New Leader for Honeywell’s Americas Fire & Sensing Business

Honeywell, Northford, Conn., appointed Gary Lederer to lead Honeywell Life Safety (HLS) – Fire Solutions Americas and oversee Fire Systems and System Sensor, both part of the Honeywell Automation and Control Solutions’ Life Safety business. He reports to Honeywell Life Safety president Mark Levy. Under Lederer, Todd Rief leads Honeywell Fire Systems Americas and Tom Potosnak continues to lead System Sensor Americas.

Allen Fritts, who served as president for Honeywell Fire Systems Americas, and John Hakanson, who served as president of Honeywell Sensing and Devices, under which System Sensor currently operates, are retiring.


ESA Presents MegaTrends Study

At the ESA Leadership Summit, the results of the annual ESA MegaTrends study, which polled association members on their businesses’ finances, product selection, and future plans, showed optimism and investment in the industry.

According to the study, average annual revenue growth increased 4.3 percent in 2012 after growing 3.3 percent in 2011 and 1.7 percent in 2010, showing strong upward movement. Much of that can be attributed, however, to companies with more than $2.5 million in annual revenue, which saw an average of 7.6 percent growth versus 1.4 percent for companies up to $2.5 million in annual revenue.

When it comes to product categories with the most potential, members are projecting the most growth in annual revenue over the next two years from video surveillance/security (9.1 percent), electronic access control (7.2 percent) and intrusion detection (6.9 percent). Of the non-security categories, energy management (5.8 percent) and home automation (5.7 percent) are expected to see growth as well.

The study also found a shift in business objectives seen year-over-year. For example, this year, 64 percent of respondents said it is very important to increase installation efficiency on video, access and automation to improve their RMR potential — up from 39 percent in 2012. That trend continued with other objectives, including:

  • Converting video surveillance and access control into RMR business via hosted and managed services architectures (“very important” up to 52 percent in 2013 from 29 percent in 2012).
  • Converting home automation/connectivity into an RMR business (“very important” up to 38 percent in 2013 from 17 percent in 2012).

When it comes to investing in their own companies and plans for expansions, respondents are focused heavily on IP/IT training and technical staff recruitment, training and development, with plans to expand into new products and applications organically.

One of the most talked about issues in the industry — the re-entry of telecom and cable providers — has most respondents agreeing that these companies are raising consumer awareness and enlarging the overall market.

The MegaTrends luncheon was sponsored by Digimerge.

ESX will cover these topics in its leading education program and exhibitors will display cutting-edge developments in the above product categories on the expo floor. Register your team for Deluxe Passes and get access to it all. Registration for ESX is open at


2013 Weinstock Award Winner Announced

The Electronic Security Association (ESA), Irving, Texas, announced that David Koenig, partner of Capital Fire & Security, Madison, Wis., is the winner of the 2012 Morris F. Weinstock Person of the Year. The announcement came during the association’s 2013 ESA Leadership Summit in Orlando, Fla. The Weinstock award recognizes an individual for outstanding achievement and ongoing efforts on behalf of the association.

Koenig’s dedication to the security industry, his distinguished performance for the advancement of the industry, his leadership roles on both the national and state levels, his work on several ESA committees, and his tireless support of the association have led to his selection as this year’s Morris F. Weinstock Person of the Year, ESA said.

In 1981, Koenig became involved with the security industry as a central station dispatcher for Mid-Wisconsin Security. Subsequently, he held a number of management positions in firms large and small that provided a variety of security services. His experience over the years includes sales, system installation, project management, design, budgeting, consulting and business management.

Koenig’s leadership role in association activities resulted in the 2010 Sara E. Jackson Memorial Award. That award was named in honor of the 1950-51 ESA President Sara E. Jackson, and is presented to an ESA committee chair who has displayed outstanding leadership. Over the years, Koenig’s involvement in ESA included chairing the Budget/Audit and Investment committees as well as serving on the Executive, Education and Political Action committees.

He has served as treasurer of ESA since 2007.

“David’s knowledge, experience, and leadership have had a significant impact on our association and the industry,” said ESA president John Knox. “We are proud to honor David with this award for the countless hours he has dedicated to ESA as a volunteer leader.”

This year’s ESA Weinstock/Jackson Award celebration will be held in Nashville, Tenn., on June 18, 2013.


New My Alarm Center Facility Enables Continued Growth

My Alarm Center, Newtown Square, Pa., announced it strengthened its position in the security industry by its recent relocation to a new facility that offers enhanced communications, expanded warehouse space, room for continued company growth, and more comfortable working conditions for employees. My Alarm Center’s primary reason for the relocation was to ultimately benefit customers and support anticipated growth.

“Better equipment, more space, and engaged employees will allow us to be more efficient,” said Gary Welsh, chief operating officer of My Alarm Center. “My Alarm Center will be able to reduce costs and pass those savings along to our customers, who are at the core of every decision we make.”

The new facility also provides an improved working environment for My Alarm Center employees. The work space will be both comfortable and dynamic, which will lead to enhanced productivity, the company says. Additionally, the company’s enhanced communication system allows My Alarm Center to allocate resources where and when they are most needed.

“We want the My Alarm Center family to be engaged and productive,” said Amy Kothari, president and chief executive officer of My Alarm Center. “We pride ourselves on great service, and great service begins with an engaged team. The new facility and communication system will take us to the next level.”

My Alarm Center has long been dedicated to its customers, its employees, and its community, the company said. In 2012, it contributed to the Red Cross fund for Hurricane Sandy victims and participated in the Salvation Army’s Angel Tree program. The move also follows news that the company exceeded the $4 million RMR mark and launched an organic growth and branding strategy for the Philadelphia and Seattle markets.

For information, visit


ESA of Florida’s Inaugural Convention Raises Important Issues & Scholarship Funds

ESA of Florida (ESA-FL), the newest chartered chapter of the Electronic Security Association (ESA), held its inaugural convention and Youth Scholarship Golf Tournament on Mon., Feb. 18, at the Golden Bear Club in Windermere, Fla.

The convention started with the ESA-FL board of directors meeting, where the chapter’s leaders discussed new initiatives, planned strategies for reaching out to other groups as potential allies, and discussed development of training and education in the state.

Following the chapter board of directors meeting, members conducted their annual membership meeting and weighed in with their thoughts on the chapter’s development and ideas for future projects while receiving the latest updates from the board.

“We had a great turnout and participation for our convention, with a number of members sharing their goals for the chapter and positive feedback on the work that’s been done so far,” said Steve Paley, ESA-FL president. “We’re launching a number of new initiatives to provide value to security integrators in Florida, and we’re excited at the opportunity to help grow our chapter and our industry.”

Business was followed by fun, with the inaugural ESA-FL Youth Scholarship Golf Tournament. Members of ESA-FL and peers from throughout the security industry played 18 holes at the Golden Bear Club — a private Jack Nicklaus Signature Golf Course — to benefit the ESA-FL Youth Scholarship Program. The scholarship is open to graduating high school seniors who are children of active duty police officers and fire fighters, and the state winner will get an opportunity to compete at the national level in ESA’s Youth Scholarship Program.

Since its inception in 1996, ESA’s Youth Scholarship Program has awarded more than $300,000 through participating ESA chapters and through the national scholarship program.

After a great day on the golf course, the players continued networking with one another at the Post Play Reception where the tournament prizes were given out. F

ollowing the conclusion of the tournament, members headed to the annual ESA Leadership Summit at Orlando’s Rosen Centre Hotel, which offered three valuable days of networking, education and vendor meetings.


ADI Awards Its 2012 Vendor Partners, Exacq Named Vendor of the Year

ADI, Meliville, N.Y., announced the recipients of its 2012 Vendor Partner Awards. ADI selected Exacq Technologies as its Vendor of the Year in the United States and Remee Wire and Cable in Canada. ADI also recognized vendors in the categories of New Product of the Year, Best Sales Support, Rookie Vendor of the Year, and Best Supplier Delivery Performance.

ADI distributes more than 95,000 products from more than 550 vendor partners. Each year, ADI recognizes key suppliers across North America for their support and contributions towards the growth and success of ADI, according to the distributor. Vendors are evaluated based on revenue, sales support, marketing initiatives, inventory results and feedback from ADI’s sales leadership team.

2012 ADI Vendor Partner Award recipients include:

  • Vendor of the Year – United States Exacq Technologies • Vendor of the Year – Canada Remee Wire and Cable
  • New Product of the Year – United States/Canada Arecont Vision 180/360° 20MP camera
  • Best Sales Support – United States Axis Communications
  • Best Sales Support – Canada Rutherford Controls
  • Rookie Vendor of the Year – United States/Canada Lutron Electronics
  • Best Supplier Delivery – United States/Canada 1st place: Vivotek 2nd place: SR Components 3rd place: Labor Saving Devices

“We are honored and grateful to receive this award from ADI. This is only the second year the exacqVision product line has been available through ADI, and they have quickly become an excellent partner,” said Allan Stone, security products distribution sales manager at Exacq Technologies, Indianapolis. “With ADI’s strong distribution channels we have been able to expand our reach across the security and low-voltage market, and we look forward to another successful year with ADI.”

The ADI Vendor Partner Awards were presented during the Vendor Symposium at ADI’s 2013 Kickoff Meeting held in January in Marco Island, Fla.

“We appreciate the commitment and contributions these vendors have put forth to strengthen the industry, and we are honored to recognize their successes,” said Michael Flink, president of ADI Americas.


HID Grows in Latin America

HID Global, Irvine, Calif., a worldwide provider of secure identity solutions, expanded its Latin America presence. The company’s addition of several new hires enables HID Global to enhance its sales strategy in key regions, consolidate its presence in vertical markets and strengthen relationships with customers and local partners.

“HID Global continues to experience growth in Latin America and our key to ongoing success is our continued ability to adapt and respond to a changing economic and business landscape in the region,” said Humberto De la Vega, vice president of sales for Latin America and the Caribbean with HID Global. “Our increase in HID Global resources and support also reinforces our Genuine HID commitment to deliver customer satisfaction excellence to our vast partner and end-user community.”

HID Global is dedicated to building a stronger Latin America presence and has been rapidly expanding in the region over the past three years, including key emerging markets in Brazil, the Andean region, Central America, Caribbean and Mexico. With the addition of the company’s newly established Mexico City office, continued advancements throughout Latin America will be instrumental in the growth and development of HID Global’s success.


Vision Security Names New President to Continue Pursuing Growth

Vision Security, Orem, Utah, a home automation and monitored security company, promoted Dan Noble to president from chief financial officer. Noble will assume overall leadership of internal operations and strategic initiatives.

Rob Harris, chief executive officer and founder of Vision, said, “Noble is a proven leader and shares my core values for building a business upon sound operating principles and outstanding customer experiences. I have come to rely on Noble for his keen sense of the day-to-day needs of the business and his optimistic approach to solving problems and identifying strategic opportunities.”

Vision has experienced a steady increase in top-line revenue and sustained profits during the past six years, which were characterized by an increasingly competitive and restrictive marketplace.

Vision Security is a leading dealer for Security Networks, West Palm Beach, Fla. The company’s recurring monthly revenue amounts to nearly $500,000. In 2012 the company grew to 31.1 million in revenue from 19.4 million in 2011. Vision LLC, is a privately held company serving more than 60,000 premium subscribers. Vision’s leadership projects to grow the company’s recurring monthly revenue base by 75 percent in 2013.


40-Year Old Dealer Restructures

Now in its 44th year of business, Georgian Bay Fire & Safety Ltd., Stratford, Ontario, continues to expand throughout the Ontario market. This continued growth has resulted in a reorganization of the management team.

At the Owen Sound Head Office, the son of Nels McKay, the company’s founder, Tim McKay remains in the position of president. He has been with Georgian Bay since 1984. While retaining his duties as operations manager, Jeff Taylor has added the title of vice president and the responsibility of business development. Taylor started in the security business three decades ago and helped the company grow since 1991. London sales representative Matt White was promoted to sales manager and now oversees the entire sales team from his office in London. Finally, Stratford sales representative Michael Lutzmann now splits his time between sales in Huron and Perth Counties and the newly created position of marketing manager.


Can’t Leave the Office for Tradeshows? iSecurity 2013 is for You

Free to qualified participants, the iSecurity 2013 virtual tradeshow provides an in-office tradeshow experience:

  • Attend live presentations including RMR Growth Among the SDM 100, where you will learn about trends in recurring monthly revenue (RMR) among the largest channel companies in the security industry, as well as strategies for growth — presented by SDM Editor, Laura Stepanek.
  • Network with contacts from all over the globe via Group or Private chat.
  • Download whitepapers, product videos and brochures.
  • Archived for a year, in case you can’t make it!

The tradeshow will take place online on Thurs., June 13, 2013, from 10:00 a.m. – 4:00 p.m. EST, and you can register your whole team at

New features this year include live video chat with exhibitors, an exciting new exhibit hall layout, and an interactive game so you can compete with your colleagues between presentations.


Lutron Breaks Ground on Canadian Experience Center

Canada, which boasts the eleventh-largest economy in the world, was chosen for Lutron’s first International Experience Center, located in Markham, Ontario, just outside Toronto. The center will showcase a variety of wireless lighting and shading control solutions for commercial spaces from Lutron, Coopersburg, Pa.

“We recognize the importance of Toronto as an international specification location and wanted to add the appropriate resources to best serve our Canadian customers,” said Tom Ike, vice president of Global Sales at Lutron. “We look forward to growing our presence here and servicing this important market.”

Ground-breaking on the Canadian facility, a commercial experience center and specification office, began in February 2013. The 2,800-square-foot space, certified as LEED Gold, will celebrate its grand opening this summer. Peter Saccomanno, vice president and general manager of Lutron Electronics Canada Inc., said the facility will include numerous Lutron control solutions including the Quantum® total light management system, EcoSystem® and more.

“Lighting uses about 39 percent of annual electricity in a typical commercial building,” Ike said. “Showing our Canadian customers how Lutron solutions can reduce this figure and save energy is a win for everyone.”

Although the Canadian facility will be Lutron’s eighth experience center in North America, it will be the first outside the United States. Other centers, dating back to 2001, are located in Plantation, Fla., New York City, Coopersburg, Pa., Seattle, Wash., Irvine, Calif. and Washington, D.C.


Custom Alarm Wins U.S. Chamber Blue Ribbon Award

Custom Alarm/Custom Communications Inc., Rochester, Minn., was named a Blue Ribbon Small Business Award® winner by the U.S. Chamber of Commerce for the fourth straight year. Custom Alarm was recognized for its dedication to the principles of free enterprise and its contributions to restoring jobs and prosperity.

“The Blue Ribbon Award winners show that, even facing uncertainty and economic challenges, small businesses can grow and succeed,” said Thomas Donohue, U.S. Chamber president and chief executive officer. “They are America’s economic engine, driving growth and job creation all across this country.”

The awards program honors companies that demonstrate excellent business practices in several areas including strategy, employee development, community involvement, and customer service.

“The Chamber celebrates the outstanding achievements of these award winners and is proud to recognize them for the positive impact they are making in their communities,” Donohue continued. “These small businesses are wonderful examples of the American Dream at work in our nation.

”This year’s 100 Blue Ribbon winners were selected from a record number of nationwide applicants and will be honored at America’s Small Business Summit 2013, which will be held from April 29 to May 1 in Washington, D.C. Blue Ribbon businesses are also eligible for the Community Excellence Award, which will be decided through online public voting February 8-22.


‘Idea Man of the Century’ to Keynote ESX 2013

The Electronic Security Expo (ESX) announced its welcome of Roy Spence, co-founder and chairman of GSD&M — an Austin, Texas-based marketing and advertising agency — as its 2013 keynote speaker. Its keynote luncheon, sponsored by Security America RRG, will take place at 11:45 a.m. on Wed., June 19 at Nashville’s brand new Music City Center.

Spence, who has been named “Ad Man of the Year” and “Idea Man of the Century,” helped GSD&M grow some of the country’s most successful brands, including Southwest Airlines, Wal-Mart, DreamWorks, the PGA TOUR, BMW, the U.S. Air Force, L.L. Bean, the Clinton Global Initiative and “Don’t Mess with Texas.”

“We’re thrilled to welcome Roy Spence as this year’s featured keynote speaker,” said ESX chair George De Marco. “Inspiring and changing leaders in every sector, Roy gets owners and executives to think differently about leadership, branding and a company’s true purpose.

“His experience and brilliance in articulating the steps it takes to develop a purpose-driven business helps transform organizations into extraordinary ones. Roy will be a tremendous resource for security professionals attending ESX,” De Marco concluded.

In his keynote, Spence will discuss finding your business’s purpose, the importance of entrepreneurship, and following your dreams and passions. Spence, who is the co-author of The Wall Street Journal bestselling book “It’s Not What You Sell, It’s What You Stand For: Why Every Extraordinary Business is Driven by Purpose,” currently works with businesses and people to help them discover and live their purpose through his consulting firm, The Purpose Institute.

“Roy and the principles in this book have helped guide our work at the Clinton Global Initiative,” said former president, Bill Clinton. “Having a clear and compelling purpose has enabled us to unite leaders and citizens from all over the world in order to convert pioneering ideas into solutions with tangible results.”

Registration for ESX (scheduled for June 17-21, 2013) is now open at


SAFE Security Refinances; Will Use $130M in Capital for Growth

SAFE Security, San Ramon, Calif., has been making headlines ever since it was acquired by ICV Partners in early December of last year with its two-part acquisition of Pinnacle Security accounts, the launch of a monitored do-it-yourself (DIY) offering and expansion of its dealer program.

Most recently, Paul Sargenti, president and chief executive officer of SAFE Security announced that Bank of America leads a five bank syndicate that has refinanced SAFE Security’s senior debt facility. The new facility provided by the Bank of Montreal, One West Bank, Madison Capital, and U.S. Bank in addition to the Bank of America provides SAFE Security with $130 million of capital to pursue its growth strategy.

Sargenti shared, “We have been looking for a long time at some properties and transactions we wanted to do. And we really couldn’t do it without the right partner. Partnering with ICV was a catalyst in really embarking upon a new growth strategy for SAFE.”

With $1,724,862 in recurring monthly revenue (RMR), SAFE Security was ranked No. 26 in the 2012 SDM 100. The two account acquisitions the company has completed thus far in 2013 have brought in approximately $1.6 million of RMR from now-defunct Pinnacle Security. SAFE nearly doubled its RMR in the first quarter of 2013, an infrastructure challenge it has prepared for with other small and large account acquisitions and a great deal of support and stability from ICV Partners. The strategy calls for a well-rehearsed period of adjustment for the company’s new customers. But SAFE isn’t finished growing yet.

To balance strong acquisition growth, the company is ramping up its dealer program with a $10,000 reward incentive program. Add to that the new SAFE@home™ division that will expand the company’s reach to a whole new market with a monitored DIY solution.

“It’s a four-channel strategy to grow our top line,” Sargenti described. “Namely, what we’ve been doing for a long time — bulk acquisitions — as well as a robust dealer program we’ve now been building for a year and a half that’s gotten great traction. Another channel is a traditional channel only for those who don’t have their own central stations — the wholesale monitoring channel. SAFE acquired a central monitoring station [in 2009] and modernized it, making it into a Five Diamond central station… The fourth channel is something new we’re trying and that is a DIY channel that is entirely IP-based. This has been an area where others have had difficulties because of challenges in reaching consumers and also in how to get it to work inside the home. We think we’ve met those challenges and we’re now starting to get some nice traction with the DIY offering.”

Sargenti also stated the expansion of the company’s senior credit lines provides the capital SAFE needs to execute its long-term growth strategy and stay on track with strategic acquisitions and geographic expansion.

For more on SAFE’s dealer program, DIY offering and account acquisitions, continue reading at — By Sabrina Gasulla, Associate Editor


News Briefs

Digital Monitoring Products (DMP) 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 the city, helping grow their businesses.

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Honeywell, Melville, N.Y., welcomed The Alarm Company Inc., Madison, Miss., to its First Alert Professional Dealer Program. The Alarm Company was founded in 1989 and provides a variety of security and low-voltage system solutions to residences throughout the region. It specializes in burglar and fire alarms, CCTV surveillance systems, access control solutions, home theaters and A/V systems.

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Mace Security International, Solon, Ohio, hired Troy Bruce as director of sales. Bruce works with existing dealer/partners and enhances Mace’s positioning in the market place by identifying new independent alarm dealers, security system installers, and system integrators.

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ScanSource Inc., Greenville, S.C., an international value-added distributor of specialty technology products, opened a Wellness Clinic on its Greenville campus. The clinic, created in partnership with Greenville Hospital System, enables ScanSource employees and their spouses to have convenient, on-demand access to healthcare services four days a week with a nurse practitioner on staff.

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Steve Ipson, a well-known central station operations industry professional, joined Monitor America, LLC as director of business development. Ipson was most recently director of advanced dealer development at Diebold Inc. He also was director of monitoring services for that company’s central station operations in Ohio and Hawaii. He was with Diebold for more than 30 years and achieved the CSAA Five Diamond award, CSAA/SDM Central Station of the Year and Frost & Sullivan’s Monitoring Provider of the Year awards during his tenure.

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Genetec, Montreal, opened a new U.S. office in Moonachie, N.J. Located in close proximity to Manhattan and major airports, the new office features a state-of-the-art training center and showroom, and provides a local base for the company’s northeastern team. The New Jersey showroom features Genetec’s latest version of Security Center, the company’s unified security platform. Visitors will also be able to see a variety of cameras and access control technologies from Genetec’s partners including Axis, Bosch, HID Global, Panasonic and Sony.

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Safe Systems Inc., Lousville, Colo., promoted John Wrzesinski to vice president of operations. Wrzesinski’s newly created position is in response to the company’s growth. He has served as operations manager for the company since 2007 overseeing all field operations. Wrzesinski is now responsible for central station and IT functions, as well as working with ownership to identify further acquisitions while supporting the company’s vision and growth.

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SedonaOffice, Chagrin Falls, Ohio, hired Rebecca Hall as business development director. Hall is the fifth new employee hired since December 2012. In this role Hall is responsible for extending SedonaOffice’s presence in the market, as well as SedonaOffice’s branding and communications through media outlets. She brings more than seven years of experience in the security field. Most recently she was the conference manager for Securing New Ground™ and the producer of multiple Security 500 events.

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G4S Technology LLC, Omaha, Neb., (formerly Adesta), appointed Sam Belbina to its senior management team in the role of executive vice president. With more than 20 years of security experience, Belbina oversees business development, marketing and communications. He has executive responsibilities for strategic initiatives, including opening new markets and the expansion of National and Global Services business.


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Protection 1, Dallas, promoted James Jack, formerly the general manager in Oklahoma City. Jack is the director of multi-family solutions, a newly created position that reports to Michael Keen, vice president of strategic accounts. Multi-family security relates to apartment and condominium buildings and other facilities that house many residents in one or more buildings. Jack joined Protection 1 in 2008 as a trainer in the commercial channel, co-authored the curriculum and worked with Paul Straten in the south region.


IQ Announces 2013 Board of Directors & Officers

During the December 2012 IQ Certification annual membership meeting, executive director, Dale Eller, announced the election results for the 2013 IQ Board of Directors. Tim Creenan, Lynn Comer and Dave Currie each were elected to a two-year term, which began Jan. 1, 2013.

During the January IQ Certification Program monthly meeting the IQ Board met and chose officers. Tim Creenan was elected for another term as chair as were Amanda Baumgartner as secretary and Peggy Anderson as treasurer. Lynn Comer was elected as vice chair.

In addition to his role on the IQ Board, Creenan is chief executive officer of Buffalo-based Amherst Alarm and active in both ESA and the New York State Electronic Security Association. Comer, president of Shenandoah Valley Security (SVS) also serves as president of ESA Virginia and chairperson of the Government Relations Committee for ESA. Baumgartner is licensing manager for Rapid Response Monitoring and Peggy Anderson is licensing specialist for the Delaware State Police In addition, Anderson and Steve Heggeman of the Baltimore County Alarm Reduction Team were appointed to a one-year tem by the board as public safety directors, representing the public safety sector. According to the IQ Guidelines, one appointed director may be chosen from each of the law enforcement, fire, state regulator or insurance communities.

The IQ Certification Board administers the IQ Certification Program and reviews IQ each application for company certification and approves or denies certification based solely on the IQ Certification Guidelines. Board members prioritize initiatives for the year and determine the projects, activities and events to be undertaken.


Conference News

For more than 35 years, PSA Security Network has brought the security industry the annual PSA-TEC conference. This year’s event will take place at The Westin in Westminster, Colo., May 6 to 10, 2013. This year, PSA-TEC is expanding its educational offerings by adding new classes and bringing back favorites by popular demand.

The conference is geared towards a variety of security team members, from technicians to executives. Topics highlighted include systems design; installation, deployment and maintenance strategy; implementation; business management; project management; consultative selling; proposal development; and procurement and fulfillment.

The National Systems Contractors Association (NSCA) Mass Notification & Emergency Communications (MNEC) Symposium will be a new, featured track during PSA-TEC. This event will include a keynote address by Michael Mulhare, director of office of Emergency Management at Virginia Tech.

The Information Technology Track at PSA-TEC 2013 is intended to educate a variety of PSA-TEC attendees on the network as it pertains to each. The track includes new sessions such as “PSIM Workshop: Real-World Lessons on Using PSIM to Win Business & Maximize Profit Potential,” “How Big Data & Enterprise Resilience Impact the Physical Security Community,” and more.

Other tracks include Physical Security, Business Optimization and Managed Services. The full course guide as well as registration and show information are available at — By Sabrina Gasulla, Associate Editor