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securitysales.com May 2012 Vol. 34, No. 5
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securitysales.com May 2012 Vol. 34, No. 5
ISSUE
THE
MARKETLatest Data & Opportunities
TRENDSCO Detection Demand Rises
PRODUCTSSystems That
Meet Any Need
SALESLeverage Compliance
& Risk Reduction
TECHNOLOGYInnovations
Abound
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2 / SECURITYSALES.COM / MAY 2012
CONTENTS
COLUMNS 8 BETWEEN US PROS WITH SCOTT GOLDFINE
Here are 10 insights on how to grow your video profi ts.
10 ADVISORY BOARD FORUM WITH SANDRA JONESHow security is being sold, accepted and budgeted as a management tool.
22 CONVERGENCE CHANNEL WITH PAUL BOUCHERLEWhen creating a strategic selling program for national ac-counts makes sense.
26 TECH TALK WITH BOB DOLPHWhy government regulations can sometimes help simplify security systems.
30 MONITORING MATTERS WITH KEVIN LEHANAdding A/V systems to your portfolio can help fend off new competitors.
70 THE BIG IDEA WITH RON DAVISYou may have your ears to the ground, but do you keep an open mind?
72 LEGAL BRIEFING WITH KEN KIRSCHENBAUMExplaining the importance of errors and omission insurance.
DEPARTMENTS 4 SECURITY EXCHANGE 13 INDUSTRY PULSE 64 BUILDING YOUR BUSINESS66 AD INDEX68 MARKETPLACE
SPECIAL FIRE SECTION32 ADVANCING LIFE-SAFETY IN THE HOME
A look at residential fi re sprinkler and false fi re alarm activity trends off er installing system contractors insights on the latest developments driving the marketplace. SSI’s annual report also provides legislative and code updates for carbon monoxide detection. by RODNEY BOSCH
40 ADVANCES SPARK NEW AGE OF FIRE SAFETY While the controlled use of fi re predates written history,
it has taken humans until modern times to nearly master its deadly capabilities. Th ankfully today, an array of detection technologies has drastically reduced the threat to lives and property as the result of fi re, smoke and gases. Get up to speed on the latest fi re safety innovations. by RON OUIMETTE
46 FIRE SALE End users typically view fi re/life-safety systems as
expenditures they would prefer to avoid rather than an investment paying dividends across the organization. Open C-level decision makers’ eyes to show them how today’s solutions not only protect people, assets and facilities, but also ensure compliance, mitigate risk and lend peace of mind. by MIKE DOWLING
52 PROTECTING CRITICAL INFRASTRUCTURE FROM FIRE PERIL
After years of struggling with its outdated fi re alarm system, a 450,000-square-foot facility containing critical infrastructure and telecom equipment required an upgrade. A local integrator helped deploy an advanced, fi ve-node fi re protection system with expandable, cost-eff ective networking capabilities. by THE EDITORS OF SECURITY SALES & INTEGRATION
58 FIRE SIDE CHAT: STOPPING A SILENT KILLER Carbon monoxide (CO) detection is increasingly being
mandated by more and more localities, meaning safer buildings and growing opportunities for installing security and fi re systems providers. Learn important defi nitions and monitoring practices. by SHANE CLARY
60 ESSENTIAL FIRE/LIFE-SAFETY PRODUCTS New solutions to meet your market needs.
ON THE COVERCover illustration by
AJAY PECKHAM
May 2012 Vol. 34, No. 5
32 46 13
securitysales.com May 2012 Vol. 34, No. 5
IIISISSISSSISSSSSSSSSUSUSUSUSUSUSUSUSUSUSUUUSUSUSUUSUEEEEEEEEEEEEEEE
THETHEH
MARKETLatest Data & Opportunities
TRENDSCO Detection Demand Rises
PRODUCTSSystems That
Meet Any Need
SALESLeverage Compliance
& Risk Reduction
TECHNOLOGYInnovations
Abound
ISC WESTSC WESTSC WESTC WEST 2012 WR012 WWR112 AP-UPAP-UPAP-UPAPAAP-UPP
NNNNNNFPNFPNNFFPPPPAPAAAAAAA EEEEXPEXXXXXPPPPPOOOOOOOONNNNNNFPNFPNFNNFFPFPAFPPAPAPAPAPAAA A EA A EXEXPEXPEXEXEXXXXPEXPEXPPXPXPNNNFNFNFPAPAA EXEXPNNNF A PA XPPN PA EXPPPA EXXEXPAA XPPFPP POOOOOOO OOOO O OO O OONFPA EXPNFPA EXPNFPA EXPNFPA EXPNFPA EXPNFPA EXPNFPA EXPO O OO O OOSSSS OOOOOSSSSHSHHHHHHHOHOOOOWOOWOWOW SSHOWW WSHHHHHOSHHHOHHOHHOWH W SHOWSHOWSHOWSHOWSHOWSHOWSHOW
EEEEEDDDDDIDIDIITITITITTTTITIOTIIOIOONIONONNNNNEEDDDDDIITIITTITIEEDEDDDD TEEED IOEDDDDDI OE ONE NTIEDDIT NEDITIONEDITIONEDITIONEDITIONEDITIONEDITIONEDITION
« «
SSI’s annual Fire Market Report offers the latest statistics and delves into false alarm activity, residential fire sprinklers, among other subject matter pinpointing key trends and prospects in the marketplace. — SEE PAGE 32
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4 / SECURITYSALES.COM / MAY 2012
Where can you hear the honest, off-the-cuff comments and keen insights from the electronic security industry’s most highly respected and successful executives? In the Podcasts section of SSI’s Web
site where you will find dozens of installments of the recently launched “Security Speaking” program. Hosted by Editor-in-Chief Scott Goldfine, each week features a frank discussion covering the trends, issues, opportunities, challenges, technologies and more affecting today’s electronic security industry professional. Re-cent editions include ADS Security President and COO John Cerasuolo discussing portfolio expansion into new technologies/services such as managed access, remote video,
PERs and identify theft; SafeMart CEO Chris Johnson explaining where his direct sales model fits into the industry picture; Tammee Thompson, vice president and general manager of Johnson Con-trols’ Global Security and Fire unit, details JCI’s holistic, total systems approach; and Vivint CEO Todd Pedersen shares his aggressive vision to attain residential market share. That’s just a glimpse into the wealth of enlightening and entertaining listening to be had via “Security Speaking.”
SECURITY SPEAKING PODCASTS / securitysales.com/podcasts.aspx
WEB-O-METER
SECURITY SCANNER® WEB POLL
BLOGS
5 most-viewed news stories during March
www.securitysales.com/blog
Log onto securitysales.com to view SSI’s Security Scanner archives as well as cast your vote for the May poll: What does ‘the cloud’ mean to me and/or my company?
Some of the things we’re talking about … Why Most Successful Managers Support Mentoring Addressing an Alarm Company’s Name Change in Contracts How Women Can Advance in the Security Industry Saving on Support Software — Redux Part 1 Should Companies Include Regular Alarm Testing in a Service Contract?
Engage in the conversation!
Get free info about companies and products featured in this issue of SECURITY SALES & INTEGRATION.
For the latest news as it happens, sign up for SSI’s eControl Panel at www.securitysales.com
SSI Spotlights Sales & Marketing Best Practices at 17th Annual SAMMY Awards
Devcon Security Names Hafen as CEO, Replaces Ginsburg
Indicted AlarmBrokers’ Contracts Up for Sale
Startup SystemsIntegration FirmAcquires SecureNet
Customer Complaints Force Pinnacle to Reform Business Practices
SSI’s research projects often indicate finding trained technicians is a leading industry challenge and the results of March’s Security Scanner Web poll bears that out. Technical was cited by a commanding margin as the most pressing training/educational need, and it also tied for the second-leading response. Sales skills and knowledge was next in line as it was identified as No. 2 in the top answer choice and first in the second response. It is worth considering that the fact that most respondents were likely managers themselves and therefore potentially less likely to see their own shortcomings.
Have You Checked Out …
2 43 5
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eCONTROL PANEL
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securitysales.com
Publisher Peggy Onstad: (949) 305-5541
Editor-in-Chief Scott Goldfine: (704) 663-7125114 Chatworth LaneMooresville, NC 28117Fax: (704) 663-7145
Managing Editor Rodney Bosch: (310) 533-2426
Associate Editor Ashley Willis: (310) 533-2419
Contributing Writers Paul Boucherle, Shane Clary, Ron Davis, Bob Dolph, Peter Giacalone, Jay Hauhn, Ken Kirschenbaum, Bob Wimmer, Jeffrey Zwirn
Art Director Ajay Peckham Sr. Production Manager Sarah Paredes: (310) 533-2497Administrative Assistant Abril Calderon: (310) 533-2413Audience Marketing Manager Katie Fillingame
Staff E-mail addresses are firstname.lastname@securitysales.com (e.g. scott.goldfine@securitysales.com) Contributors‘ E-mail addresses are secsales@bobit.com.
HOW TO CONTACT ADVERTISING & MARKETING
Classified-MarketPlace AdsPeggy Onstad: (949) 305-5541
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: secsales@bobit.comMail: 3520 Challenger St., Torrance, CA 90503Fax: (310) 533-2502
FOR SUBSCRIPTION INQUIRIES(888) 239-2455
BOBIT BUSINESS MEDIAEdward J. Bobit, ChairmanTy F. Bobit, President & CEO
Printed in USA
ADVERTISING SALES TERRITORIES
WEST Dynise Plaisance
3520 Challenger St. Torrance, CA 90503(760) 519-5541Fax: (310) 533-2502
EAST Peggy Onstad
3520 Challenger St. Torrance, CA 90503(949) 305-5541Fax: (949) 305-5549
Winner • 2005Finalist • 2003, 2004, 2005, 2006, 2007, 2008, 2009, 2010
Wh h th h t
32%
1) Technical2) Sales3) Management
9%
1) Management2) Technical3) Sales
14%
1) Management2) Sales3) Technical
9%
1) Sales2) Technical3) Management
18%
1) Sales2) Management3) Technical
18%
1) Technical2) Management3) Sales
SecurityExchangeWeb Watch
Looking at management, sales and technical expertise, how would you rank your company’s most pressing training/education needs?
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6 / SECURITYSALES.COM / MAY 2012
www.securitysales.com/freeinfo/15114
New Caveat: Seller Beware As the seller of a company (in 2007), I
wanted to respond to Ken Kirschenbaum’s
Laying Down the Law blog, “What Should
Sellers Look for in an Asset Purchase
Agreement?” (securitysales.com/
layingdownthelaw_07112011). I had
my attorney write up the contract. After
thousands of dollars and many meetings we
had an agreement both parties agreed to.
After three years, the buyer stopped paying.
My attorney said even though we had an
“iron-clad” agreement I might not get my
money. Th ey wanted a $20,000 retainer
to litigate. Long story short, even with an
agreement you will not have any recourse
to collect if the buyer does not pay. At best,
you could win in court and still not get paid.
Meanwhile, the attorneys get paid up front.
Jon Boyce
Getting Ahead in the ‘Cloud’Regarding Peter Giacalone’s January 2012
Central Station Corner blog (“Gaining an
Appreciation for Cloud-Based Monitoring”
at securitysales.com/blog), this isn’t a pipe-
dream. I have seen when smaller centers
cannot aff ord a world-class environment
so instead use a hosted and partitioned
platform. When a smaller center really looks
at it objectively, it’s hard to justify all it really
takes to run a top-notch facility, especially a
contract center where you have to support
every kind of technology out there. In the
hosted application this allows the smaller
center to have all the bells and whistles, and
also allows the larger entity to have a better
economy of scale. And it’s not limited to just
monitoring. Back-offi ce, technical support,
remote programming, service dispatching,
billing and collections all can be done as a
hosted or contracted model.
Morgan Hertel
Sharing Troubleshooting TipsTh e Fire Side Chat “Finding Faults
in Fire Systems” [securitysales.com/
fi reside09012010] provides good
troubleshooting. Direct shorts to ground
are usually easier to isolate than a ground
fault on the device side of an addressable
module. One of the hardest to locate is a
faulty device that only goes to ground when
power is applied.
If you have to locate a fault without help,
the use of a tone generator and pick-up can
be very eff ective for following the correct loop
on a multiloop addressable or conventional
fi re system. Also, when you attach a tone
generator to an unpowered ground faulted
wire (direct short to ground) and a known
ground the short circuit will shunt the tone.
I have located ground faults by discon-
necting the grounded circuit at the panel
and connecting the tone generator wires
to the grounded loop wire and a known
ground. When the devices are bumped or
removed and the fault clears, the ground
will open and you will hear the tone on
the pick-up at the device. You can do these
loop-tracing and fault-seeking operations
simultaneously by using a combination of
slow pulse and fast pulse tone generators
on the faulted and normal conductors.
Splitting the loop defi nitely helps pinpoint
the problem.
J. Dietzel
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8 / SECURITYSALES.COM / MAY 2012
6. Extend the platform — Standards such as those from
ONVIF, PSIA and SIA and open protocols are facilitating seam-
less and extensive integration of surveillance with access con-
trol, intrusion/fi re detection, HVAC/building controls, and
more; video management systems (VMS) and physical security
information management (PSIM) are tying it together for great-
er situational awareness.
7. Ensure profi tability — Sell solutions and recurring reve-
nue services rather than products (smarts, not parts) marked by
value-adds wherever you can create them with specialized ex-
pertise a leading diff erentiator, along with the tactic of blended
margins in which higher margin goods are coupled with low-
er margin items to off set commoditization; also deploy mainte-
nance contracts and look out for ancillary off erings.
8. Be a facilitator — Help clients easily migrate to net-
worked video incrementally with analog-to-digital encoders,
DVRs to NVRs, cameras with both analog and digital outputs,
standard IP cameras to megapixel, behind-the-scenes com-
mand center changes, etc.
9. Be the wiser — Knowledge is power and being educat-
ed on leading-edge video technologies is essential, but equal-
ly critical is being able to train end users to properly implement
these solutions.
10. Manage expectations — Despite the amazing results net-
worked video can achieve, end users are not always realistic
(thank, Hollywood!), so underpromise and overdeliver is the
maxim here; clear and frequent communication is key.
While the transition from analog to
IP video has put more pep in the
step of most systems integrators
it has not been without its stum-
bling blocks. I am speaking of opportunities like system sales,
upgrades and maintenance versus challenges like learning new
technologies, interfacing with IT departments and contend-
ing with an ever-widening range of competitors. Solving the lat-
ter to maximize the huge upside of the former took center stage
during the recent presentation I moderated, “Th e New Video
Surveillance Business: How to Generate Profi t on Servers, Stor-
age & Video Management.”
Th e session — held at both ISC West in Las Vegas and PSA-
TEC in Denver — featured Bob Banerjee, senior director of
training & development for NICE Systems; Tim Brooks, region-
al sales manager for PSA Security Network; and Chris Peckham,
senior vice president and CTO for Kratos | HBE. Following is a
top 10 summary, in random order, of takeaways I encourage
you to incorporate into your business to help you master the se-
curity industry’s most prominent sector (20% of revenues by
type of business, SSI’s 2011 Installation Business Report).
1. Be an advisor — Approach your client’s business as if it
were your own by serving as an unbiased consultant and as-
sessing all the needs, resources, limitations and nuances to rec-
ommend what is truly in that enterprise’s best interests; be-
come a trusted partner.
2. Speak IT — With security solutions now residing on net-
works, it is imperative to both understand the technology as
well as the language and needs of end-user IT managers who
are increasingly infl uencing decisions that had been the do-
main of security directors or facility personnel.
3. Mitigate risk — Find out what threats your client’s man-
agement is most concerned about and leverage the power of IP
video surveillance to eliminate or reduce those factors; estab-
lish a safer environment and deliver peace of mind.
4. Stress effi ciencies — Win over C-level decision makers
by appealing to bottom-line sensibilities and highlighting the
many ways networked video can be extended to other areas
and operations beyond security; this helps justify total cost of
ownership (TCO) and return on investment (ROI) metrics, and
builds a “sticky,” long-term relationship with the customer.
5. Tout technology — Networked video is a gateway that
opens the way to advanced capabilities via products and soft-
ware like megapixel cameras, analytics/forensics, mobile de-
vice/remote viewing, edge processing, off -site storage, cloud-
based services (VSaaS), and more.
10 GUIDEPOSTS TO GREATER VIDEO PROFITS by Scott Goldfine
Editor-in-Chief Scott Goldfine has spent more than 13 years with SECURITY SALES & INTEGRATION.
Between Us Pros
Win over C-level decision makers by appealing to bottom-line sensibilities with the many ways networked video can extend to operations beyond security; this helps justify TCO and ROI metrics, and builds “sticky,” long-term relationships.
scott.goldfine@securitysales.com
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10 / SECURITYSALES.COM / MAY 2012
nesses. Security company owners have become better managers
focused on profi tability and value creation. While they still have
to perform magic by blending technologies, they now also de-
vote more of their time to refi ning business plans to reduce attri-
tion, create unique service off erings and make their businesses
more resilient to the peaks and valleys of an uncertain economy.
Nowhere is this more evident than in some of the transac-
tions, due diligence and research we have recently conducted.
Here are four key trends:
No 1 Security is no longer a grudge purchase but an
investment end users are willing to make for better business
profi ts and customer service.
No 2 Traditional systems integrators are learning and leveraging IT, enabling them to shift to adding several forms of
recurring revenue. An increasing percentage of their business-
es are no longer being measured in EBITA but in RMR. Th is im-
proves cash fl ow and operations, plus increases their valuation.
No 3 The channel is partnering to increase profi ts, create effi ciencies and deliver better results to the end user. Not
all activity in the industry is through transactions; customers
are getting better results through suppliers partnering with one
another to provide a truly integrated vs. disparate system.
No 4 Security is an IT business. In 2010, more than 60%
of the largest traditional systems integrators incorporated IP
technology. If you attended ISC West, you know that tradition-
al distributors and early entrants like ScanSource and Anixter
have been joined by CSC Supply and Ingram Micro.
While there is change at the technology, transaction and
channel level, nowhere is it as profound as at the customer lev-
el. I recently visited with Microsoft CSO Mike Howard and his
technology-savvy team. Th ey are the new breed of security
managers because in addition to security their responsibility is
focused on their organization’s bottom line. Mike and his team
have leveraged the cloud and partners to provide effi ciency
and safety for his organization and staff all over the globe. Th eir
Global Security Operation Centers (GSOCs) are as advanced
and effi cient as any ops center I’ve seen.
Th e transformation of the industry is far from over because
strategic buyers and private equity fi rms will be seeking more IT,
guard and communication companies for transactions of scale.
Not everyone is changing or has to, but for those of you who are
or aspire to be industry leaders, we have fi nally made security
an operations and information management business.
Access control has moved to identity management and is still
evolving toward payment solutions and management. Video
has shifted from just providing evidence to business and infor-
mation management. Guarding has shifted to visitor and em-
ployee management; distribution to material management; in-
tercom to emergency management; and, well you get the idea.
Th e wheels are fully in motion to make the transition.
Not only has the security market moved to adding value to
customers’ organizations but also to refi ning their own busi-
istorically, security was of-
ten undervalued by end us-
ers as it was an expenditure
that was rarely needed or
used. Th ere was no compel-
ling argument to invest in
security, but that is fi nally changing. I’m not sure
exactly when it will happen, but I think we are
rapidly approaching a tipping point in the security
industry. Security is fi nally being sold, accepted
and budgeted as a management tool. And like any
good business software or communications tech-
nology, it is an investment management values as
it allows them to focus on their core business and
bottom line.
4 TRENDS SET TO TRANSFORM SECURITY PROPOSITION by Sandra Jones
Sandra Jones is principal of Sandra Jones and Co. (sjandco.com), a security industry resource and consulting firm.
Advisory Board Forum
Not only has the security market moved to adding value to customers’ organizations but also to refining their own businesses. Security company owners have become better managers focused on profitability and value creation.
sandy@sjandco.com
H
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www.securitysales.com/freeinfo/15109
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People expect more from technology today — or
in other words, less. Less cables, less equipment,
less hassle. Why should video surveillance be
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AXIS Camera Companion lets you offer cutting-
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MAY 2012 / SECURITYSALES.COM / 13
INDUSTRY’S MARCH TO THE CLOUD MANIFESTS AT ISC WEST
Industry Pulse
LAS VEGAS — For a good many
attendees to ISC West 2012 —
integrators, consultants, suppliers
and end users alike — you might
say they had their collective
head in the cloud.
As industry
stakeholders continue
to break away from a
legacy-centric mindset,
an increasing emphasis
is being placed on physical
security systems that deliver
cost savings and create newfound
value by leveraging the cloud. Th is
burgeoning trend was repeated
throughout the conference,
held here March 28-30, during
industry panels, educational
sessions and by numerous
marketers across the show fl oor.
As explained at the State of
the Industry panel, applications
leading the way in this new value-
add realm are video storage as a
service (VSaaS), as well as hosted
video management systems
(VMS), which enhance solutions
designed for end users with
large, multisite footprints. ID
credentials stored in the cloud to
better facilitate managed access
control services is yet another
example.
Panelist Gary Wong, a senior
analyst at IMS Research, told
a packed audience that VSaaS
revenues are projected to
surpass $1 billion by 2016. Much
of the growth is being fueled
by increased deployment of
networked cameras. Th e great
opportunity for the industry is
to use these IP-based systems,
coupled with analytics, as ROI-
generating business intelligence
tools, according to the panelists,
which included Mike Faddis,
group program manager at
Microsoft Global Security; Jason
Bohrer, senior vice president of
managed services at HID Global;
Francis D’Addario, emeritus
faculty leader of the Security
Executive Council; and Bill Taylor, vice chairman of the
Security Industry Association (SIA).
“You have to introduce new revenue streams, not
only security and threat types, but turn the camera into
data collection units for more than just security,”
said Taylor, who moderated the panel. No longer
are physical security applications solely about
helping the end customer “catch the bad guy,”
he said. Th e marketplace has evolved where
service organizations can maximize returns
by providing “good guy applications that help
business.”
Among other sessions geared toward marketplace
opportunities, attendees to the Siemens Security
Leadership Summit were presented with techniques
to improve their business leadership skills. Included
was a keynote address by Gen. Stanley McChrystal,
former commander of U.S. and international forces in
Afghanistan. To be an eff ective leader, McChrystal said
it is critical not to be averse to change. Among other
insights, McChrystal said top managers should always
make a point of appropriately acknowledging their
workers’ ideas and eff orts. Not doing so could potentially
stifl e their growth and willingness to share ideas that
ultimately could help the business prosper.
“How many times have you written a great E-mail
to your boss and you mentioned the problem,
presented a background solution and off ered your
recommendation?” he said. “You probably had someone
else read it and you felt great about it. You hit send, and
what do you get back? Just, ‘OK.’ ”
ISC West producer Reed Exhibitions announced
that attendance to this year’s conference increased
10% over the prior year. Also, more than 10% of the
turnout was international,
with security professionals
from Canada representing the
largest amount of participation,
followed by Mexico, Brazil,
Korea and Australia. Attendees
fi lled the show fl oor aisles
throughout the conference
to peruse more than 10,000
products from 900-plus
exhibiting companies.
Each year ISC West serves
as a platform for companies
to announce organizational
maneuverings, product
announcements, industry
prognoses, among other
goings on. SSI editors were in
the thick of it all. See page 14
for more ISC West news. Also,
check out securitysales.com/
ISCWest2012 for complete
coverage, including podcasts,
photos and more.
SSI also hosted its annual
SAMMY Awards and the
SSI Hall of Fame induction
ceremony on the eve of ISC.
Be sure to see which installing
security contractors took home
sales & marketing, business
and installation honors, with
detailed coverage to come in
the June and July issues.
ISC West 2012 attracted throngs of industry stakeholders, who perused thousands of products and services from more than 900 exhibiting companies.
Phot
o: C
ourt
esy
Exac
q Te
chno
logi
es
IN DEPTH
ss0512pulse_isc2.indd 13ss0512pulse_isc2.indd 13 4/26/12 2:53 PM4/26/12 2:53 PM
14 / SECURITYSALES.COM / MAY 2012
ISC WEST ROUNDUPIndustry Pulse
ADT COMMERCIAL UNIT TO REBRAND AS TYCO INTEGRATED SECURITY
Axis Introduces ‘Smallest Video Re-corder’ at ISC West LAS VEGAS — Axis Communica-
tions unveiled several new prod-
ucts at ISC West, including the
Axis Companion Camera system,
which the company billed as the
industry’s smallest video recorder.
Despite IP video’s signifi cant
market penetration, analog vid-
eo still represents roughly 70%
of the video surveillance market,
according to Axis General Man-
ager Fredrik Nilsson. With that
statistic in mind, Axis engineers
created the Companion system,
which allows security dealers to
install a four-camera system for
less than $1,000.
“More than half of the market,
such as retail stores like 7-Elev-
en, uses smaller systems,” Nilsson
said. “Th e reason for that is there
is a perceived cost advantage and
sometimes it is a real cost advan-
tage. Th ere is also the ease of the
install and the ease of use for those
systems.”
Th e new camera system is built
around edge storage; all recording
is done on a SD card in each cam-
era, thereby eliminating the need
for a centralized recording unit.
“Instead of creating a smaller,
cheaper encoder, our engineers
actually got rid of the recorder in
the system,” Nilsson said.
Biometrics Provider Honored for ‘Best New Product’MorphoTrak Inc. received top
honors at the New Product
Showcase (NPS) hosted by the
Security Industry Association
(SIA) at ISC West, earning the
Best New Product Award.
Th e fi rm won for its
MorphoAccess VP product,
which is a physical access
control reader that integrates
multimodal fi nger vein
and fi ngerprint biometric
technology into a single
sensor and device. Th e device
is said to reduce installation
costs, while increasing
security levels.
Th e Siqura BC620WDR
from TKH Security Solutions
received the Judges’ Choice
Award. Th e network box cam-
era is credited with provid-
ing superior performance and
wide dynamic range (WDR)
under all lighting conditions.
More than 70 products and
services were entered into
this year’s NPS. Th ere were 21
categories represented dur-
ing the ceremony. Th e judges
also presented fi ve honorable
mention awards. To view the
entire list of NPS winners, visit
securitysales.com/NPS2012.
A large group of dancers performed during ISC West to pro-mote Mission 500’s new theme song, “One Child At A Time.”
Mission 500 Song Raises Awareness for Children in CrisisMission 500, the nonprofi t security industry initiative to help children in crisis, premiered its newly created theme song, “One Child at a Time,” in front of thou-sands of industry professionals at ISC West.
To showcase the upbeat song, exhibitors and at-tendees volunteering for Mission 500 joined Las Vegas dancers to stage choreographed presentations “fl ash mob”-style on the show fl oor and elsewhere. The track was donated, written and produced by Boca Raton musician Rick Krive, and performed by Tomey Sellars.
“The song is a memorable way to remind people of the importance of giving to this lifesaving organiza-tion, and … to expand our reach to the industry and help us ultimately save lives one child at a time,” said George Fletcher, a co-founder of Mission 500.
Tyco Int’l will retire the ADT brand as
part of its North America commercial
security business and instead rename
it Tyco Integrated Security. Th e name
change will formally begin June 30.
Tyco announced the name change
on the fi rst day at ISC West as the global
conglomerate continues to reorganize
into three publicly traded companies.
Th e North American residential security
business will continue to operate as ADT.
Th e commercial and residential security
business will also retain the ADT brand in
overseas markets.
“Commercial enterprises have
diff erent, more complex needs from
homes and small businesses, and
this name change, from ADT North
America Commercial Security to Tyco
Integrated Security, is representative of
our continued focus and commitment
to the commercial market,” said Brian
McDonald, COO, Tyco Fire & Security.
Th e rebranded company will continue
to invest in solutions and services,
leveraging the global resources of
the new standalone Fire & Security
company that will result from the
separation, according to Tyco.
Th e reorganization is expected to be
completed by the end of September.
Following the split, the three
independent companies will include the
fl ow control business; ADT Residential;
and the commercial fi re and security
business.
FIND IT ON THE WEBYou can listen to the song at securitysales.com/Mission500song.
ss0512pulse_isc.indd 14ss0512pulse_isc.indd 14 4/26/12 2:51 PM4/26/12 2:51 PM
www.securitysales.com/freeinfo/xxxxx www.hikvision.com
Not All H.264
Is Created Equal.
Industry’s Lowest Bandwidth Consumption IP Cameras.
www.securitysales.com/freeinfo/15233
ss0512pulse_isc.indd 15ss0512pulse_isc.indd 15 4/26/12 2:51 PM4/26/12 2:51 PM
16 / SECURITYSALES.COM / MAY 2012
Belbina: From a systems integrator
standpoint or the general contractor,
they’re really shifting the way they go
to market. You hear about these terms,
IPDs, integrated product deliveries, and
so forth. Schneider is at the forefront of
making sure we get these total integrat-
ed solutions that we’re off ering to the
marketplace to the integrators.
If you talk about building perfor-
mance, for example, people are now
looking at security beyond just access
control, beyond the card readers. ‘Can
I use the motion sensors for something
else? Can I use my card reader for
controlling the heat and ventilation?’
We’ve seen this especially from end
users who are really focused on energy
management; they want to link security
and energy together. Th at’s the role
Schneider is playing. We are going to
systems integrators and off ering them
what we call end-to-end solutions. Th ey
don’t necessarily come to us and buy
everything from us, but they also have
the fl exibility to do these integrations
with other third-party systems.
What is the status of analog? Is it still
growing incrementally or is it tapering
off quite a bit?
Belbina: We’re seeing it as a tapering,
but for us the long-term strategy is really
to become an IP company. Th at’s what
we’ve been doing for the last few years.
I’m pleased to say that this year we’re
probably going to see Pelco shifting
more toward IP than analog in terms of
percentage. Th e analog is tapering over-
all in the marketplace. For us it’s fl at. It’s
not declining, which is good news for us,
but it’s also not growing because that’s
part of our strategy. As far as the growth
for IP, it’s been pretty phenomenal for us.
How are Schneider Electric’s many
business units brought together to the
SCHNEIDER ELECTRIC STRATEGIES AND MARKET MANEUVERINGS HOT SEAT
[ left ]SAM BELBINAVice President, Security & VideoSchneider Electric
[ right ]KEVIN McCAUGHEYVice President, Security SolutionsSchneider Electric
advantage of security integrators?
McCaughey: In terms of our system in-
tegrator partners in the marketplace, all
of those other products that come from
the other business units of Schneider
Electric are available to those channels
today. A couple of years ago Schneider
Electric embarked on an aggressive pro-
gram to throw one roof over the whole
house, rather than have a lot of separate
business units, and try to establish an
identity in our channels as well as in the
end-user market. Along with that came
sales eff orts — sales teams and the dif-
ferent [business units] working together
to go out to the marketplace to increase
the accessibility to system integrators
and to end users to the full breadth of
Schneider products.
SSI caught up with a pair of Schneider Electric executives at ISC West to discuss the firm’s technology offerings, including the Pelco video brand, as well as its topmost objectives in the electronic security marketplace. Joining the conversation is Sam Belbina, who serves as vice president, Security & Video; and Kevin McCaughey, vice president, Security Solutions.
Industry Pulse
ss0512hotseat.indd 16ss0512hotseat.indd 16 4/26/12 4:24 PM4/26/12 4:24 PM
© 2012 Tyco International Ltd. and its Respective Companies. All Rights Reserved.
For more information:
Call: 1.888.888.7838
Email: info@dsc.com
Visit: www.dsc.com
Secure their world with the touch of a finger.Introducing the DSC PowerSeries Touchscreen keypad -- an easy interactive way for homeowners to manage and
control their security systems. The sleek, high-resolution 7 inch keypad is full color, combining all the functionality
users require from DSC with the ease of programming that installers expect, in an intuitive touchscreen interface.
Empowering change with the PowerSeries Touchscreen keypad
www.securitysales.com/freeinfo/15120
ss0512hotseat.indd 17ss0512hotseat.indd 17 4/26/12 4:24 PM4/26/12 4:24 PM
18 / SECURITYSALES.COM / MAY 2012
industry gets help from the Pelco brand
and vice versa because we talk about
integration. You asked the question
about our other products and services
from the rest of Schneider that are avail-
able to system integrators or end users
in the security space, and the answer is,
yes, for sure they are. Th at’s why it’s im-
portant to establish the Schneider brand
in the security space as well, because
more and more we’re fi nding end users’
primary concern often is security, but
that’s no longer their only con-
cern. Th ey’re recognizing they’re
part of an enterprise, whether
it’s a manufacturing business, a
hospital, a university, a com-
mercial offi ce building. Th ey’re
part of that team. When they
report to that executive team in
that business or enterprise, there
are other responsibilities and
other opportunities to help that
business accomplish whatever is
there to accomplish. Th at’s really
what the Schneider brand is all
about; looking at security as well as the
rest of the business, bringing certain
products and services and expertise to
sure make those businesses are more
effi cient and more sustainable.
Belbina: Th e Pelco brand is very strong
for us. It’s well recognized globally and
we want to maintain that. At the same
time, we want to better serve the end
user. If we want to really give end users
what they’re looking for from a total
solution, building performance, smart
cities or whatever, I think it’s important
for us to bring the other entities all
under the Schneider brand. Th at makes
not only the Schneider brand name
stronger, it’s also creating clarity for the
end user so there’s no confusion there.
Th ey know this is what Schneider off ers.
In my opinion, there are benefi ts in the
marketplace there to better serve the
end user and the marketplace by having
the Schneider brand on top.
clear — both to the channels and to the
market — where the opportunities fi t. I
think the opportunities that our direct
channel is looking at are going to be
larger opportunities that require the
kind of bonding capacity and fi nancial
capacity that a company like Schneider
Electric can bring to those opportuni-
ties. Th ose create good opportunities in
the marketplace for Schneider direct,
and out of those opportunities and that
kind of business activity in the market-
place really come name recognition and
market acceptance. Th at plays well for
our partner channels because they’re
promoting the Schneider line. Th ey’re
promoting the Schneider products, so it
really helps those guys too when we’re
pursuing those types of activities to
create awareness and acceptability of
solutions and products in the market-
place, so that their path to market is a bit
easier as well.
Th e Pelco legacy is one of the best in
the industry. How important is it to
brand Schneider as a name within the
security space? Is that a high priority?
McCaughey: I would say branding
Schneider in the security space is as im-
portant as branding Pelco in the security
space. You said that Pelco has a long
reputation. It’s a well-known brand in the
industry. Th at brand stays at the top of
the tree and we put the Schneider brand
right next to it, because what we’re saying
to the industry when we do that is we’ve
got best-of-breed products and services
from Pelco in a name and entity that is
well known and well respected.
Th e Schneider brand in the security
Is the company looking to expand its
portfolio even further through acquisi-
tion? Or is the strategy more organic?
McCaughey: At a high level company-
wide there are eff orts, both organic and
acquisition, underway. Th e acquisition
of Telvent [a provider of IT software
and services] in Q4 really brings into
the portfolio for Schneider Electric
new capabilities around the area of
energy management and information
management, as well as information
aggregation from lots of diff er-
ent systems, and brings that up
into a platform that helps users
run their environment more
effi ciently. We have a lot of solu-
tions in the area of public safety
as well. It helps Schneider Elec-
tric tack, if you will, to the smart
cities environment marketplace.
Telvent added onto a lot of the
solutions that already existed
in Schneider Electric. Th ose are
some of the types of things that
we’re doing.
Belbina: Schneider’s vision is really
clear. We want to be at the forefront of
the technology. We want to be the global
leaders in energy management and
security. So fi rst and foremost is, like
Kevin says, we’re looking at both but we
need to make sure we leverage what we
have today. So organic growth for us is
defi nitely the highest priority because
we have a lot of resources. We have a lot
of competencies and many off erings.
How do we leverage all these resources
that we have in place to meet our end
goals? If we see other technology that
can complement what we do today, then
our CEO is not afraid to go after that.
What is the philosophy in terms of
going to market, particularly in the se-
curity space? Along with distribution,
you have other interests that probably
lean a little more to the end user.
McCaughey: We’ve always had what
we call a direct channel and a partner
channel through the buildings busi-
ness to the market. We’ve always had
an excellent relationship managing
those two channels well so that it’s
FIND IT ON THE WEBFor much more from our conversation, visit securitysales.com/hotseat.
HOT SEAT
Schneider’s vision is really clear. We want to be at the forefront of the technology. We want to be the global leaders in energy management and security.
Industry Pulse
ss0512hotseat.indd 18ss0512hotseat.indd 18 4/26/12 4:24 PM4/26/12 4:24 PM
When your name is on the line, you want our people on the line.
You have a reputation to uphold and so do we.
www.NMCcentral.com
Lic # CA ACO 5633 TX B13486 UL2050
What started as a family business over 30 years ago, NMC has risen to
become the premier 3rd party monitoring company in the nation. Our
success is due in large part to our customer service representatives.
Each one is highly-trained, professional, friendly, knowledgeable and
experienced. And we’re proud to have their actions and voices speak
for our company and our clients every second of every day.
Of course, our professional staff is backed by some of the most innovative
technologies and practices in the security industry.
877.353.3031www.securitysales.com/freeinfo/15314
ss0512hotseat.indd 19ss0512hotseat.indd 19 4/26/12 4:24 PM4/26/12 4:24 PM
20 / SECURITYSALES.COM / MAY 2012
NEWSIndustry Pulse
Each year the NFPA Conference & Expo features hundreds of leading suppliers displaying and demonstrating the latest fi re/life-safety products and technologies.
FDNY Fireman to Share 9/11 Survival Story at NFPA Conference & Expo LAS VEGAS — Th ousands of fi re/life-safety professionals from
across North America and abroad will convene here June 11-14
for one of the industry’s foremost events, the NFPA Conference
& Expo.
Held at the Mandalay Bay Convention Center, the National Fire
Protection Association’s 2012 conference will off er attendees the
opportunity to fi nd answers to code questions and interpreta-
tions, discover solutions to technical challenges, identify suppli-
ers actively supporting the NFPA mission, and develop specs for a
current project, among other educational activities.
Leading suppliers will display their latest products and tech-
nologies throughout the event. Via the “Exhibitor Presentation
Th eater,” attendees can pick and choose from a comprehen-
sive schedule of new product introductions, installation training,
product demonstrations and systems testing techniques.
Among other event highlights:
• More than 130 educational sessions will be divided into a doz-
en tracks geared toward specifi c professional needs
• Th e General Session (June 11) includes reports by Th omas
Jaeger, chair of NFPA Board of Directors; James Shannon, NFPA
President & CEO; and a performance by comedian Gordie Brown
• A June 12 presentation, “9/11: Leadership Before and After the
Crisis,” will feature FDNY Deputy Chief Jay Jonas sharing his sto-
ry of survival while highlighting improvements to the fi re service
and built environment since 9/11
For a complete list of education sessions or to register, visit
nfpa.org/conference or call (888) 397-6209. Also, for related fi re/
life-safety information, check out SSI’s “Fire Market Report” be-
ginning on page 32.
Growth Expected for Tri-Ed/Northern Video Following Its SaleWOODBURY, N.Y. — Audax Group, a private equity fi rm, completed a deal to acquire Tri-Ed/Northern Video Distribution and stated it would soon look to grow the fi rm by acquiring more distributors.
Audax manages more than $5 billion of capital. While the compa-ny holds investments across a range of industries, the Tri-Ed/Northern Video acquisition marks its fi rst foray into the security industry, Audax Group Managing Director Jay Mitchell tells SSI.
“We have a number of investments in value-added distribution businesses ... which have common traits, such as good organic market growth in fragmented industries,” he says. “We looked at the securi-ty product space where Tri-Northern is the No. 1 independent distrib-utor and we really like the opportunity to continue to build the foot-print, both in the U.S. and Canada.”
Mitchell says Audax’s expertise in executing “buy and build” growth strategies centers on buying into a leading player with a strong market position and then helping the business acquire competitors.
“The [Tri-Ed/Northern Video] team has demonstrated a track record of doing that already, and with our sourcing networks as well as our additional access to capital, we can accelerate that growth,” he says.
To read more, visit securitysales.com/Audax.
UTC SELLS FIRE, SECURITY OPS TO PRIVATE EQUITY FIRMFARMINGTON, Conn. — UTC Climate, Controls & Security has sold its U.S. fi re and security operations to private equity fund Comvest Investment Partners.
Th e new business is called Red Hawk Fire & Security. Two familiar industry veterans will lead the company: Mike Snyder, former president of ADT, is CEO; Dean Seavers, former president
of GE Security and SimplexGrinnell, is president.Th e acquired business, with about $250 million in sales, 1,350
employees and 40 locations, was formed as a result of a roll-up of Red Hawk and several other small fi rms. Snyder tells SSI that his and Seavers’ immediate challenge will be to understand all of the
strengths and capabilities in the organization, and determine the best ways to bring them to market.
“Th is is an amalgam of nine acquisitions. Each individual
company has really strong competencies that may be specifi c to its individual market but can be easily [replicated] or built on across the country,” he says. “Th eir total capabilities have not had that national [reach]. What we intend to do is fi nd those centers of excellence and build them out nationally.”
To read more, visit securitysales.com/RedHawk.
ss0512pulse_news.indd 20ss0512pulse_news.indd 20 4/26/12 4:24 PM4/26/12 4:24 PM
www.securitysales.com/freeinfo/xxxxx
WV-SW395
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panasonic.com/security
ideas for life
We’ve got it all covered.
see morewith yourZTHY[WOVUL
ss0512pulse_news.indd 21ss0512pulse_news.indd 21 4/26/12 4:25 PM4/26/12 4:25 PM
22 / SECURITYSALES.COM / MAY 2012
Paul Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is principal of Canfield, Ohio-based Matterhorn Consulting (www.matterhornconsulting.com). He has more than 30 years of diverse security and safety industry experience and can be contacted at paul@matterhornconsulting.com.
Convergence Channel
Regardless of company size, growing your business with a specific customer can be an exciting and scary experience. Discover the strategies, risks and rewards of engaging in a national accounts program.
paul@matterhornconsulting.com
THE RATIONALE FOR A NATIONAL PROGRAM by Paul Boucherle
The lure of growing your business with a specifi c customer can be an exciting and scary experience if you are a smaller integrator. It can be just as scary for a larger company with a more mature national accounts program. How is that possible? Two words: customer expectations.
Th e lure of growing your business with a specifi c customer
can be an exciting and scary experience if you are a smaller
integrator. It can be just as scary for a larger national
company with a more mature national accounts program.
How could that be possible? Two words: customer
expectations. Meeting customer expectations across
geographical boundaries is challenging no matter if you are a
large, regional or a small integrator for these very good reasons:
• Delivering consistency in solution installations,
operations and service after the sale.
• Local versus corporate politics cannot be ignored as a
signifi cant factor.
• Th e length of your logistical arm. If you need to pat
someone on the back or choke him/her, it’s a lot harder to
do so from 1,500 miles away.
• Time zones. Doesn’t sound like a big deal until you live it
with your customer.
• Processes and experience doing this type of work from
a remote “infl uencing” position. Larger companies
typically have an edge in this area.
FIND OUT HOW MANAGEMENT VIEWS IT While these challenges are certainly real from a business,
sales, service and installation standpoint, what about the
IT department? In my experience, the network connectivity
to geographically dispersed facilities and the role IT plays
is crucial to implementing business solutions that are
technology enabled. Th is means establishing a good working
relationship with corporate IT can make or break how well
Managing existing accounts and future
prospects can change as a company
grows or migrates into network-
centric solutions. Change means
choices. You can choose to be tactical and react to customer
and market needs, thus becoming a good dancing partner, or
you can choose to be strategic and lead the dance. Strategic
selling in a rapidly changing industry might be the right move
for your company. What is an example of a strategic selling
program? National accounts come to mind.
Having spent 17 years of my former corporate life in
this arena, I will share some insights that may help you
translate to planning and managing your growth as a
systems integrator. While the term national accounts
may immediately conjure up large corporations with vast
resources, smaller companies are fi nding that strategically
growing strong customer relationships is both practical and
achievable using a national account strategy. You just have to
be more innovative.
DELIVERING ACROSS GEOGRAPHIES Although there is no universal defi nition, I will defi ne a
“national account” as one that is strategic to your company’s
growth, has facilities located across the United States,
would buy business value, and requires you to realign or
add resources to eff ectively manage and grow the business
opportunity. You may have encountered a national account
opportunity if your customers have ever said, “We wish
you could provide security services at our other locations.”
ILLUSTRATION BY AJAY PECKHAM
ss0512converge.indd 22ss0512converge.indd 22 4/26/12 2:14 PM4/26/12 2:14 PM
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ss0512converge.indd 23ss0512converge.indd 23 4/26/12 2:15 PM4/26/12 2:15 PM
24 / SECURITYSALES.COM / MAY 2012
HELP IS OUT THERE, OR GO IT ALONEWhat do you do if you don’t have a “mature” national
accounts program? Quality-orientated, like-minded and
smart systems integrator owners have found innovative ways
to compete in the national accounts arena quite successfully
the past fi ve years. A couple of names that come to mind are
PSA Security Network and Security Network of America.
Th ese organizations have taken their core beliefs, best
practices and strategic growth plans to the next level by
developing their own “virtual” national accounts programs,
aff ording member companies and their customers a national
footprint while owning their account relationships. Th e key
to this working well is a formulized set of rules, expectations
and trust. Th ese networks are outstanding organizations;
however, you may have a wildly independent spirit and
business nature.
So what other options are available? You will need to look
in the mirror deeply and honestly. Your independence may
prevent you from playing in the national accounts sector or
you may need to add signifi cant internal resources to manage
your growth in this area. It can be done; it just takes time
and money. If you serve a customer base that values your
services, and is willing to “fund” your growth and reach with
reasonable profi t margins while working through growing
pains, then go for it! Th ere are several companies that have
succeeded in this manner, such as Bass-Security and Roth
Brothers, both Ohio-based companies.
In conclusion, I have three suggestions to anyone who
wishes to grow their business through national accounts:
1. Know thyself and what your company culture can gain
from a national accounts strategy.
2. Train thyself to ensure your teams’ skills match their
new responsibilities and challenges.
3. Take national accounts seriously; it can be defi ned as
both high risk and high reward.
you expand your national relationship. Th e right dialogue
can create an important ally in winning the customer market
share challenge in the national accounts arena.
Ask this question to the right level of IT management:
“Does your senior management consider your IT network to
be a strategic asset or a tactical expense overhead?” I ask this
question often in my consulting work. It is powerful. Carefully
watch your customer. Th eir body language, as well as their
words, will help you understand what the real opportunities
might be in the future. If the IT response is expansive, positive
and points to a strategic view, you may be looking at an
opportunity to expand technology-enabled system solutions.
You may be talking to a new business partner and advocate.
Expanding network capabilities requires legitimate
applications that deliver business value in new ways. Th is
aptly describes where we are today with video and many
other technologies. You can apply new cutting-edge (but not
bleeding) systems that have paid their dues and are ready to
deliver real solutions to old problems. Having designed and
sold network-centric IP systems for 13 years, I can attest that IP
video may be one that delivers measureable business results.
APPROACHING NETWORKS PROACTIVELYWhat do you do if you get a diff erent response from your IT
contact who shares the fact that the CEO doesn’t see IT as a
company asset? Well for one thing you will need a plan B to
implement your national accounts strategy that may include
taking on some new business and technical-like network
responsibilities, such as building a network!
Here is why that makes sense. Th e opportunity to design,
recommend or install simple network equipment is not
impossible, can be quite profi table when bundled with your
other services, ensures a system will work as advertised and
simplifi es your customer’s life. Corporate IT departments don’t
typically have extra time on their hands, which means if you
assume you have their support, that it’s “their job” not ours,
can leave serious gaps in your end game, which could be a
working technology-enabled business/security solution. Like
Tom Hanks’ “Th ere’s no crying in baseball” line in “A League
of Th eir Own,” I say, “Th ere’s no fi nger-pointing” in national
accounts. Your customer will simply fi nd another partner. It
may mean that while your technology prowess works well at
the corporate headquarters, it may not automatically translate
to the locations outside your area of operation.
So what are your options? If you already have a mature
national accounts program, don’t assume what got you
where you are will sustain your customer’s confi dence when
you wander into the “converged jungle” of new technology.
Many national account managers are excellent and strategic,
but may lack necessary skills to work with the IT department.
Th ere are some fundamental skills that must be acquired
to build business value and mutual respect with this new
infl uential buyer. Don’t assume past revenue performance
with an account is a future indicator of success. It is not. Find
the right training to augment your skill sets.
Convergence Channel
Establishing a good working relationship with corporate IT can make or break how well you expand your national relationship. The right dialogue can create an important ally in winning the customer market share challenge in the national accounts arena.
PHOTOGRAPHY ©ISTOCKPHOTO.COM/MICHAELJUNG
ss0512converge.indd 24ss0512converge.indd 24 4/26/12 2:15 PM4/26/12 2:15 PM
MAY 2012 | SECURITYSALES.COM | 25
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ss0512converge.indd 25ss0512converge.indd 25 4/26/12 2:15 PM4/26/12 2:15 PM
26 / SECURITYSALES.COM / MAY 2012
sophisticated security systems.
So, how can we make these systems accommodate their com-
fort level? Th is is your challenge and your government’s sugges-
tions can help.
Two government standards I have referenced for this article
are the well-known, wide-sweeping American Disabilities Act
(ADA; www.ada.gov) and the lesser-known Section 508 of the
Rehabilitation Act of 1973 (www.section508.gov). Experienced
dealers have often had to apply ADA standards to public areas
such as fi re annunciation, door and device access.
By using the concepts contained within these standards in
everyday installations we can make both public and private ar-
eas more accessible and user-friendly for all, not just those with
physical or mental disabilities.
5 IMPORTANT ELEMENTS OF USABILITYMoving forward we should fi rst clarify use of the terms “acces-
sibility” and “usability.” Th e dictionary defi nes accessibility as
the capability of being reached, while usability is the capability
of being used. Accessibility will often be emphasized in ADA re-
garding hardware as the disabled must be able to reach products
and services. Usability is more applicable to all using a prod-
uct or service. Th is will be emphasized in areas such as Section
508 in dealing with electronic and information technology (EIT)
such as software and Web sites.
Th e concepts of good usability are not complicated and may
even seem simple. However, are you doing your best to com-
ply? In order to make EIT usable as a product or service it should
Recently, I reviewed some government standards
designed and implemented with the intent to
make systems easier to access and use for dis-
abled people. Th is got me thinking about some-
thing we often take for granted: How user-friendly are the sys-
tems we are designing, selling and installing?
One of the problems we have always faced in technology in-
dustries, including electronic security, is the systems have been
designed and built by engineers and technicians only to be
turned over to laypeople to operate and understand. Th is is of-
ten apparent in the user’s manuals that are often fi lled with tech-
nical jargon, acronyms and logic that make them diffi cult to fully
understand for nontechnical owners.
How often have you, as a manufacturer or dealer, taken the
time to conduct focus groups to better help you understand your
customers’ needs and perceptions of the products and services
you provide? Th ese exercises can be real eye-openers.
Th is month, we will take a look and possibly do a self-exami-
nation of the eff orts we are taking to make customers comfort-
able with the systems they interface with on a daily basis.
GOVERNMENT STANDARDS SET STAGE While we often fi nd ourselves surrounded by more and more
government standards and regulations, as technology imple-
menters it can help us be more sensitive in general to the “user-
friendly” nature of our work. When you think about it, nontech-
nical system users are handicapped in a way as they often do not
have, or wish to have, the technical savvy to fully comprehend
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 bdolph.ssi@gmail.com. Check out his Tech Shack blog at www.securitysales.com/blog.
bdolph.ssi@gmail.com
MAKING SYSTEMS MORE USER-FRIENDLY by Bob Dolph
TECH TALK
The latest and greatest security solutions don’t mean squat if they are too complex for end users to operate. Technological innovation is wonderful, but we must incorporate operational simplicity to achieve security’s peace-of-mind objectives.
ADA Accessibility/Usability ExampleWhile government specifi cations and standards are many, understanding what is needed to provide access to all types of users is important. Good planning will make for a more user-friendly system for all, regardless whether it is a government or private installation. Diagram courtesy GSA
10 in. max.255mm
Vertical plane
Height of operable control relative to the vertical plane
Vertical plane
>10-24 in. max.>255-610mm
15-5
4 in
.38
0-1,
370m
m
15-5
4 in
.38
0-1,
370m
m
ss0512tech.indd 26ss0512tech.indd 26 4/26/12 2:59 PM4/26/12 2:59 PM
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DYNISE HIEBERTWestern Sales Manager
Ph. 760.519.5541Email. dynise.hiebert@bobit.com
PEGGY ONSTADPublisher/ Eastern Sales Manager
Ph. 949.305.5541 Email. peggy.onstad@bobit.com
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28 / SECURITYSALES.COM / MAY 2012
have the following fi ve elements:
1. Easy to learn — If your customers
cannot learn to use something quickly they
will develop a negative attitude of your
product, services and company. Simple
instructions on mobile apps, Web sites or
workstations will make customers happier.
2. Quick to use — Avoid long learning
curves. Busy businesspeople do not want
their staff going through extra steps and
long waits to process a new alarm badge.
3. Simple to remember — Did you
know that 50% of all Web sales are lost due
to poor design? Similarly, customers op-
erating alarms may only have to disarm a
system once in a blue moon. How easy is
that process for them to remember?
4. Easy to navigate — Have you con-
fi gured the systems software, startup and
backup process with easy steps, and even
diagrams to reference? People will always
make errors when operating a system.
What have you done to minimize them?
5. Enjoyable ease of use — Often cus-
tomers do not regularly use their security
system because it is not enjoyable to use. If
the systems talked to them in a nice voice
or operational software had a friendly ap-
pearance then it would be more inviting
to use. Keep the engineering design in the
background. Do your mobile apps address
content, design and function?
3 DEALERS’ IDEAS FROM THE FIELDI asked the security community to share
some suggestions on how to make systems
more user-friendly, including those aimed
at disabled users. Below are some replies.
“I have used LED indicators on door
strikes and diff erent colored strobes on
alarm outputs for deaf customers. I also
implemented installation standards for
making alarm keypads wheelchair friend-
ly. I added an ‘Is the system suitable for
their user?’ line to our system takeover
checklists. I also added a big REX button
for arm/disarm for a customer with macu-
lar degeneration.”
— Jim Sutton, AAA Alarm Systems,
Winnipeg, Manitoba, Canada
“Our company uses voice keypads and
remote controls for arming/disarming. We
have a way to add voice control with voice
prompts.”
— Th omas Callarik, Hitek Security
Solutions, Martins Ferry, Ohio
www.securitysales.com/freeinfo/15261
ss0512tech.indd 28ss0512tech.indd 28 4/26/12 2:59 PM4/26/12 2:59 PM
MAY 2012 / SECURITYSALES.COM / 29
and PC applications more user-friendly.
Let’s take a moment to review what we, as
alarm techs, dealers and integrators, can do
to make our systems more user-friendly. Do
you only specify keypads with a dimple on the
‘5’ key? Do you arrange printers at a worksta-
tion so people in wheelchairs can easily get to
them? Are your fi re alarm pull-stations and
alarm keypads not more than 54 inches up on
the wall? Do you have a usability and accessi-
bility checklist for new installations and take-
overs? I think you get the picture.
PUT YOURSELF IN USERS’ SHOESMore systems installed today require access
to supporting software applications. Th is
can be access or CCTV management soft-
ware, Web pages and remote mobile apps
on smartphones. Th e Section 508 tenets are
interesting in that they were originally de-
signed as performance standards for EIT
vendors supplying products to the General
Services Administration (GSA). However, if
we look at some of these requirements they
can give us insight into making software
“Several of our dealers have used
our long-range RFID readers and tags
for severely handicapped users, such
as for doctor offi ces, etc., tied into
automatic door openers. Some have
been programmed to work with their
Wiegand access control panels. Others
have simply used the onboard relay on
our reader.”
— Pete Martin, 1st Choice Security
Solutions, Atlanta
An interface relay may not at fi rst be thought of as a tool. It is, however, the perfect and very versatile tool to interface alarm inputs and outputs to a variety of
special user devices such as those with audible and visible functionality. That is why
I am featuring the old reliable ELK 912 module (elkproducts.com).
How about using a relay to trip a bed shaker device to get a deaf person up when smoke detector goes into alarm? The product is a high quality 12VDC relay with SPDT (Form ‘C’) dry contacts. It features low current draw, positive or nega-tive activation and is suitable for general purpose switching of devices or high current loads.
This general pur-pose compact relay enables control of high current draw devices such as door strikes, sprin-kler valves, electric dampers, motors and more from any device producing a low voltage output signal. Photo cour-tesy Elk Products
TECH TALK TOOLTIP
PowerMaster system delivers more
range, more reliability and more RMR
in commercial and residential
installations.
© 2012 Tyco International Ltd. and its Respective Companies. All Rights Reserved.
Technology for lifePowerG
Contact Visonic USA
for further information
Tel. 800-223-0020
www.visonic.com
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ss0512tech.indd 29ss0512tech.indd 29 4/26/12 2:59 PM4/26/12 2:59 PM
30 / SECURITYSALES.COM / MAY 2012
it in recent years.
PERS presents a great oppor-
tunity for alarm dealers to in-
crease their recurring monthly
revenue (RMR) stream with min-
imal service outlay because most
installations require only an elec-
trical outlet and a telephone line.
COMPETING WITH THE PUBLIC SECTORIn an age during which local gov-
ernment bodies are strapped for
cash, alarm dealers may fi nd themselves competing for custom-
ers with the public sector.
When this happens in a market, alarm dealers are usually
handicapped by the local authorities having jurisdiction (AHJ)
in multiple ways, including mandates for fi re systems to connect
to a municipal fi re-alarm board and AHJs “infl uencing” poten-
tial customers to use the government’s services.
Faced with these conditions, alarm dealers must demon-
strate the private sector’s superiority in technology, physical
plant requirements, service and price. Fortunately, most po-
tential customers would prefer to work with the private sector
— especially after they are informed of the higher central sta-
tion standards that must be met compared to the local public
safety answering point (PSAP), which is not audited by third
parties like UL or FM Mutual.
To make this point, alarm dealers should use their central
station company as a direct comparison to the local PSAP and
educate the market about its redundancies, performance stan-
dards and physical plant capabilities, which will far surpass
those of the PSAP.
Also, the end users must understand that private sector cen-
tral stations provide services the PSAPs cannot, including noti-
fi cation of party lists and implementing false alarm prevention
tactics like multicall verifi cation, cross-zoning and video moni-
toring. (You should also point out that PSAPs actually increase
their revenue via fi nes when there is a false dispatch.)
Lastly and most importantly, let your customers know that
central stations are constantly competing with each other for
business, which raises the performance bar yet keeps costs in
check. By simply asking the customer if they believe the govern-
ment has their best interests in mind, you will have made a very
valid point as to why they should choose the private sector over
the public sector.
The sky is NOT falling.
Th at’s your competitor making it rain by going
to market in a new manner. Instead of fretting
over it, alarm dealers must adapt to the market
conditions and work with their central station to position them-
selves to not only compete, but to thrive.
If that means creating a market niche, off ering a new service or
promoting the private industry’s technical superiorities, you bet-
ter do it. If you don’t, your business will suff er.
YES, WE CAN DO THAT!Increasingly, alarm components are being integrated with other
electronic elements in a building, namely audio/visual entertain-
ment systems. It’s natural then for A/V system installers to branch
out to off er security devices in their packages.
For example, many building owners now choose to have cam-
eras trained on points of entry so a motion sensor can trigger a
video system that displays real-time images on monitors or tele-
visions in a picture-in-picture manner. Th ey may even incorpo-
rate access control capabilities to allow entry into the premise.
Once this step is taken, it makes sense for A/V installers to off er
interior motion sensors, as well as PIRs, glass-breaks and so on.
Th e impact of this integration is that alarm dealers now have
a new class of competitors in their marketplace. However, that
does not mean you have to cede the territory. Instead, alarm
dealers should branch out to A/V systems, market their security
expertise and leverage knowledge of working with a central sta-
tion to incorporate other unique capabilities, such as fi re sys-
tems, environmental monitoring and two-way voice.
Th ink about it. If you, as a prospect, had to choose only one
company with similar off erings to install these two distinct sys-
tems, wouldn’t you hire the professional with specifi c skill set
who could help protect your family or employees?
Additionally, making the decision to off er A/V installation
services may present an opportunity to focus on vertical
markets, such as multifamily housing or assisted-living facilities
to name a couple.
LOOK FOR NEW REVENUE STREAMSIn addition to planting your fl ag in new ground, alarm dealers
should examine their core competency to fi nd ways to expand
their service off erings to existing customers — and their families.
Although personal emergency response service (PERS) is not
new, the demand for it is growing as the cost of assisted living
and nursing care continues to outpace almost all investment
portfolios. Th at’s why many central stations have begun to off er
ADAPT TO MARKET CONDITIONS OR SUFFER CONSEQUENCES by Kevin Lehan
Kevin Lehan is Manager of Public Relations for Des Plaines, Ill.-based Emergency24 Inc. He also serves as executive director of the Illinois Electronic Security Association (IESA).
Monitoring Matters
Making the decision to offer A/V installation services may present an opportunity to focus on vertical markets.
k.lehan@emergency24.com
ss0512monitor.indd 30ss0512monitor.indd 30 4/26/12 3:02 PM4/26/12 3:02 PM
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ss0512monitor.indd 31ss0512monitor.indd 31 4/26/12 3:02 PM4/26/12 3:02 PM
FIRE ISSUE
2012 FIRE MARKET REPORT
MAKING HOMES SAFER HAVENS
PHOTOGRAPHY ©ISTOCKPHOTO.COM/PARKERDEEN
A probe into residential sprinklers and false alarm activity offers installing system contractors insights on the latest developments driving the fire/life-safety marketplace. SSI’s annual report also provides legislative and
code updates for carbon monoxide detection. by Rodney Bosch
32 / SECURITYSALES.COM / MAY 2012
The latest fi re loss data from
the National Fire Protection
Association underscore the
continuing need for install-
ing contractors and suppliers to steadfast-
ly advance the delivery of life-safety services
and equipment to protect lives and property.
Firefi ghters responded to 1,331,500 fi res
in the United States in 2010, according to
data received by NFPA from fi re departments
answering its annual National Fire
Experience Survey. Among all reported fi res,
482,000 occurred in structures, a slight uptick
of .3% compared to the previous year. About
384,000 fi res or 80% of all structure fi res
occurred in residential properties, an increase
of 1.9%. Of these blazes, 279,000 happened in
one- and two-family homes, accounting for
nearly 58% of all structure fi res. An additional
90,500 occurred in apartments.
Loss of life also crept higher in 2010.
Fires claimed the lives of 3,120 civilians, an
increase of 3.7%. Notably, home fi res caused
2,640 or 85% of all civilian fi re deaths. Th at
marked an increase of 2.9% compared to
2009. Th e statistics reinforce the stark irony
FIRE FAST FACTS
Average residential fi re-only
installations costs $954, down about $41 from 2010.
Security contractors
collect 13% of their total revenues from fi re-only installations.
Average number of smoke detectors
installed in a commercial fi re alarm system is 23; residential is 5.
Average percentage of
installations that include carbon monoxide (CO) detectors is 23%.
3% of security contractors are
in involved in sprinkler systems.
Source: SSI 2011
Installation Business Report
ss0512fireReport.indd 32ss0512fireReport.indd 32 4/26/12 4:13 PM4/26/12 4:13 PM
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The CO1224T and CO1224TR also provide
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If you would like to upgrade competitive
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ss0512fireReport.indd 33ss0512fireReport.indd 33 4/26/12 4:13 PM4/26/12 4:13 PM
34 / SECURITYSALES.COM / MAY 2012
security installing contractors. According
to SSI’s 2011 Installation Business Report,
about 3% of installing security fi rms are
involved in sprinkler systems.
Th ere are recent indications in the
marketplace, however, that suggest
some traditional security contractors see
opportunity in sprinkler systems. Take,
for example, acquisitions of fi re service
companies made in the past couple of
years by such fi rms as Select Security of
Lancaster, Pa., and Safeguard Security of
Scottsdale, Ariz. Th e proprietors at each
fi rm say a large part of their focus is on
providing test and inspection services,
plus certifying that end-user systems
meet and comply with NFPA fi re code
standards — all of which generates
recurring revenue.
After he acquired Fire Systems Inc.
(FSI) in 2010, Select Security President
Pat Egan said he became one of the
fi rst installing security and monitoring
businesses to operate a fi re sprinkler
division. Pennsylvania would later
repeal its residential sprinkler law,
dampening Select’s prospects for the
time being in that market niche, but
Egan says the division continues to
evolve and grow. Cases in point: Select
just received a sprinkler contract for 14
townhouses, and it continues to reap
success in renovation projects, such as
restaurants and strip malls.
which said the price tag of installing
home fi re sprinklers averages $1.61 per
square foot for new construction. Th e
total cost, according to the foundation,
is similar to what people are willing to
pay for carpet upgrades , a paving-stone
driveway or a whirlpool bath.
So far in 2012, opponents have lobbied
lawmakers in several states to introduce
bills that would prohibit jurisdictions
from including one- and two-family
dwelling fi re sprinkler requirements in
the adopted codes. Among them are
Colorado, Hawaii, Illinois, Minnesota,
Oklahoma and Tennessee.
All but 17 states have at least one local
jurisdiction that has adopted home
fi re sprinkler requirements. However,
advocates have celebrated a few key
victories at the state level as well. In 2010,
California adopted the International
Residential Code (IRC), including its
requirements for automatic fi re sprinkler
systems in new one- and two-family
dwellings, eff ective Jan. 1, 2011. Th e same
2009 IRC is eff ective in Maryland, and
South Carolina voted to adopt it as well
but the requirement was delayed until
2014 by legislative action.
While prolonged advocacy and code
adoption are expected to spur overall
growth in commercial and home fi re
sprinklers, this particular line of work
remains mostly a rarity for traditional
that the vast majority of deaths occur in
homes, the places where people often
feel the safest, says Lorraine Carli, vice
president of communications for NFPA.
“We have made tremendous progress
in reducing the fi re problem in the
United States since we began looking
at these numbers in the late 1970s,” she
says. “But this report shows us that more
must be done to bring the numbers
down even further.”
It is in that larger context that SSI
publishes its annual Fire Market Report
to keep fi re/life-safety professional
abreast of key trends, technologies, codes
and other factors currently aff ecting
the marketplace. Th is year we’ll delve
into residential fi re sprinklers, carbon
monoxide (CO) detection regulations,
false fi re alarm activity and more.
HOME FIRE SPRINKLER ADVOCACYDuring the fi rst week in April, fi re service
professionals and safety advocates from
across the nation gathered in Chicago for
a one-day summit to promote a singular
mission: the installation of fi re sprinklers
in all new one- and two-family homes.
Fire sprinkler supporters are in for
a tough, extended battle to achieve
their mission; a bevy of deep-pocketed
opponents are fi ghting their eff orts
vigorously on local, regional and national
levels. Yet NFPA President Jim Shannon
told the gathering in Chicago its work
would be unwaveringly supported
through the NFPA’s Fire Sprinkler
Initiative, which was launched in 2009.
“We knew right from the start that
we were going to run into opposition,
especially from homebuilders, who have
a great deal of infl uence and seasoned
lobbyists working on their behalf,” he told
the gathering. “And we knew that they
would fi ercely oppose our eff orts to get
states to require sprinklers. But we are
not discouraged because the logic of our
eff orts will ultimately prevail.”
Among opponents’ litany of
contentions, they maintain the expense
for home fi re sprinklers will make
housing unaff ordable, especially for fi rst-
time buyers. Advocates cite a 2008 cost
assessment study by the NFPA-sponsored
Fire Protection Research Foundation,
FIRE/LIFE-SAFETY MARKET OVERVIEWFIRE ISSUE
An estimated 2,640 civilians died in residential fi res during 2010, an increase of 2.9%. Of these deaths, 440 took place in apartment fi res, a 5.4% decline from the previous year. Another 2,200 died in one- and two-family dwellings, an increase of 4.8%. “Homes” include dwellings, duplexes, manufactured homes (mobile homes), apartments, rowhouses, townhouses and condominiums. Other residential properties, such as hotels, motels, dormitories, barracks, and rooming and boarding homes are not included. Source: National Fire Protection Asssociation (NFPA)
Civilian Fire Deaths in U.S. Homes
2001
3,110
2005
3,005
2002
2,695
2006
2,580
2010
2,640
2007
3,430
2004
3,225
2003
3,165
2008
2,780
2009
2,590
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intended to meet the rising need to
educate a greater number of installing
contractors on proper application,
installation, location, performance,
inspection, testing and maintenance of
CO detection devices.
During a podcast hosted by NEMA
in March, Richard Roberts, industry
aff airs manager for Honeywell Life
Safety and Co-Chair of the NEMA 3SB
Smoke/CO Group, said the number of
jurisdictions requiring CO detection is
projected to increase during the next
three to fi ve years.
A signifi cant factor in the projected
increase is due, in part, to the 2012
edition of the IRC, among other codes,
which contain provisions for the
installation of CO detection in one- and
two-family dwellings and commercial
sleeping occupancies.
“Th e application guide explains the
operational diff erences between alarms
and detectors and covers their location
requirements,” Roberts says. “It also
covers some of the specifi c requirements
on legislating CO detection has been
pursued by industry stakeholders. Nearly
40 states have adopted requirements,
either by statute or code, mandating
the installation of CO detection devices
in single-family homes, multifamily
dwellings or other residential structures
and commercial buildings. Th ese
initiatives have resulted in the growth
in CO alarm and detector use since the
mid-1990s, and are credited for helping
reduce related injuries and deaths.
A principal supporter of CO alarm
and detection requirements is the
National Electrical Manufacturers
Association (NEMA), which advocates at
all levels of government. NEMA recently
released the fi rst edition of its “SB 7
NEMA Applications Guide for Carbon
Monoxide Alarms and Detectors,” geared
for systems designers and installers,
among other professionals who perform
test and inspection services.
Th e guide, developed by
NEMA’s Signaling Protection and
Communications Section (3-SB), is
Select Security has also started cross-
training its alarm technicians to perform
backfl ow certifi cations for sprinkler
check valves, along with what Egan refers
to as “emergency response” services,
such as valve shutdowns and leak
stoppages.
“We are very big on the business. It has
all the elements of recurring revenue.
We do the renovations, the emergency
repairs and we do the certifi cations and
inspections as required by code,” he says.
“Th at is really where the profi t is.”
THE RISE OF CO DETECTIONAccording to the Centers for Disease
Control and Prevention (CDC),
unintentional CO exposure accounts for
an estimated 15,000 emergency room
visits and 500 deaths in the United States
each year. Moreover, because symptoms
from exposure to CO are similar to the
fl u, injuries and deaths are thought to be
greatly underreported, and actual deaths
may exceed 2,000.
In recent years, an increasing emphasis
FIRE ISSUE
FIRE/LIFE-SAFETY MARKET OVERVIEW
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that surrounds you.
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HYLJVU[]PZPVU�JVTMADE IN THE USA
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as children or seniors, would be given
priority. According to the Consumer
Product Safety Commission (CPSC),
which would administer the grant
program, only 35% to 50% of U.S.
households have CO alarms.
(For more detailed information related
to CO and life safety, see “Fire Side Chat”
column on page 58.)
session of Congress, which stalled in
the Senate. If adopted, the bill would
establish a grant program to encourage
states to enact a rule or law requiring all
dwelling units and apartment buildings
to have CO alarms.
States with greater than average
fatalities from CO poisoning and those
serving vulnerable populations, such
of CO detection systems such as which
types of control panels are permissible;
specifi es when building occupant
notifi cation is not required; and reviews
the secondary power requirements for
CO detection systems.”
Some of the material contained in
the guide was extracted from NFPA 720,
“Standard for the Installation of Carbon
Monoxide (CO) Detection and Warning
Equipment.” Along with and NFPA 720,
other leading standards for CO devices
are ANSI/UL 2034 and ANSI/UL 2075.
Despite previous eff orts by industry
stakeholders, passing a national
standard that incentivizes states to
promote CO detection remains an
elusive goal. However, the Security
Industry Association (SIA) says it remains
committed to the work. Joined by several
other groups, SIA is currently supporting
bipartisan legislation reintroduced in
Congress to increase the use of CO alarms.
Th e bill (H.R. 4326) is similar to
legislation that was approved by the
House of Representatives in the previous
Alarms, whether intrusion or fi re, are the leading residential systems markets for installing security contractors. In fact, both categories grew during the period, fi re/life safety by 3 percentage points and intrusion by 1 point. In all categories, small companies (less than $1 million in revenues) rely on residential customers more heavily than other providers with a total of 89%, followed by midsize (35%) and large operators (22%). Note: graph not intended to add up to 100%. Source: 2011 SSI Installation Business Report
Percentage of Residential Sales by Business Type 23%
18%
12%
6%
Fire/Life Safety
Intrusion Detection
Video Surveillance
Access Control
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38 / SECURITYSALES.COM / MAY 2012
With the 2010 edition of NFPA 72, UL864-Listed cellular communicators can be used the sole path of communication for commercial fi re systems.
which current systems exist.” Building
owners and managers must be viewed as
critical stakeholders, since “success will
be much dependent on what [they] will
be willing to accept, able to implement
and held accountable for,” according to
the summary.
Complacency created by nuisance
alarms is a growing and signifi cant
threat, the groups warned. Likewise,
education, above all, must improve in
order for all stakeholders to galvanize in
a unifi ed front against false fi re alarms.
“We can only fi nd a common solution if
we can identify the common problems,”
the summary stated.
with them. Panel discussions centered on
design and manufacturing, installation
and maintenance practices, and
emergency response models.
Following the wide-ranging
discourse, the event sponsors drafted
several summary consensus points.
Among the imperatives is “the need
to enhance effi ciency of service by
lowering the number of calls that need
a system response, and determining the
appropriate response for those who do
require system-wide resources.”
Participants agreed that existing
commercial alarm systems do function
appropriately, but “most of the
challenges stem from the physical,
operational or response environment in
CURSE OF FALSE FIRE ALARMSTh e issue of false alarms always has a
prominent place in any discussion about
alarm and detection systems, and fi re/
life safety is no exception.
According to a study conducted by
NFPA, U.S. fi re departments responded
to roughly 2,187,000 false alarms in 2010,
which marked a slight decrease of .4%
compared to the previous year. Th at
indicates one out of 10 calls responded to
by fi re departments were false alarms.
Th e aggregate of all false fi re alarms
included dispatches for 708,500 system
malfunctions or 32.4%. “Unintentional”
calls accounted for the most false alarms
at 45.3%; followed by “other (bomb
scares, etc.)” at 14.8%, and “malicious,
mischievous” at 7.5%.
During a 10-year period
beginning in 1988, false alarm calls
for system malfunctions increased
annually from 550,500 to 901,500
in 1999. Th e number of calls
would eventually reverse course
and decrease more than 21% by the
end of 2010. Despite the reduction,
nuisance alarms continue to be a major
concern for industry stakeholders,
including the International Association
of Fire Chiefs (IAFC).
In its work to reduce the amount
of nuisance alarms in commercial
facilities, IAFC submitted 41
documents during the proposal and
comment cycle for the 2013 edition
of NFPA 72. On its Web site, IAFC states
the proposals “refl ect a comprehensive
approach to leverage existing and new
technologies, current IAFC policies and
NFPA code, and the need for local fi re
departments to gain effi ciencies that
are safe for the public and responders.”
While most of the proposals were
rejected by NFPA technical committees,
several were pushed through.
Despite various territorial boundaries,
industry stakeholders have at
times showed a willingness to work
cooperatively toward combatting the
myriad causes of nuisance alarms. For
instance in May 2011, IAFC, U.S. Fire
Administration and NFPA hosted a
summit to discuss the issues surrounding
nuisance alarms and the risks associated
Following new revisions adopted into the 2010 edition of NFPA 72, cellular has shifted
from simply being the backup communication path for commercial fi re systems.
This development is a result of the latest edition of the code allowing UL864-Listed
cellular communicators to be installed as the sole path of communication for commercial
fi re systems. Now installing system contractors can offer their customers newfound
savings while benefi tting from the latest technology.
On average, cellular monitoring costs the customer signifi cantly less than a dedicated
landline. The updated code allows all of the landlines currently dedicated to the master
control unit to be replaced with a single cellular communicator. This eliminates a bill from
the telephone company for the customer and affords the dealer to collect a more cost-
effective monthly monitoring fee.
Along with this good news come a few considerations to keep closely in mind when
choosing cellular. With the rapid changes in cellular technology, it is important to select
the right cellular alarm communicator. Dealers installing 2G or GSM cellular solutions
will are expected to have to replace those units in the next fi ve to eight years since 2G is
being phased out.
What can dealers do to avoid the fi nancial impact of having to purchase new
hardware, plus the cost of rolling a truck, to replace these units? They should start
installing cellular alarm communicators that work on 2G, 3G and
4G networks to future-proof their installations. An example of a
product that meets these requirements and is helping dealers
take advantage of the code change is Telguard’s TG-7FS unit.
Another consideration to be mindfulness of is that while
NFPA 72 is more than a year old, many authorities having
jurisdiction (AHJ) are not familiar with it and may oppose the
use of cellular as the sole path. To address this issue, ask the
manufacturers of cellular communicators to provide an explanation
of the code along with a checklist to help the AHJ quickly and easily
approve a sole-path installation. It’s this type of collaboration between
dealers and manufacturers that will help increase awareness.
Shawn Welsh (swelsh@telular.com) is Vice President of Marketing and Business Development for Chicago-based Telular Corp.
CELLULAR ADVANCES IN COMMERCIAL FIRE SYSTEMSby Shawn Welsh
FIRE ISSUE
Rodney Bosch is Managing Editor of SECURITY SALES & INTEGRATION. He can be contacted at (310) 533-2426 or rodney.bosch@securitysales.com.
FIRE/LIFE-SAFETY MARKET OVERVIEW
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Detec t ion & A la rm S ince 1872 .
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In 1881 when Robert Edwards invented the electric
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chart the course of fi re protection for the next 130 years.
Today the company that bears his name draws on this
rich legacy of inventiveness, and benefi ts from new alli-
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From pioneering work in multisensor detection to break-
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ADVANCES SPARK NEW AGE OF FIRE
SAFETY
by Ron Ouimette
FIRE ISSUE
While the controlled use of fire predates written history, it has taken humans until modern times to nearly master its deadly capabilities. Thankfully today, an array of detection technologies has drastically reduced the threat to lives and property as the result of fire, smoke and gases. Get up to speed on the latest fire safety innovations.
Perhaps no other technology in the past 150 years
has contributed more to fi re safety than early
warning smoke detection systems. Data collected
during the past 40 years alone estimates 90,000
lives have been saved by smoke detection and fi re protection
technologies. In addition, countless other potential tragedies
may have been averted by early warning and intervention.
From rudimentary heat detectors invented in the late 1800s to
sophisticated and integrated electronic systems in place today,
smoke detection has been a signifi cant scientifi c achievement.
Like many aspects of modern life that we take for granted,
progress has been a convergence of need and opportunity.
Th e basic methodology of smoke detection is remarkably
simple. Scientists discovered a variety of ways to measure and
monitor specifi c signals such as light intensity or ion currents.
Detectors are then calibrated to trigger an alarm when these
signals change in a way that suggests a fi re might be present.
Technological improvements over time made the systems more
eff ective and cost-effi cient. A signifi cant advance came in the
1920s when the ion fl ow chamber (the fi rst true smoke detector)
TECHNOLOGY
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steam, dust).
In special applications such as data
and telecommunication centers, ultra-
sensitive air sampling smoke detection
systems continuously monitor the air
and apply a staged alarm sequence
to determine if, when and how a
response is needed. For example, an
active monitoring system may combine
multiple air-intake ports to provide more
immediate notifi cation and increased
effi ciency within areas of high airfl ows.
One detector can cover up to 20,000
square feet as compared to passive
detectors that generally cover about 900
square feet. Additionally, spot detector
technology has evolved to include the
capability to provide high sensitivity
capabilities for Very Early Warning Fire
Detection (VEWFD) suitable for the
protection of a telecommunication
facility, data center and high value areas.
Multicriteria fi re detectors are
the emerging technology in the 21st
century. Technology today provides for
two or more diff erent fi re sensors (e.g.,
smoke, heat, CO, ion, etc.) in a single
detector that will process the signals
with algorithms to determine alarm or
monitoring status. Multicriteria detectors
can sense danger more quickly, avoid
nuisance alarms and provide valuable
information for emergency responders.
Combined with newer panels and
control systems, they can also improve
reliability and reduce maintenance costs.
As smoke detection advancements
continue it is useful to understand the
current state of detection technologies
to better understand the landscape and
make informed choices when specifying
system elements, and to mitigate risk
within the context of the facility and its
intended purpose.
INCORPORATING IONIZATION Detectors using ionization technology
are based on an “ionization chamber”
that includes a small radioactive source
and a positively and negatively charged
electrical circuit. Th e radiation “ionizes”
the air in the chamber by removing
an electron and thus maximizes
electrical fl ow across the circuit. Any
smoke particles entering the chamber
as heat (typically above 135° F) triggers
the sprinkler directly where the fi re
is burning. Smoke detection systems
integrated across commercial buildings
quickly warn occupants of a potential
danger before it spreads.
Clearly the best life-safety solution
is to provide a combination of early
warning smoke detection and fi re
sprinkler systems. Let’s take a look at
the impressive variety of fi re/life-safety
detection technologies and devices
currently available to help installing
contractors best protect their clients’
persons and properties.
ADVANCES ENABLE SMARTER DETECTIONToday the focus is on integration of
“smart” (multicriteria fi re detection)
technologies that increase value,
simplicity and reliability. For example,
one area of development involves
advanced signal analysis via software
that converts sensor signals into a
mathematical formula. In real-time, the
software dynamically compares signal
data to sophisticated algorithms that
diff erentiate between a fi re emergency
and harmless smoke (e.g., from a welder,
was invented in Switzerland. Soon after,
scientists began experimenting with
other technologies such as projected
beam and photoelectric detection
methods.
Another major breakthrough occurred
in the 1940s when scientists at Cerberus
(now part of Siemens) adopted more
effi cient cold cathode (vacuum) tubes in
ionization units. Th is technology was the
standard for smoke detection well into
the 1960s. In the latter part of the past
century, most advances involved making
smoke detection units smaller, more
sensitive and more effi cient. Transistors
replaced trigger tubes. Safer and more
stable radiation sources improved
ionization chambers. Low-power units
ushered in low-cost battery-operated
devices for home use. Ultraviolet
radiation detectors were used to develop
the fi rst fl ame detectors.
Recent studies reveal the odds of
dying in a house fi re are reduced 50% by
having a working smoke alarm/detector
installed. In commercial buildings, even
in the presence of sprinkler systems,
the benefi ts of smoke detection are
signifi cant. Sprinkler systems, by
design, provide a localized response
Gas detectors (above) operate on a similar principle to ionization detection. Electrochemical or catalytic circuits are programmed to measure changes in current brought on by the presence of gases with specifi c molecular structure. Upper-end optical systems, such as laser sensors, work well in sophisticated aspirating smoke detection systems (left) that actively monitor air samples and channel them to a centralized detection unit.
Electrochemical Gas Detection Technology
Aspirating Smoke Detection System
MAY 2012 / SECURITYSALES.COM / 41
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42 / SECURITYSALES.COM / MAY 2012
FIRE SAFETY INNOVATIONSFIRE ISSUE
to measure changes in current
brought on by the presence of
gases with specifi c molecular
structure. Gas detection is
becoming more common
and sophisticated to address
air quality and safety issues.
For example, 35 states have
legislation mandating installation
of carbon monoxide (CO)
detectors for life safety.
One important trend is the
integration of gas detection
into smoke detection systems.
Combining gas detection with
heat and/or smoke sensors can
help avoid false alarms and allow
multicriteria detection systems
to more eff ectively analyze a
given situation. For example, the
system may react diff erently if
heat alone is rising rather than if
it detects both rising heat and an
increase in CO or other gases from
combustion.
Gas detection sensors are
commonly used in multicriteria
units and in advanced systems
that combine smoke detection and
air quality monitoring. Th e combined
benefi ts can be signifi cant.
4 TYPES OF THERMAL DEVICESMany diff erent temperature-sensitive
technologies are used to detect fi re, often
based on an alloy or other material that
will change shape, form, or electrical
properties as temperature changes.
Th ermal detectors typically fall into
one of four categories:
Fixed temperature — Th ese sensors
trigger once heat passes a certain point.
Th ey have been used for decades,
especially in conjunction with auto-
extinguishing systems and in very
harsh environments that aff ect other
detection technologies.
Rate-of-rise thermal/thermistor-
based — Th ese units are far more
sophisticated and apply a type of
computer logic to the situation based on
the dynamics of the speed and degree
of temperature increase. Th ey are often
combined with other technologies in
systems operated by algorithms to most
commercial units because they are more
accurate at detecting smoldering fi res
than ionization. Th ese types of detectors
are relatively low cost and have proven
reliable across a long period of time.
Th e upper-end optical systems,
such as laser sensors, also work well in
sophisticated aspirating smoke detection
systems that actively monitor air samples
and channel them to a centralized
detection unit.
Multicriteria units are often
integrated into smart monitoring
systems. For example, one
manufacturer has developed a dual
optical multicriteria system that
combines both forward and backward
light scattering sensors with thermal
detection to provide very early warning
to both smoldering and fl aming fi res.
GAS UNITS WARN OF INVISIBLE DANGERS Gas detectors, which are in common
use today, operate on a similar principle
as ionization detection. Electrochemical
or catalytic circuits are programmed
neutralize the air, which reduces
the current fl owing across the
electrical circuit and triggers the
alarm.
Generally speaking, ionization
technology is low cost, and most
common in home detection units
and basic commercial systems.
Ionization smoke detectors
are particularly eff ective for
quick response to fast burning
fi res (which may produce less
smoke than smoldering fi res),
but these kinds of units are also
more prone to false alarms (e.g.,
from cooking, toaster, cleaning
aerosols etc.)
Several companies pioneered
the early commercialization
of ionization smoke detectors.
For the most part, ionization
sensors are used in residential
systems or in some multicriteria
detectors. In the latter,
combining ionization with
other technologies helps detect
diff erent smoke signatures more
quickly, while also avoiding false
alarms.
OPTICAL SHEDS LIGHT ON SENSING In the most common smoke detector
units photoelectric cells register
changes in light intensity as minute
smoke particles enter the detector.
Th ese units often have the receiver
sensor at a 90° angle to the photo beam
— smoke particles “scatter” the light
beam and cause rays to hit the receiver,
which triggers the alarm. Forward
scatter detectors typically are more
accurate sensing light smoke particles,
while backscatter technology better
distinguishes lighter and darker particles.
More advanced optical systems
operate on a similar principle, but may
involve laser beams or more precise and
accurate light sources. Light meters that
measure ultraviolet rays are also used
in “fl ame detectors” that help identify
when a fi re is present in manufacturing
environments or other situations that are
normally smoky or dusty.
Photoelectric sensors have long been
popular in home smoke detectors and
Multicriteria units (top) are often integrated into smart monitoring systems. Ionization technology (bottom) is based on an “ionization chamber” that includes a small radioactive source and a positively and negatively charged electrical circuit. The radiation “ionizes” the air in the chamber by removing an electron and thus maximizes electrical fl ow across the circuit.
Multicriteria Detection With Thermal Sensor
Ionization Smoke Detection Technology
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Major U.S. cellular carriers have made their stance clear:
The 2G Sunset has started.
If you install a GSM or GPRS based product you will be forced to replace it with a modern 3G one within a few years.
For the average security dealer, this will amount to thousands of dollars of revenue spent on truck rolls and replacement equipment.
To avoid the sudden impact of the next sunset, switch to 3G products today.
Learn more at 2GSunset.com.
ss0512firetech.indd 43ss0512firetech.indd 43 4/26/12 4:07 PM4/26/12 4:07 PM
44 / SECURITYSALES.COM / MAY 2012
Video is also increasingly popular
in commercial settings that combine
security needs with fi re detection. In
such systems, video signals can be
transmitted simultaneously to the
building security center and fi re panel.
Automatic fl ame detection technology
can be combined with live video
for immediate verifi cation. And, by
automatically recording video images
for a prescribed period before and after
an event, the systems are very valuable
for investigation and future legal or
security actions.
Future smoke and fi re detection
systems may also be responsible for
ongoing monitoring of air quality to
direct heating, air conditioning and
ventilation (HVAC) systems for utmost
energy effi ciency. In a fi re, such systems
could use voice commands and other
means to automatically direct occupants
away from danger and toward the
best escape routes, rather than simply
sounding a general alarm.
integrated to make the systems highly
accurate and eff ective.
Video systems are particularly
eff ective in very large open buildings
where smoke or gases are more diffi cult
to detect. Th ey can be very useful for
industrial environments where radiant
heat and smoke make other detection
systems harder to implement. To date,
VID systems are listed and approved
by Nationally Recognized Testing
Laboratory (NRTL) as supplemental fi re
detection and not primary life-safety
systems. In most cases, the monitored
area must be illuminated for video
imaging technology to work eff ectively.
accurately determine the scope of the
threat and desired response.
Linear heat detection — Th is
typically consists of a cable with a
combination of polymer and/or digital
technologies that can detect heat
conditions anywhere along the length
of the cable. Th e cable is normally
comprised of tri-metallic conductors
individually insulated with a heat
sensitive outer layer that is designed
to break down at various selected
fi xed temperatures. Th is technology
has historically been used in freezer
warehouses and storage facilities
where other detection technologies
may not be ideal.
Multicriteria — Th ese units integrate
thermal sensors and can be quite
sophisticated. For example, one
manufacturer off ers a detector that
integrates advanced signal technology
software with two optical sensors, two
thermal sensors and one CO sensor. It
allows for the earliest and most reliable
detection, with highest immunity
against false alarms. It can also be
programmed for independent (life-
safety) CO monitoring or cooperative
functionality.
VIDEO PACES LEADING-EDGE METHODS Specialized surveillance software has
been developed that now enables
video cameras to be used for fi re
detection purposes. Using video image
detection (VID), the cameras monitor
the area and are programmed to detect
specifi c visual signals such as fl ickering
fl ames or rising plumes of smoke that
indicate the presence of fi re. In recent
years, complex algorithms have been
The exact science, technology and application of smoke detection systems vary. But the
one consistent factor is a quick and accurate assessment of the danger, and an effective
warning to all occupants in the building. Fires may develop very quickly or somewhat
more slowly, depending on the combustible material involved. In any case, there is a
relatively small window of opportunity early in the development of the fi re to extinguish
the fl ames and/or safely evacuate.
Most fi re professionals agree that the ultimate protection of lives and property comes
from a combination of the early warning of smoke detection and fi re suppression.
Following is the typical sequence of fi re development: 1. Early stage — The small fi re can easily be extinguished with water or other
means. Little visible smoke occurs, although it is often suffi cient to trigger a smoke alarm. 2. Smoldering phase — Visible, partly dense smoke occurs and large amounts of
carbon monoxide (CO) may be produced by the incomplete combustion. The fi re may
still be easily controlled by a fi re extinguisher. 3. Flaming phase — The open fi re leaves precious little time for evacuation,
and must effectively be fought by fi re professionals. As combustion becomes more
complete, less CO is produced, but relatively large amounts of carbon dioxide ensue. 4. Flashover — This is the transition between an open, fl aming fi re and a total fi re.
This explosive fi re spread is caused when gases and aerosols produced in earlier phases
ignite and spread the fi re into all rooms already penetrated by the smoke gases. 5. Total fi re — Once the fl ames reach larger building parts, there is little fi re
professionals can do and they typically concentrate their efforts on protecting
neighboring buildings and fi re sectors.
5 STAGES OF FIRE PROGRESSION
FIRE SAFETY INNOVATIONS
Ron Ouimette is a Business Development Manager for Siemens’ Building Technologies Division. He can be reached at ron.ouimette@siemens.com.
FIRE ISSUE
Forward scatter detectors typically are more accurate sensing light smoke particles, while backscatter technology better distinguishes lighter and darker particles.
Optical Detection Technology (Forward Scatter)
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FIRE ISSUE
46 / SECURITYSALES.COM / MAY 2012
End users typically view fire/life-safety systems as expenditures they would prefer to avoid rather than an investment paying dividends across the organization. Open C-level decision
makers’ eyes to show them how today’s solutions not only protect people, assets and facilities, but also ensure compliance,
mitigate risk and lend peace of mind. by Mike Dowling
Fire and life safety remain important considerations for chief risk offi cers (CROs). Even so, strained budgets and other security issues on CROs’ minds present signifi cant challenges when it comes to selling fi re and life-safety solutions and services. With physical threats and digital attacks capturing headlines, fi re safety is often pushed to the back burner as executives focus on more top-of-mind security issues like access control and information security.
FIREFIRE $ALE$ALE
SALES TACTICS
ILLUSTRATION ©ISTOCKPHOTO.COM/QUISP65
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48 / SECURITYSALES.COM / MAY 2012
standards, and no
one should accept the
minimum when it comes to
fi re and life safety.
So what’s the best approach? It’s
simple. A fi re security sales staff must
sell the safety of an organization’s
people, assets and facilities. We’re in
the life-safety business, after all — not
in the business of selling standalone
equipment and technology that
doesn’t address comprehensive safety.
Security professionals should be looking
to provide assurance that in the event of
a fi re catastrophe, a customer’s facility is
ready to detect and enable rapid reaction
to the event.
MORE TO PROTECTION THAN PRODUCTSEstablishing a proper fi re security
program begins with the common
goal of creating the safest environment
possible, and eff ective selling strategies
follow suit. When sales professionals
focus on mitigating risk and providing
a safe place to do business, they
position their organizations as strategic
service partners instead of commodity
providers. Th at’s the diff erence between
providing peace of mind versus a
piece of equipment. Th is approach
also positions the security provider
to deliver expert counsel about a
range of topics, including technology,
integration, monitoring, employee
training and more.
Being a strategic service provider
means understanding the customer’s
mindset when it comes to fi re detection
security, and off ering solutions that
solve problems in a cost-eff ective
manner. Many customers are simply
looking to meet compliance codes
with the minimum spend possible. Th e
customer wants to know how to make
his or her existing equipment fi t with the
latest regulatory requirements without
blowing the budget on a completely new
system. Th ese customers can benefi t
from partnering
with a true
fi re security
expert that
can look at
security sales teams fall short is in their
approach. Th ey lead with a technology
and product sales pitch instead of
selling true fi re and life-safety solutions.
Unable to make the intangibles of
mitigated risk and peace of mind “real”
for their customers, these parties show
off the latest technologies and newest
product features. But focusing on the
tools isn’t always enough to justify
an investment that protects a CRO’s
business from a potentially devastating
fi re event.
Adding to the disconnect between
customers and their fi re security
providers, many organizations
are focused solely on maintaining
compliance with various fi re regulations
or standards. If a customer’s only goal
for implementing a fi re and life-safety
program is to adhere to regulations,
fi re security professionals face the
challenge of convincing the customer
that a simple investment in equipment
and maintenance may not truly secure
the organization’s assets. Remember,
compliance represents minimum
As with any security equipment or
service, selling proactive fi re and life-
safety protection means convincing a
CRO to invest in the mitigation of a threat
he or she may not be able to envision.
And if the CRO’s organization already
meets the minimum for fi re and life-
safety compliance, he or she may ask,
“Where’s the fi re?” when it comes to
implementing holistic solutions. In
response, your best retort may be to ask,
“But what if there is a fi re?”
Lack of preparation contributes to fi re
losses of more than $2.3 billion annually,
according to the Occupational Safety
and Health Administration (OSHA).
Organizations that proactively integrate
fi re and life-safety programs can mitigate
those losses, which is a reality that should
capture the attention of any bottom-
line-conscious CRO. And when the CRO
understands that integrated solutions
can protect the company’s investments
as well as ensure compliance, mitigate
risk and provide peace of mind, the
solutions should nearly sell themselves.
Unfortunately, where many fi re
Fire security systems salespeople must sell the value of safety for an organization’s people, assets and facilities. Security professionals should be looking to provide assurance that in the event of a fi re catastrophe, a customer’s facility is ready to detect and enable rapid reaction to the event.
COMMERCIAL FIRE SALESFIRE ISSUE
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MAY 2012 / SECURITYSALES.COM / 49
Setting a high standard with each
customer also builds confi dence in the
investment. A proactive organizational
standard is defendable and gives the
customer peace of mind — both key
goals of a fi re and life-safety sales
process. Th e creation of such forward-
thinking standards cannot be achieved
by a focus on technology alone.
Instead, the fi re provider and
organization must work to identify
business and security needs and assess
the customer’s unique environment.
Th rough careful planning, a
standardized platform can be created
that works throughout the customer’s
network of facilities and can be applied
systematically everywhere the customer
operates. Furthermore, for the security
provider, these standards can be
replicated within a given vertical and
applied to similar organizations.
Th ough setting standards may seem
more complex then selling products
on the front end, working with a
customer to set enterprise-wide fi re
standards is often a simpler solution.
Proactive organizational standards
give customers the autonomy to keep
their facilities safe and compliant
regardless of regulation changes.
Standards also act as roadmaps for a
fi re security service provider to execute
everything from equipment installation
to regular maintenance and monitoring.
Customers that impose their own high
standards take control of the critical
security decisions instead of allowing
a third party (like a local AHJ) to
determine fi re and life-safety standards
for them.
Once a provider analyzes a customer’s
building environments and has a
full picture of the risks and potential
hazards a customer faces, it can apply
detailed knowledge of technology to
determine what level of standards
meet or exceed compliance with NFPA
and International Building Code (IBC)
regulations. Because these overlapping
regulations are often what confuse
customers most in this highly regulated
business, a strategic provider can
add the most value by navigating the
hierarchical nuances and working with
customers to maintain compliance
without worrying about the fi ner points
of the system.
A provider with monitoring
capabilities can also look beyond the
installation and show the customer how
their investment will be supported every
minute of every day. Even nonexclusive
providers should make sure the security
products and services they off er fi t within
the customer’s overarching fi re and life-
safety program.
ESTABLISHING UNIFORM STANDARDS As customers consider the gauntlet
of compliance fi re standards they
must meet for detection, suppression,
lighting, monitoring and extinguishers,
details can quickly become confusing.
Introduce the variability of widespread
enterprises, including multiple
buildings and municipalities, and
keeping track of all the regulations
can be mindboggling. Even diff erent
types of facilities within the same city
— such as a warehouse and an offi ce
building — may have diff erent fi re
detection standards and suppression
requirements. Relying on National
Fire Protection Association (NFPA)
standards is a start, but customers
looking to make the most of their
investments should work with their fi re
security providers to strategically set
proactive organizational standards.
For a company with a few dozen
or even a few thousand locations,
determining how to fulfi ll the minimum
fi re standards for each facility can be
more costly than treating all facilities
the same. A strategic fi re security
provider should counsel these
customers to establish their own set of
standards that they can apply to every
building in their network.
Establishing an enterprise-wide
standard that exceeds current regulations
accomplishes two signifi cant goals: 1)
eliminating variability in the fi re security
system to provide better protection; 2)
reducing complexity in maintenance,
inspections and compliance across
multiple facilities and local authorities
having jurisdiction (AHJs).
their facilities holistically and integrate
old and new equipment from multiple
manufacturers. Security integrators are
uniquely positioned to function as that
strategic expert.
Tackling the challenge of fi re security
integration by purchasing equipment
a la carte is not the most effi cient use
of a security budget, especially if the
customer is working with one or more
providers who aren’t viewing the system
holistically. Customers who buy the
bare minimum piece by piece end
up with disparate systems installed in
diff erent ways. Components may be
compliant, but there’s no rhyme or
reason to the complete system
and it often falls short of off ering
true protection. Bargain hunting for
fi re security equipment with multiple
providers may present cost savings in
the near term, but is more costly long-
term because the installation and
integration are not being managed
strategically.
In addition to cost-related issues,
an ad-hoc compilation of equipment
installed over time by multiple providers
may actually increase risk. Fire security
professionals from diff erent companies
address solutions in diff erent ways. Such
variability in standards, technologies
and equipment placement represents
increased risk.
It also places the onus on the
customer for maintenance, inspection,
monitoring and upkeep — activities
that should all be the responsibility of
a true fi re security expert. If something
goes wrong before a fi re, the customer
doesn’t know who to call. In the event
of a failed inspection — or worse,
a failed response to a fi re event
— the customer is ultimately
responsible because they are in
charge of managing the system.
Strategic fi re security providers
should off er to handle all
equipment, installation
and maintenance
decisions in
a manner
that
allows
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technology. In an industry fraught with
variability, many distributors provide
proprietary fi re alarm equipment that
only works within their own exclusive
platforms or closed systems.
Businesses can benefi t, on the
other hand, from open platforms
that accommodate technology from
multiple providers as well as legacy
equipment. Working with open
components makes a system more
sustainable, as it doesn’t limit an
organization to one brand or type of
technology. To establish a fl exible
and scalable fi re security program,
choosing interoperable components is
absolutely essential.
Strategic providers must also look
beyond the installation when pursuing
a fi re security sale. For example, alarms
deliver limited return if not tied to
monitoring. A security provider with
its own monitoring capabilities or
contracting with a proven and reliable
third-party central station ensures a
rapid, consistent response to a fi re
event. Additionally, an integrator
that can also provide monitoring
is familiar with the system and the
customer’s organizational standards,
ensuring seamless and strategic system
execution.
more strategic when examined from
a holistic viewpoint. Pairing detection
devices with monitoring systems
and life-safety notifi cation systems,
for example, becomes easier from
a big-picture view once all facilities
are considered through the lens of
proactive organizational standards.
Instead of selling security equipment
piece by piece, the need for specifi c
technology is dictated by a standard the
customer has already adopted.
Standards should also include
guidelines about utilizing legacy and
refurbished technology in a way that
comprises a consummate system.
Integrating new and legacy equipment
into the same fi re and life protection
system can present risk if not done
correctly — a challenge many
providers face. A strategic
provider can ensure integration
of legacy equipment fi ts within
a proactive organizational
standard and gives their
customer confi dence their
assets are safe.
Leveraging legacy
equipment when installing
or upgrading a fi re/life-safety
system highlights another
security industry issue:
open- versus closed-system
a customer to settle on one simplifi ed
set of standards that establishes a
roadmap for the security program
from integration to monitoring.
EMPHASIZE THE ROI OF TECHNOLOGYOnce a uniform standard is set, the
road is paved for security providers
to prove return on investment (ROI)
for technology and equipment
installations. Although leading a
sales pitch with the latest and greatest
products may be tempting, without a full
understanding of a customer’s needs,
the conversation is often irrelevant and,
at best, misguided.
Th ough technology and equipment
will play a part in these early
conversations, it’s best to keep the
discussions high level and avoid
referencing applications specifi c to
the customer. After a set of simplifi ed
standards has been established,
customers have a better understanding
of how technology meets their needs,
and these conversations can be applied
to a series of instances throughout a
customer’s entire building network.
Likewise, implementation can be
COMMERCIAL FIRE SALESFIRE ISSUE
Security providers should work with their customers to establish proactive organizational
standards that meet or exceed regulations for their facility. A basic checklist for the end
user to enact as uniform standards should include: Ensure all facilities have fi re detection systems Replace old and obsolete systems Ensure all fi re detection systems are inspected and tested annually, at a minimum Choose best-in-breed service maintenance and monitoring companies Invest in fi re/life-safety emergency preparedness training for employees Conduct periodic emergency preparedness drills
A BASIC CHECKLIST FOR YOUR CLIENTS
50 / SECURITYSALES.COM / MAY 2012
Mike Dowling is Director, Fire Detection Solutions and Services, for Diebold. He can be contacted at michael.dowling@diebold.com.
Lack of preparation contributes to fi re losses of more than $2.3 billion annually, according to the Occupational Safety and Health Administration (OSHA). To help mitigate those losses, the sales process should include establishing a set of simplifi ed standards that gives customers a better understanding of how technology can meet their needs. Those conversations can then be applied to a series of instances throughout a customer’s entire building network.
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he building management team of a
450,000-square-foot Oakton, Va.-based
facility housing a critical infrastructure of telecom
equipment and data centers was confi dent that the
fi re alarm system they had installed in 1994 would
provide the needed alerts to protect 2,500 employees
in the event of an incident. And for nearly two decades, it
had. However, time marches on for everyone … and every
fi re/life-safety system.
As the system neared the end of its lifecycle, building
managers for the facility ran into a problem. Many companies
in the fi re industry had undergone mergers and acquisitions,
which resulted in one company owning the fi re protection
hardware and another company controlling the software of
the facility’s fi re protection solution. When the system needed
repair, neither company provided the necessary assistance to
address the solution’s shortcomings.
“Th ere were issues with parts availability and with
service,” says Laura Graham, who formerly handled facilities
management at the data center. “Th e manufacturers didn’t
have anyone left on staff that had the skills or knowledge
required to work on the system.”
Additionally, the system went off on a daily basis, and the
fi re marshal was strongly considering fi ning the building
managers for the constant false alarms. Frustrated, facility
owners realized it was time for a change. During that time, they
also decided to renovate three wings in the building, which
prompted building managers to seek a new fi re alarm system.
by the Editors of Security Sales & Integration
FIRE ISSUE INSTALLATION CASE STUDY
Protecting Critical Infrastructure From Fire Peril
52 / SECURITYSALES.COM / MAY 2012
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To protect the critical infrastructure of telecom equipment and data centers inside a 450,000-square-foot Oakton, Va.-based facility, electrical company Haislip Corp. provided a Silent Knight fi re alarm system. The solution included gas detectors, fi ve fi re alarm control panels and 40 remote modules to support fast data communications along the network’s extensive serial communications line, or S-Bus.
MAY 2012 / SECURITYSALES.COM / 53
the fi re alarm system, we never left the
building. All of a sudden, we were doing
service calls for them. Th en they had us
put in a building automation system and
it just kept on going,” he says.
Although Haislip Corp. had previously
performed installations at the facility,
there was no guarantee it would be the
provider of choice for the new system.
Facility management required the
new fi re alarm solution have extreme
reliability to address the mission-critical
aspect of the facility’s operations, as
well as ease of use and maintenance.
Additionally, building owners needed
the system to easily expand to adjust to
any changes to the facility’s operational
platforms with an option to add mass
notifi cation capabilities in the future.
In preparing its bid, Haislip
considered solutions from four vendors:
Notifi er by Honeywell, Siemens,
Silent Knight by Honeywell and
SimplexGrinnell. Realizing that one
James, a NICET Level III-certifi ed
technician, took over the company.
Haislip’s 30 employees design, test,
inspect, retrofi t and install fi re alarm
systems for some 200 clients, including
Dulles Int’l Airport, Fannie Mae, Hilton
Hotels, Holiday Inn and Sheraton Hotels
& Resorts.
Regarding the data center project,
Haislip Corp. was very familiar with
the facility as the company performed
the installation of its fi rst fi re alarm
system. “When we got the job in 1994,
it was through a cold call from the
facility managers asking us to give them
a bid,” says Haislip. “Th ey already had
the equipment, and they just needed
someone to install it. We met their
requirement to work in the facility, and
we actually won the project.”
After installing the fi re alarm system,
the building owners also asked Haislip
to provide intrusion alarm and public
address systems. “After we installed
“From a property management
standpoint, we just wanted a system that
was fully operational where if there was
a problem, it could be easily and cost-
eff ectively addressed,” Graham explains.
With that, building managers
of the global telecommunications
fi rm’s Oakton site sought the help of
Chantilly, Va.-based Haislip Corp., an
electrical contractor and fi re alarm
dealer, to provide an addressable fi re
alarm solution with integrated voice
evacuation with the ability to add mass
notifi cation functions.
TECHNOLOGY, COST SAVINGS WIN BIDStarted by Pliny Haislip Jr., Haislip Corp.
is a fully licensed, bonded and insured
commercial electrical company that
has provided high-end electrical and
fi re alarm services to customers in
Maryland, Virginia and Washington,
D.C. since 1969. In 1995, Pliny’s son,
After years of struggling with its outdated fire alarm system, a 450,000-square-foot facility
containing critical infrastructure and telecom equipment required an upgrade. A local
integrator helped deploy an advanced, five-node fire protection system with expandable,
cost-effective networking capabilities.
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54 / SECURITYSALES.COM / MAY 2012
FIRE ISSUE
amplifi cation allowed us to send to
remote amplifi ers. A 1,500-foot run is
now only 300 feet, so it saved a boatload
in cabling. Th at’s where we saved the
money, and it was all done to their
modern V-Bus and S-Bus.”
Th ree preaction suppression systems
protect several data center laboratories
and one large vault of telephone and
data communications equipment
within the facility. To coordinate
the monitoring and response of all
systems, the installation team tied the
three individual systems to the Silent
Knight network. Additionally, the crew
connected two Honeywell infrared (IR)
fl ame detectors, which monitor the
building’s main generator and fuel tank,
to the fi re alarm network.
TACKLING SYNCHRONIZATION CONCERNSOf course, a job that took a year to
complete was not without its obstacles
and glitches. During the renovation, the
facility remained open for business. As a
result, the installers had to work around
employees’ schedules and during the
off hours. Additionally, the fi re marshal
required that the old fi re alarm system
remained operational until he gave his
approval for the new one to go live.
“Th ere came a point where we had to
pull off the original equipment, such as
the tampers, fl ows and duct detection.
Th at was all carefully coordinated with
the fi re marshal,” says Haislip. “About
Located throughout
the facility are more
atriums, making the
intelligence of emergency
communications a
challenge. As a result,
Haislip designed and
installed a fi ve-node
fi re alarm system with
859 initiating and 841
notifi cation devices.
Starting from the main
panel, the network was
able to reach out to four
other fi re alarm control
panels in major areas of
the complex. Forty remote
modules were deployed
to support fast data communications
along the network’s extensive serial
communications line, or S-Bus. Th e
S-Bus allowed Haislip’s 10-man crew
to remotely mount the panel, which
reduced voltage on the lines.
Haislip also incorporated Silent
Knight’s VIP-125 amplifi er, designed
to simplify fi re alarm voice evacuation
system layout, to further mitigate the
enormous scale of the project. Th e VIP-
125 contains its own power
supply with battery backup
and up to eight speaker
circuits. Additionally, the 125
watts of amplifi cation power
produced by the amplifi er can
push audible communications
through speakers to achieve
mid- to large-scale fi re alarm
voice evacuation.
Another benefi t is that the
amplifi er can be mounted up
to 6,000 feet away from the
main control panel, which
helped reduce speaker circuit
wire runs.
“Th e amplifi ers were the big
cost saving advantage over the
competition,” Haislip explains.
“We set remote amplifi ers
as needed throughout the
complex and they ran off its
independent V-Bus. Instead
of bringing all the speaker
leads back to a central
location, using distributed
of the end user’s main concerns was
controlling the software, Haislip Corp.
selected Silent Knight’s Farenhyt system
to help the company earn the bid to
retrofi t the facility.
“Th e beauty of Silent Knight is that
we would now control the software,”
Haislip says. “We brought it all in-
house. Additionally, the Farenhyt line’s
networking technology allowed us to
win the project because it helped reduce
our installation costs by $100,000.”
DESIGNING AN EFFECTIVE SYSTEMHaislip designed the facility’s new
system around the Farenhyt IFP-
2000VIP addressable fi re alarm control
panel with integrated voice evacuation
functionality with the goal of satisfying
anything the owner might want in the
future. Th e IFP-2000VIP is scalable and
capable of networking in a variety of
ways, according to Haislip.
“Th e system would give them enough
room to grow so it wouldn’t give them
any problems,” he says.
Th e Oakton facility is a large, fl at
structure comprised of four buildings
joined with an atrium in the center.
CRITICAL INFRASTRUCTURE FACILITY PROJECT
Haislip Corp. owner James Haislip designed the facility’s new system around Silent Knight by Honeywell’s Farenhyt IFP-2000VIP addressable fi re alarm control panel.
The facility uses beam detectors to conduct an annual fi re alarm test.
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At Security Central, we are confi dent that our ability to support your evolving needs can contribute to the success of your business. For more than 30 years, we’ve built our reputation as a leader in our industry by listening to our dealers and their customers. Those qualities have helped us grow into one of America’s largest nationwide central stations while remaining family-owned and independent. Simply put, we care about being the very best for you. Get more information on what Security Central can offer your business.
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tion.
SECURITY CENTRAL IS A FAMILY-OWNED BUSINESS. Courtney Brown and Ellen Brown Meihaus.
www.securitysales.com/freeinfo/15171
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FIRE ISSUE
two-thirds of the way through the
project, we were able to shut off the old
system and everything was transferred
to the new system.”
As with many large-scale projects,
specifi cations changed after the
installation got underway. A number of
test labs in the building required under-
fl oor protection, necessitating remote
annunciators. Th at specifi cation was
added well into the installation, but it
was easy to add the extra equipment
into the system. “It’s an aff ordable
expansion — you only buy what
you need,” says Haislip. “It was not
expensive.”
Additionally, standards set by the
Americans with Disabilities Act (ADA)
typically require all strobes to be seen
within an area to be synchronized.
However, the local fi re marshal
required all strobes on all levels of all
buildings to be synchronized.
With 1,500 strobes, that was quite
the hurdle to overcome. Originally,
the Haislip crew had the strobes
synchronized by fl oor; however, from
the outside of the building, it appeared
as if fi reworks were going off in the
facility.
“When you’re looking down the
throat of a four-story atrium with four
diff erent wings, you’re seeing strobes
from angles you would never imagine,”
Haislip explains. “Th e fi re marshal said,
‘It looks like the apocalypse in here.’
To synchronize the building, we had to
add some wires to guarantee that the
strobes pulsed at the same time.”
Th ere was also a problem with the
beam detectors causing false alarms.
Often, when sun hit the detectors, an
alarm would set off throughout the entire
facility. To counter this with the new
system, Haislip put tunnel visors on the
new beam detectors to block most of the
sun’s rays. However, each year, the sun
will hit the beam detectors on the same
day and time during the spring. Th e
facility now uses that time to conduct its
annual fi re alarm test to make sure the
system is operating properly.
WORKING THROUGH THE STORMSince the installation, the only
CRITICAL INFRASTRUCTURE FACILITY PROJECT
The facility is a large, fl at structure comprised of four buildings joined with an atrium in the center. More atriums are located throughout the facility, which made the intelligibility of emergency communications a challenge.
subsequent action Haislip Corp.
has had to take is replacing system
batteries. A thorny issue became
apparent due to the facility performing
electrical service upgrades on the
weekends that constantly shut down
the fi re alarm system.
“Th ey had the N+2 power grid in the
building, which has the emergency
generators backing up all this
equipment, especially the fi re alarm,”
Haislip says. “But they were required
to shut it all down, and the fi re alarm
system was literally running on its
backup battery for the entire weekend.
It was only required to be backed up
for 24 hours, so they deep cycled these
batteries and caused issues.”
It’s a good thing that the crew
replaced those batteries because a year
after the installation was completed the
Farenhyt system took center stage to
prove its reliability. A heavy snowstorm
that included thunder and lightning
hit the Oakton area, and as a result the
facility suff ered a 36-hour power outage
— only the second extensive power
failure the site experienced in 30 years.
Because the IFP-2000VIP has 24
hours of battery backup, the system was
able to monitor the power fl uctuations.
“Th ey had a brownout. Th e power
company thought they were doing
them a favor and turned some of the
power back on,” according to Haislip.
“When the power came back on, the
fi re alarm was operating on its battery,
and because the generator sensed that
battery power, it shut off .”
As a result, the power fl uctuations
burned three electrical motors in the
facility’s central plant causing them to
smoke. Fortunately, the alarm system
caught the smoke before the motors
broke out into real fl ames.
“It was the advanced acclimated
smoke detection that we installed that
potentially saved the facility from a lot
of property damage,” says Haislip. “Th e
detectors went off and set the building
into alarm for about 15 minutes before
the fi re department go there. Th e bonus
is that the alarm was going off all on
battery, so we know that the system was
thoroughly tested.”
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SS0312easyvisitmgmt.indd 1 3/1/12 10:48 AM
www.securitysales.com/freeinfo/15185
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58 / SECURITYSALES.COM / MAY 2012
• 50 ppm — No adverse eff ects within eight hours of exposure
• 200 ppm — Mild headache after two to three hours of
exposure
• 400 ppm — Headache and nausea after one to two hours of
exposure
• 800 ppm — Headache, dizziness and nausea after 45 minutes
of exposure; unconsciousness after two hours
• 1,000 ppm — Unconsciousness after one hour
• 3,200 ppm — Unconscious after 30 minutes
• 6,400 ppm — Unconscious and/or death after 15 minutes
• 12,800 ppm — Unconscious and/or death after one to three
minutes
Every year there are a number of deaths and injuries from
CO exposure. Most occur within residential occupancies. CO
is the result of appliances or devices that produce products
from combustion, such as natural gas, petroleum and wood.
When there is direct injection of CO into a poorly ventilated
space or through a leak within a heater or other fuel-burning
appliance, the concentrations will begin to rise. When the
ppm reach the levels as stated above, individuals within the
space will become aff ected.
One concern that has been voiced regarding the monitoring
of CO detectors is that a person within premises where the
gas is present might be unable to act in response to a call, thus
requiring emergency responders to make a forced entry. How
then is the monitoring of CO addressed?
Shane Clary, Ph.D., has more than 37 years of security and fire alarm industry experience. He serves on a number of NFPA technical committees, and is Vice President of Codes and Standards Compliance for Pacheco, Calif.-headquartered Bay Alarm Co.
smclary@bayalarm.com
Fire Side Chat
CO: STOPPING A SILENT KILLER by Shane Clary
FIRE ISSUE
Carbon monoxide (CO) detection is increasingly being mandated by more and more localities, meaning safer buildings and growing opportunities for installing security and fire systems providers. Learn important definitions and monitoring practices.
As an adjunct to their usual intrusion de-
tection and fi re alarm systems, more and
more security and life-safety contrac-
tors are installing carbon monoxide (CO)
alarms. While there is no current national requirement that
these detectors be supervised by a central station, numerous
system providers are off ering this service.
CO is an odorless, colorless and tasteless gas. It is also a
very toxic substance that can render a person unconscious
or dead, depending on the concentration that may be within
a space. With the publication of the 2012 edition of the
International Residential Code (IRC) by the International
Code Council (ICC), and the requirement for CO alarms
within all single and multiple family dwellings, there will
be an increase in the number of locations that will request
monitored CO detectors be installed.
Knowing the requirements for monitoring these detectors,
and making certain end users are also familiar with the
requirements, will eliminate any confusion regarding the
handling of these signals prior to when a signal is received. Let’s
take a closer look.
DIFFERENT DEGREES OF CO POISONINGCO will produce the following symptoms within a person,
depending upon the parts per million (ppm) that have been
inhaled and absorbed by the body.
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the supervising station of a CO alarm signal, with or without
restoral signal, the supervising station shall fi rst call the
premises and then proceed as shown below.
4.1 If Someone Answers the Telephone:
• 4.1.1 — Th e occupants shall be instructed to leave the
premises and move to fresh air.
• 4.1.2 — Th e supervising station shall ask the following
questions to the individual answering the telephone:
a) Are all the occupants accounted for and are they out of
the premises?
b) Is anyone nauseous, ill, have a headache or dizzy?
• 4.1.3 — Th e supervising station shall instruct the occupants
not to re-enter the premises until cleared by the responding
fi re service.
• 4.1.4 — Th e supervising station shall then immediately
call the appropriate emergency response agency to
inform them of the alarm. Th e emergency response
agency shall be informed that the occupants answered
the telephone, were told to leave the premises and of any
reported symptoms.
4.2 If No One Answers the Telephone: Th e supervising
station shall then immediately call the appropriate
emergency agency and report that a CO alarm was received
from a particular premises and were unable to reach an
occupant.
4.3 In the case of 4.2, after dispatch the supervising station
shall contact the responsible party(s) in accordance with the
notifi cation plan.
Th e requirements for answering machines and voicemail are
similar to Sections 4.2 and 4.3.
AVERT FALSE ALARMS, BASHED DOORSWhile NFPA 720 has been adopted by most states, CSAA CS-
CO-01 has not. As both are endorsed by the American National
Standards Institute (ANSI), they may be viewed as standards of
care. Central station operators should check with each AHJ to
verify how they want CO signals handled within their respective
jurisdictions. Th e central station should be prepared to provide
a copy of the CSAA standard to the AHJ for review and adoption.
While most fi re departments respond to CO alarms at this time,
a number will refer the call to the local natural gas provider.
Where it comes to monitored CO detection systems,
particularly residential occupancies, I recommend installing
a Knox-Box (knoxbox.com) so responding authorities may
gain access to the premise without having to break down
a door. Th ese boxes can store keys or access cards for easy
emergency entry.
While the present generation of CO detectors are immune
to false or unwanted alarms they can still occur from time
to time. Proper placement of the detector(s) will help keep
them from being subject to nuisance activations. See the
sidebar box for examples of the types of locations suitable for
CO detection.
Next month, we’ll take a look at more specifi cs pertaining
to CO detector placement.
CO STANDARDS FOR MONITORINGTh ere are two standards that address the monitoring of CO
detectors:
• NFPA 720 — Standard for the Installation of Carbon
Monoxide (CO) Detection and Warning Equipment, 2012
Edition
• CSAA CS-CO-01 — Carbon Monoxide Supervising Station
Response Standard, 2008 Edition
Th e 2009 edition of NFPA (National Fire Protection
Association) 720 fi rst addressed the supervision and handling
of CO signals from a protected premise. Th e Central Station
Alarm Association (CSAA) wished to supplement the
requirements within 720 with additional information for
central station operators.
Chapter 7, Off -Premises Signal Transmission within NFPA
720 details requirements that are to be followed. Section 7.2.1.1
requires that a CO alarm signal shall take precedence over
supervisory or trouble signals. Section 7.2.1.2.1 requires that
the actuation of a CO detector shall be indicated as a CO alarm
signal. Th e handling of the signal by the supervising station is
addressed within the following section:
7.2.2 Supervising Station: Upon receipt of a carbon
monoxide alarm signal, supervising station personnel shall
perform the following actions in the order listed:
(1) Where required by the emergency response agency,
immediately retransmit indication of the carbon monoxide
alarm signal to the communications center.
(2) Contact the responsible party(s) in accordance with the
notifi cation plan.
Th e notifi cation plan is covered within the annex to this
section:
Th e supervising station should have a notifi cation plan
on fi le, the manufacturer’s published instructions, and
multiple points of contact with the subscriber to take action in
accordance with the manufacturer’s published instructions.
Within the manufacturer’s instructions are guidelines to be
followed if a detector should be activated. Th ese instructions
typically advise the end user to immediately move to a spot
where fresh air is available, preferably outdoors. Opening
windows may also be advised. Th ese steps generally eliminate
the immediate threat.
CSAA desired additional language as to how to query and
instruct occupants within a premise than NFPA 720 provided.
Section 4.0 covers Supervising Station Procedures. Subsection
4.1 addresses if someone answers the telephone and 4.2 if
there is no response.
Subsection 4.3 covers if
an answering machine or
voicemail picks up.
4.0 Supervising
Station Procedure:
Unless otherwise
required by the
emergency response
agency, upon receipt at
Single-family dwellings Hotels and motels Daycare centers Schools
Nursing homes and hospitals Parking garages Assembly occupancies
TOP PROSPECTS FOR CO DETECTION
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FIRE/LIFE-SAFETY PRODUCTSHE ESSENTIALS
System Sensor 5151Conventional Heat DetectorSystem Sensor of St. Charles, Ill., releases the 5151 heat
detector, a conventional, two-wire device.
Th e product is a combination fi xed and
rate-of-rise thermal detector designed
to provide open-area protection
with 50-foot spacing capability
as approved by UL 521. For local
alarm indication, it also includes
two LEDs on each detector for full
360° visibility.
Th e 5151 replaces the 5451 heat
detector and carries the same
electrical properties in a newer, more
modern package, according to the company.securitysales.com/FREEInfo/15402
Potter Electric PFC Series Fire Alarm PanelsPotter Electric Signal Co. of St. Louis has expanded its PFC Series
line of IP-based addressable fi re alarm panels to include advanced
technology, such as system-wide synchronization, Ethernet
connection and E-mail communication capability.
Th e PFC-6200 is a 127-point panel expandable up to 254 points.
Th e PFC-6800 is expandable up to 1,016 points. LAN and WAN
connectivity allow for large-scale network applications. E-mail
capability provides users with an immediate and detailed history and
detector status report sent directly to a computer or mobile phone.securitysales.com/FREEInfo/15400
Silent Knight Farenhyt ECS SystemSilent Knight by Honeywell of
Northford, Conn., introduces
the Farenhyt emergency
communications system
(ECS), which integrates mass
notifi cation capabilities with
fi re alarm technology.
Th e system delivers real-time, intelligible
communications over a completely supervised system
that meets the latest NFPA 72, UL 2572 and Department
of Defense (DoD) standards. Additionally, the control
panels include customizable switches for as many as 15
prerecorded messages and a microphone for live paging.securitysales.com/FREEInfo/15401
DMP 463G Digital CommunicatorDigital Monitoring Products (DMP) of Springfi eld, Mo., announces that its 463G digital cellular communicator is
now compatible with the company’s XR100 Series access, burglary and fi re panel.
Th e 436G, a plug-in expansion card, contains an onboard GSM/GPRS communications module that transmits
alarm messages to DMP central station receivers over the digital GSM/GPRS network.
Th e UL-Listed product can be used as the primary communication path and/or
as a standalone communicator without the need for a backup for commercial fi re
applications when combined with the XR100 Series panels.securitysales.com/FREEInfo/15403
For the latest products, sign up for SSI’s Security Equipment E-lert at securitysales.com.
Talk-A-Phone’s NewEco Emergency Phone TowerTalk-A-Phone of Niles, Ill., presents the ETP-MTE Eco emergency phone
tower, which stands nine feet and features an LED blue light that is always lit.
Designed with a lightweight aluminum construction for a reduced ecological
footprint, the tower also has multilayer powder coating to achieve near-
zero waste and volatile organic compound (VOC) emissions. Modular
construction allows for easy upgrades of the tower, while the optional
internal mounting plates and shelves provide clean mounting solutions for
accessories, according to the company.securitysales.com/FREEInfo/15404
FIRE ISSUE
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www.securitysales.com/freeinfo/xxxxx
www.securitysales.com/freeinfo/15321
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62 / SECURITYSALES.COM / MAY 2012
EdwardsSite MonitorGraphical User InterfaceEdwards of
Bradenton, Fla.,
a unit of UTC
Climate, Controls & Security,
introduces the Site Monitor
incident status software, which is compatible with VS
Series fi re alarm control panels.
Th e product captures, prioritizes and directs system
events for up to 1,000 VS Series panels, ensuring
correct and on-time response from the appropriate
authority, according to the company.
Site Monitor can be confi gured to generate E-mail
notifi cations to specifi c recipient groups. Th e solution is
available in two versions: A graphical version will display
location by map or photo, and a text-based version.securitysales.com/FREEInfo/15406
FIRE/LIFE-SAFETY PRODUCTS
GAI-Tronics Wi-Fi VoIPEmergency TelephoneTh e ADA-compliant Red Alert
Wi-Fi VoIP emergency hands-free
telephone by GAI-Tronics Corp., of
Mohnton, Pa., provides point-to-
point communications between
personnel over an existing wireless
local area network (WLAN).
Th e product features alarm reporting that enables system
supervisors to monitor the telephone’s activity and address caller
needs or maintenance issues immediately. It will monitor its own
health and report via E-mail, or via Syslog, failures such as stuck
buttons, speaker/microphone malfunction, confi guration error,
or power loss/reset, according to the company.securitysales.com/FREEInfo/15405
Telguard TG-7FS Commercial Fire Cellular CommunicatorTh e TG-7FS sole path cellular alarm communicator for commercial fi re by Telguard of Atlanta, a division
of Telular Corp., is available for 3G/4G networks.
Compliant with section 26.6.3.1 of NFPA 72, 2010, the product can serve as the primary communications
path for commercial fi re alarm systems, replacing all of the landlines users dedicate to their master control
unit. It provides a signal to central stations within fi ve minutes of an outage, according to the company.
Additionally, the product can deliver three layers of redundancy using 3G HSPA-based networks, GPRS network and SMS.securitysales.com/FREEInfo/15408
Gamewell-FCI E3 Series Combo Fire Alarm andECS System
Th e E3 Series fi re alarm and emergency communications system (ECS) from Gamewell-FCI by
Honeywell of Northford, Conn., provides advanced fi re protection and autonomous control of
building mass notifi cation.
Th e system integrates key emergency communication system (ECS) components, such as local
operating consoles (LOC), LED signage, specialized speakers and strobes, giant outside voice
systems, and interactive graphic monitoring displays (both stationary and mobile).
Th e networking of all components, including control panels and devices, requires only one pair of unshielded twisted wire or
fi ber-optic cable, according to the company.securitysales.com/FREEInfo/15409
Fike Integrated Voice Messaging SystemFike Alarm Systems of Blue Springs, Mo., has expanded its integrated voice messaging system to include
an optional local operating console (LOC) or remote microphone.
Th e UL 2572-Listed product includes integrated backup amplifi ers for built-in redundancy, virtually
unlimited messaging capability and multiple levels of fault protection. Th e LOC allows users to remotely
page and/or initiate prerecorded messages from a remote location.
Th e system can also be used with the company’s CyberCat line of fi re alarm products to provide
voice capabilities within smaller applications.securitysales.com/FREEInfo/15407
THE ESSENTIALS
FIRE ISSUE
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THE PREMIER EVENTIN
FIRE & LIFE SAFETY
REGISTER AND BOOK YOUR HOTEL TODAY!
FOR MORE DETAILS, GO TO NFPA.ORG/CONFERENCE
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4OP����2EASONS�TO�!TTEND1 Get information you can use on the job immediately.2 Learn directly from the leading authorities.3 Gain up-to-date knowledge on current industry topics.4 Select sessions for your specific needs.5 Earn valuable continuing education credits.6 Extend your training opportunities.7 Make your voice heard.8 Network with your peers.9 Meet more than 300 top solution providers at the Expo.10 Advance your career faster.
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64 / SECURITYSALES.COM / MAY 2012
the dividends. With the maximum individual tax rate at 35%,
this could mean an additional $29,000 or more in taxes. Such
a scenario can result in total tax rates approaching 60% for
corporations earning more than $300,000.
Many C corporations avoid taxation at the corporate level
by paying a “bonus” to the stockholder(s) at year end roughly
equivalent to the corporate earnings. Th e bonus is treated as
salary expense, thereby reducing the corporate earnings to zero
and the stockholder(s) report the amount as wages.
Th is approach is only a short-term solution for a security
company. As alarm company owners know — and,
unfortunately, few tax practitioners understand — the recurring
monthly revenue (RMR) of a security company may be its
greatest asset. When an alarm company sells these assets, the
proceeds of the sale are income to the C corporation.
For a company with RMR totaling $83,000, the proceeds
would probably be around $3 million. Th e corporate tax on $3
million is approximately $1.02 million. Th is would leave nearly
$1.98 million to be distributed to the owner(s) (shareholders).
Th e tax on dividends of $1.98 million could be as much as
orming a business entity is fairly easy, but
each type of entity has its strengths and
weaknesses. Th ere is no question that oper-
ating as a sole proprietorship is not a good
idea. It is important to form an entity that is separate from the
owners for legal, tax and other considerations.
A corporation is by far the most common
form of business entity for installing security
companies, but limited liability companies
(LLCs) are increasingly receiving attention
from business owners. Th e following is
a brief defi nition of each entity and some advantages and
disadvantages for each.
Please keep in mind that the information is from a tax
and accounting standpoint only and does not consider legal
ramifi cations. For legal advice be sure to consult with an
attorney. Every situation is unique. It is also important to
consult with a competent tax professional before deciding upon
a particular type of entity.
CONSIDERING INCORPORATIONCorporations are distinct legal entities. Th ey have shareholders
and report their income and expense as a separate entity.
Corporations that do not elect to become Small Business
Corporations (S corporations) are referred to as C corporations,
and generally pay tax on their income at the corporate level.
Th is can cause what is referred to as double taxation.
A C corporation pays tax on its income. When the residual
profi ts (retained earnings) are distributed to the shareholders,
they are taxed to the shareholders as dividends. Consider the
following example: Th e C corporation has earnings of $100,000
and pays tax of $16,750. Th is leaves $83,250 to be distributed
to the shareholders. Th e shareholders would then pay tax on
Mitch Reitman is managing principal of Fort Worth, Texas-based Security Industry Capital (SIC) Consulting, which provides financial services to security alarm companies in 23 states and Canada.
Building Your Business
mreitman@sicc.us
Like all firms, installing security contractors must decide on the legal structure of their business. Until recently, most chose between sole proprietor, partnership and incorporation. Now, more owners are choosing to be a limited liability company. Learn the advantages and disadvantages.
CORPORATION VS. LLC: WHICH IS BEST FOR YOUR SECURITY BUSINESS? by Mitch Reitman
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MAY 2012 / SECURITYSALES.COM / 65
the shareholders based upon their percentage of ownership.
Th is is an issue that can usually be overcome by proper tax
planning.
For the stockholders of a C corporation to elect to be an S
corporation is relatively easy, but it is very important to consult
with a competent tax advisor before making the plunge. Th e
election generally must be made by the 15th day of the third
month of the corporation’s tax year to be eff ective.
S corporations must also typically have calendar years
as fi scal years are generally not allowed. Electing to be a S
corporation may cause the corporation to lose certain tax
breaks, such as the carry forward of net operating losses. So,
again, consult with a competent tax advisor before electing
S status.
ABC’S OF SELECTING LLC STATUSLLCs are the “new thing” in entities. Th ey are easier to form and
operate because in most states there are no restrictions on their
ownership. An LLC is not subject to the formalities by which
corporations must abide.
LLCs have members as opposed to shareholders. An
LLC may be managed by its members, which means the
owners operate the company. In a member-managed LLC,
responsibility is delegated to managers who do not have to
be owners of the LLC. At present, the IRS does not place any
restrictions on the distribution of profi ts by an LLC; profi ts do
not necessarily have to be distributed based upon percentage of
ownership as in a S corporation.
Th e owners of an LLC, especially a sole owner/operator,
must report the profi ts as self-employment income and
generally must pay self-employment tax on all of the earnings
of the LLC. Th ere is no opportunity to pay a salary and let the
excess earnings “pass through.” Also, a single-member LLC is
substantially treated as a sole proprietorship for tax purposes,
and the member must report the income and expense on
his/her individual tax return. LLCs can elect to be treated as
corporations, but this makes them subject to the tax issues
discussed previously regarding corporations.
While LLCs are easier to form and manage, they typically
do not provide signifi cant advantages to security companies
owned and managed by one to four owners/employees. As
LLCs become more prevalent, Congress may place more
regulations and other requirements on them, further eroding
any advantages they may have.
It is important to consult with an informed, competent, tax
advisor regarding the best entity for your business, but the S
corporation is the best entity for most security businesses.
$670,000 for a total of $1.69 million or
56% of the proceeds.
One way to avoid the double taxation
is for the C corporation to elect S
corporation status. By virtue of its S
corporation status, a small business
corporation is typically not considered a
taxable entity. Th ere are some restrictions
on S corporations. For example, S
corporation stockholders must typically
be individuals (no corporations or certain
other entities), must have one class of
stock (with some exceptions) and may not
have more than 100 shareholders (with
some exceptions).
Since an S corporation is typically not
a taxable entity, its taxable income is
“passed through” to its shareholders, who
report the income on their personal tax
returns. Not only does this eliminate the
end of year bonus issues discussed above, it presents a huge
advantage if RMR is sold.
Assuming the same RMR sale discussed above, the S
corporation would pay no tax and pass the proceeds to its
shareholder(s). Th e RMR would be considered a capital asset
and the gain on its sale would be substantially a long-term
capital gain. Currently, long-term capital gains are taxed at 15%,
so the tax bill could be as low as $450,000.
Another advantage of S corporations is that its net income
is not considered “employment income” to shareholders. Th is
means it is not subject to “self-employment” tax (Social Security
and Medicare), which is substantial at 15.3%.
It is important to remember that an employee/shareholder
cannot manipulate this situation by taking a nominal salary
so as to avoid any employment taxes. Th e Internal Revenue
Service reviews the wages paid to owners of S Corporations
to determine if the salary is reasonable by industry standards.
Shareholder(s)/employees must take a reasonable salary to
avoid scrutiny by the IRS.
Th e earnings of a S corporation must also be distributed to
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70 / SECURITYSALES.COM / MAY 2012
ment, such as an association meeting, allow members and ex-
ecutives to freely share information about their companies
and business management practices. In a unique way, it’s a
kind of force multiplier.
GIVE AND TAKEHere is an idea you might try at your next association meeting;
see if you have some fun with it: Everyone should come to the
meeting with an idea that they would like to share. If the group
is small enough, have each person spend a minute or two just
sharing the idea with no discussion. You’ll all know if the ideas
were good by how many people were taking notes. If they’re
great, you’ll see people in the audience not only taking notes,
but nodding their heads positively and smiling.
An association gathering can be a marvelous exchange
for not only ideas and theories, but for philosophical expres-
sions of your core beliefs about the industry. Try it at your next
meeting, or if you’d like, just try it with a friend at lunch some-
time. You might eventually hook up with people who get to-
gether for nothing but idea exchanges.
Th e beauty of it is that everyone grows as a result. I think
Wilkins knew this when he shared his great idea with me, and
frankly, I do fi nd it “earth-shattering.”
Along with serving as president of Louisiana
Life Safety & Security Association (LLSSA),
Don Wilkins Jr., is a special systems engi-
neer for Facility Automation Inc. in Baton
Rouge, La. As mentioned in last month’s column, I was recent-
ly a guest speaker at the LLSSA winter meeting where I spent
some time with Wilkins discussing the association, as well as
the future of the industry.
When I pursued Wilkins’ great idea, he paused for a mo-
ment, saying, “Well, it’s not earth-shattering … ” Take a mo-
ment to review his idea. He said he became actively involved
in LLSSA, not simply to share his own ideas, but mostly be-
cause it aff orded him the opportunity to hear and learn from
the legions of other successful alarm industry pros.
I have some news for Wilkins. His great idea really is
thought provoking because it comes from someone whose
fi rst concept of belonging to an industry association is one of
participation, rather than singular leadership. Allow me to ex-
plain. Most of the industry executives I speak to tell me they
join associations and participate primarily to “give back” to
the industry. It’s their way of paying their dues.
Wilkins, on the other hand, has taken a diff erent tack. He’s
in that role primarily to become “actively involved” in not just
the association, but with all of the thinkers and people who he
comes in contact with during the time he spends on associa-
tion business. Wilkins’ approach, and his professionalism, has
earned him a great deal of respect. I heard it fi rsthand from
LLSSA members at the meeting, including the State Fire Mar-
shal I sat with during the luncheon.
To emphasize Wilkins’ approach, here’s an interesting con-
cept summed up in this simple parable: If I give you a dol-
lar, and you give me a dollar, all we’ve done is exchange dol-
lars. However, if I give you an idea and you give me an idea, we
both grow immeasurably!
Th e sharing of ideas and philosophies in a positive environ-
rdavis@gratbeardsrus.com
The Art of Learning From the Peers Among You
THE BIG IDEA
IDEAOF THE MONTHIf 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 Don Wilkins Jr., who is president of Louisiana Life Safety & Security Association (LLSSA).
Wilkin’s great idea: Keep an open ear, and an open mind, to understand philosophies of the experienced, forward-thinking individuals who contribute to the alarm industry.
Ron Davis is a SSI Hall of Fame inductee and President of Davis Mergers and Acquisitions Group Inc. Also known as The Graybeards, the company is active in acquisitions and mergers exclusively in the alarm business.
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72 / SECURITYSALES.COM / MAY 2012
to your subscriber’s requests for
assistance, service and information is
also helpful. If there is a loss, however,
you should immediately report that
potential claim to the carrier. Should
you hear from the subscriber asking
for information about the alarm, you
should insist that your carrier engage
counsel immediately to assist you with
any response. You paid for insurance
and you shouldn’t hesitate asking for
coverage.
If the carrier assigns an attorney
who doesn’t know the alarm industry,
don’t be shy about demanding another
attorney who does. You can ask for
specifi c counsel, though the carrier
does have the right to select counsel,
but only if competent.
Alarm companies are an identifi able target
when a subscriber suff ers a loss. When the
investigators and damage control people
arrive, they see lawn signs, window stickers,
stickers on panels, and alarm equipment hanging on windows,
doors and walls. Th e subscriber had a loss; the homeowner’s
policy covers the loss, or not, and somebody has to pay. May as
well be the alarm company. Th ey fi gure, what the heck was the
alarm for anyway?
Th e trouble with providing alarm services is you might end
up being the target for a loss you certainly did not cause, and
probably didn’t contribute to either. Th e loss could be the result
of illegal activity, a fi re caused intentionally or from an unknown
source, breaking pipes, heat, cold, etc. Every cause other than a
loss caused by faulty alarm equipment or wiring — that I’ve yet to
encounter. So you get sued because your system or service failed
to prevent a loss. You could and should have installed it better or
responded faster.
A lot of alarm companies can go through an entire lifetime
without any lawsuits. Th e problem is that it only takes one.
Defending a lawsuit can cost anywhere from a few thousand to a few hundred-
thousand dollars. If you get tagged with a judgment, the loss can be from a few
hundred to a few million dollars. Th e average alarm company, even if it could aff ord
the defense cost, doesn’t want to have to.
Th at’s why errors and omission insurance is so important. While I am on that
kick, please check all of your insurance. Make sure your general liability includes
errors and omission coverage and that it’s written by an insurance company that
understands the alarm industry.
I just received a denial of coverage from a so-called insurance company with an
alarm program. Th is provider had the audacity to deny coverage with a letter from
its attorneys that was too complicated for me to understand, just an old country
lawyer, but seemed to say that since there was no “bodily injury or property
damage” there wasn’t any coverage. Well in alarm defense cases there’s often a
burglary loss, and that’s not bodily injury or property damage. And, the alarm
company expects coverage when sued for negligence and breach of contract.
Check your coverage and make sure your carrier is going to be there when you
need it, not dancing around fi guring out how to get out of covering the claim.
Th ere is little you can do to escape lawsuits other than having the proper alarm
contracts and performing your services to the best of your ability. Being responsive
GUARDING AGAINST SUBSCRIBER LAWSUITS by Ken Kirschenbaum
Ken Kirschenbaum has been a recognized counsel to the alarm industry for 35 years and is principal of Kirschenbaum & Kirschenbaum, P.C. (www.kirschenbau-mesq.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 necessarily those of SSI, and not intended as legal advice.
||| LEGAL BRIEFING |||
A lot of alarm companies can go through an entire
lifetime without any lawsuits. The problem
is that it only takes one. That’s why errors
and omission insurance is so important.
ken@kirschenbaumesq.com
SE
CU
RIT
Y S
ALE
S &
INTE
GR
ATIO
N (I
SS
N 1
539-
0071
) (U
SP
S 5
11-5
90) i
s pu
blis
hed
mon
thly
by
Bob
it B
usin
ess
Med
ia, 3
520
Cha
lleng
er S
treet
, Tor
ranc
e, C
alifo
rnia
905
03-1
640.
Per
iodi
cals
pos
tage
pai
d at
Tor
ranc
e, C
alifo
rnia
905
03-9
998
and
addi
tiona
l mai
ling
offic
es.
PO
STM
AST
ER
: Sen
d ad
dres
s ch
ange
s to
Sec
urity
Sal
es, P
.O. B
ox 1
068
Sko
kie,
IL 6
0076
-806
8. P
leas
e al
low
4 to
6 w
eeks
for a
ddre
ss c
hang
es to
take
effe
ct. S
ubsc
riptio
n Pr
ices
- U
nite
d S
tate
s $9
6 pe
r yea
r; C
anad
a $9
6 pe
r yea
r; Fo
reig
n $1
40 p
er y
ear.
Sin
gle
copy
pr
ice
- $8;
Fac
t Boo
k - $
35. P
leas
e al
low
4 to
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eeks
to re
ceiv
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ur fi
rst i
ssue
. Ple
ase
addr
ess
Edi
toria
l and
Adv
ertis
ing
corre
spon
denc
e to
the
Exe
cutiv
e O
ffice
s at
352
0 C
halle
nger
Stre
et, T
orra
nce,
Cal
iforn
ia 9
0503
-164
0. T
he c
onte
nts
of th
is p
ublic
atio
n m
ay n
ot b
e re
prod
uced
eith
er in
who
le o
r in
part
with
out c
onse
nt o
f Bob
it B
usin
ess
Med
ia. A
ll st
atem
ents
mad
e, a
lthou
gh b
ased
on
info
rmat
ion
belie
ved
to b
e re
liabl
e an
d ac
cura
te, c
anno
t be
guar
ante
ed a
nd n
o fa
ult o
r lia
bilit
y ca
n be
acc
epte
d fo
r erro
r or o
mis
sion
.
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