Insider News & Business: March 2012
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A San Jose, Calif. Police Department policy change, on a questionably fast track by police officials still sending out mixed signals to local alarm companies, ended in the institution of verified alarm response the first of this year.
That decision by Chief Chris Moore is not the end point, however, for security and monitoring firms in the area. What these security companies are doing in their own response can help others elsewhere facing potentially similar threats to their businesses. Additionally, the San Jose situation shows that politics, economics, city staff changes, personalities, and a measured response to no response all play differently depending on myriad factors and locales.
Everyone involved in the San Jose situation seems to be caught in the middle in some way or another.
But, in a joint interview following a February 1 meeting of nearly 80 area security executives and law enforcement officials, Julie Buller of Silicon Valley Alarm and Jon Sargent, with ADT Security Services and regional industry/law enforcement liaison for the Security Industry Alarm Coalition (SIAC), believe the real losers trapped in the middle are residents and businesses.
It is, they say, a public safety issue in the short term, because of confusion about what the verified alarm response protocol means as it plays out among stakeholders — homeowners, businesses, security firms, alarm monitoring companies, 911 dispatchers, police, and elected city officials. And it could be a longer term, deeper public safety issue. Homeowners and businesses may not afford or want private patrols or additional technology to first verify an alarm according to the San Jose protocol. “We don’t want to be a Dallas,” said Sargent, referring to citizens there having to respond to their own alarms.
There also is the concern that certain types of crime will rise with the verified response protocol, as has been the case in some other cities. “The police say that crime fluctuates anyway, but…” Sargent trailed off.
These and other points are among the strategies underway by San Jose security firms.
Right now, Buller said, San Jose citizens and businesses don’t know where they stand and what the impact will be on crime and alarm services. “In fact, we don’t know either.” And neither, she contends, do the police and city dispatchers. “They have an internal issue” during the transition, said Buller, who is pushing city officials to provide her the city’s 911 call-taker procedures in writing. “[911 dispatchers] are confused as to what they will do. But we are calling in all our alarms.” And some city call-takers are gathering information to determine if it meets the new policy, while others are not.
Sargent adds that security businesses will continue to make their case. A statement out of Chief Moore’s office announcing the verified response protocol keeps the door a crack open, promising that “this practice will remain under continuous review and will be modified as necessary to provide our residents with the best possible service while allowing for the optimal allocation of police resources.”
Buller rightly points out that it “is a policy (what the chief calls a ‘protocol’) not an ordinance,” suggesting that policies can change often more easily than voted-on ordinances.
While the dust settles or stirs up in San Jose — California’s third-largest city with nearly one million in population — here are some take-aways:
Consider the domino effect of a local change of face. Chief Moore was appointed in early 2011. A new face often looks at things differently or in different ways. And a new face often wants to look, frankly, just different than a predecessor.
Work your message early and constantly. Back in April 2011, Sargent and others from SIAC presented before San Jose police and city staff to talk about the security industry’s best practices and best ways to reduce false alarms. “They pulled out a blue binder about four other cities: Oakland, Santa Clara, Los Angeles and San Diego,” Sargent described. Oakland, for example, has an ordinance that requires people to obtain permits for their burglar alarm system and fees for alarm registration violations and services provided. The ordinance requires alarm companies to play a greater role in how customers use and maintain their alarm systems as well as additional steps monitoring firms take to verify the likely validity of an alarm with the client. But it’s not verified response of San Jose’s type. “Oakland looks like it had good results” in false alarm reduction, Sargent added.
City budget deficits and layoffs, the reddest of flags, complicate matters, accelerate policy changes and minimize the need for compromise. In San Jose, such bad news started gaining steam about the time security businesses were working with city officials in the spring. The police department was not untouched. In December, trying to head off more layoffs of police officers, San Jose’s police union agreed to continue a 10 percent pay cut. It was about the same time that city officials more firmly locked into the chief’s verified alarm response protocol.
Cost recovery of false alarms through permits and fines may not be enough in some circumstances. While the shortfall between what the San Jose police contend was the cost of responding to false alarms and what could be gained by applying a best practices ordinance suggested by SIAC could have narrowed or closed the gap, situational politics may have pulled the chief to a perceived simpler and more “tough” decision. “They seem not interested in cost recovery,” Sargent said.
Who you talk with makes a difference or gives a sign. Buller and Sargent both suggest that police and city officials seemed at first to be attuned to reasonable solutions. Then, the financial challenges the city faced led to a certain lack of focus by officials talking or meeting with their security colleagues and a feeling that those officials may not have had the ability to truly influence the top decision-makers. Not surprisingly, police representatives attending the February 1 meeting did not include the chief or the deputy chief and had to “go to another commitment” before the SIAC presentation.
Make lemonade. For some existing and potential clients, upgrading their security system may be attractive. California Security Pro, on its website, spotlights the San Jose situation, then discusses how “one of the most cost effective ways to verify an alarm event that meets the San Jose Police Department’s verified response protocol is to have an ADT two-way voice audio verification system installed.” And, if someone Googles the phrase “San Jose verified response,” among the items that pop up is one on the Sonitrol of Silicon Valley service, explaining its verified approach.
History repeats itself. Back in 1994, a Santa Clara County Grand Jury investigated false burglar alarms in the county’s cities, including San Jose. It found that “fines and penalty assessments in the City of San Jose were exorbitant and inconsistently applied.” Of the 10 cities it examined, only San Jose defined false alarms at that time as “criminal” and not civil offenses, with the jury labeling such a stance as “inappropriate.” At that time, changes were made, according to a news report in SDM. — By Bill Zalud, Contributing Writer
Editor’s Note: To read more on this topic, visit www.SDMmag.com and type in keywords San Jose in the search box.
The Electronic Security Association (ESA), Irving, Texas, announced its list of Executive Strategic Partner (ESP) businesses for the 2012 calendar year, led once again by Interlogix, a UTC Fire & Security company, which is continuing its support as ESA’s exclusive Diamond Level ESP.
“Through the relationship as ESA’s sole Diamond Executive Strategic Partner, Interlogix continues to show a deep level of commitment to the association’s success,” said ESA President Dom D’Ascoli. “They consistently demonstrate not only their passion for our industry, but their dedication to our mission.”
ESA also announced that Honeywell will remain as the association’s sole Platinum Level ESP for 2012.
Telguard, a division of Telular, and Tri-Ed/Northern Video Distribution each will be continuing their Gold Level ESP sponsorships in 2012, while ADI, Altronix and Security America Risk Retention Group have pledged their continuing support as Silver Level partners this year.
The Central Station Alarm Association (CSAA), Vienna, Va., announced that Crime Alert Monitoring Center Inc., San Jose, Calif., received the prestigious “CSAA Five Diamond Certification.” This certification testifies that 100 percent of its central station operators achieved proficiency and certification by passing the CSAA Central Station On-Line Operator Training Course. There are approximately 2,700 central stations in the United States. Of this group, fewer than 150 central stations have achieved the “Five Diamond Certified” status, the CSAA stated.
ObjectVideo Inc., Reston, Va., a developer of intelligent video software, signed a global patent licensing agreement with Tyco Security Products’ American Dynamics business unit. This agreement provides American Dynamics access to ObjectVideo’s portfolio of video analytics patents as American Dynamics develops and launches a wide-range of its own video analytics software and hardware products.
“ObjectVideo has been at the forefront of the innovation and invention surrounding video analytics,” said Raul Fernandez, chief executive officer of ObjectVideo. “We have developed a highly regarded software product that is in the market today, and for more than a decade, we have invested heavily in R&D. We proactively protected our investment and innovation by filing and being granted a large and growing set of patents around video analytics. We are very pleased to enter into this global IP licensing agreement with an industry leader in the field of video surveillance.
“IP video products and solutions are experiencing significant growth on a global scale. Video analytic capabilities are becoming a larger part of those products and solutions,” continued Fernandez. “As manufacturers scale their video analytics offerings, OV can partner with them for software product or IP licensing to provide critical and value-added video analytics capabilities.”
Warren Brown, vice president of product management for Tyco Security Products, said, “Our American Dynamics business is developing a broad range of video analytics-enabled products. As part of our pre-launch process, it was important to ensure that the growth we expect from these products would not be negatively affected by legal issues,” continued Brown. “This agreement with ObjectVideo gives us that certainty, allowing us to focus on the more important tasks of building great products that delight our customers.”
Kratos Defense & Security Solutions Inc., San Diego, a national security solutions provider, announced that it acquired selected assets of an unnamed critical infrastructure security and public safety system integration business from a large international public company. Speculation around the industry points to Ingersoll Rand Security Technologies, but neither company confirmed the rumors. A source at Ingersoll Rand said, “the integration business within Ingersoll Rand...was recently sold and is no longer a part of IR.” Last year that business ranked as No. 12 on SDM’s Top Systems Integrators Report.
Kratos did note the acquired business is one of its Public Safety & Security (PSS) business unit’s primary competitors across the United States. Similar to Kratos’ PSS business, the acquired business designs, engineers, deploys, manages and maintains specialty security systems at some of the United States’ most strategic asset and critical infrastructure locations. Approximately 15 percent of the acquired business’ revenues are recurring in nature due to the operation, maintenance or sustainment of the security systems once deployed.
For 2012, the acquired business is expected to generate at least $35 to $45 million in revenue. The acquired business has more than $20 million in customer accounts receivable and approximately $18 million in working capital. Kratos will also receive a tax benefit from the acquisition. The purchase price paid by Kratos for the business is $20 million in cash, subject to potential adjustment for working capital at closing, and the purchase agreement contains standard and typical indemnifications and other provisions. The acquisition is expected to be accretive to Kratos.
Eric DeMarco, president and chief executive officer of Kratos, said, “With the completion of this transaction, approximately 50 percent of Kratos’ business is in the growing cyber warfare, critical infrastructure security and satellite communications areas, with an additional approximately 35 percent of our business focused on the solidly funded areas of electronic warfare, electronic attack, C5ISR, BMD and missile programs.”
For many companies, transitioning their security systems from analog to megapixel/IP can be a daunting task. Being faced with the possibility of learning a whole new system, training employees, rewiring, and all of the other worries that come with switching systems can be reason enough to sway a company into sticking with an antiquated system. DVR Distributors recognized this trend, and began a training program in 2006, geared to educate companies on how to navigate the transition between analog and IP/ Megapixel.
While training seminars are not uncommon in the security industry, DVR boasts a distinctive approach. Lawrence Leiker, director of business development at DVR states, “Ours [training seminar] is more of a “hands-on” format. It is about practical knowledge and how you put everything together in a megapixel project and make it work. As opposed to just, ‘Hey, here’s the manufacturer, and we are just going to sell you their stuff and we are going to tell you everything that is great about their product, but not really how to use it.’” DVR says the program has had a great response.
Educating the public on the process and application of megapixel/ IP security has not only expanded the customer base of DVR but also has created the opportunity for repeat business. “We have dealers come back to three or four of these seminars each year, because of the knowledge base that they gain,” Leiker states.
DVR’s hands-on customer service does not stop at its educational programs. It carries into the real application of the products it informs about. “For a lot of our dealers we are actually their IT department. They call us up with questions because they don’t have someone on staff who knows how to answer the questions. A lot of these guys are old school analog dealers that have been doing this for years, and they don’t have a networking person on staff or an IT person. So they rely on us to help them design a system,” Leiker commented. Expect to see more of these training seminars by DVR spanning from coast to coast by the middle of the year. — By Grant Gosizk, Editorial Intern
CheckVideo®, Reston, Va., announced the expansion of its international presence with CheckVideo Europe. Based in the United Kingdom, CheckVideo Europe will provide sales, distribution, and technical support for the CheckVideo line of cloud-based intelligent video surveillance and alarm verification solutions for European customers.
“CheckVideo Europe further accelerates our international presence and enhances our ability to provide exceptional service to our European customers,” said John Estrada, chief executive officer, CheckVideo. “We continue to see increased global demand for CheckVideo, and look forward to rolling out additional products and services to this important market.”
The Security Industry Association (SIA) appointed John Stroia, vice president of corporate development for Diebold Inc., to the Security Industry Alarm Coalition (SIAC) board of directors. Stroia currently serves as the secretary on SIA’s board of directors. The position was previously held by Charlie Darsh, director of corporate relations for System Sensor, a division of Honeywell. “Charlie Darsch has been a dedicated supporter of SIAC since its inception, and we can’t thank him enough for his service, contributions and commitment,” said Jay Hauhn, chairman of SIA’s board of directors. “His sage advice will be sorely missed. “We’re pleased that John Stroia has accepted our invitation to join the board, and are confident he will help further SIAC’s mission on behalf of SIA,” Hauhn added. SIAC is comprised of four major North American security associations — the Canadian Security Association (CANASA), the Security Industry Association (SIA), the Central Station Alarm Association (CSAA), and the Electronic Security Association (ESA) — representing one voice for the alarm industry on alarm management issues.
The Custom Electronic Design & Installation Association’s (CEDIA) annual Electronic Lifestyles Awards competition is underway, with the online entry system officially open. CEDIA members interested in entering may view guidelines and begin the entry process now at www.cedia.org/awards.
Indianapolis-based CEDIA made changes to the awards program to make it easier for members to enter. Entrants no longer need to mail in hard copy submissions; the entire entry process is online. In addition, the Designer Awards competition is no longer limited to members with CEDIA Certified Professionals on staff; all electronic systems contractor (ESC) members may enter.
The Designer Awards competition features seven project categories, including Integrated Home, Special Project, and Home Theater. The competition provides a unique platform for ESCs to showcase their projects not only to the industry but also to the consumer audience through CEDIA’s continued partnership with HGTVRemodels.com (formerly HGTVPro.com) on the People’s Pick award competition. The entry system for the Designer Awards will close Friday, May 4 at 5 p.m. PST. Visitors to HGTVRemodels.com will have the opportunity to vote on their favorite projects in the Home Theater, Media Room, and Integrated Home categories.
CEDIA is also accepting nominations for the Lifetime Achievement Award, which recognizes an individual who has demonstrated outstanding, creative, innovative, and visionary leadership in the residential electronic systems industry. Nominations will be accepted until Friday, May 25 at 5 p.m. PST. Guidelines and entry forms are available at www.cedia.org/awards
Security-Net, Exton, Pa., a global provider of security integration services, announced that Future Security Controls of Ottawa joined Security-Net as its newest member company. With offices in Ottawa and Toronto, Future Security Controls brings Security-Net key geographical coverage in eastern Canada and technical expertise in integrated systems installations and managed solutions.
Security-Net focuses on the integration of end-to-end security solutions including technologies such as access control, video surveillance, emergency mass notification and perimeter detection systems in aerospace, commercial offices, university campuses, airports, government, utilities, hospitals and pharmaceutical manufacturing facilities.
In the IQ Certification Program annual membership meeting, executive director, Dale Eller announced the election results for the 2012 IQ board of directors.
Amanda Baumgartner of Rapid Response Monitoring, Darryl Parker of CPI Security Systems and Josh Timko of Safenet Security were all elected to the board for the first time. Baumgartner and Parker had previously been appointed as board members during the year.
Each of the new elected IQ board members will serve a two-year term which began Jan. 1, 2012.
Immediately after the annual meeting, the board met for its monthly meeting and chose officers. Tim Creenan was elected again as chair. The other positions were Dave Currie as vice chair, Amanda Baumgartner as secretary and Peggy Anderson as treasurer.
In addition, Peggy Anderson of the Delaware State Police, Joseph Benoit of the Greenwich Fire Department and Steve Heggeman of the Baltimore County Alarm Reduction Team were appointed to a one-year term by the board as public safety directors, representing the public safety sector.
One appointed director may be chosen from each of the law enforcement, fire, state regulator or insurance communities.
ISC West, being held March 27-30 at the Sands Expo Convention Center in Las Vegas, prides itself on being the security industry’s leading event in the United States. It maintains that status by continuously growing, expanding its product focus, and adding new partnerships. In 2012, 150 new companies will join more than 950 exhibitors in total on a show floor that is predicted to be 10 percent larger than it was last year.
“Our goal at ISC Events is to enable the industry to come to one event and leave as a better professional,” said Ed Several, Sr., vice president and general manager, ISC portfolio of events. “They can stay at the leading edge of technology, especially since this is the first event of the year where products are unveiled. From an education standpoint all these outstanding associations are there offering education. The installer has the opportunity to get a full view of everything that is happening in the industry, see these topics from a different viewpoint, stay one step ahead of their competition, but more importantly, also stay one step ahead of their customer. At the end of the day all business is doing one thing: keeping customers happy and providing the services they need. If we help the industry do that, we succeed.”
Partnerships play a big role at ISC West. In 2012, Ingram Micro Inc. announced it will host the inaugural Ingram Micro Convergence Pavilion.
Hosted by Ingram Micro and its North America Physical Security Business Unit, the new 20,000-square-foot Convergence Pavilion will feature technology vendors and solutions-oriented demonstration centers from many of the IT industry’s leading and emerging mobility, networking, security, physical security, storage and services vendors.
“Ingram Micro’s presence at ISC speaks volumes to the speed in which traditional security solutions are moving onto the network and the opportunity that Ingram Micro can provide to security integrators and IT resellers to diversify and innovate,” says Ronald Carlson, director, Physical Security, National, Insight Networking, an Ingram Micro channel partner
ISC Events also announced a continued partnership with The Smart Card Alliance, Princeton Junction, N.J., a non-profit, multi-industry association working to stimulate the understanding, adoption, use and widespread application of smart card technology. At ISC West, The Smart Card Alliance will host a new workshop, a smart card security technology pavilion, and a certification training course and exam for the Smart Card Certified Industry Professional/Government (CSCIP/G) designation.
“As part of our long-term strategy with the Security Industry Association (SIA), our main partner, we want to make sure that ISC events are open globally to all associations so that every profession that is involved in the security industry has a place to interact, learn, and stay informed about the industry,” Several said.
Don Erickson, chief executive officer of SIA, said, “The Alliance’s support for ISC West provides a great platform for SIA and the Alliance to reach our shared goals of providing the timeliest educational resources, and promoting collaboration within the security industry.”
ISC Events is also pursing additional partnerships to be announced shortly.
In addition to new partnerships, ISC Events also announced new additions to its portfolio of events. Expo Seguridad Mexico and Mexico Safety Expo, two security and safety events in Mexico, are the latest additions to ISC Events. The annual Expo Seguridad Mexico and Mexico Safety Expo events feature more than 350 exhibitors and attracts close to 14,000 security and safety professionals. The 2012 Expo Seguridad Mexico event will mark its 10th anniversary. Mexico Safety Expo attracts professionals involved in health and occupational safety.
Partnerships also lead to enhanced education at ISC West. The ISC Premier Education SeriesSM curriculum is developed in partnership with the industry through the ISC Education Advisory Board. The 2012 Program provides three full-days of education.
Specialty programming also includes IP-TAC2 Bootcamp, a one-day boot camp providing a platform for attendees to receive comprehensive, vendor-neutral education on IP-based systems. The PSA Security Network and PSA-TEC® offer a full day of education at ISC West, specifically targeted toward systems integrators. And ISC’s Strategic Management track is designed to provide targeted education for high-level end users.
In 2012, ISC Events with working with the Sands Expo Convention Center to enhance the show with additional amenities that will help attendees maximize their time at the show. ISC Mobile® has been improved with expanded show information and special events content. It allows users to do more than ever. Cellular service in the convention center is being enhanced to better support the app and provide better cell service for attendees. Enhanced food services and menu offerings, alongside more areas on the show floor to sit and enjoy free WI-FI and utilize charging stations will be offered as well.
The traditional special events and networking opportunities events will also take center stage. The annual SIA New Product Showcase, celebrating product innovation with category winners and an overall Best in Show Award, will take place with a new category, Green Solutions. Attendees can also participate in The Security 5K Run/2K Walk, the security industry’s charitable effort to save the lives of hungry children around the world; the SIA Customer Appreciation Reception; the AIREF golf tournament, and SIA’s Ride for Education.
For information, visit www.iscwest.com. — By Heather Klotz-Young, Senior Editor
950 security manufacturers will be at this year’s event to showcase the latest products and technologies in security.
150 brand new companies will be on the ISC West show floor.
95% of attendees state they come to ISC West to see new product and technologies.
1 new category enters the annual SIA New Product Showcase: Green Solutions.
23,000 security professionals or more are expected to attend.
The Ninth Annual Alarm Research and Educational Foundation (AIREF) golf tournament will be held Tuesday, March 27, 2012 at the Revere Golf Club in Las Vegas, one day prior to ISC West. The tournament promises players a casual golf outing with other industry professionals while supporting AIREF initiatives in the process.
AIREF, an all-volunteer nonprofit foundation, was created in 1977 by ESA to serve as the research arm of the industry. In 2003, AIREF and the Electronic Security Association (ESA) founded the tournament as a way to help raise money for industry research.
To register for the tournament and learn about AIREF’s research, visit www.airef.org. To hear a podcast with AIREF’s Jamie Orvis, an originator of the AIREF Golf Classic and AIREF board member, visit www.SDMmag.com and click on the Multimedia tab.
This year marks the third annual Security 5K for children in crisis. This event will be held on March 29 at ISC West. New to the event is a 2K walk, which now allows anyone interested to join the cause, even if they are not runners.
The proceeds of this event go to the non-for-profit organization Mission 500, which aids the children of need all over the world. Through corporate sponsorships and donors, the volunteer-driven initiative has increased the number of sponsored children to more than 400. Only $360 per year (tax deductible) helps feed, clothe, educate and provide health care for a child in need. By ISC West 2012, the campaign aims to provide for at least 250 new children.
The 2012 Security 5K will be taking place on March 29, 7:30a.m. to 8:30a.m. at the 2012 ISC Expo in Las Vegas. Register and learn more at www.security5k.com.
PSA Security Network, Westminster, Colo., announced PSA Business Solutions, a suite of resources for security professionals. PSA Business Solutions include various programs, ranging from office and business supplies, to software and website applications, to programs owner and customer businesses can implement for their own company and staff.
The Security Industry Association (SIA) announced the Open Supervised Device Protocol (OSDP) with Data Security Extension as a new Standards Department project within the organization’s American National Standards Institute (ANSI) accredited standards program.
OSDP was originally developed by HID Global and Mercury Security Corporation (with some recent contribution from Codebench Inc.) as a communication protocol for interfacing peripheral devices, like card readers, to control panels or other security management systems. The SIA version will support both IP communications and point-to-point serial interfaces such as RS-485. The serial version of the protocol has been fully adopted by manufacturers and others are in the development stages of implementation.
SIA Standards chairman Steve Van Till said SIA plans to review the current version of OSDP through its normal committee process, which includes a public comment period. In addition to the review of the serial version, SIA will work toward extending the protocol for IP transport to ensure that the implementation needs of the majority of the industry are met.
Tri-Ed/ Northern Video, Woodbury, N.Y., held its annual sales meeting at the Marco Island Marriot in Marco Island, Fla. This event gathered more than 100 regional and branch managers, corporate staff, and credit, operations and purchasing managers from the company.
Highlights included an opening kickoff welcome from Pat Comunale, president and chief operating officer, followed by three days of manufacturer training/presentations, team-building events, networking opportunities, and a four-hour Vendor Expo. More than 80 vendor partners were on hand for the Expo, which featured tabletop displays and new product training.
Siemens Building Technologies Division announced it gave Worcester Polytechnic Institute (WPI) $100,000 to support the construction of the school’s Fire Protection Engineering Lab. In recognition of the gift, WPI named the Fire Protection Engineering building’s conference center after Siemens to honor its leading role in supporting the advancement of fire and smoke detection technology and its underlying scientific study, the institution said.
Siemens support is earmarked for the school’s Fire Protection Engineering Lab, a facility that has been forwarding engineering and other advanced degrees, graduating fire protection engineers since 1979. Since the school’s inception, WPI has matriculated 596 fire protection engineers, most now serving the industry directly and ensuring that America’s buildings and their occupants are safer from fire-related emergencies.
After a £1million investment, Intertek, London, UK, officially opened its expanded facilities for life safety and security product testing in Leatherhead, Surrey, UK, on Nov. 24, 2011. Believed to be the largest capital expenditure project of its kind in Europe, the extended facility complements Intertek’s existing Safety, EMC, ATEX and Environmental testing facilities in the town and boosts the company’s existing global network of laboratories.
The ceremony was attended by more than 25 specially invited fire industry guests and the ribbon was cut by regional dignitary Councillor Bridget Lewis-Carr, chairman of Mole Valley Council.
The new facility includes a fire test room, smoke tunnel room, acoustic chamber, So2 test chamber, environmental chambers, vibration systems, EMC chambers and screened rooms.
Ridgefield Park, N.J.-based Samsung Techwin’s North American sales force rang in the new year in Memphis, Tenn., with a Kick-Off Meeting co-hosted by ScanSource, Samsung’s “Distributor of the Year.” After a Jan. 16 tour of ScanSource’s warehouse facility, the Samsung sales and marketing leadership team and manufacturer’s representatives settled in to hear the latest outlook for 2012 from Samsung, the global supplier of video surveillance and security.
The Kick-Off Meeting then focused on Samsung’s IP product range, new marketing initiatives for 2012, and additions to the expanding customer service and technical support programs.
The Samsung Kick-Off meeting also honored Mark Cohee, product manager, ScanSource, who was awarded the light-hearted (and heart-felt) designation of “Dr. of Distributology.”
After the Kick-Off Meeting, the first Samsung IP Institute (SIPI) training sessions were held, launching a nationwide series of SIPI two-day training events planned throughout the United States and Canada in 2012 covering IP video, network design and integration skills.
For information, visit www.samsung-security.com.
At BCDVideo, Northbrook, Ill., Jeff Burgess, president, and Tom Larson, director of global accounts, represent the business model that makes this company unique: the successful blend of IP and IT. A core competency in both of these areas allows the company to work with systems integrators in building storage solutions for their video projects.
Burgess has an extensive background in the IT industry, founding the company in 1999 to provide IT services to Fortune 500 companies. The business began to evolve in 2008, when Larson came on board with years of experience working with IP video.
“The company was dabbling in the video market by building servers as far back as 2002,” Larson related. “We saw a need for an IT company to be servicing video integrators and keep their interests in mind. Everything is always changing so fast in the IT world. It can be difficult for integrators to keep up with that. We are a partner they can rely on and keep them going in the right direction.”
BCDVideo works primarily through two important partnerships: with server manufacturer HP, as one of its global OEM partners, and with Anixter, as its solution distributor. A strong relationship with both of these companies allows for a complete IP video solution delivered to customers, and providing the necessary expertise at all levels — inside the hardware and in the design and installation of the video storage solution.
“We work directly with the integrator to engineer their storage requirements for each project,” Burgess explained. “When we pre-calculate the necessary storage for any project, we guarantee the results. If we spec out a 48TB server storage solution and it gets on site and we’re 6 terabytes short for what the project needed, we would cover the missing 6 terabytes. Happily, we have never had to do that.”
Added Larson, “Our existing installations vary from customers ranging from a $5 million integrator with half a dozen employees that purchases half a million dollars in servers a year to those at the top of the SDM 100. We have projects that have only four cameras and a small HP tower server for retail-type installs all the way up to a large arena, where we had 1,900 megapixel cameras on site. Being able to service any size project with a complete HP-branded solution, including the workstations, switches, servers, and storage, gives the integrator an edge, and lets the end-user sleep better at night.”
The company is seeing fast growth, with four new offices that opened in 2011. BCDVideo is very technology focused; using 6GB SAS server technology that provides double the bandwidth of SATA-based servers. To read more about this technology offering, see page 148. — By Sabrina Gasulla, Associate Editor
The New York City Chapter of ASIS International (ASIS), Alexandria, Va., will host its 22nd Annual Security Conference and Expo on Wed., April 25 to Thurs., April 26 at the Jacob K. Javits Convention Center in New York. The newly expanded, two-day event offers nearly 20 educational sessions and access to more than 100 product and service providers.
For the first time, this year’s program includes the ASIS Global Terrorism Conference, presented as one of the conference’s four educational tracks. In addition, the CSO Roundtable 5thAnnual Spring Conference will be co-located with ASIS NYC. ASIS Certification Reviews (CPP and PSP) will be held immediately following the event on April 27 and 28. ASIS board-certified attendees can earn credits toward recertification by attending the conference sessions and expo.
The chapter will present its 2012 Person of the Year award to John Miller, senior correspondent for CBS News, during a special luncheon event on April 26 at noon at the Javits Convention Center. An award-winning journalist and veteran of government, Miller served briefly within the New York City and Los Angeles Police Departments before joining the FBI. In 1998, he secured an on-air interview with Osama bin Laden.
For information, visit www.asisonline.org/education/programs/nycexpo/noframe/index.html.
The Electronic Security Expo (ESX) released the conference program for its 2012 event, featuring more than 50 educational sessions across seven tracks.
The 2012 conference program includes the new NexTech seminars, which focus on installation, integration and business model development for technologies increasingly being used by security integration and monitoring companies, such as automation, networking and A/V.
Some of this year’s conference sessions include:
• Achieving RMR from Home & Building Automation
• Target Markets for HD Surveillance
• Successful Succession Strategies
• Mobile Apps for Security & More: State of the Market
• Prepare for Exit on Day One: The Art of Buying and Selling an Alarm Company
This year’s conference tracks are:
• Business Development
• Central Station Operations
• Installation and Service Management
• Sales and Marketing
• Technology and Applications
The ESX Conference program begins on Tuesday, June 26 and runs through Thursday, June 28 at the Nashville Convention Center.
The entire conference program can be found online at www.esxweb.com. Security executives can look forward to reserving their seat at educational seminars at the end of February, ESX stated.
ADI, Orlando, Fla., presented Digimerge Technologies with the “Canadian Vendor of the Year” award at the annual ADI sales kick-off event held in Orlando.
Commenting on the award, Digimerge executive vice president Wayne Hurd stated, “In 2011 we launched a new line-up of innovative and powerful Touch Series DVR’s that set new standards in connectivity and ease-of-use, with the best suite of mobile app’s in the security industry. We also introduced an exceptional new line-up of Pinnacle cameras with advanced features at affordable price points as well as a value line of Echelon cameras. We’d like to thank the entire ADI team for its incredible support in promoting these exciting new products throughout its North American distribution network and ultimately to its vast dealer base who have grown to trust and depend on Digimerge products.”
Mike Duffy, president of Per Mar Security Services, Davenport, Iowa, was honored as the Man of the Year by the Chicago Chapter of the Buoniconti Foundation, whose efforts center on curing for paralysis, at a dinner at Gibson’s in Chicago.
The Buoniconti Foundation was founded by NFL Hall of Fame linebacker Nick Buoniconti and Barth Green, Md. and provides support to the Miami Project to Cure Paralysis. The Miami Project a comprehensive spinal cord injury research center, housed in the Lois Pope LIFE Center, at the University of Miami Miller School of Medicine.
SecureWatch24, New York City, announced that Neil Budhram joined the company as manager of its new Fusion Centre — a state-of-the-art monitoring facility currently under construction in Moonachie, N.J. Budhram is an alarm monitoring industry veteran who managed a central station facility in New York City for 15 years prior to joining SW24.
The new facility is key to the business expansion plans of SW24 and will allow franchise and dealer monitoring, intrusion, video management services, video alarm verification and many other services including virtual guard tours, Smyth said. “2012 is going to be our year — for the past 10 years we have been a strong regional company based in New York City — we are going to be a national player by the end of the next 12 months,” Smyth vowed.
“Neil will be responsible for building out and managing the operations of the Fusion Centre as we drive for its opening later this year,” said Des Smyth, SW24 president. “Neil’s experience in managing this type of large-scale monitoring operation (and the personnel to staff it) is second to none — and his first job will be overseeing the infrastructure requirements necessary for obtaining Underwriter’s Laboratory approval, as well as other anticipated certifications from leading security industry professional groups.”
SW24 recently announced that it had selected UTC Fire & Security MASterMind Integrated Software to power the Fusion Centre monitoring — a 25,000 square foot building that SW24 says is thought to be the largest single central station monitoring facility in the United States.
Central station managers going to Las Vegas for the upcoming ISC West can also earn certification as trainers. The recently-revised SIA-APCO Central Station Operator Instructor (Train the Trainer) Course is scheduled for March 25-28 at the Tuscany Suites and Casino in Las Vegas, with additional sessions throughout the year.
The course, offered by Central Station University (CSU), was substantially edited and updated to reflect changes in the industry since its introduction over a decade ago. “Central station technologies and procedures evolve constantly with the needs of our customers,” CSU president Dera DeRoche-Jolet explained in discussing the revision. “We wanted to make sure the class reflects what current operator-trainees need to know.”
For more than a decade, the Train the Trainer course has taught central station managers to build a standardized hiring and training program. Graduates of the program are certified to teach the SIA-APCO Central Station Operator Course. Revisions in the Operator Course cover newer types of monitored systems, techniques for false alarm reduction, more detailed explanation of alarm signal formats, and an expanded discussion of customer service. The entire Operator Course has been edited to give trainees a clearer path from the most basic topics to the most advanced.
CSU is beginning its first full year offering the SIA-APCO Central Station Courses after partnering with SIA to take over management of the courses which SIA introduced in 1996. “We are proud to continue our partnership with Central Station University,” said SIA’s director of education Arminda Valles-Hall.
For those unable to take the Las Vegas course, a second session is scheduled for June in Orlando and additional classes will be taught later in the year. For information, visit www.thecsu.org.
Code Blue Corporation, Holland, Mich., announced David Cook as the chief operating officer. As COO, Cook will be responsible for leading Code Blue in expanding its endpoint communication stations to include a software-based Managed Emergency Communications System (MECS) that provides centralized control of fire, security, sound and communication systems.
Cook will manage sales, finance, marketing, business development, product development and manufacturing, along with customer service, and will report to Code Blue’s president and chief executive officer Ken Genzink.
Cook brings expertise in networking, VOIP engineer, application and web development, and systems analyst using Microsoft and Unix-based operating systems, in addition holds many certifications from technology industry leaders.
Avigilon, Vancouver, promoted two of its top performers: Keith Marett to vice president of marketing and communications and Amir Javidan to vice president of customer service and IT. During his short tenure at Avigilon, Marett has elevated Avigilon’s global corporate brand image to a new level and played a key role in the company’s successful IPO in November 2011. Javidan has done an exceptional job building a world-class customer service department — growing the team from one member to more than 25 today. Most recently, Javidan managed the complete overhaul of Avigilon’s IT systems and established an IT team to optimize the company’s operations and facilitate its continued growth.
Monitor Dynamics, San Antonio, Texas, appointed James St. Pierre as its new director of sales for the Western United States. In his new role, he is directly responsible for planning, implementing and managing all corporate sales initiatives in the western half of the United States.
Intransa, Cupertino, Calif, named David Nelson-Gal as vice president of Engineering. Nelson-Gal is responsible for Intransa’s ongoing product development efforts. Nelson-Gal has more than 20 years of engineering experience leading fast-paced enterprise software companies.
Smarter Security Inc. relocated its corporate headquarters to a larger office space in Austin, Texas. The new location supports the company’s growth plans and provides nearly double the space — 8,200 square feet — compared to Smarter Security’s previous headquarters. The company’s new corporate address is 110 Wild Basin Road, Suite 200 Austin, TX 78746.
SAFE® Security, San Ramon, Calif., named Jason Grelle as SAFE’s new vice president of sales and marketing. Grelle has 13 years of experience in the security industry in addition to another nine years in sales and marketing. Grelle will be tasked with enhancing the company’s growing dealer and bulk purchase programs as well as having SAFE’s wholesale monitoring programs to present to dealers in SAFE’s Dealer Network as well as independent alarm dealers across the nation.
Keyscan Inc., appointed Steve Dentinger to the position of director of sales and marketing and Paul DeLaski to the position of national sales manager. In addition to his director of marketing portfolio, Dentinger will now be responsible to plan and steer all sales and new business development strategies and activities across Keyscan’s entire corporate footprint. Dentinger holds more than 17 years of diverse experience across the electronics industry. In his new role, DeLaski will be responsible for all dealer and distribution sales initiatives as well as all related new business development activities for Keyscan Access Control Systems throughout the United States.
The Protection Bureau, Exton, Pa., welcomed Jim Braccille as security consultant. Braccille has more than 10 years of experience in the security industry. Braccille was already considered a valuable part of The Protection Bureau’s installation team as a national accounts subcontractor on many projects over the years. Since Braccille has a background in system design and installation, his primary focus will be to expand the company’s managed services offering.
MicroPower Technologies Inc., San Diego, Calif., appointed Jim Brailean, chief executive officer, PacketVideo, and Kevin Hell, chairman, EvoNexus, a San Diego-based high-tech incubator, to its board of directors. Hell will assume the role of chairman of MicroPower Technologies. The addition of the new board members follows the closing of the company’s $6.5-million Series C funding round, which was led by Motorola Solutions Venture Capital and an undisclosed private fund.
North American Video (NAV), Brick, N.J., announced that Kevin Bozarth has been named as manager of large systems engineering. Kevin brings IP, network and engineering expertise to NAV. In this newly created position, Bozarth will lead the NAV Network team and be responsible for managing the sales engineering activity for large surveillance projects.
AMAG Technology, Torrance, Calif., appointed Chris Earleywine as its new vice president of sales. In his new role, Chris will manage AMAG’s team of regional sales managers and sales engineers and implement sales strategies to promote company growth, assist customers and uphold AMAG’s customer service philosophy.
Avigilon, Vancouver, expanded into the growing gaming and casino market with the appointment of security gaming expert, Douglas Florence, CPP, as the company’s business development director of global gaming. Florence has 36 years of security industry experience, which included heading security, surveillance and risk management in prominent Las Vegas casinos.
Cathy McHugh joined DVTel, Ridgefield Park, N.J., as director of global marketing. She will work alongside the management team to develop and implement DVTel’s marketing and branding strategy as well as run the marketing communications department.
AMAG Technology Inc., Torrance, Calif., announced that Matt Barnette was promoted to executive vice president of sales and marketing. Barnette will retain his current responsibilities in North America and has the added responsibilities of selling and marketing AMAG’s Symmetry™ Security Management System worldwide. Barnette has also been appointed to the AMAG board of directors. AMAG also announced that Ryan Kaltenbaugh joined the company as its director of business development, Government Systems. Kaltenbaugh has more than 15 years of experience in the security industry working for national and global security integrators.
G4S Secure Solutions, Jupiter, Fla., hired Bernard J. Scaglione as director of healthcare vertical markets. With more than 25 years in healthcare security, working with nationally recognized hospitals and healthcare institutions of every size and service, Scaglione is expected to be instrumental as G4S transforms security and safety best practices in the healthcare industry.
Secura Key, Chatsworth, Calif., promoted Khoa Nguyen to manufacturing manager and Charles Anthony to the position of director of sales. Nguyen has been with Secura Key for more than 15 years. Over the years his responsibilities have included IT manager, manager of process engineering and production analyst. In his new position, Anthony is responsible for all company sales functions. Prior to his promotion, Anthony was the national sales manager for access control sales. He has nearly 30 years of experience in the industry.
Tom Galanis joined ADI, Melville, N.Y., in the role of senior product marketing manager for residential and commercial A/V for the United States and Puerto Rico. With more than 30 years of experience, Tom brings to ADI a high level of expertise in home theater and custom electronics.
Middle Atlantic Products appointed industry veteran Dan Tarkoff vice president of sales, a new position. Tarkoff leads the U.S. sales team and provides dedicated support for the continuing evolution of the company as it forms the basis of the Commercial A/V division of Legrand.