SDM 100 Integrator  Acquires CheckVideo 

Kastle Systems International, Falls Church, Va., a provider of managed security solutions ranked No. 21 in the SDM 100, acquired CheckVideo, a provider of cloud-based intelligent video surveillance. SDM spoke with Kastle Systems’ executive vice president and chief marketing officer, Brian Eckert to discuss the future of CheckVideo and what this significant investment in video technology means for Kastle.

According to Eckert, CheckVideo will be an independent, wholly owned subsidiary of Kastle. The leadership team in the “major functions” has come onboard and will report to Kastle’s general manager and vice president of video.

Kastle intends to not only support, but accelerate and strengthen, CheckVideo’s model of working through its monitoring and reseller partners. Eckert noted there is a financial aspect to its plan for growing CheckVideo, but he added that the experience Kastle can apply in support of the CheckVideo vision and model will help accelerate it. “We’ll be a meaningful partner insomuch as we can take that solution through a very extensive client base with long relationships with Kastle.” The company has kept busy bringing this solution to its customer base, which counts 2,000 properties around the United States and 37,000 businesses within them.

Eckert noted that bringing CheckVideo into the family obviously benefits Kastle in that it will own the solution it can bring to its customer base. At the same time, he believes that growing the CheckVideo business as an independent unit and continuing to expand its customer base will also benefit Kastle in the long run.

“We historically have aimed at a market that is called commercial real estate,” Eckert explained. “If we go down the list of partners CheckVideo currently has, we don’t see competitive situations in the market with them… That being said, philosophically, we want to grow the CheckVideo business for the benefit of CheckVideo and for the benefit of Kastle. It’s meaningful to reach the market and work with a set of experienced and well-heeled partnerships.”

 “We embarked on video for some of the obvious reasons: video is a unique technology, it both fits with access control as a complement and in certain instances it’s a discreet system that is doing something unique for the customer that they can’t get with other technologies,” Eckert said. “In relative recent terms in our history, we worked with CheckVideo as a solution that integrated in with our software application and our managed process for our customers and really found some great success.” That success led to deeper discussions and ultimately to the acquisition.

“Commercial real estate is a heavy adopter of video surveillance,” Eckert commented. “On a high level, we see video growing more ubiquitous by the day. It’s offering advantages that other technologies can’t. With the tragic backdrop of Boston, you’re introduced to what’s going on by looking at a video picture of the people responsible, you realize this has a very important role in security in all different types of market segments.”

Eckert added, “CheckVideo has excelled and where we found them to be very attractive and differentiated is they put detection, interface, storage and sharing elements in harmony as a cloud-based solution that allows the mobile workforce to look into their cameras or have the cameras notify them of things they need to look into.”

Chris Brown, vice president, CheckVideo, added, “For the last decade, CheckVideo has been hard at work building a distinctive intelligent video solution. Our growing list of monitoring partners, resellers and end users are a testament to the fact that CheckVideo has the answer that the market wants. Kastle brings us much more than a new large channel to market. It provides us with significant resources to build upon our platform and accelerate the overall market penetration for video as a service.”

Eckert added that another immediate plan is to collaborate with the senior team at CheckVideo to extend some educational programs to their partners. “We have an ability to add some value there with someone who is a professional trainer for a living who can help to package and create content and support and enable. [We will be doing] a lot of supporting CheckVideo’s business goals in the way in which they’re communicating and empowering the channel to be successful.”

Piyush Sodha, CEO and co-chairman, Kastle Systems, said, “Kastle is well known for its pioneering role to deliver access control as a service. This is an opportunity to do the same thing in video surveillance.”

Eckert concluded that though the industry may know Kastle as a leader in access control, the company has provided CCTV systems and in some cases done sophisticated analytics-based detection systems. “This isn’t our first foray into video, but it gives us a solution that fits and is very relevant to our customer base,” he said. “At the end of the day, we’re protecting those environments and those people and we’re using the best technologies in the marketplace — not a single segment of it — and bringing that together in interesting ways. Verifying alarms that happen in access control with visual understanding adds value to the integrated security solution we’d like to be known for and are beginning to be known for.” — By Sabrina Gasulla, Associate Editor

ESA’s EMPs  Grow by 40%

Launched in the third quarter of 2012, the Electronic Security Association’s (ESA) Executive Management Professionals (EMP) group saw more than a 40 percent increase in membership during the first quarter of 2013. The group had 135 members at the time of writing but continues to add new members almost every week, ESA said. EMP is a community for individuals responsible for the strategic and financial leadership of electronic security integration and monitoring companies.

“The motivating factor for joining is the information and networking that is provided,” said Dee Ann Harn, EMP chair and chief executive officer of RFI Enterprises Inc. “The group tackles issues such as company valuation, financing, business model development, mergers and acquisitions — you name it. If a leader has to deal with it, we talk about it and share ideas.”

Joining the EMP group is free for ESA members who are in strategic and financial leadership roles within their companies. “The EMP group has a very strong membership base of extremely knowledgeable leaders. Because of that, we want to support them with information and tools to help them run their businesses efficiently and help them develop valuable peer relationships with one another,” said Michael Pope, EMP vice-chair and president of Safety Technologies Inc. “We publish a quarterly newsletter and provide seminars focusing on executive leadership to help build skills and exchange ideas.”

The members last met at the 2013 ESA Leadership Summit where they outlined their goals for 2013, and discussed quarterly webinar topics, unique research and content for the quarterly e-newsletter, Executive Management Insights. The newsletter will cover change management and constructing agreements for full valuation in the second quarter.

Visit www.esaweb.org/EMP to submit inquiries and interest in joining. The EMPs are sponsored by Linear and Monitronics.

Avista to Buy  Telular for $253M

Telguard’s parent company, Telular Corporation, Chicago, and Avista Capital Partners, New York, jointly announced that they entered into a definitive agreement providing for the acquisition of Telular for $12.61 per share net in cash and approximately $18.5 million in assumed net debt, or approximately $253 million in total consideration.

The purchase price represents a 31 percent premium to the closing share price on April 26, 2013, the last full trading day before the announcement, and a 27 percent premium to the 60-day average share price.

The proposed acquisition has fully committed financing and is currently expected to close within 50-75 days, the companies stated.

“This announcement represents a very positive event for our shareholders,” said Joe Beatty, chief executive officer (CEO) of Telular. “We are proud of our 19 years as a public company, during which we believe we have served our shareholders well, and the partnership with Avista allows the company to expand and build on its success to date. For our customers, we will continue to deliver the best remote wireless monitoring and tracking solutions available in the markets we serve.”

Brendan Scollans, partner at Avista, said, “Telular’s strong position in three rapidly growing machine-to-machine communications end markets and compelling recurring revenue business model make it a highly attractive platform for Avista. We are looking forward to working with Telular’s talented management team to drive the next phase of the company’s growth both organically and through acquisitions.”

The board of directors of Telular unanimously approved the proposed acquisition by Avista. Beatty remains president and CEO until the closing of the proposed acquisition.

Following the April announcement, on May 13 Avista Capital Partners reported that ACP Tower Merger Sub Inc. had commenced the cash tender offer for all outstanding shares of common stock of Telular Corp. at the price of $12.61 net per share, without interest and less applicable withholding taxes thereon.

The tender offer was being made in connection with the agreement and plan of merger.

The Telular board of directors unanimously approved the proposed acquisition by Avista Capital Partners and recommended that Telular’s stockholders accept the offer and tender their shares to purchaser in the tender offer.

The tender offer and withdrawal rights are scheduled to expire at the end of the day on Friday, June 7, 2013, unless the tender offer is extended or earlier terminated.

Oppenheimer & Co. Inc. is acting as exclusive financial advisor and Kelley Drye & Warren LLP and Covington & Burling LLP are acting as legal advisors to Telular. Kirkland & Ellis LLP is serving as legal advisor to Avista. SunTrust Robinson Humphrey Inc. is acting as financial advisor to Avista and has provided the debt financing commitment for the acquisition.

Avista to Buy  Telular for $253M

Telguard’s parent company, Telular Corporation, Chicago, and Avista Capital Partners, New York, jointly announced that they entered into a definitive agreement providing for the acquisition of Telular for $12.61 per share net in cash and approximately $18.5 million in assumed net debt, or approximately $253 million in total consideration.

The purchase price represents a 31 percent premium to the closing share price on April 26, 2013, the last full trading day before the announcement, and a 27 percent premium to the 60-day average share price.

The proposed acquisition has fully committed financing and is currently expected to close within 50-75 days, the companies stated.

“This announcement represents a very positive event for our shareholders,” said Joe Beatty, chief executive officer (CEO) of Telular. “We are proud of our 19 years as a public company, during which we believe we have served our shareholders well, and the partnership with Avista allows the company to expand and build on its success to date. For our customers, we will continue to deliver the best remote wireless monitoring and tracking solutions available in the markets we serve.”

Brendan Scollans, partner at Avista, said, “Telular’s strong position in three rapidly growing machine-to-machine communications end markets and compelling recurring revenue business model make it a highly attractive platform for Avista. We are looking forward to working with Telular’s talented management team to drive the next phase of the company’s growth both organically and through acquisitions.”

The board of directors of Telular unanimously approved the proposed acquisition by Avista. Beatty remains president and CEO until the closing of the proposed acquisition.

Following the April announcement, on May 13 Avista Capital Partners reported that ACP Tower Merger Sub Inc. had commenced the cash tender offer for all outstanding shares of common stock of Telular Corp. at the price of $12.61 net per share, without interest and less applicable withholding taxes thereon.

The tender offer was being made in connection with the agreement and plan of merger.

The Telular board of directors unanimously approved the proposed acquisition by Avista Capital Partners and recommended that Telular’s stockholders accept the offer and tender their shares to purchaser in the tender offer.

The tender offer and withdrawal rights are scheduled to expire at the end of the day on Friday, June 7, 2013, unless the tender offer is extended or earlier terminated.

Oppenheimer & Co. Inc. is acting as exclusive financial advisor and Kelley Drye & Warren LLP and Covington & Burling LLP are acting as legal advisors to Telular. Kirkland & Ellis LLP is serving as legal advisor to Avista. SunTrust Robinson Humphrey Inc. is acting as financial advisor to Avista and has provided the debt financing commitment for the acquisition.

New Funding Program for Videofied Dealers

Security Equity Partners announced a new funding program specifically designed for Videofied dealers that pays a higher multiple for Videofied accounts.

The Security Equity Partners funding program targets the typical alarm dealer that has their accounts monitored by third party central stations. James Miller and his team at Security Equity Partners partnered with selected central stations that are leaders in video verification monitoring and Videofied.

Rod Boston of Security Equity Partners explained, “Security Equity Partners will pay the installer a 24 multiple on a 36-month contract or a 31 multiple on a 48-month contract. We have a flexible program that can be tailored to the installer’s needs of number of months and multiples. After the specified period, the account reverts back to the alarm dealer at full value. In fact, the extra multiple happens because with Videofied, the account reverts back to the dealer a month earlier than for a traditional alarm.”

Keith Jentoft, president of Videofied shared, “We are excited to see financing programs acknowledge the added value of video verification… It is kind of a ‘have-your-cake-and-eat-it-too’ funding program where the dealer will own their accounts and build the value of their business over time.”

The Security Equity Partners’ funding program builds upon the value of priority response. Priority response describes how law enforcement gives higher priority response to alarms where the central station reviews the video clip of what caused the alarm as a remote eyewitness. For example, the official alarm response policy on the website of the Los Angeles Police Dept. states, “A verified burglar alarm shall be dispatched as a high priority call.” Miller stated, “Faster police response and smartphone interactivity with remote arm/disarm and look-in make a Videofied account more valuable, value that makes the accounts worth a higher multiple.”

Miller added, “Videofied wireless video alarm systems are moving indoors to the mainstream alarm dealers. We want to provide financing so that the alarm companies can fund their Videofied alarm installations. Our program is unique because we understand the value of a video verified account and are willing to pay a higher multiple — and we return the account to the dealer at full value.”

Matrix Systems Appoints New CEO; Embarks on Plan for Growth

Tsourides

Matrix Systems, Miamisburg, Ohio, appointed Holly Tsourides as its new chief executive officer (CEO) to lead the company into its next phase of development and growth.

“As our new CEO, Holly Tsourides is a significant addition to our executive leadership team,” said James Young, president, Matrix Systems. “Holly has the vision and resources to direct our company as we continue to innovate from a technology perspective, refresh our go-to-market strategy and fine tune our overall positioning for even greater success in the future.” Young, who led Matrix since 2003, remains active, spearheading business development and account penetration.

Tsourides stated her top priority is to lead the business through a process that allows it to reach a three-year goal and will get the entire company excited. The three-year plan, she described, will involve a refresh of the company’s technology. One of her first tasks is to evaluate what verticals markets will be a good long-term fit for Matrix and invest research and development into those areas.

For example, Tsourides noted that the company has done well in healthcare and airport markets, and will look to meet with existing customers in those markets to learn about their specific needs: “The best way I know how to do it is to get on-site and do the walk-arounds with them to find out what’s happening with the overall business, not just the security installation,” she said. The company is also considering bringing in growth capital. “But before you go out to raise money, you want to make sure the business is as strong as it can be,” Tsourides said.

Tsourides brings with her more than 15 years of executive management and sales experience. Carrying out plans for a company re-launch and pursuing growth aggressively is what Tsourides’ career has been all about.

 “We’ve got a great customer base today but we’ve been very reactive in terms of technology. We do a lot of custom work. But it means we’re not as forward-looking with our technology as we could have been.”

Tsourides added that she’s not changing what Matrix is, but rather going back to the core of where the company excels: as an access control provider that provides outstanding customer service.

NorthStar Increases Credit to $40 Million  & Recapitalizes With New Partners

Per a business partnership six months in the making, NorthStar Alarm Services, Orem, Utah, entered into a transaction to recapitalize the company with a group of new investors including Goldman Sachs and The Beekman Group. NorthStar also expanded its current credit facility to $40 million with Bank of America and Zions Bank.

The company believes this is an ideal partnership due to Goldman Sachs’ previous success and experience in the alarm industry and Beekman’s proven track record of developing a culture of excellence within its management teams.

Jason Christensen, founder and chief executive officer of NorthStar stated, “This is an ideal relationship that will provide NorthStar with even more capital flexibility to support our projected growth. It also brings additional industry expertise and resources that will enable the company to continue its path of excellence within this industry. I couldn’t be more excited for the company and everyone that is affiliated with NorthStar.”

John Troiano, managing partner at Beekman, stated, “This is an impressive company with a talented management team and a well-defined culture built on the core values of integrity, accountability and service. We are excited to partner with NorthStar during its next phase of growth and development.”

 NorthStar is a Utah-based security provider that was founded in 2000. The company has customers in 18 states throughout the United States. The company has grown by more than 30 percent per year for the past six years and currently has more than $1 million in monthly recurring revenue, ranking No. 40 in the SDM 100.

The Edmonds Group, a specialized investment bank focused on recurring revenue businesses, has acted as an exclusive financial advisor to NorthStar in facilitating this transaction.

SentryNet Hosts Annual Dealer Conference

SentryCon, SentryNet’s annual dealer conference was held in April in Mobile, Ala. Attendees and vendors gathered at the Mobile Marriott to find out how to build their business from other security professionals. The event started on The Crossings golf course on April 16 and was followed with an evening of jazz and a relaxed atmosphere at the Sage Restaurant while attendees settled in.

Classes started bright and early on Wednesday. David Avritt, president of SentryNet, reminded dealers during his president’s address that you really do get what you pay for in monitoring. Lent Ross from Linear detailed how PERS is a business opportunity for security dealers. Gordon Hope from Honeywell spent his time at the lectern reviewing the various means of communications and what their future holds. Keynote speaker Lou Sepulveda got the crowd on their feet and cheering as he showed attendees how to recruit, manage and most importantly motivate a productive sales force. One attendee commented, “I really enjoyed the speakers and the great information they provide that we can use right away when we return home.”

This year’s sponsors were Linear (platinum), Honeywell (silver) and Videofied and Interlogix (bronze). Other vendors at the tradeshow included ADI, ADC, Napco, Speco, Telguard and VIT Training.

Following the tradeshow, attendees were bused to TP Crockmiers in downtown Mobile. For SentryCon’s entertainment, Ruff Water Band performed and made stars of many of the attendees. An attendee commented, “SentryCon is one of the only shows we attended, because they not only teach but live by the motto: Work hard, play hard.”

Thursday morning classes continued with Leo Coto sharing with the group Videofied’s newest offering to the independent alarm dealer and how it will bring RMR to the table. Showman, Brett Guillotte of Honeywell, demonstrated to the group that you can sell today’s technology with just a little work. SentryNet’s own Kurt Erdman then broke down the services central stations offer their dealers and how those services can not only make their job easier but increase sales to new and existing customers. Jennifer Kirschenbuam followed lunch with her keynote address on law and the security industry. She spent a great deal of her time answering questions that plague many independent alarm dealers today.

For more from the conference, including handouts and videos, visit the blog and news sections at www.sentrynet.us.

TRI-ED Adds 5 Data Solutions Centers

TRI-ED Distribution continued its North American footprint expansion with the addition of five new branches in Denver, Centennial, Grand Junction and Colorado Springs, Colo. and Little Rock, Ark. These locations specialize as TRI-ED Data Solutions Centers and stock a complete breadth of connectivity and low-voltage products.

TRI-ED, through its select Data Solutions Centers, offers dealers and integrators comprehensive product lines from more than 500 manufacturers of CCTV, IP video, intrusion, fire, sound and communications, according to the company. These locations also serve as the premier distribution channel for the comCables, a line of connectivity solutions.

“We are very pleased to provide our customers with a broad offering of connectivity and security solutions, and look forward to introducing TRI-ED Data Solutions Centers across North America,” noted Pat Comunale, TRI-ED president and chief executive officer. “We will continue to implement our buy-and-build strategy to offer our customers a world-class distribution platform.”

The five new branches, formerly comCables sales centers, are located at:

• Denver: 2607 West 8th Avenue, Denver, CO 80204,  Phone: 303.296.1000
• Centennial: 8200 South Akron, Centennial, CO 80112, Phone: 303.268.8333
• Grand Junction: 213 South 15th Street, Grand Junction, Colorado 81501, Phone 970.263.7770
• Colorado Springs: 3360 North El Paso, Unit L, Colorado Springs, CO 80907, Phone: 719.447.1024
• Little Rock: 401 Collins St., Little Rock, AR 72202, Phone: 501.224.5544

PPVAR Welcomes Sonitrol National Dealer’s Association

The Partnership for Priority Video Alarm Response (PPVAR) announced that the Sonitrol National Dealers Association (SNDA) voted to join the PPVAR. The SNDA is composed of 45 Sonitrol franchise holders in the U.S. and Canada.

While the primary mission of the PPVAR is focused on video verified alarms, professional audio verification is welcomed as an enhancement to make more arrests and reduce false alarms.

PPVAR president Donald Young, CIO of Protection 1, stated, “We are pleased to have Sonitrol join the PPVAR and help us promote the value of verified alarms and priority response. Sonitrol’s impressive record of over 165,000 arrests and strong historical relationships with local law enforcement are consistent with the PPVAR’s mission to build a strong public/private partnership and make more arrests.”

William McNabney of the SNDA said, “While we understand the focus of the PPVAR is video verification, the Sonitrol dealers believe that the overall mission is to promote enhanced alarm systems to make more arrests and reduce false alarms. Sonitrol is the pioneer in verified alarms and joining the PPVAR just makes sense.”

The current PPVAR board seat held by Douglas Curtiss, owner of Sonitrol New England, will be reassigned to William McNabney, who will represent the entire SNDA. The PPVAR is also adding a new committee to focus on audio verification and several Sonitrol dealers are also joining the PPVAR to participate on the audio committee and help promote the mission of PPVAR. These new members include:

Chip Shiver – Sonitrol Dayton

Doug Smith – Sonitrol Tallahassee

John Ray – Sonitrol Ft. Lauderdale

Douglas Curtiss – Sonitrol New England

Chuck Harrelson – Sonitrol of the Triangle

Dave Jones/Paul Nichol – Sonitrol Buffalo, Rochester, Canada

Beau Bradley – Sonitrol Pacific

Ron Files – Sonitrol Sacramento, Orange County

The PPVAR was created to build a public/private partnership to promote video verified alarm systems as a means to combat property crime and reduce insurance losses. The PPVAR supports traditional police response to classic burglar alarms and priority response to video alarms that are verified by a certified central station. For information on PPVAR, contact Don Young at 855-778-2748 or dyoung@ppvar.org.

Southeast Electronic Security Conference Celebrates Industry, Fosters Growth

Chief Halas (left) presents Roy Pollack with Chief’s Award for Excellence.

The Alarm Association of Florida presented the 2013 Southeast Electronic Security Conference in Orlando, Fla., in April. More than 75 vendors occupied 85 booths and by all accounts the conference was a success, according to the association. President John Toscano said, “All we heard from attendees and exhibitors was how well run the event was and that they would be back next year for the second annual Southeast Electronic Security Conference.” More than 25 percent of the exhibitors signed up for next year even before the event ended. The AAF expects more than 100 booths next year, a 20 percent increase over 2013.

The opening speaker was Steve Rubin of Davis Mergers and Acquisitions. Said Rubin, “One of the best run and most successful meetings we’ve attended.” Trainings included seminars on business topics such as RMR and exit strategies, and technical topics such as locks, hardware and alternative communication methods.

The design of the show gave vendors quality time to visit with each attendee, the association remarked. The AAF’s “Passport to Success” encouraged every attendee to visit each booth. Reaction at first was mixed, but by the end of the show everyone was excited about the program, the association stated. One vendor stated he had 40 new leads he otherwise wouldn’t have had because he had time to speak with each attendee one-on-one.

The False Alarm Reduction Association (FARA) co-located its annual meeting with the AAF, bringing more than 40 representatives from police and fire departments across the country to partake in the show. Members of FARA are responsible for developing, initiating, and enforcing alarm ordinances and are charged with the responsibility of reducing false alarms. President John Toscano and FARA executive director Brad Shipp worked for more than 13 months to bring the two organizations together for education, networking and understanding the function of each other’s group.

To foster further education and alliances between the alarm industry and public safety, the Alarm Industry Foundation of Florida (AIFF) presented three scholarships during the 43rd annual AAF awards banquet. In addition the AAF Convention Committee presented the AIFF with a donation of $15,000 from the proceeds of the auction held in memory of Bob Worthy, who passed away the night before the convention, as well as excess funds raised by the convention committee.

Toscano was awarded the MVP award for his leadership, vision and dedication to the AAF and for bringing the show to fruition. Also recognized for his efforts as convention chairman, Roy Pollack was given the President’s Award by Toscano. Pollack, author of SDM’s 5-Minute Tech Quiz, was also presented with the “Chief’s Award For Excellence,” also commonly called a “challenge coin” by Keynote Speaker Chief Julius Halas, director of the Florida State Fire Marshal’s Office.

For more information about next year’s SESC and to see photos of the 2013 show, visit www.fla-alarms.org/convention.

Milestone Launches Vertical Specialist Partner Program

In an effort to raise sector-specific expertise in the video surveillance industry, video management software provider Milestone Systems launched its Vertical Specialist Partner (VSP) program.

As the latest addition to Milestone’s Channel Partner Program, the VSP program is designed to highlight channel partners who provide surveillance solutions for a specific industry sector. Milestone works with its vertical specialists to provide end users with a greater level of expertise specific to their distinct requirements.

The VSP program is open to qualified Milestone channel partners. To apply online, visit www.milestonesys.com/Partners/salespartners/Vertical-Specialist-program.

Arecont Vision Celebrates 10 years

Arecont Vision announced its 10th anniversary in business. The company was founded on April 3, 2003. A retrospective of the company’s revolutionary advancements in megapixel technology was on display at its booth during ISC West.

Arecont Vision was founded by Dr. Michael Kaplinsky and Dr. Vladimir Berezin. They were confident the company could develop high-resolution IP-based surveillance cameras that would not only be far superior in image quality and resolution to traditional analog and IP VGA cameras, but they would deliver them at very competitive price points.

“The advent of IP video at the turn of the century presented a unique opportunity to introduce HDTV resolution into video surveillance, where the ability to zoom in on the details of the scene is paramount. Transmitting video as network data enabled the development of cameras and systems with resolutions and frame rates not limited by the old analog standards, but only the state-of-the-art in on-camera image generation and processing. Ten years ago we decided to leverage our expertise in megapixel imaging, massively parallel image processing architectures and computer networking to create low-cost megapixel systems that would forever change video surveillance as we knew it ,” said Dr. Michael Kaplinsky, founder and chief executive officer, Arecont Vision. “As we enter our second decade, we remain committed to leading the way with megapixel technology that is beyond the imagination of our customers.”

News Briefs

1954-2013

In Memoriam

Aiken

SDM regrets to report the passing of John Aiken of AES Corporation. Aiken, age 59, passed away suddenly on the last day of this year’s ISC West show in Las Vegas. He is remembered fondly in those last days by those working on the show floor alongside him — a bittersweet reminder of his dedication to the security industry.

He held the title of director of manufacturing for a decade, though his friends at AES noted Aiken’s role was never defined by a title as he did much more. Aiken will be missed by his AES family as well as his mother, wife, children, grandchildren, siblings, nieces, nephews and many cousins.

Aiken served in the United States Air Force from 1971 to 1975 and survived one tour in Vietnam. The family requested that in lieu of flowers contributions may be made in his memory to The Wounded Warrior Project, P.O. Box 758517, Topeka, KS 66675.

Barry

Digital Monitoring Products (DMP), Springfield, Mo., named Bob Barry as dealer development manager for the New York City area. He is responsible for developing new sales and providing on-going service to DMP-authorized dealers throughout New York City, Long Island, Northern New Jersey and Westchester Counties, helping them to grow their businesses

Burleson

BCDVideo, Northbrook, Ill., partnered with west coast-based Premier IP Video Solutions, San Lorenzo, Calif., to represent its IP video server products. Premier IP Video Solutions is headed by 30-year industry veteran Kirk Brown.

“We have been looking for the right fit for our west coast expansion for about a year,” explained Jeff Burgess, president of BCDVideo. “While it has been one of our strongest growth regions, we also realized we needed ‘feet on the street’ to better capture more of the market.”

 

Industry veteran David Gonzalez joined SW24, New York as vice president of Public Sector Operations. The move is a significant step in fulfilling SW24’s expansion plans to penetrate municipal, state and government markets as well as key vertical markets such as education and healthcare, the company said.

 

Basler Inc., Ahrensburg, Germany, appointed Darren Burleson as a new director of sales for Basler. Darren is responsible for Basler’s camera customers in North and South America. The entire Basler Inc. sales and support team reports to Darren in his new role. Darren has more than 15 years of experience in industrial sales and sales management.

Axis Communications Inc, Chelmsford, Mass. added two security industry veterans to its North American business development team: Stephen Joseph became Axis’ first North American business development manager for Banking and Finance, while John Merlino was appointed as business development manager for Government Programs.

Additionally, to fortify the business development team and plan for continued future growth, Robert Muehlbauer was promoted to Business Development Programs Manager and John Bartolac to Business Development Segments Manager.

“Our business development team continues to grow at a strong pace, which directly correlates with IP video’s overall growth across all vertical market segments thanks in large part to our partner-first mentality,” said Scott Dunn, director of business development, Axis Communications. “Government remains a strong market for Axis with heavy activity in the United States, while banking and finance is poised for a major shift from analog CCTV to IP video surveillance. John and Stephen will take us and their respective segments to the next level.”

 

Basler Inc., Ahrensburg, Germany, appointed Darren Burleson as a new director of sales for Basler. Darren is responsible for Basler’s camera customers in North and South America. The entire Basler Inc. sales and support team reports to Darren in his new role.

Smarthome

AT&T Security Solution Now Commercially Available

After a nearly year-long pilot program, AT&T Digital LifeSM is available for the first time in 15 markets: Atlanta, Austin, Texas, Boulder, Colo., Chicago, Dallas, Denver, Houston, Los Angeles, Miami, Philadelphia, Riverside, Calif., San Francisco, Seattle, St. Louis and select areas of the New York and New Jersey metropolitan area. AT&T Digital Life senior vice president, Kevin Petersen, reiterated plans to introduce Digital Life in up to 50 markets by the end of 2013.

The company also released details on its pricing structure. Customers can choose from two base plans: Simple Security, which is the company’s basic home security package; or Smart Security which includes enhanced security features and the option to add home automation.

• Simple Security - Includes 24/7 home monitoring, 24-hour battery backup, a wireless keypad, keychain remote, recessed sensors and an indoor siren for $29.99 a month plus $149.99 for equipment and installation.
• Smart Security - Includes the benefits of Simple Security plus a choice of three of the following features: motion sensor, carbon monoxide sensor, glass break sensor, smoke sensor or takeover kit. Smart Security begins at $39.99 a month plus $249.99 for equipment and installation.

Customers who select Smart Security can add these automation packages:

• Camera Package - $9.99 a month plus equipment and installation.
• Energy Package - $4.99 a month plus equipment and installation.
• Door Package - $4.99 a month plus equipment and installation.
• Water Detection Package - $4.99 a month plus equipment and installation.
• Water Control Package - $9.99 a month plus equipment and installation.

AT&T Digital Life is an all-digital, fully integrated, wireless home management system. The foundation of the offering is complete home security with 24/7 professional monitoring through two AT&T-owned and operated monitoring centers in Dallas and Atlanta. Customers can purchase Digital Life regardless of their wireless or wireline broadband provider.

Part of the company’s edge, in addition to its existing customer base, is that AT&T Digital Life can be ordered completely online, in an AT&T store, over the phone, or with an in-home sales consultant.

The Digital Life application is available on most Web browsers and apps are available for iOS, Android smartphones and Windows phones. The app gives customers control over cameras, door locks, lights, thermostats, small appliances and more by setting alerts or programs to manage your home. It’s all integrated into one simple system.

“AT&T’s Digital Life service is fully featured with one of the market’s best selection of pre-packaged bundles and connected devices. With straightforward and competitive prices, the AT&T value proposition will leave the company in a good position to capture market share in the growing connected home market,” said Larry Hettick, Contributing Analyst, Consumer Services, Current Analysis.

For information, visit www.att.com/digitallife.

Three Students Receive Bert Briscoe Memorial Scholarship

Briscoe Protective Systems Inc., Centereach, N.Y., announced the winners of the Bert Briscoe Memorial Scholarship. The recipients are three students related to members of the Suffolk County Fire District Managers Association (S.C.F.D.M.A.). Pictured above (left to right): Robert Williams, president, Briscoe Protective Systems Inc.; Larry Santangelo, president, Suffolk County Fire District Managers Association; and Megan Sunderman and Paul M. Adams, Jr., recipients of the Bert Briscoe Memorial Scholarship. Daniel Scura (not pictured) was also a winner.

Companies you should know

Resolution Products’, Hudson, Wis., president, Brian Seemann, said, “If we can help any dealer save time and money and sign more deals; we are doing our jobs here at Resolution Products.”

The four-year-old company makes an array of products, the star of which is its Translator line. Resolution Products’ Translators convert signals so that security products from different manufacturers can talk to one another, allowing dealers to take over systems without having to replace all of the existing hardware and wiring. The company makes translators for dealers installing GE, Elk, Honeywell, 2GIG and DSC that can take over any of the other systems (including Napco).

Seemann explained: “Suppose there happens to be old Honeywell wireless sensors in a house. And suppose that the new security company is installing GE systems. The Translator listens to the Honeywell sensors, translates them into GE wireless. The GE system hears those wireless signals that are now GE. Simple! There is even a version for hardwire zones.”

The benefit for dealers could be seeing their markets expanded by 20 to 30 percent, Seemann said. “When a security sales person knocks on a door or makes a cold call, there is a 25 percent chance that the homeowner already has a security system installed,” said Seemann. “So the security company is faced with the prospect of both taking out all the old sensors and installing new sensors (that work with the system he is installing) or pass up on the account so they don’t have to eat the cost and pray that the homeowner stays long enough to recoup the investment of sensors put in... Resolution’s Translators tipped that takeover equation upside down.”

The whole of Resolution Products’ executive and engineering team came from ITI, Interlogix and GE Security. “We know what we are doing on the engineering side… how to develop product and get it into high volume,” Seemann stressed.

John Bergman and Paul Saldin started Resolution Engineering in 2004 by assembling a team of the top industry engineers and and starting to do consulting and development for other companies. “The name Resolution in this sense meant the mathematical end to a problem,” Seemann shared. “Then in 2009, we all got together and started Resolution Products. For the engineers, it was a way to make an impact beyond just designing things for other companies to sell.”

Next up for the company is a mission to revolutionize the interactive services market. To that end, the company and partner CMS, Longwood, Fla, are working on a new product that can offer interactive services and lifestyle devices without sensor and panel replacement.  — By Sabrina Gasulla, Associate Editor