unlike hacking incidents at such companies as Target and Home Depot, the Anthem breach could lead to long-lasting and even life-altering identity theft for many of the up to 80 million cur-rent and former customers potentially affected. That’s because the hackers who invaded Anthem’s computers stole data includ-ing names, employment and contact information, health insur-ance IDs, addresses, birth dates and Social Security numbers.

Social Security number breaches are especially dangerous because they don’t just help crooks gain access to your accounts, the way a credit card breach does. Social Security breaches al-low the crooks to pose as you in myriad ways that could wreck your life. Victims might spend the rest of their lives fending off bill collectors about purchases they never made, fighting to remove inaccurate and lethal information from their medical files, explaining to police that it was really someone else who was arrested and skipped bail, praying that no one steals their tax refunds. And sometimes the data thieves wait years to use the stolen data.

That’s far worse than having your credit card information stolen. Credit cards are easy and quick to cancel, passwords changed and losses covered by the issuer. _______________________________________________

Restroom hand dryers spread more germs than paper towels do. Researchers placed a harmless type of bacteria on the hands of study participants to imitate poorly washed hands and found bacteria levels around high powered “jet air” dryers were 27 times higher than levels near paper towel dispensers and 4.5 times higher than levels around warm-air dryers. Half the bac-teria remained for five minutes after the units were used - and some bacteria could still be detected after 15 minutes.



800-364-4899bullseyesdlocks.com

B500 Group

The Bullseye® B500 Product GroupQuality Safe Deposit locks that share the same footprint as Jim Taylor’s Precision 5400 and Sargent & Greenleaf 4500.

The B500 Series are all U.L. Listed with the exception of the 3/8” and 1/2” Single Nose Self Service Locks.*

The B541 & B542 Double Fixed B501 & B502 Double Changeable Locks are designed with Quality as a Priority!

Bullseye can Match almost any existing Guard Key to operate our B500 Series of locks.Guard Match Work Kits available.

B541 Double Fixed

B541-BR-C88 1/2” Fixed Renter-Fixed #C88 Guard Stack-Brass

B541-BR-P4 1/2” Fixed Renter-Fixed #P4 Guard Stack-Brass

B541-NI-P101 1/2” Fixed Renter-Fixed #P101 Guard Stack-Nickel

B541-BR-MA 1/2” Fixed Renter-Fixed Match Guard Stack-Brass

B541 Single Nose

B541-BR-SGL 1/2” Fixed Renter Single Nose-Brass-Non U.L. Rated

B501 Double Changeable

B501-BR-SY3 1/2” Changeable Renter & Guard-set to #SY3 Guard-Brass

B501-BR-74 1/2” Changeable Renter & Guard-set to #74 Guard-Brass

B501-BR-C88 1/2” Changeable Renter & Guard-set to #C88 Guard-Brass

B542 Double Fixed

B542-BR-P101 3/8” Fixed Renter-Fixed #P101 Guard Stack-Brass

B542-BR-SY3 3/8” Fixed Renter-Fixed SY3 Guard Stack-Brass

B542-BR-MA 3/8” Fixed Renter-Fixed Match Guard Stack-Brass

B542 Single Nose

B542-BR-SGL 3/8” Fixed Renter Single Nose-Brass-Non U.L. Rated

B502 Double Change

B502-BR-P101 3/8” Changeable Renter & Guard-set to #P101 Guard-Brass

*Bul lseye® S .D. Locks LLC does not endorse the use of sel f service or s ingle key operated locks due to l iabi l i ty concerns .

1/2 inch

3/8 inch

B501

B542

B502

B541


One Call. Right Price. FAST! www.postguard.com

1-800-BOLLARDSRack & Corner Guards

Bollard Covers

Clearance Bars

Column Protection

Light Pole Guards Parking Curbs

Permanent & Temporary Bollards Speed Bumps & Humps

Covers & QualityPropertyProtectionProducts



1-800-364-4899www.bullseyesdlocks.com

BSH002

BSH002

Developed for OEM Satisfaction!Each an Every #2 Bullseye Safe Handle includes Threaded Arbor, Shear Pin, Surface Bearing, Lock Nut, Allen Head Arbor Screw, Arbor Screw Cover (Black Adhesive Circle)

Bullseye Safe Handle #2

BSH002-26D Bullseye Safe Handle #2 with Satin Chrome Finish


ChairmanRandy HallPresidentAlabama Lock & Key Company, Inc.1800 Green Springs Highway SouthBirmingham, AL 35205Telephone: 205-328-1122Fax: 205-328-9247E-mail: [email protected]: www.alabamalockandkey.com

PresidentLinda AbellChief Executive OfficerSecurity Vault Works, Inc.122 Lafayette AvenueLaurel, MD 20707Telephone: 301-776-2577Fax: 301-776-1273E-mail: [email protected]: www.svwinc.com

Vice PresidentL.A. SmithExecutive Vice PresidentKen Smith, Inc.8661 Monroe RoadCharlotte, NC 28212Telephone: 704-536-1300 x3241Telephone: 800-888-8817Fax: 704-536-1334E-mail: [email protected]: www.kensmithinc.com

Secretary-TreasurerGene PolitoStrategic Consulting Associates6515 Dawn View Drive NEAlbuquerque, NM 87111Telephone: 505-977-1493Fax: 866-746-5510E-mail: [email protected]

DirectorKevin CallahanFinancial Equipment Company, Inc.N113-W18825 Carnegie DriveGermantown, WI 53022Telephone: 262-255-6350Telephone: 800-383-4127Fax: 262-255-6172E-mail: [email protected]

DirectorRex HuffmanHuffman Security Company, Inc.1312 Lonedell RoadArnold, MO 63010Telephone: 636-282-7233Telephone: 800-210-SAFE (7233)Fax: 636-296-0844E-mail: [email protected]: www.huffmansecurity.com

DirectorWoody AldermanDirectorACG5010 McGinnis Ferry Road, Suite AAlpharetta, GA 30005Telephone: 770-442-9800x224Fax: 770-442-9945E-mail: [email protected]: www.acgworld.com

Manufacturers’ RepresentativePat JohnsonChief Enthusiast & PresidentBridgeman Security Equipment510 West Washington BoulevardMontebello, California 90640Midwest Office Telephone: 323-203-1622Telephone: 800-334-6060E-mail: [email protected]: www.bridgemansecurity.com

Manufacturers’ RepresentativeWarren PartinNational Accounts ManagerADI1635 N. Batavia StreetOrange, CA 92867Telephone: 951-256-0599Fax: 631-692-3353E-mail: [email protected]: www.adiglobal.com/us

Executive Director of FSPAB.J. HansonTelephone: 919-648-0664Toll Free: 800-843-6082Fax: 919-648-06701024 Mebane Oaks Road, #273Mebane, NC 27302Email: [email protected]: www.fspa1.com

2014-2015 FSPA Board of Directors

FSPA Mission StatementThe mission of FSPA is to provide members of FSPA and their staffs with educational opportunities, exchange of information through conventions and seminars, continual communication between dealers and manufacturers, and to inform the members of social, economic and legislative issues. This will better equip members to serve their customers and to promote the proficiency of the security industry in an independent and professional manner.

Update from FSPA Headquarters & See You in San Antonioto FSPA member referrals and a great...

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